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Clean Up Your Data During the COVID-19 Slowdown

Clean Up Your Data During the COVID-19 Slowdown

Needless 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 you, here’s something you can do that will keep your team busy and also pay off nicely when we get on the other side of this – clean up your data.

That’s right, clean up your data. I talk to small business operators daily about their software and I almost always hear “our data is a mess” or “we have a lot of gaps in our data”. The story is usually the same in that nobody ever has time to stop and fix their bad data. It becomes like a chronic medical condition in that people just learn to live with it. Unfortunately, in our current environment, many people will now have some extra time. The fact is that when it comes to a data cleanup project, it’s always a tedious, manual, time consuming process so yeah, what growing business has time for that?

So, if you find yourself with a short-term business slowdown, get after it. Export records into Excel and get busy merging duplicates, fixing errors, filling in gaps where data is missing. If you’re a Salesforce user, visit the App Exchange and look at some of the data quality tools available to help you. There are plenty of benefits:

  1. It’s good for you and your team to have something constructive to work on during a downturn in business.
  2. I have found that in projects like this in the past, I often learned things or gained new insights when I dug into a mess of data to clean it up. You probably will too.
  3. Clean data is an asset. Once you have your data in good shape you’ll be set to leverage it when we get through the current crisis.

In the modern economy, he who has the best data often wins. So don’t miss this opportunity to turn a negative into a long term positive for your firm.

Salesforce Spring ’20 Release

Fast Slow Motion is excited to announce the Spring ’20 Release

Salesforce delivers hundreds of innovative features to you three times a year during their seasonal releases: Spring, Summer, and Winter. With their multitenant, metadata-driven platform, they provide seamless, automatic upgrades with each release, delivered in real time, with no downtime.

At the bottom of this article there is a link to view all of the release updates. For now, let’s take a look at some of our favorite updates.



Less Frustration, More Sales Through Buyer Alignment

You 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 your sales process stages are and how closely they relate to how your prospects typically make buying decisions. Think of it this way, a simplistic sales process (that some people actually use) is Prospect > Qualify > Demo/Presentation > Quote/Propose > Close. Granted, these stages are all things that sales reps typically do, but reps can do them all day long and still be nowhere near closing a sale. This process generates a lot of activity but not necessarily any results — and it can leave you frustrated. You’re working hard but nothing is happening.  So, what’s the problem? If this describes you, your problem is likely that your sales effort is not aligned with your prospect’s buying effort. (more…)

Working With Sales Leads – A Simple, High-Level Framework

During 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 Leads (even if you don’t use Salesforce yet). Note that for the purposes of this post, Leads are defined as individuals that are potential buyers or buying influencers. We are not talking about the use of Leads as it relates to a potential business opportunity, though some businesses also use the word Lead in that way. These type of Leads are dealt with differently and separately than buyer or buying influencer Leads. There are a variety of ways to deal with potential business opportunity Leads, but we will not address those here.

To set the framework for this discussion, here is a matrix you can use to categorize Leads.

read more…

Salesforce Transformations: How a Small, Growing Business Was Able To Scale Seamlessly

If you own a small, rapidly-growing businesses it may sound like a dream come true—but it doesn’t come without its fair share of nightmares along the way! Such companies rapidly outgrow their business processes and this creates headaches in all areas of the day-to-day running of the business. Often, they muddle along with inefficient processes, poor communication, and frequent costly errors that harm relationships with customers. Ultimately, service delivery problems lead to customers leaving and the nightmares beginning for the business owner. But turning this round is often simply a case of re-defining the sales processes and introducing more automation to improve the service delivery for clients. Salesforce is one of the best tools for achieving this. (more…)

Adoption Maturity – You’re All In

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’re all-in. In our previous posts on adoption, Introducing the Model, Keys To Success, and Levering Salesforce, we discussed the early stages of adoption and hurdles that may occur. In this final stage of the Adoption Maturity Model, we are discussing how you know you’re all-in. In our consulting experience, we usually see companies hit the all-in stage within a year of launching the platform. read more…

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