Print Page  |  Contact Us  |  Your Cart  |  Sign In  |  Join IMC USA
IMC SoCal San Fernando Valley Breakfast - Selling in Another Language
Tell a Friend About This EventTell a Friend

Selling in Another Language

When: Friday, February 15, 2013
7:30 AM
Where: Greenberg & Bass
16000 Ventura Blvd., Suite 1000
Encino, California  91436
United States
Contact: Jerry Savin CMC

« Go to Upcoming Event List  

IMC Southern California
Please join us for the San Fernando Valley  
Breakfast Meeting
Friday, February 15, 2013


Greenberg & Bass
16000 Ventura Blvd.,
Suite 1000,
Encino, CA, 914365

RSVP by Wednesday, February 13 to reserve your place, to

Cost: $20 for IMC members. $25 for non-members.

Please make check payable to IMC

About the San Fernando Valley
Breakfast Meetings

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 Publication Editors.

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.

For more information, visit:


Welcome 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

At Greenberg & Bass, 16000 Ventura Blvd., Suite 1000, Encino, CA, 914365

Community Search
Sign In

IMC USA Calendar

IMC SoCal Webinar: Leverage Video to Position Your Brand As the Distinct Leader in Your Field

Message from the Chair