(Ebook) Buying and Selling Information A Guide for Information Professionals and Salespeople to Build Mutual Success 1st Edition by Michael L Gruenberg ISBN 9781573877237

(Ebook) Buying and Selling Information A Guide for Information Professionals and Salespeople to Build Mutual Success 1st Edition by Michael L Gruenberg ISBN 9781573877237

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ISBN 13: 9781573877237
Author: Michael L Gruenberg

oth sides of the negotiating table are represented in this practical and much needed guide by Michael L. Gruenberg, a veteran of the electronic information field. With more than 30 years selling information to a wide variety of libraries, Gruenberg's time-tested tips, techniques, and strategies will be welcomed by information professionals and sales professionals alike.

The author's personal stories are geared to helping librarians and salespeople understand what the "other guy" is grappling with in order to achieve the best possible outcome for everyone with special attention paid to the needs and interests of the end-user public. The insights and knowledge presented in Buying and Selling Information shed light on the importance of relationships, some harsh realities of the business world, and the "music" of the sales experience.

(Ebook) Buying and Selling Information A Guide for Information Professionals and Salespeople to Build Mutual Success 1st Table of contents:

• Part I: The Information Marketplace

  • Chapter 1: The New Information Landscape

    • Defining "Information" in Today's Market

    • The Information Economy

    • The Evolution of Information Providers and Consumers

  • Chapter 2: Understanding the Players: Buyers and Sellers

    • Who Are Information Professionals? (Librarians, Researchers, Analysts)

    • Who Are Information Salespeople? (Vendors, Account Managers)

    • Common Goals and Conflicting Interests

• Part II: For the Information Professional (The Buyer)

  • Chapter 3: Needs Assessment: What Information Do You Really Need?

    • Identifying Information Gaps

    • Quantifying Value and ROI

    • Building a Business Case for Information Acquisition

  • Chapter 4: The Procurement Process: Finding and Evaluating Vendors

    • Vendor Discovery and Research

    • Request for Information (RFI) and Request for Proposal (RFP)

    • Due Diligence and Reference Checks

  • Chapter 5: Negotiation Strategies: Getting the Best Deal

    • Understanding Pricing Models

    • Leveraging Your Position

    • Contract Review and Key Clauses

  • Chapter 6: Beyond the Sale: Managing Vendor Relationships

    • Performance Monitoring

    • Resolving Issues

    • Building Long-Term Partnerships

• Part III: For the Sales Professional (The Seller)

  • Chapter 7: Understanding the Information Professional's World

    • Their Challenges and Priorities

    • Their Budget Cycles and Constraints

    • Their Decision-Making Processes

  • Chapter 8: Identifying and Qualifying Prospects

    • Market Research and Segmentation

    • Lead Generation Strategies

    • Effective Discovery Calls

  • Chapter 9: The Sales Process: From Pitch to Close

    • Crafting Compelling Value Propositions

    • Handling Objections

    • Closing Techniques

  • Chapter 10: Building Trust and Long-Term Relationships

    • Post-Sale Support and Onboarding

    • Customer Success and Retention Strategies

    • Becoming a Trusted Advisor

• Part IV: Building Mutual Success

  • Chapter 11: Bridging the Gap: Effective Communication Between Buyers and Sellers

    • Active Listening and Empathy

    • Setting Clear Expectations

    • Feedback Mechanisms

  • Chapter 12: Ethical Considerations in the Information Business

    • Transparency and Honesty

    • Data Privacy and Security

    • Building Reputations

  • Chapter 13: The Future of Buying and Selling Information

    • Emerging Technologies and Trends

    • New Business Models

    • Continuous Learning and Adaptation

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Tags: Michael L Gruenberg, Selling, Buying