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...
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...
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....
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....
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....
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...
[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...
[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...
[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)....
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....