The Significance of Integrity

Paradigm Consulting, Sales Stewardship, Vendor Stewardship

[ultimate_heading alignment=”left” margin_design_tab_text=”” main_heading_margin=”margin-bottom:40px;”] “A business can’t have ethics any more than a building can have ethics.” – Milton Friedman.   Integrity cannot be delegated or faked.[/ultimate_heading][ultimate_heading heading_tag=”p” main_heading_color=”#c9c9c9″ alignment=”left” sub_heading_font_size=”desktop:12px;” sub_heading_margin=”margin-top:60px;”]© 2020 Paradigm Consulting LLC. All Rights Reserved.[/ultimate_heading]

The Customer’s Paradigm

Paradigm Consulting, Sales Stewardship, Vendor Stewardship

[ultimate_heading alignment=”left” main_heading_margin=”margin-bottom:40px;” margin_design_tab_text=””]“Customers want a unique response. They want us to make an exception in response to the specifics of their requirements. Responsiveness runs deeper than a friendly voice, good listening skills, a positive attitude, a welcoming website. Customers want more control over their relationship with us. They want to choose who serves them;…

Turning Significant Expense into Competitive Advantage

Paradigm Consulting, Sales Stewardship, Vendor Stewardship

[ultimate_heading main_heading=”Aka The Benefits of Scanning for Vendor Footprint Collapse” alignment=”left” main_heading_margin=”margin-bottom:40px;” margin_design_tab_text=””]Paradigm Consulting has suggested a shift in perspective when an enterprise is viewing its vendors, particularly those with the largest share of expense. In very short form, here are opportunities we suggest pursuing. One caution: pursuing any of these even a modicum of…

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

Paradigm Consulting, Sales Stewardship, Vendor Stewardship

[ultimate_heading alignment=”left” main_heading_margin=”margin-bottom:40px;” margin_design_tab_text=””] 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.”…

7 Ways to Gauge How Well You’re Managing Your Vendors

Paradigm Consulting, Vendor Stewardship, Vendors

[ultimate_heading alignment=”left” main_heading_margin=”margin-bottom:40px;” margin_design_tab_text=””]Caveat #1: This discussion is not relevant from Paradigm’s standpoint unless approached from a position of stewardship. You must extend as much courtesy and commitment to your vendor as you expect from them. We submit this is a redefinition of the word, “vendor.” Caveat #2: How one gauges successful vendor management often…

Client Churn Rate

Paradigm Consulting, Sales Stewardship

[ultimate_heading main_heading=”Fallacies and Self-deceit, Followed by a Suggestion” alignment=”left” main_heading_margin=”margin-bottom:40px;” margin_design_tab_text=””]Leadership’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…

2 Fundamentals to Hiring Sales Team Members for Improved Performance

Paradigm Consulting, Sales Stewardship

[ultimate_heading main_heading=”1. Understand the baseline characteristics to assess, consider and weigh” alignment=”left” main_heading_margin=”margin-bottom:40px;” margin_design_tab_text=””] Empathy: Without empathy, one cannot pick up on the subtle clues and cues provided by others. Not to be confused with sympathy, empathy enables one to see and feel the prospect’s perspective while also bringing the other side of the discussion…

3 Things You May Wish to Contemplate Regarding Your Organization’s Sales Role

Paradigm Consulting, Sales Stewardship

[ultimate_heading alignment=”left” margin_design_tab_text=”” main_heading_margin=”margin-bottom:40px;”] Can it be outsourced? In many cases, yes, particularly in a B2C environment. If you’re in the B2C space and leadership has no natural talent in this area and the initiatives for success seem daunting without adding the task of sales to the mix, this might make a great deal of…

The Most Important Thing to Know Before Hiring a Sales Manager

Paradigm Consulting, Sales Stewardship

[ultimate_heading main_heading=”Do you want a manager or a leader?” alignment=”left” margin_design_tab_text=”” main_heading_margin=”margin-bottom:40px;”] 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,…

The Importance of Integrity

Paradigm Consulting, Sales Stewardship, Vendor Stewardship

[ultimate_heading alignment=”left” margin_design_tab_text=”” main_heading_margin=”margin-bottom:40px;”]“Of all the will toward the ideal in mankind only a small part can manifest itself in public action. All the rest of this force must be content with small and obscure deeds. The sum of these, however, is a thousand times stronger than the acts of those who receive wide public…