Sellers had plenty of opportunities to connect and build relationships with prospects pre-Covid. Lunches. Dinners. Happy hours. Conferences. Sporting events. Site visits. But now that the wining and ...

Knowing how to build rapport is the basis to experience success and fulfillment in life. And yet, it’s amazing to realize how little education and training we get on a set of skills that can make the ...

Half of all sales teams aren’t producing sales. Exaggeration? Not really. It’s no secret that sales is a tough business, whether within the tech industry or outside it. The lesson here is that it’s ...

Everywhere you look, experts tell you that workforce engagement is critical for success in terms of everything from increased product quality to reduced absenteeism. But how do you build engagement?

Email is by far the best channel for strengthening B2B relationships. But brands must first heed the client’s psychological needs, judging by The Science Behind Strong Relationships, a study by Front ...

QUESTION: Although I research my customers and prepare my presentations in advance, I find it difficult to close the sale. What am I doing wrong? ANSWER: Trust is the basis of any meaningful and ...

In these difficult times, we’ve made a number of our coronavirus articles free for all readers. To get all of HBR’s content delivered to your inbox, sign up for the Daily Alert newsletter. Nonverbal ...

In my last Newsweek Expert Forum article, "The News Media's Credibility Is at an All-time Low: Why Businesses Should Care," I talked about how companies have used public relations to build their ...