This month I have an article in Sales and Service Excellence entitled: Buying Decisions: Learn how to facilitate them. I have had a long history with this magazine, from the days it was print only. My first article that appeared in this magazine – the largest requested reprint for some time afterwards - was in 1995 or so, called Sales as [...]

What is the job of a sales person? Some think it’s about providing solutions. Certainly, serving customers is part of it. I’d like to offer a different definition. I believe the job of a seller is to help a buyer be Excellent.
Until now, we’ve thought that we could help buyers achieve Excellence through a product [...]