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The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch

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.
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Now displaying: Page 1
Jan 24, 2025

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

 

 

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