Particle Blog
Build Apps on Salesforce – Not from Scratch

Build Apps on Salesforce – Not from Scratch

We've talked before about the value of buying versus building software (see Buy Software, Don't Build It), but what should you do when you really need to build a custom solution?  We recommend building your solution on the Salesforce platform.  When we talk to clients and prospects about this option, they are caught completely off guard as it is something they didn't know was possible.  As we start talking about the options and benefits, they are blown away by what they...
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Is It A Lead Or An Opportunity?

Is It A Lead Or An Opportunity?

I saw this quote the other day from Ken Blanchard’s classic “The One-Minute Manager.” "If you can't tell me what you'd like to be happening, you don't have a problem yet. You're just complaining. A problem only exists if there is a difference between what is actually happening and what you desire to be happening." Though this quote does not come from a sales context, I think this idea can also apply in the early stages of sales situations when...
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Hiring a Consultant: The Most Important Skill to Look For

Hiring a Consultant: The Most Important Skill to Look For

In today's business environment, you can find a consultant to do most anything.  However, when hiring a consultant, it's often hard to sift through all of the consultants and determine who is the best fit for your company.  Everyone ends up looking very similar and price often becomes the differentiating factor. The problem is that it's hard to find the right consultant that fits within your organization that has the business and technical acumen to deliver the expected value.  You...
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Listen To What Your Prospect Is Really Saying

Listen To What Your Prospect Is Really Saying

At Fast Slow Motion, we spend a lot of time with growth companies focusing on buyer behavior, sales processes, and buyer alignment. These are big, important things that are critical to achieving scale and growing revenue. However, there are also little sales skills that are important and can make a big difference. In many growth companies, the people with sales responsibility are new sales reps or what I call “accidental salespeople” - entrepreneurs or professionals that find themselves in selling...
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Avoiding Pain During Technology and Process Changes

Avoiding Pain During Technology and Process Changes

When organizations are evaluating new technologies and major process changes, it is common for them to develop inflated expectations that often leads to disappointment and frustration. Factors that contribute to this are the human tendency to be over-confident, an evaluation process that is not rigorous enough, and sales and marketing messaging by vendors that under-emphasize complexity. Buyers are hearing what they want to hear while sellers are accentuating their positives and minimizing any difficulties and complexities. Software implementations are especially...
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