I have known Brian Lambert for years as he has been an association partner and client. He now runs the Sales Training Drivers program at the Association for Training & Development…
Ira KoretskyMarch 3, 2010
Article Summary: “Remember that the person you’re about to meet can become as important to you as someone you’ve known for years.” H. Jackson Brown, Jr., author of Life’s Little…
Ira KoretskyDecember 5, 2009
Article Summary: The ultimate goal of networking is to meet or be introduced to “Key Decision Makers” (KDMs). They are your influencers, opinion leaders, check-writers, and contract signers at your…
Ira KoretskyNovember 14, 2009
Article Summary: Life is all about relationships. Online social communities thrive because they enable people to quickly and easily connect. Initially, these are superficial connections. As with personal relationships, true…
Ira KoretskyOctober 31, 2009
Article Summary: The best sales professionals distinguish themselves by their ability to build rapport with everyone they work with regardless of their initial perceived value. As such, treat everyone like…
Ira KoretskyOctober 17, 2009
Article Summary: I met Alan Schlaifer several years ago during a Wharton Alumni event in the Washington, DC area. A few months ago, we found ourselves sitting at the same…
Ira KoretskyOctober 14, 2009
When Linda Yaffe from Working Matters invited me to Philadelphia, I said "Yes," on one condition. We have to find time to eat a cheesesteak (big smile). While she is…
Ira KoretskySeptember 17, 2009
Article Summary: Deliberate small talk differentiates you. We all recognize relationships take time. Each opportunity you have to touch your prospect is an opportunity to accelerate success. Small talk is…
Ira KoretskySeptember 12, 2009