The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch
20Sales: Why Every Sales Rep Should Do Pipeline Generation & How to Teach Them | Verticalised Sales Playbooks: When and How | How the Best Sales Reps and Leaders Structure Their Time with Carlos Delatorre, CRO @ Harness
The Twenty Minute VC (20VC) interviews the world's greatest venture capitalists with prior guests including Sequoia's Doug Leone and Benchmark's Bill Gurley. Once per week, 20VC Host, Harry Stebbings is also joined by one of the great founders of our time with prior founder episodes from Spotify's Daniel Ek, Linkedin's Reid Hoffman, and Snowflake's Frank Slootman.
If you would like to see more of The Twenty Minute VC (20VC), head to www.20vc.com for more information on the podcast, show notes, resources and more.
Show Notes
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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:
The Art and Science of Sales
How to Hire Sales Talent
How to Build a Sales Team
Why Every Sales Rep Should do Pipeline Generation
How the Best Reps to Pipeline Generation
Biggest challenges of Pipeline Generation
Pipeline Generation Success Stories
Sales Metrics and Conversion Rates
Customer Acquisition Strategies
Evaluating Sales Performance
Effective Sales Training
Pipeline Generation and Deal Reviews
Maintaining Sales Team Morale
Verticalized Sales Playbooks
Addressing SaaS Churn Rates
Discounting and Deal Slippage
Transitioning to CEO Role
Hiring Mistakes and Sales Rep Evolution
In-Person vs. Remote Sales Teams
Account Management Strategies
Creative Sales Tactics
Final Advice for Sales Leaders
Adapting Sales Strategies During Crisis
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