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
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
SaaStr 522: Scaling Your Startup 10x From $20M to $200M with Sapphire, Lightspeed, TripActions, and 6Sense
When you think of scaling up, many things may come to mind, like hiring, culture, marketing, and sales. But what are the essentials of scaling up, and how do you navigate obstacles along the way to function as a high-impact organization?
Cathy Gao, Partner at Sapphire Ventures, and Anoushka Vaswani, Partner at Lightspeed Venture Partners, moderated a panel with Carlos Delatorre, CRO at TripActions, and Latané Conant, CMO at 6sense to discuss how you can scale your startup from $20 million ARR to $200 million ARR through go-to-market execution, talent, and culture.
CRO TripActions, Carlos Delatorre: The Science of Sales
In this episode of Go to Market Grit, TripActions CRO and Silicon Valley sales legend Carlos Delatorre opens up about what it takes to build powerful and effective sales teams and strategies. Joubin and Carlos discuss two key topics, including the value of relationship building, and making your go-to-market strategy a competitive differentiator.
In this episode of Go to Market Grit, we cover:
Carlos’s criteria when vetting new opportunities including the size of the market, whether the solution has genuine differentiation that delivers real value to customers, and the quality of the team.
How a healthy market and great sales execution can make up for a mediocre product.
Why people and execution are the most important aspects in sales, even more than product and market size.
The importance of relying on trusted experts when qualifying new technologies.
Analyzing differentiation at the architectural level versus the feature level.
An inside scoop on how TripActions has been dealing with the lack of travel during the pandemic, and why Carlos views the travel freeze as both a challenge and an opportunity.
Why Carlos places limited value on relationships when selling differentiated products — and why skilled and curious salespeople tend to be much more successful than people who rely on relationships. Carlos also discusses the value of internal relationships, and why working from home can be a challenge for productivity.
The impact that an optimized go-to-market strategy can have on sales, and the magic that can happen when a sales team is given a differentiated product that delivers real value, are expert at demand creation, and can convert demand into revenue.
Viewing the sales process as a science, as opposed to an art, and ensuring that the science is applied consistently — and why ideas should flow up and down between management and sales teams.
Carlos’s key go-to-market differentiators: Being able to recruit star talent, having a solid enablement program, and having a solid execution strategy.
Links:
Connect with Carlos on LinkedIn: LinkedIn
TripActions
Connect with JoubinTwitter
LinkedIn
Email: gtmg@kleinerperkins.com
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