How Tech and Talent Are Reshaping Sales
"They don’t want to be sold to. They want information. Then they want sales at the last mile"
Lisa Cooley
I partnered with Paradigm as a guest co-host for Season One of the Industry Insiders Podcast, where we dig into the people, products, and technology transforming the window and door industry from the inside out.
The Shift: Buyers, Sellers, and Speed
When I sat down with Lisa Cooley, VP of MDR Sales at Paradigm, one thing was clear: the rules of selling are changing fast.
“They don’t want to be sold to. They want information. Then they want sales at the last mile,” Lisa said.
Homeowners no longer search 'windows near me.' They search outcomes. 'Black-outside, white-inside door that won’t rot at a lake house in Georgia.'
They already know what they want before a sales rep ever calls. With AI tools that show designs, compare options, and estimate cost in minutes, the buying process has moved from discovery to decision.
“AI is pushing this faster than anyone expected,” I said.
Speed and accuracy now decide who wins. Teams that deliver both with trust and precision will own the future of sales.
Tech as a Recruiting Advantage
A generation raised on technology will not work in the dark.
“Companies are realizing that technology is part of their recruitment process,” Lisa said. “They need to offer tools if they want to attract the next generation of talent.”
This shift is not just about efficiency. It is about appeal. The best candidates want to work for companies that move fast, automate the boring parts, and make it easier to win.
If your sales process still runs on spreadsheets, you are already behind. Technology has become one of the strongest offers in recruitment.
Top performers want systems that help them succeed. They want quoting that is instant, data that is clean, and workflows that make winning predictable. They are not chasing titles. They are chasing momentum.
Grit Meets Growth
Lisa and I share a deep respect for the people who build this industry. She grew up in a family construction business. I grew up in a family retail lumberyard, where hard work and long hours were just part of life.
That experience gave both of us a front-row seat to what real grit looks like.
“I was out by the headlights of my Jeep, rolling plastic over concrete forms before a storm hit,” Lisa told me.
That hands-on mindset still defines this industry. It is the bridge between craftsmanship and innovation.
The best people here adapt because they care. They learn new tools to serve their customers better. The same spirit that built this industry is what is driving its next evolution.
The Modern Buyer: Empowered and Expectant
Today’s homeowners use technology to research, visualize, and price products long before they meet a salesperson. They expect the same level of speed and confidence they get from every other brand they buy from.
The sales role has changed. The new advantage is not having the most information. It is having the best interpretation.
The strongest sellers now close the last mile. They help educated buyers make confident decisions.
How Sales makes a Win:
- Fast, accurate quotes build trust.
- Clear visuals remove hesitation.
- Consistent follow-up keeps your brand top of mind.
Each one turns a transaction into a relationship.
Why Paradigm is Leading the Charge
Paradigm powers thousands of quotes and orders each day for manufacturers, distributors, and retailers. That gives them a front-row seat to how technology and people intersect.
Lisa’s mission is simple. Connect manufacturers, dealers, and homeowners through shared data and understanding.
When everyone in the chain is connected, sales teams spend less time chasing and more time closing.
Recruiting Sales Talent During a Labor Shortage
The labor shortage is not going away. Technology gives companies a way to stand out.
You cannot out-recruit a labor gap, but you can out-offer it.
When leaders show modern tools during interviews, they instantly separate themselves from competitors. Demonstrating connected quoting systems, visualization platforms, and coaching tools proves that success is measurable and supported.
When reps see that data drives growth, they lean in faster and stay longer. Technology is not just a sales advantage. It is a culture advantage.
AI in Sales: In the Showroom and On-Site
AI is not replacing relationships. It is reinforcing them.
In showrooms, AI design tools help homeowners visualize outcomes before they buy. On the operations side, it improves quote accuracy, flags conflicts before they cause rework, and creates smarter follow-ups based on customer behavior.
Lisa has seen it evolve at record speed.
The right AI tools make teams faster, smarter, and more accurate. When used well, they fade into the background and become the quiet layer of speed that builds trust.
Data, Trust, and the Future of Sales
Great sales teams track what matters. Quote times. Follow-ups. Response rates.
Visibility builds trust, and measurement keeps it.
When those numbers improve, callbacks drop, satisfaction rises, and referrals multiply. That is not just operational success. That is reputation management in real time.
Technology helps you see patterns, but trust is still built person to person.
Why this Conversation Matters
Sales is being rewritten. Buyers are empowered. AI is speeding everything up. The next generation of talent wants to sell smarter, not harder.
The companies that win will combine technology for speed with people for trust and meet buyers exactly where they make decisions.
The future of selling is not about automation replacing people. It is about amplifying them.
Listen to Episode 6
In this episode of the Paradigm Industry Insiders Podcast, host Stefanie Couch sits down with Lisa Cooley, VP of MDR Sales at Paradigm, to explore how technology, AI, and data are reshaping the construction and home improvement industries. From lessons learned in family businesses to insights on modern sales leadership, Lisa shares how innovation and human connection are driving the next generation of industry growth.
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Follow the Paradigm Industry Insiders Podcast and discover how technology, leadership, and innovation are reshaping the future of millwork, windows, and doors.
