YouSaid · the spoken record

Frank Fillmann

lines on the record: 60
first: 2023-03-22
most recent: 2023-03-22
sittings or episodes: 1
sources: podcast

Every line below is reproduced as it was said and linked to the record it came from. Nothing here is summarised or generated. Directory · Search · Corrections

“So much about the technology, they're immediately identifying is there a problem? Can I solve it? And then you're ramping them in weeks instead of months and quarters. And now you jump to stage two in the sales process. So the funny thing is if you identify that TAM and you create a vision and you put an industry lens on it, the client gets engaged faster and the rep gets to go a lot faster. It actually compresses the sales cycle. And now you're finding where the dollars are in April, May, or June, not in September or October. You actually have a shot at a good year.”
2023-03-22 · The Twenty Minute VC · 20Sales: The 3 Profiles of a Sales Rep, How to Negotiate in a Sales Process, How to Sell to a CFO & How You Should Shift Sales Messaging in a Downturn with Frank Fillmann, CRO @ Salesforce Australia · IDENTIFIED FROM THE TRANSCRIPT · source
“When I think about an industry playbook, right? What I do is think about the first quarter as a sales rep. The first thing that you're asked to do is create an account plan. That's good. It gets you organized. It gets the whole squad and team organized. I would argue that you want to have an account hypothesis and you want to go back and finish that in Q1. So let's take this apart piece by piece. First, you want to identify where the TAM is. Where is everyone going to mobilize and drive an AND business? So where are the dollars? Known, unknown, big, small, near far. From there, then you want to have a set of industry sort of assets. So if you want to drive client relevance and you're going to show up to an insurance firm and you're going to work with like an insurance claims adjuster, they don't want to see a demo of technology. They want to know how do you make the life of a claims adjuster easier? How do you get to the scene of the accident faster? How do you detect fraud? How do you ensure payment comes faster? Like Rosetta Stoning, everything from technology into the use case and the persona of the person. Now, boom, you have an immediate set of client relevance where they go, well, this person really understands my industry. On the rep side, they're not thinking.”
2023-03-22 · The Twenty Minute VC · 20Sales: The 3 Profiles of a Sales Rep, How to Negotiate in a Sales Process, How to Sell to a CFO & How You Should Shift Sales Messaging in a Downturn with Frank Fillmann, CRO @ Salesforce Australia · IDENTIFIED FROM THE TRANSCRIPT · source
“Larger pot of money, and you're actually aligned to what they're solving for, and you immediately differentiate because then it's not you versus a competitor. You're the only one that's going to solve it because you actually uncover the opportunity for them and you're bringing them along in a journey and building a vision. And I think that kind of goes back to the iPhone analogy of I didn't know I need it and now I can't live without it.”
2023-03-22 · The Twenty Minute VC · 20Sales: The 3 Profiles of a Sales Rep, How to Negotiate in a Sales Process, How to Sell to a CFO & How You Should Shift Sales Messaging in a Downturn with Frank Fillmann, CRO @ Salesforce Australia · IDENTIFIED FROM THE TRANSCRIPT · source
“I think a TAM, there's three elements to it. It's either near or far, right? It's either big or small, and it's either known or unknown. That might be like overly simple, but let's break that down. It's either near or far. So I'm either going to go on a 12, 18 month sales cycle for a larger deal, or there's some create and close. Customer needs something and I'm going to go sell it to them. It's either big or small in the sense that I'm either going to take down something that helps my quarter or am I going to have a great year? I probably need to go for a transformational deal of my taker year or two. And I want to prioritize and run an AND business where I'm at all times going for something big, but I'm chipping away along because you can't always count on a big deal. The third part is the part that I never hear people talk about. It drives me kind of nuts, which is it's either known or unknown when Steve Jobs creates the iPhone, goes out, and does the keynote, no one ever knew they had it and then they had to immediately have what he offered. And so it's about identifying problems that customer has that they don't know how to solve, creating a vision, and then encouraging them that you have an opportunity to solve that problem for them. And now you're hunting for a way.”
2023-03-22 · The Twenty Minute VC · 20Sales: The 3 Profiles of a Sales Rep, How to Negotiate in a Sales Process, How to Sell to a CFO & How You Should Shift Sales Messaging in a Downturn with Frank Fillmann, CRO @ Salesforce Australia · IDENTIFIED FROM THE TRANSCRIPT · source
“Repeatable and relevant. So I think first it's client relevance. So clients don't care about you, your gear, your product, your organization. They care about them, their metrics, their firm. And so it's going to be client-oriented. And then for the rep, it's really hard to ramp in a new firm, like probably 50% of reps out there. There's something new. It's a new company. It's a new team. It's a new client. It's a new industry. And so it takes six to 12 months to ramp up. If you can have something that's super relevant, it allows the client to get immediate interest in the firm and it allows the rep to ramp way faster. So like for me, I always start with the money and I work backward and I focus on TAM and then I start to build the playbook back from there. So at least I know if I'm on a treasure hunt and I've got a shovel and we've got people digging. Are they digging in the right spot? And I think that's the question that a lot of sales teams miss. They find it later in the year when it's a bit too late. Does that make sense?”
2023-03-22 · The Twenty Minute VC · 20Sales: The 3 Profiles of a Sales Rep, How to Negotiate in a Sales Process, How to Sell to a CFO & How You Should Shift Sales Messaging in a Downturn with Frank Fillmann, CRO @ Salesforce Australia · IDENTIFIED FROM THE TRANSCRIPT · source
“I do think that it creates a bold mindset and encouraged you to go for jobs. For example, that you're unqualified for or go for deals that you're not in a position to win. But the best teams take three point shots and it encourages you to take three point shots. So yeah, you're going to take more risks. I would argue the outcome is going to be significantly better than if you have a more conservative mindset in your career. So I think it just encourages a lot of risk taking.”
2023-03-22 · The Twenty Minute VC · 20Sales: The 3 Profiles of a Sales Rep, How to Negotiate in a Sales Process, How to Sell to a CFO & How You Should Shift Sales Messaging in a Downturn with Frank Fillmann, CRO @ Salesforce Australia · IDENTIFIED FROM THE TRANSCRIPT · source
“Like, it's about resistance and persistence, I think. My job every day is to solve problems. And I think if you have a problem with a problem, you're not going to persevere. If you're okay tackling something that's super difficult, how you respond to that is going to help define you. So like for me personally, when I was a kid, my father passed away when I was eight. My mom remarried. I picked up an incredible stepfather. And then years later, my brother passed when I was 30. But what it does is it makes you really grateful for what you do have to look for the positive, but it always kind of produced a chip on my shoulder and a feeling of being unstoppable. And it's like, hey, I made it through that. Let's go. And that's just carried on with me through my professional career.”
2023-03-22 · The Twenty Minute VC · 20Sales: The 3 Profiles of a Sales Rep, How to Negotiate in a Sales Process, How to Sell to a CFO & How You Should Shift Sales Messaging in a Downturn with Frank Fillmann, CRO @ Salesforce Australia · IDENTIFIED FROM THE TRANSCRIPT · source
“I were to stack rank recruiting the art and science of recruiting, a big part of it is how do you recruit a college student to go sell knives, you sell them to your mom, your aunt, their friend, and then at some point they end up fizzling out. But the ability to recruit, if you can recruit good people, you're going to have a lot of success. And that's carried on with me my entire career, which is if I get the best people and I treat them great, my definition, they hit their goals. I'm hitting my goals in the company sappy. The idea of recruiting the best people and it stuck with me. And then I was an intern for a recruiting firm and I enjoyed that a lot. That's kind of the bedrock of my whole approach as a sales leader.”
2023-03-22 · The Twenty Minute VC · 20Sales: The 3 Profiles of a Sales Rep, How to Negotiate in a Sales Process, How to Sell to a CFO & How You Should Shift Sales Messaging in a Downturn with Frank Fillmann, CRO @ Salesforce Australia · IDENTIFIED FROM THE TRANSCRIPT · source
“Look, I knew I wanted to be in sales straight away. In college, I work for a company selling knives in people's homes. The opposite of the job you'd ever go for, I ended up running an office as a college student. I was 20 years old, had 75 people working for me in Palm Beach, Florida. It was like getting a PhD in sales. So in undergrad, I'm in finance. It's an overloaded degree everyone's getting at. So I started to pick up some programming classes just to try to find some separation. And then IBM picked me up. And I'll tell you one thing, as soon as I got to sales training, I realized most people didn't have any proper sales experience. And then my first role at IBM was a competitive sales rep. So every account I talked to didn't want to talk to me. So you get to kind of have this like bulletproof skin on you, which is a really great way to get into sales.”
2023-03-22 · The Twenty Minute VC · 20Sales: The 3 Profiles of a Sales Rep, How to Negotiate in a Sales Process, How to Sell to a CFO & How You Should Shift Sales Messaging in a Downturn with Frank Fillmann, CRO @ Salesforce Australia · IDENTIFIED FROM THE TRANSCRIPT · source
“I think the biggest mistake is when you just send a price over, and then you end up arguing about numbers. So if it's me, my preference would always be start with a blank canvas, find your buyer, and spend some quality time. And I think you'd ask questions of her like this. Number one, how are you measured? What are the metrics that you as an organization, as an individual, are measured by at the organization level? And you start to really unpack how they define value and values and what their priorities are. And then you go like a level deeper.”
2023-03-22 · The Twenty Minute VC · 20Sales: The 3 Profiles of a Sales Rep, How to Negotiate in a Sales Process, How to Sell to a CFO & How You Should Shift Sales Messaging in a Downturn with Frank Fillmann, CRO @ Salesforce Australia · IDENTIFIED FROM THE TRANSCRIPT · source