Measuring Pipeline Activities with Carlos Delatorre

Veteran sales leader Carlos Delatorre joins
Revenue Builders for a conversation into
pipeline generation and the essential skills and metrics that
sales leaders should monitor. Carlos shares his experience in
building a sophisticated pipeline generation machine at MongoDB,
highlighting the complexity of open source software sales. He
emphasizes the importance of conducting thorough research on
target accounts and tailoring messages to different personas. The
discussion also covers key metrics such as net new meetings and
visible opportunities, with Carlos providing insights into what
constitutes a visible opportunity. Throughout the conversation,
the importance of unambiguous exit criteria for each sales stage
is emphasized as a crucial element of successful pipeline
management.


KEY TAKEAWAYS


[00:01:08] Pipeline Generation Is Crucial
[00:02:02] Building a Sophisticated Pipeline Recipe
[00:03:14] The Secret Sauce: PG Recipe
[00:03:33] Managing a Large Pipeline
[00:04:17] Key Metrics for Monitoring Sales
[00:08:15] Importance of Clear Exit Criteria


HIGHLIGHT QUOTES


[00:01:08] Pipeline Generation's Crucial Role - "I would say
that I guess the thing that comes to mind the most is, um,
pipeline generation." 
[00:03:14] The Secret Sauce of MongoDB's Success - "Over time,
the PG recipe became a big part of the secret sauce for why that
company was growing so quickly."
[00:04:49] The Significance of Visible Opportunities - "The
second really important metric is visible opportunities or scope
stage opportunities."
[00:08:40] The Power of Unambiguous Exit Criteria - "For each
stage, you have unambiguous exit criteria."


The full episode with Carlos Delatorre in this
link:
https://revenue-builders.simplecast.com/episodes/driving-a-sales-discipline-with-carlos-delatorre


Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4