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

This interview podcast features Harry Stebbings interviewing Carlos Delatorre, CRO at Harness, about sales strategies for early-stage companies. The conversation covers topics such as effective sales rep recruitment, the importance of pipeline generation (including a detailed description of "Pipeline Generation Tuesdays"), and the role of outbound sales in today's market. Delatorre emphasizes the importance of hiring reps with proven pipeline generation skills and advocates for a highly structured approach to sales training and team management. A key takeaway is Delatorre's strong belief that pipeline generation should be a core responsibility of Account Executives, not solely outsourced to SDRs or marketing, and that even experienced sales leaders should prioritize hiring individual contributors before bringing on a sales leader.