by Scott Tappan | Jan 13, 2023 | Economy, Leadership, Pricing
Even in the best economic times, it’s not uncommon for clients and buyers to seek business discounts on your products or service solutions. From their perspective, there can be many reasons to ask for better pricing: lack of perceived value, insufficient funds, better...
by Scott Tappan | Dec 12, 2022 | Leadership, Sales Structure, Sales Team
While not all sales problems are associated with a poor compensation plan, many are. If your comp plan does not incentivize the correct behaviors, does not drive your sales reps to work longer hours, or ensure that YOU (as the business owner) will consistently...
by Scott Tappan | Nov 23, 2022 | Process, Results, Sales Structure
Are your sales going in the right direction? Is your sales process efficient and effective? Does your sales process make it easier for reps to target the right prospects and convert them to customers? If you can’t answer a resounding YES to each of these questions,...
by Scott Tappan | Nov 9, 2022 | Economy, Sales Structure, Sales Team
How does inflation impact a business, and how can you build an inflation-proof business by making critical changes to boost revenue? The reasons and the remedies might surprise you, but they can be critical to preparing for inflation and surviving its impact. In fact,...
by Scott Tappan | Oct 10, 2022 | Culture, Sales Structure, Sales Team
When it comes to building a top-performing sales organization, it’s easy to say, “Surround yourself with the right people and the results will take care of themselves.” While it is true you’ll need competent, motivated performers working together to construct the...
