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: 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
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
Article Summary: If you are looking to improve your success (e.g., grow your membership, become THE thought leader, or increase brand awareness), the question is not, “are you using LinkedIn?”…
Ira KoretskySeptember 5, 2009
Article Summary: Has this ever happened to you? You have an excellent working relationship with a key decision maker (let’s call her Susan) at BestClient Organization. Over time, you have…
Ira KoretskyAugust 29, 2009
Article Summary: Generally, a networking event is one big blind date. You never know who you will meet next. Networking is all about the deliberate development of professional relationships. Just…
Ira KoretskyAugust 22, 2009
Article Summary: Your answer to "What Do You Do?" commonly referred to as your elevator pitch, is one of the most important tools in your communication toolbox. Why? Because if…
Ira KoretskyAugust 8, 2009
Article Summary: Has this ever happened to you? You have an excellent working relationship with a key decision maker (let’s call her Susan) at BestClient Organization. Over time, you have…
Ira KoretskyJuly 25, 2009