by Scott Tappan | May 13, 2026 | Negotiating
Everyone in sales is “doing AI” right now. It’s a checkbox. Teams are trying tools. Reps are using ChatGPT here and there. Leaders are talking about it. Someone on your team probably sent a “top 10 prompts” doc last week. Everyone nodded. Then went back to doing...
by Scott Tappan | Jan 24, 2026 | Negotiating
Many leaders walk away from negotiations believing they’ve secured a win — favorable terms, maximum value, and a signed agreement. On the surface, it looks like success. But in practice, this approach often leads to lower long-term revenue, weaker partnerships, and...
by Scott Tappan | Nov 24, 2025 | AI for Smarter Sales
Generating consistent, high-quality B2B leads remains one of the biggest challenges for sales organizations. In fact, recent research shows that 45% of B2B companies cite insufficient lead volume as their top barrier to growth. Sales teams often face slow follow-up...
by Scott Tappan | Oct 22, 2025 | AI for Smarter Sales
AI is no longer just an emerging technology; it is quickly becoming part of everyday business operations. Surveys show that between 70% and 80% of small to mid-sized businesses are at least experimenting with AI tools, but only about 20–30% have integrated them into...
by Scott Tappan | Sep 22, 2025 | Process, Sales Team
Sales doesn’t stand still. What worked last year may already feel outdated today. If you want to scale and sustain revenue growth, your sales strategy has to evolve alongside the market. That means adopting the right systems, technology, and processes to position your...
