Fillmann: Sending Price Proposals Early Derails Negotiations Into Price Haggling
Frank Fillmann · Frank Fillmann: How I Boosted Revenue by $500M at Salesforce; Tips for Hiring Salespeople | E992 · 20VC with Harry Stebbings · Mar 22, 2023 · at 16:52
Frank Fillmann is the CRO and Country Leader Australia for Salesforce. He discusses modern enterprise sales negotiation strategies.
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“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 negotiation to look at that and then want that number to be smaller. And so sometimes you get lost on all the wrong details.”
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