Frank Fillmann: How I Boosted Revenue by $500M at Salesforce; Tips for Hiring Salespeople | E992

ℹ️ EPISODE INFO

Released

March 22, 2023

Duration

1h 1m

Channel

The Twenty Minute VC

Watch on YouTube

▶ Open ↗

📝 EPISODE DESCRIPTION

Frank Fillmann is CRO/Country Leader Australia for Salesforce where he is responsible for responsible for the overall strategy, execution, success, and growth of the $1B+ Australian market across all industries. Prior to Salesforce, Frank was SVP/GM @ Tableau where he was responsible for the strategy, execution, and growth of Tableau's Top Accounts. Over the last 10 years at Salesforce, Frank's accomplishments include $500M+ new revenue closed in 5 years and $1B+ revenue managed. As a result, Frank has been awarded #1 Sales VP of the Year, North America, 3 times! Huge thanks to Zhenya Loginov @ Miro for the intro to Frank today. _______________________________________________ Timestamps: 0:00 How did Frank get into sales? 3:54 How do you define a sales playbook? 8:42 How to assemble a top sales team? 12:37 Advice on Hiring Sales Reps 16:38 How to Negotiate a Sales Deal 22:08 Hiring Mistakes 28:35 Sales Rep Onboarding 33:49 How to Convert on Sales 38:30 Has consumer psychology changed? 43:26 How to Do Weekly Reviews 55:07 Quick Fire Round _______________________________________________ Subscribe on Spotify: https://open.spotify.com/show/3j2KMcZTtgTNBKwtZBMHvl?si=85bc9196860e4466 Subscribe on Apple Podcasts: https://podcasts.apple.com/us/podcast/the-twenty-minute-vc-20vc-venture-capital-startup/id958230465 Follow Harry Stebbings on Twitter: https://twitter.com/HarryStebbings Follow Frank Fillmann on Twitter: https://twitter.com/FillmannSFDC Follow 20VC on Instagram: https://www.instagram.com/20vc_reels Follow 20VC on TikTok: https://www.tiktok.com/@20vc_tok Visit our Website: https://www.20vc.com Subscribe to our Newsletter: https://www.thetwentyminutevc.com/contact _______________________________________________ #FrankFillman #Salesforce #HarryStebbings #SalesLeader #salesrep

🎤 SPEAKERS

• Frank Fillmann

  guest

• Harry Stebbings

  host

• Narrator

  other

🧾 EPISODE SUMMARY

In this episode of The Twenty Minute VC, featuring Frank Fillmann and Harry Stebbings, Frank Fillmann: How I Boosted Revenue by $500M at Salesforce; Tips for Hiring Salespeople | E992 explores Sales Leader Frank Fillmann Reveals Enterprise Playbooks, Hiring, And Negotiation Secrets Frank Fillmann, a veteran enterprise sales leader (ex-Salesforce, IBM), breaks down how he thinks about building repeatable, relevant sales playbooks by starting from total addressable market (TAM) and customer outcomes, then working backwards.

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