Barry Thomason, Author at Fast Slow Motion

23 Jun FSM Quick Sales Tips: Why Discounts Are a Bad Deal

Posted at 22:34h in Sales Tips by Barry Thomason

When it comes to a vendor asking a consulting partner for discounts for their mutual clients, the discount usually isn't beneficial for any of the parties involved. Barry Thomason offers his observations as a sales veteran on why focusing on selling and delivering value is...

23 Sep FSM Quick Sales Tips: Lessons from a Lost Deal

Posted at 12:27h in Sales Tips by Barry Thomason

When you win a deal, it's great to be able to celebrate. When you lose a deal, it's important to take a minute and reflect on it. Barry Thomason offers his observations as a sales veteran on what you can learn from a lost deal...

25 Aug FSM Quick Sales Tips: Why the Structure of a Retainer Matters

Posted at 20:41h in Sales Tips by Barry Thomason

When consulting firms offer retainers it's often a "call me when you need me" relationship. Even though that might sound good, it ultimately won't help the client be successful. Fast Slow Motion's Barry Thomason explains why....

24 Jul FSM Quick Sales Tips: Effective Demos for Sales and CRM Use Cases

Posted at 04:14h in Sales Tips by Barry Thomason

FSM Senior Account Executive Barry Thomason explains how AEs can leverage their own Salesforce experience to deliver incredibly effective demos for sales and CRM use cases....

24 Jun FSM Quick Sales Tips: Selling Salesforce as a Platform

Posted at 15:44h in Sales Tips by Barry Thomason

Learn how introducing Salesforce as a platform solution can help growing businesses understand its value with this tip from sales veteran Barry Thomason, Senior Account Executive for Fast Slow Motion....

29 Mar FSM Quick Sales Tips: The $10k Discovery Question

Posted at 22:13h in Sales Tips by Barry Thomason

You've probably heard "You can't manage what you can't measure, and you can't measure what you can't see." In the Discovery stage of the sales process, a different way to approach the conversation with a prospect is to try to get the prospect to think about...

28 Apr Clean Up Your Data During the COVID-19 Slowdown

Posted at 13:58h in Business, Data by Barry Thomason

[dropcaps type='normal' font_size='24' color='#f64c0a' background_color='' border_color='']N[/dropcaps]eedless to say, but every business in the US is being impacted by COVID-19, some experiencing an insane pickup in business, but most experiencing a slowdown to some degree. Those experiencing a slowdown can easily get demoralized. If this is...

05 Sep Less Frustration, More Sales Through Buyer Alignment

Posted at 15:32h in Business, Process Improvement, Sales, Salesforce by Barry Thomason

[dropcaps type='normal' font_size='24' color='#f64c0a' background_color='' border_color='']Y[/dropcaps]ou follow your carefully crafted sales process to the letter, but many times your deals wither and die. You either lose outright or the deal simply doesn’t progress. What can you do? Start addressing the issue by looking at how realistic...

09 Aug Working With Salesforce Leads – A Simple, High-Level Framework

Posted at 14:10h in Business, Process Improvement, Sales, Salesforce, Salesforce Adoption by Barry Thomason

[dropcaps type='normal' font_size='24' color='#f64c0a' background_color='' border_color='']D[/dropcaps]uring Salesforce implementation discussions, we often encounter people that struggle with how to use the Salesforce Leads object. This post will give you a framework for thinking about and working with Salesforce Leads (even if you don't use Salesforce yet)....

Pig is Committed | Salesforce Adoption Maturity

05 May Salesforce Adoption Maturity – You’re All In

Posted at 02:01h in Business, Data, Process Improvement, Salesforce, Salesforce Adoption by Barry Thomason

There’s an old saying about having ham and eggs for breakfast - the chicken is involved, but the pig is committed. Just like the pig, when Salesforce has become the backbone of your business, you are all-in....