We often talk about the PCG sales representatives traveling around tirelessly from meeting to meeting to conference to meeting. But who are they, and what do they actually do?
To help us out, we sat down with two of PCG’s newest reps, David Degrandchamp and Kelly Clifton to find out more.

David Degrandchamp

Tell us a little about yourself and your role at PCG

I am the US and Canadian representative for the Institution of Civil Engineers (ICE) and ARM Education Media. It’s a nice mix as ICE are long established partners whereas ARM are a brand new partner for PCG.

What day to day tasks do you undertake?

Day to day, I spend a lot of time prospecting within engineering departments, trying to uncover opportunities for the publishers I represent. In the upcoming months, I’ll be traveling for conferences and site visits.

What is your previous experience and what do you intent to bring to the role?

I’ve got lots of sales and marketing experience in academic, public, corporate, and government libraries, specifically selling e-resource and online learning programs. In my previous roles I’ve been a strategic sales director (Better World Books) and had a number of other roles at Mango Languages including sales, sales management, and key accounts manager.

What’s your publishing passion?

My love for reading, literacy, and libraries is my connection to publishing. I’m a lifelong learner and decided recently to return to school for my MBA.

Kelly Clifton

Tell us a little about yourself and your role at PCG

I am a Michigan native and happy to point out on your right palm exactly where I live (for the Brits – Michigan looks like a hand).  I am the US and Canadian representative for the American Institute of Aeronautics and Astronautics (AIAA), and for our new partners the Organisation of Economic Cooperation and Development (OECD).  Again, it’s a great mix of an established partner and a brand new one.

What day to day tasks do you undertake?

My goal is to sell partner content to institutions and the underpinning of that role is contacting customers, setting up teleconference meetings, presenting the benefits of the content and closing the sale.  There are conferences to attend, site customer visits, and hours and hours of telephone and email contact. It’s about creating compelling pitches and gaining knowledge of the customers and the content I’m selling to them as well as how it’s needed and used.

What is your previous experience and what do you intent to bring to the role?

I worked directly for two publishers in the past: Cengage Gale and Greenwood Publishing Group which was sold to ABC-Clio in 2009.  I switched gears after those 7 years working directly for a publisher and took a position with Ingram Library Services, a division of Ingram Content Group.  I sold to public libraries Ingram’s wholesale business model and cataloguing services for 6 years.  To date, I have worked over 15 years in the publishing/library industry in federal, military, business, academic, K-12 and public libraries.  I bring many years of experience of understanding the library market.  I have been very successful in the past primarily through working smart and know where the sale is at.  It also requires a continuous development of sales opportunities and building positive business relationships with libraries or para-professionals by being consultative to them and responsive.

What’s your publishing passion?

The information you learn from content, the libraries that provide access to it and the businesses that make it happen.  It’s been a great journey and brings me great joy to be part of it all.  That I believe is what is at the heart of any passion – you have to just love it naturally.

Would you like to expand sales representation for your organisation?

PCG specialise in sales, marketing and research projects for publishers around the globe. Contact PCG today to find out how we can help you reach your business goals.