Greenberg & Bass
16000 Ventura Blvd.,
Encino, CA, 914365
RSVP by Wednesday, February 13 to reserve your place, to firstname.lastname@example.org
Cost: $20 for IMC members. $25 for non-members.
Please make check payable to IMC
About the San Fernando Valley
The San Fernando Valley Breakfasts occur on the 3rd
Friday of each month
from 7:30 - 9:00 a.m
Selling in Another Language
With Paul Glen
No this isn’t about conducting your practice in French or
Spanish. Paul Glen: educator, author and
consultant, will talk about how to speak the language of your client. In
particular, Paul speaks Geek. His
clientele is primarily in the tech/engineering/IT/world.
The first rule of sales is "Know your customer.” But
when you are selling to geeks, your customer is a tough nut to crack. As
decision makers, what moves them to act can be mystifying. As influencers,
they can seem relentlessly critical and annoyingly detailed.
However, once you understand how they see the world and how
that gets reflected in their approach to decision-making, you can win more
business and develop productive long-term relationships.
Some of the areas Paul will cover:
- How geeks really do think differently
- How to establish trust with these tough customers
- What "geek excitement” looks like
- How to avoid blowing your credibility
- How to motivate them to move from analysis to action.
About Paul Glen
Paul Glen has spent more than 20 years working on technical
projects, leading technical organizations, and helping technical
leaders.Since 1999, he has poured his energy into improving the quality
of technical leadership as a consultant, author and presenter. Since 2003, he
has written a column for Computerworld for which he was awarded a 2007 National
Silver Medal for Editorial Excellence by the American Society of Business
Paul has written two
books.”Leading Geeks: How to Lead and Manage People Who Deliver
Technology” and "Healing Client Relationships: A Professional’s Guide to
Managing Client Conflict.”
He received an MBA from the
J. L. Kellogg Graduate School of Management at Northwestern University with
majors in marketing, organizational behavior, and strategy. His BA is from
Cornell University with majors in computer science and mathematics.
more information, visit: www.leadinggeeks.com.
to the restarting of the San Fernando Valley Breakfast. Try out the Valley
weather; it is great! Thanks to Leon Owens we have a new location:
Greenberg and Bass, 16000 Ventura Blvd., Suite
1000, Encino. Our first meeting will be Friday, January 18th from 7:30 to 9:00
am in Greenberg's Main Conference Room.
Bring a breakfast topic that interests you for 2013. There will be
networking, coffee, juice and breakfast pastries, and a provocative discussion
led by Chris Christensen. The cost remains $20 for members and $25 for
non-members. Everyone is welcome. We promise an interesting and
informative time for all.
Email your reservations to Jerry Savin -
(so we know how much coffee
and rolls to bring).
February 18, 2013, 7:30 AM
Greenberg & Bass, 16000 Ventura Blvd., Suite
1000, Encino, CA, 914365