Assertion Not checkable as stated
Delatorre: Former Oracle salespeople performed poorly at MongoDB
“So at MongoDB, the sales team Oracle people did really poorly for the most part.”
Assertion Not checkable as stated
Delatorre: Former Concur and Amex reps perform poorly at TripActions
“And at TripActions, Concur people and Amex people do poorly.”
Insight
Delatorre: Startups cannot scale from $20M to $100M on PLG alone
“But you don't get from 20 to a hundred on PLG because, you know, to get from 20 to a hundred, you're probably doing bigger deals, and you're doing bigger deals at bigger companies, and so PLG makes for a great meeting, and you know, I think in a hundred, if yo…”
Insight
Delatorre: Disruptive startups should hire sales athletes over legacy reps
“You don't disrupt a market by hiring the people from the legacy vendors and hoping they'll figure it out. You need fresh thinking, and so really what that means is you hire sales athletes, exceptional sales talent, That probably doesn't know anything about you…”
Insight
Delatorre: Drive scales sales results linearly, while intelligence is a threshold
“Drive's the one that's most linearly correlated with results. Intelligence is more of a threshold value. If they're smart enough. And sure, more is better, but really it's Drive that, that, that scales.”
Insight
Delatorre: Hiring managers must own recruiting directly instead of relying on talent teams
“Leader recruiting is the analog to AEPG. It's their responsibility, and anything the talent team does is, is gravy on top, and so, I think that's a really healthy sort of, ah, way to operate.”
Insight
Delatorre: Execs should prioritize peer relationships over their own functional teams
“High functioning exec teams are highly empathetic of each other, and more so than they are of their own group. Meaning, as CRO, if I'm part of a high functioning team, I have a stronger relationship with the CFO, and the head of product, and the head of market…”
Insight
Delatorre: AE-led outbound pipeline generation increases volume and lead respect
“When you have AEs feeling that it's their responsibility to generate pipeline, now, number one, there's more pipeline, that's great, but number two, whatever pipeline they get from their SDRs or inbound for marketing is a gift from the heavens, and they treat …”
Insight
Delatorre: Default to internal promotion unless skill gap timeline is too large
“First principle is promote if possible. It's healthy for the organization. They already, we know who they are and so if, and so really the only reason not to promote from within is if we look at the individual and we say, okay, for the new job that they would …”
Insight
Delatorre: Executive growth slope matters more than absolute scale when hiring
“Slope matters more than scale, and so when you're hiring thinking, oh, I want to get to a hundred million, I need someone who has overseen a hundred million. Well, if they oversaw something that went from 80 to a 120, they might not be very good at building, a…”
Assertion Not checkable as stated
Delatorre: TripActions quadrupled its Fortune 500 customers during COVID
“We've quadrupled the number of Fortune, 500 customers we have during COVID, and that just doesn't happen.”
