Fast Forward: June 2021 Edition – General Business

Todd Coder, FSM Partner Relationship Manager
Todd Coder, FSM Partner Relationship Manager

Monthly, FSM compiles data and research from interviews with our clients, consultants, and our extensive network of industry experts to identify sales opportunities for our partners at Salesforce. We call it “Fast Forward.” Please sign up below if you’d like to get this info delivered via email.

Things are heating up, and it’s not just the weather. As the economic recovery rolls on, there are increasing pockets of opportunity in service industries. We’ve also included some spicy tidbits on the current state of mind of SMBs and have some exciting news about a brand new addition to the FSM family!

  • Law firms: Many types of law firms experience a lull during the summer months. For small and medium-sized firms, this slower season underscores the need to build a reliable marketing engine for client acquisition. The summer months may also present an opportunity to build systems that will increase efficiency during busy seasons.
    • Learn and prepare more here, here, and here.
    • Use this angle: Law firms can manage the business of their practice with Salesforce as their comprehensive solution for practice, document, and case management, calendaring, and billing, as well as for marketing to and nurturing prospective clients.
  • Security installation companies: Many security installation companies experience a lull in mid to late summer before larger projects kick off in the fall. In addition, many providers are anticipating a boom in the second half of 2021 – now may be a good time to help them gear up for opportunities to come.
    • Learn and prepare more here and here.
    • Use this angle: Security installation companies will benefit from the power of CPQ to streamline sales processes and FSL to manage installations.
  • Waste collection and recycling: The work from home life didn’t just lead to the “quarantine 15,” it also led to…trash. Demand from households for waste collection and recycling services grew in 2020, and the industry is expecting increased demand from commercial, industrial, and construction sectors in 2021 amid a reopening economy. With almost 12,000 waste collection services in the U.S., there is ample opportunity to help these businesses level up their sales and service.
    • Learn and prepare more here and here.
    • Use this angle: Waste collection and recycling companies will benefit from Salesforce functionality that reduces friction in their sales and service processes.

Bonus Insights

  • What SMBs are really thinking. We surveyed our clients to ask what was on their minds as we head into the summer months. Some definite trends emerged – here are a couple of highlights:
    • The most frequently cited business challenges:
      • Managing extreme changes in consumer demand (not enough/too much) caused by the pandemic
      • Keeping up with the pace of digitization/automation
      • Labor shortages
    • As we emerge from the pandemic, an overwhelming majority of businesses are feeling bullish, with more than 85% ranking their current outlook as a 4 or higher on a scale from 1 (least positive) to 5 (most positive).
  • It’s Electric. Check our recent project story to hear from Gaylor Electric how we helped them improve opportunity scoring.

Finally (if you missed the news yesterday), we’re excited to announce that Fast Slow Motion has acquired leading Marketing Cloud consultancy SitRep. Read the press release for full details.

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