Buying and Selling Information: A Guide for Information Professionals and Salespeople to Build Mutual Success (iSchool Colloquium - AUDIO)

At some point in your career, you’ll probably be responsible for spending part of your organization’s budget on information services and products. With more than 30 years selling information to a wide variety of libraries, Michael Gruenberg will discuss the buying and selling process from both sides of the negotiating table to help you understand the dynamics of a successful transaction. His presentation will shed light on the importance of relationships, some harsh realities of the business world, and the “music” of the sales experience; giving librarians and salespeople alike a better idea of what the “other guy” is grappling with in order to achieve the best possible outcome for everyone involved.