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
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Jan 24, 2025 
Carlos Delatorre, Chief Revenue Officer at Harness, shares his two decades of sales wisdom. He dives into the critical role of pipeline generation for all sales reps and offers techniques for effective outreach. From recruiting empathetic sales talent to maintaining morale during challenges, Carlos emphasizes team dynamics and adaptability. He explains the MedPick methodology for deal reviews and the importance of creativity in sales tactics. His insights also cover transitioning to leadership roles and addressing SaaS churn rates.
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Early Stage Sales Hiring
- At an early stage, hire individual contributors, not sales leaders.
- Act as the sales rep yourself to develop plays and messaging.
Hiring for Challenger Sales
- Prioritize experience at challenger companies when hiring.
- Look for a history of self-sourcing pipeline generation.
Pipeline Generation for All
- Make pipeline generation a core responsibility for all sales reps.
- This improves pipeline quality, resourcefulness, and conversion rates.