Carlos Delatorre, CRO @Harness: Why Every Sales Rep Should Do Pipeline Generation
20Sales
Jan 24, 2025
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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 do Pipeline Generation
Biggest challenges of Pipeline Generation
Sales Metrics and Conversion Rates
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
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