Buying and Selling Information: A Guide for Information Professionals and Salespeople to Build Mutual Success
By Michael L. Gruenberg
“Gruenberg distills the process to its essential elements: two people working together to reach a successful result. … A must-read for those ready to engage in productive business relationships beneficial to both sides.”
— Janice Lachance, CEO, Special Libraries Association
Both 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 over 30 years selling information to libraries of all types and sizes, Gruenberg’s time-tested tips, techniques, and strategies come together in a must-read guide for sales professionals and their library customers alike.
The author’s personal stories are geared to helping salespeople and librarians understand what the “other guy” is grappling with in order to achieve the best possible outcome for everyone. His hard-won insights and knowledge shed light on the importance of relationships, some harsh realities of the business world, and the “music” of the sales experience.
“The combination of first-hand experience, invaluable tips and tricks of the trade, and a refreshingly readable style make Buying and Selling Information a must-read for anyone buying for, selling to, or just working in libraries. It should be part of every MLIS curriculum.”
—Tim Rogers, executive director, NC LIVE