Fillmann: Create Deal Urgency by Working Backward From Client Go-Live Dates
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 34:50
Frank Fillmann is CRO and Country Leader Australia for Salesforce. He explains how sales reps should build genuine deal urgency around buyer outcomes rather than pushing vendor quota deadlines.
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“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 assumption that they understand it, because this is what your job is, not theirs. So you've got to build out this, here's a success plan over the next six months, and requires you to start now.”
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