2016 SSP 38th Annual Meeting
Concurrent 6A: The Art and Science of Selling Libraries
* Identifying the decision maker, developing the relationship, and closing the sale
* Understanding the needs, roles, and basic organizational structure of the research library
*Direct sales, agency representation, and aggregators– how to choose the right mix and people for domestic, mature, and developing markets
*How to successfully grapple with obstacles such as shrinking or flat budgets and unfavorable exchange rates (particularly relevant for sales to Canadian and Australia/New Zealand institutions)
* How to successfully position your product(s) against the large commercial publishers’ Big Deal(s) and other product offerings
*The integrated marketing and sales campaign: how to use social media, email, the phone, and your CRM to deploy a winning one-two punch!
*The role of consortia in the institutional sales process
Moderator: Bob Pursell, Dragonfly Sales and Marketing Consulting, Inc
Twitter Handle: @Poliflogg
Speakers
Twitter Handle: @Poliflogg