Fast Forward: September 2021 Edition – General Business

Todd Coder, Fast Slow Motion Salesforce Relationship Manager
Todd Coder, Fast Slow Motion Salesforce 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.

This month, opportunities are out in the field, and you won’t want to miss our take on what the best structure for retainers has to do with your daily workout. Read on for all our latest tips in this edition of Fast Forward!

Opportunities

  • Utility mapping companies: The U.S. utility mapping industry is expected to grow to more than $1.6 billion by 2026, driven by rising demand for the security of underground utilities, as well as favorable government initiatives for the implementation of utility mapping tools.
    • Learn and prepare more here and here.
    • Use this angle: Focus on how Salesforce can help improve the management and accuracy of on-site services with Field Service Lightning, as well as support long-term client relationships with industrial and government clients with Sales Cloud.
    • Been there, done that: Check out our recent project story to learn how we customized Field Service Lightning for a utility mapping company to provide technicians with complete information on prior work performed during on-site service visits.
  • Fencing companies: With the busy summer season winding down, it’s a great time to reach out to fencing companies, especially those looking to improve operations and look for ways to increase business in the slower fall and winter months.
    • Learn and prepare more here.
    • Use this angle: Focus on how Salesforce can help improve their visibility to potential clients and grow their pipeline by increasing customer reviews and managing partner relationships, as well as the operational advantages of Field Service Lightning.
  • Roofing companies: Like fencing companies, most roofing companies across the U.S. are nearing the end of their busiest season. Business should be winding down soon for roofing companies as the cold weather arrives. Now is a great time to reach out to the more than 100k roofing contractors in the U.S.
    • Learn and prepare more here and here.
    • Use this angle: Just as with fencing companies (mentioned above), focus on how Salesforce can help improve the visibility of roofing companies to potential clients and grow their pipeline by increasing customer reviews and managing partner relationships, as well as the operational advantages of Field Service Lightning.

Bonus Insights

  • No pain, no gain. Learn why a consulting retainer should be less like a backup plan and more like a personal trainer in the latest sales tip from FSM Senior Account Exec Barry Thomason.
  • If you build it, they will come. No, we’re not talking about that game (though it was pretty awesome). We’re talking about building a strong business case. If you missed our series of videos last year on how to build a better business case, you can watch them on demand.
  • I’ll be there for you. We’re adding new content to our Resource Hub every month, including project stories (searchable by industry, Salesforce product, and integration), as well as sales tips, data sheets and even past editions of Fast Forward, all available for you anytime.

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