Stephen Abram during the Leadership Development Institute session:
"It’s time to DO – to make things happen."
"The future goes to the people who invest in themselves."
Dave Snowden during the LMD / KM spotlight session:
"Knowledge is only ever volunteered – it can’t be conscripted."
"If you have to ask how to create a knowledge sharing culture – you don’t have one."
"We know more than we can tell – we can tell more than we can write down."
Tesse Santoro at the Marketing Section breakfast:
"Ask for the opportunity. Ask for what you want."
"Sell the NEED for the service – and the service will sell itself."
7 Steps to Sales (which we are hoping Tesse will expand on in the Marketing Section breakfast next year in DC):
- Preparation
- Introduction
- Questioning
- Presentation (up to this point, librarians do fine)
- Overcoming objections and neogiating (this is when the going gets tough – with these last few steps, we’ve moved from marketing to sales – which is critical to our success and rarely done)
- Close and agreement
- Followup and fullfillment
From the Content Buying Inside Out session – in response to the Q: "What do you think is the single biggest threat to your success / our mutual success?" A:
EBSCO: The perception on the part of senior management in companies that there is no real value in content."
eBrary: DRM – the need to address DRM, to negotiate these rights – and to compromise.
Bill Noorlander: The loss of understanding of the value of content – this is the raw material of a knowledge economy.
Susan Klopper: Information illiteracy is rampant in the next generation.
