When I think about the most important skill of a successful salesperson, it’s building trust. And in the"the right" relationship. I remember working on RFP's (Request for Proposals). RFP's were invented because companies don't trust their supplier and vendors. They don't look at them as partners. They need governance and safeguards against bad deals. But here's the problem—without trust, you get stuck in slow, bureaucratic processes that drain time and energy from everyone involved. Compare...