On-Demand: Fundamentals of Publishing Sales

Overview

Tutor: Alison Hope, Regional Manager for Northern Europe at Karger

Francesca Brazzorotto, Customer Engagement Manager at Karger

Designed for those in publishing sales and in particular those selling to libraries. Learn what makes a successful sales strategy and campaign, how to use data to your advantage and how to build a professional presence.

This On-Demand course consists of four modules:

• How the Library Market Really Works
• Evidence-based Sales - Using Data to Lead Relevant Conversations
• Prospecting and Relationship Building in Academic Publishing
• Professional Presence - Business Travel and Conferences

Each module is designed to take approximately one hour, and can be completed in your own time and at a pace that suits you.

 

Learning Outcomes

By the end of this course, you will be able to:

• Build a foundational understanding of how libraries and library consortia operate
• Create a data-driven sales plan that you can be confident in excecuting
• Develop relationship-based selling skills suited to the library environment
• Step up your engagement from e-mail to in-person and reap the benefits

Tutor Biography

Francesca Brazzorotto is a publishing, sales, and customer engagement specialist with 15+ years’ experience across scholarly communications, institutional sales, researcher engagement, and outreach. Having held roles at Karger Publishers, IOP Publishing, and Springer Nature, she brings a practical, commercially focused perspective on relationship-building, customer engagement, and value-driven communication in academic publishing.

Alison Hope is a seasoned sales professional, with almost 25 years’ experience in selling to libraries. She has a consistent track record of building sustainable commercial relationships, and successfully negotiating national licenses and consortia agreements, as well as working with diverse OA models and has worked for publishers including Karger, Emerald and BMJ.  Over the years, she has visited several hundred libraries, from Helsinki to Honolulu!