A Guide for Information Professionals and Salespeople to Build Mutual Success
Channel: SJSU School of Information
Date: 2014-10-03

Podcast Links:
http://amazon.sjsu.edu/slisPod/colloquia/fa14/collGruenbergFA14.mp3
http://amazon.sjsu.edu/slisPod/colloquia/fa14/collGruenbergFA14.mp4

Abstract:
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.

Biography:
Michael Gruenberg is currently the president of Gruenberg Consulting, LLC, a firm he founded in January 2012 that is devoted to provide information services companies with sales staff analysis, market research, executive coaching, trade show preparation and best practices, and advice for improving negotiation skills for both information professionals and salespeople.

Prior to establishing his own consulting business, Gruenberg was director of sales for strategic account management at Cambridge Information Group’s ProQuest.  His mission was to support ProQuest’s most important and largest academic and corporate customers in addition to working with the consortia customers for the company. Gruenberg and his team were responsible for substantial revenue growth and subscription retention in this critically important portfolio. Prior to ProQuest, Gruenberg has held senior sales executive positions at CSA, OneSource, Oxford Analytica and Disclosure.

Gruenberg has an undergraduate degree (BA) in Political Science from Long Island University and a Master’s degree (MS) in Educational Administration & Supervision from St. John’s University. He is an avid life-long collector of music recordings, and since 2000, he has been a columnist for an online site devoted to the latest musical trends. www.jambands.com

Further information may be found at: http://gruenbergconsulting.com