Creating new relationships I recently read two articles about developing trust on the SmartBrief on Leadership blog. They were "This Advice from 1751 Can Help You Be Better Liked Today" and "7 Ways to Build a 'Circle of Truth' as a Leader." This reading coincided with...

The ability to build new relationships is an important asset for a businessperson, but getting to know someone is no easy task. I have found that establishing trust is a critical step in building a new relationship. Trust is a reverse psychological phenomenon — the...

A career-long blind spot I learned later in life that the best salesperson I worked with in my 50-year career often felt I did not fully acknowledge or praise her success. We worked together in industrial sales in the 1980s and 1990s. At that time, sales was still...