Frank Fillmann
28 statements across 1 episodes · 7 bullish · 2 bearish · 1 people on the record · first statement Mar 22, 2023 by Frank Fillmann · across every show →
On the record as a speaker too: Frank Fillmann's record, appearances and statements → this page counts the times other people say the name.
Everything said about Frank Fillmann, oldest first
Mar 22, 2023 positive
Mar 22, 2023
Fillmann: Enterprise Sales Proposals Must Be Tailored to the CFO
“Because that's like the new, we have a new buyer in the cycle that was never there. That's the CFO. And they're probably going to get personally involved in an enterprise deal that's material. And if you haven't evaluated that and haven't like role played that…”
Mar 22, 2023
Fillmann: Junior Reps Gain Three Years of Experience Paired With Alphas
“I want to be able to pair that person with someone who might say, you know what? I don't have as much at bats. Like I don't have the experience pair me with them. And they're going to exponentially learn. They're going to get three years of education in a year…”
Mar 22, 2023
Mar 22, 2023
Fillmann: Teaming Two Sales Alphas Together Will Crash and Burn
“I think for me I'd say the biggest mistake I've made was trying to team people together that were both alphas. And like, I think being an alpha in sales is really, really good. You want the natural leader, but if they do it at the expense of other people and t…”
Mar 22, 2023 positive
Fillmann: Enterprise Buyers Want Role-Specific Value, Not Software Demos
“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 adjust…”
Mar 22, 2023
Fillmann: Accurate Sales Forecasting Requires Math Models, AI, and Qualitative Analysis
“I think there's three pieces. One is you need like a very left brain math model that looks at all the historicals and says, you know, like on an average ratio, this is our close rate to pipe. Like there's basic math that everyone should include as part of the …”
Mar 22, 2023 bullish
Fillmann: Industry-Focused Playbooks Compress Enterprise Sales Cycles
“If you identify the 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,…”
Mar 22, 2023 positive
Mar 22, 2023
Mar 22, 2023 positive
Fillmann: Competitive Sales Roles Build Bulletproof Skin for Beginners
“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, really great way to get into sales.”
Mar 22, 2023 positive
Fillmann Clears Two to Three Unscheduled Hours Daily to Assist Reps
“A big part of my day is I clear two to three hours that I have no plans for, specifically so a rep says, hey, I've got a big account meeting coming up, and I feel stuck, or I have an account meeting coming up, and I want you to join, I can immediately, I will …”
Mar 22, 2023
Fillmann: Sales Comp Plans Must Align Rep Pay With Shareholder Metrics
“I think the biggest challenge you want to solve is alignment with how the company reports to their shareholders, whether that's a private or a public company. How is the company measured? And then make sure there's alignment all the way down to how the sales r…”
Mar 22, 2023
Mar 22, 2023
Fillmann: Enterprise Sales Information Asymmetry Became Obsolete 20 Years Ago
“Protectionism. I think, like, things are a lot more transparent. Customers have access to all kinds of data about your organization, about products, about negotiation. So, like, the idea of being closed-ended, like, you have all the information and you don't w…”
Mar 22, 2023
Fillmann: Align Deal Reviews With Reps' Personal Financial Goals Over Quotas
“The first question I ask on a big deal review is, what's your goal? Not your quota. What's your goal? What do you need to be financially successful this year? Great. Now, how do we get there? Here's this proposal. You're not going to get there with this propos…”
Mar 22, 2023
Fillmann: Solving Unknown Customer Problems Eliminates Direct Sales Competition
“It's about identifying problems a 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 larger pot of money and you're actually…”
Mar 22, 2023
Fillmann: Prioritize Potential Over Experience, Except for Mature Enterprise Accounts
“It's always hypo one experience to the, there's always an exception to that though. I think when you have like a big mature customer and a big brand with a lot of visibility, You'll always have to take experience first. You don't want someone learning on the j…”
Mar 22, 2023
Mar 22, 2023
Fillmann Managed a 75-Person Knife Sales Office at Age 20
“In college, I worked for a company selling knives in people's homes, like 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 and had 75 people working for me in Palm Beach, Florida.”
Mar 22, 2023 negative
Fillmann: Expecting New Reps to Close 18-Month Deals in Year One Fails
“If it's a one to two year sales cycle and you have someone new, maybe it's more of an 18 to 24 month sales cycle, So if you put them in with the hope that they're going to land it in the first year, you're setting them up for failure.”
Mar 22, 2023
Fillmann: Executive Top-to-Top Alignment Must Happen Before Deal Time
“The other thing you want to do is have really good top-to-top alignment. And I don't mean when it's deal time. I mean, like, before it's deal time, where there's a thoughtful conversation of aligning, whether it's the CEOs together, or the CIOs together, or li…”
Mar 22, 2023 positive
Mar 22, 2023
Fillmann: Sending Price Proposals Early Derails Negotiations Into Price Haggling
“So I think the biggest mistake is when you just send a price over, right? And then you end up arguing about numbers that you ever see this, you send a proposal, And whether it's like a percentage savings or the absolute number, it's like human nature in negoti…”
Mar 22, 2023
Fillmann: Retraining Non-Enterprise Reps for Upmarket Selling Fails
“Trying to train folks that don't have the enterprise experience and convert them over, I don't think it's setting them up for success. I think you need to be able to find folks that have done this before that bring in the top end of the game and then having re…”
Mar 22, 2023 negative
Fillmann: Founders Should Hire Sales Reps Individually, Not in Competing Pairs
“If you want the environment where people perform at their best, you need safety. If you want safety, they have to know that you're trusting them, that you've got their back. And if you have two different people kind of competing in the same environment, I don'…”
Mar 22, 2023
Mar 22, 2023
Fillmann: Create Deal Urgency by Working Backward From Client Go-Live Dates
“And if you actually take that very logical objection of, not now, we're six months away, and you programmatically work back, and you create a success plan based on their timeline, chances are they need to get going right now. But like, you can't make the assum…”