Marketing: 7 Points Marketing Must Address to Pave the Way for Sales

Early in the customer funnel, if not beforehand, your marketing team should be helping prospects understand these 7 critical points about your business. They establish awareness and credibility upfront, enabling your sales team to have a much higher and faster conversion rate from prospect to customer. “I don’t know your company.” “I don’t know your…

Client Churn Rate

Fallacies and Self-deceit, Followed by a SuggestionLeadership’s Bullet Through the Foot: Self-deceit When it Comes to Addressing Client Churn. In one typical B2B principal survey, 93% of respondents said that customer retention is just as important or more important than new client acquisition. Yet client churn continues at very expensive rates in many of the…

The Most Important Thing to Know Before Hiring a Sales Manager

Do you want a manager or a leader? We all recognize the well-known path of successful salespeople being promoted to sales manager. Only for painfully too many, they then provide mediocre performance to the organization. However, when the sales-management role is leadership-centric vs. management, the likelihood of success is greater. Conversely, they do much worse…

Is Your Business Stuck in a Rut? 7 Danger Signs

Paradigm Consulting is defining VENDOR STEWARDSHIP in the context of providing concrete, sustainable results: Should decision-making criteria be departmentally or individually centered when impactful to an organization at large? I’m among the last that go for a “team kumbaya,” committee-based decision-making process, but too often, too much power is ceded to those who are A-types…

Defining Vendor Stewardship

Paradigm Consulting is defining VENDOR STEWARDSHIP in the context of providing concrete, sustainable results:As an act of governance, vendor stewardship directly and positively impacts financial strength and social responsibility. Tactically, vendor stewardship redefines how to position the vendor relationships in a more collaborative fashion, while simultaneously reaching improved levels of service and reduced cost. Other…