Account Executives Who Prospect Convert Non-AE Leads at Higher Rates
Carlos Delatorre · Carlos Delatorre, CRO @Harness: Why Every Sales Rep Should Do Pipeline Generation | E1251 · 20VC with Harry Stebbings · Jan 24, 2025 · at 17:48
Carlos Delatorre, Chief Revenue Officer at Harness and former CRO at MongoDB and Navan, discusses sales pipeline generation strategy with 20VC host Harry Stebbings.
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“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. And so your conversion rate on your other, your non AE sources Is a lot higher.”
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