Carlos Delatorre is one of the legendary go-to-market leaders of the last 20 years. Today, Carlos is the Chief Revenue Officer (CRO) at Harness, where he oversees global sales and go-to-market (GTM) operations. Before Harness, Carlos was the CRO @ MongoDB and Navan. Carlos is also an investor with a portfolio including the likes of Modern Treasury and Starburst to name a few.
In Today's Sales Masterclass We Discuss:
03:48 The Art and Science of Sales
04:42 How to Hire Sales Talent
06:26 How to Build a Sales Team
15:28 Why Every Sales Rep Should do Pipeline Generation
19:45 How the Best Reps to Pipeline Generation
21:34 Biggest challenges of Pipeline Generation
22:44 Pipeline Generation Success Stories
34:59 Sales Metrics and Conversion Rates
35:32 Customer Acquisition Strategies
37:17 Evaluating Sales Performance
39:14 Effective Sales Training
43:10 Pipeline Generation and Deal Reviews
45:05 Maintaining Sales Team Morale
46:20 Verticalized Sales Playbooks
48:37 Addressing SaaS Churn Rates
49:49 Discounting and Deal Slippage
52:02 Transitioning to CEO Role
54:15 Hiring Mistakes and Sales Rep Evolution
57:03 In-Person vs. Remote Sales Teams
57:55 Account Management Strategies
01:02:47 Creative Sales Tactics
01:04:12 Final Advice for Sales Leaders
01:04:46 Adapting Sales Strategies During Crisis