Articles Archives - Page 3 of 4 - The Chief Storyteller

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Make Networking Pay Off – How to Find the Right Events for You

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

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Life Lessons – Everything I Learned about Sales, I Learned from My Parents

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

ira koretsky performing improvisational comedy with ComedSportz San Jose in a fast-paced, status game - treat everyone like a key decision maker

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Treat Everyone Like a Key Decision Maker – How Improvisational Humor Training Helps You Sell

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

beautiful orange-red sky as sun sets over the ocean, view from the beach - resort trade, hospitality, hotel, travel, vacation - improves sales with better storytelling

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Improve Sales Success with Storytelling Processes

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

group of executives, men and women, mixed, sales meeting, small talk, building rapport

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Business is Personal – 3 Tips to Build Rapport in Sales Meetings

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

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It’s Who Knows You – 3 Little Known Ways to Turn LinkedIn into a More Valuable Tool

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

hand/finger pointing in the middle of a map at an illuminated person icon, with 20 more icons, showing relationships between champion and others

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Keep Your Top Customers Forever with Expand by 8, Part 2

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 built…

Ira KoretskyAugust 29, 2009

men and women executives networking, smiling, suits and ties

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Networking as a Sales Tool – 5 Sure-Fire Steps to Increase Sales Success

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

room full of executives networking, shaking hands, talking, sharing his or her elevator pitch

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The “What Do You Do?” Answer – A Key Tool in Your Sales Toolbox

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

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Keep Your Top Customers Forever with Internal Champions, Part 1

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

Articles

Make Networking Pay Off – How to Find the Right Events for You

Life Lessons – Everything I Learned about Sales, I Learned from My Parents

Treat Everyone Like a Key Decision Maker – How Improvisational Humor Training Helps You Sell

Improve Sales Success with Storytelling Processes

Business is Personal – 3 Tips to Build Rapport in Sales Meetings

Keep Your Top Customers Forever with Expand by 8, Part 2

Networking as a Sales Tool – 5 Sure-Fire Steps to Increase Sales Success

The “What Do You Do?” Answer – A Key Tool in Your Sales Toolbox

Keep Your Top Customers Forever with Internal Champions, Part 1

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