Carlos Delatorre
36 statements across 1 episodes · 8 bullish · 6 bearish · 1 people on the record · first statement Jan 24, 2025 by Carlos Delatorre · said 8 times in 3 episodes since 2023 · across every show →
On the record as a speaker too: Carlos Delatorre's record, appearances and statements → this page counts the times other people say the name.
Mentions by year
brought up most by Harry Stebbings (3), Rich Liu (2), Mark Goldberger (2), Dan Fougere (1)
tap a year for its mentions
2024 4 mentions in 1 episode
2023 4 mentions in 2 episodes 2 per episode
Everything said about Carlos Delatorre, oldest first
Jan 24, 2025
Carlos Delatorre Details His Structured Weekly Pipeline Generation Cadence
“Thursday we declare Friday and over the weekend we prepare. Monday morning we review the preparation, Monday afternoon we train, Tuesday we do PG all day, and then obviously throughout the week there's follow-up, there's harvesting, and then I love to do a wra…”
Jan 24, 2025 positive
Evaluate Sales Hires on Unchangeable Persona DNA Before Skills
“When you're hiring the thing you can't change is the innate attributes, the DNA of the person. And so, that's where you should spend the most amount of time. Get to understand who that person is in, in, in the areas that they can't change.”
Jan 24, 2025
Effective Pipeline Generation Yields 2 to 2.5 Meetings Weekly
“If someone is doing good PG, they should be able to on average get two meetings in a given week. Sometimes people will get more. Sometimes people will get less and they might get one or they might get zero and still they did a good job. It was just, you know, …”
Jan 24, 2025 negative
Single-Hour Sales Prospecting Blocks Are Ineffective for Sales Reps
“The problem with doing just an hour is you can easily go for an hour and never talk to anyone. And so, you know, it's, you need that positive reinforcement of a conversation, even if it's a conversation that doesn't land a meeting, because you learn from that,…”
Jan 24, 2025 negative
Founders Should Avoid Hiring a Sales Leader in the First Years
“Don't hire a leader yet. Hire individual contributor. At first just hire SDRs and you be the rep so that you get, I think for an early stage company, the CEO really has to develop the plays, figure out the message, at least that initial message.”
Jan 24, 2025
Jan 24, 2025
Jan 24, 2025
Take-Home Interview Challenges Should Follow Establishing Candidate Conviction
“I'm a big advocate for at the end of the process. We call it a challenge. We have an event where they have a couple of days to go think about some questions, prepare a presentation and come back and present it. But that's more of a validation Around the decisi…”
Jan 24, 2025
Jan 24, 2025
Account Executives Should Spend 35% of Time on Pipeline Generation
“Roughly a third of your time, so maybe 20% of your time, one day a week, is dedicated to just Outbound, you know, cold calling. And then there's another probably 10 to 15% of your time that is devoted to prep for the cold calling and follow up from the cold ca…”
Jan 24, 2025
Jan 24, 2025
High Sales Performance Is Mostly Learned, Not Innate Charisma
“I think it absolutely can be learned. And I think when people say that someone is born a sales, a salesperson, usually what they're referring to is charisma and a big personality. And I don't know that those things are necessarily what makes a great salesperso…”
Jan 24, 2025
Delay Formal Sales Enablement Until Closing 10 to 20 Customers
“For a founder at a, you know, let's say a series, a company, I would get some really smart, hardworking you know, enthusiastic individual contributors and go build it. And you won't, and you'll be able to build your enablement after you've closed, you know, 10…”
Jan 24, 2025 negative
The Transactional Enterprise Sales Rep Model Is Dead
“And I think the days of, you know, the big sales rep with the fancy suit that comes in and does the big deal and then walks off to another To another, you know, to another account. I don't think that's healthy, and I think those days are long gone.”
Jan 24, 2025
Carlos Delatorre Has Fired Sales Reps During First-Month Bootcamp
“We've parted ways with people at bootcamp. It was clear in their first month that, you know, we'd made a mistake and, you know, we apologize for that because we hired them. But why wait nine months and waste their time and waste our time and opportunity costs?”
Jan 24, 2025
Price Discounting Fails to Create Non-Existent Deals in Enterprise Sales
“I think that using discount to close a deal that was not otherwise going to close, rarely works. Because if it's a considered purchase, There is either a champion that is willing to advocate for this purchase and advocate with the economic buyer for this purch…”
Jan 24, 2025
Jan 24, 2025 positive
Jan 24, 2025
Jan 24, 2025 positive
Jan 24, 2025 negative
Coercive Sales Closing Tactics Cause Customer Churn
“Closing. I'm a closer. I know how to just convince this idea that you can coerce a customer or do some psychological gymnastics to get someone to sign a piece of paper when they weren't actually intending to. First of all, if you do, that's a, that deal's prob…”
Jan 24, 2025
GTM Leaders Should Reject CEO Roles Driven by Product Problems
“If a company is looking for a new CEO that means that there's a problem or a set of problems that need to be solved. Do whatever diligence you need to do to gain a high conviction that you understand what those problems are, and then Honestly, map your abiliti…”
Jan 24, 2025
Slipped Sales Deals Must Be Attributed to Internal Team Failures
“Having a deal slip is a painful thing, and to have pain and not extract the learning is, is, is really, is to squander an opportunity. Pain is a great teacher or failures are a great teacher. And so if we revel in that pain and really analyze, we have to figur…”
Jan 24, 2025 positive
Pipeline Volume Trumps Execution Precision in Sales
“Roughly excellence in pipeline generation equals excellence in sales. Someone who's got a massive pipeline that misses some things in the sales cycles, They're probably still gonna do very well. Someone that executes beautifully, but doesn't have enough pipeli…”
Jan 24, 2025
Jan 24, 2025 positive
Prioritize Deal-Size Experience Over Domain Expertise When Hiring Sales Reps
“I would prefer experience with the type of deal over domain with the, unless the domain is so specific that it's going to take a lifetime. You know, if I'm selling some like, you know, molecular modeling technology and you have to be a biologist to understand …”
Jan 24, 2025
Scaling SaaS Companies Should Target a 5:1 Sales Rep ROI
“Depends where you are in the journey. Early on, when product market fit isn't really good, yeah, it might be three to one. I think, you know, the rule of thumb, once you're scaling, you know, you want to be at five to one or better, for sure.”
Jan 24, 2025 negative
Hiring Sales Reps Without Challenger Company Experience Is High Risk
“I've spent almost my entire career at challenger companies. And so if you're going to disrupt a marketplace the risk associated with hiring someone that hasn't been at a challenger company is really, really high. So that one is a near non-negotiable.”
Jan 24, 2025
Carlos Delatorre Lacked the Product Skills to Succeed as CEO
“That was the challenge, frankly, that that I encountered in my CEO journey. I thought I was walking into a, to a situation where the primary you know, the problems were mostly go to market. And sure, there were opportunities for improvement in the go to market…”
Jan 24, 2025 negative
Hiring AEs Without Self-Sourcing Pipeline Experience Is a Non-Negotiable Risk
“Pipeline generation. Hiring AEs that have not built their own pipeline, that one is non-negotiable, because if they say they will, if they say they want to they just don't know how hard it is, or they don't remember, maybe they did it as SDRs a long, long time…”
Jan 24, 2025 bullish
Jan 24, 2025
Jan 24, 2025
Jan 24, 2025 positive
In-Person Sales Teams Are Far More Productive Than Remote Teams
“A hundred percent. No question about it. Absolutely. They learn faster. They, their morale is higher. If I'm having a bad day, but the person next to me is having a great day, that gives me hope, that gets me through the trough. And so yeah, they're absolutely…”
Jan 24, 2025 positive
Account Executives Who Prospect Convert Non-AE Leads at Higher Rates
“If sales reps are doing the work to generate their own meetings and their own pipeline, man, when they get pipeline from their SDRs or from marketing or from partners, they'll treat it like gold because they know how much work and how hard it is to get that. A…”