John Leh

In my estimation they do most everything right -- prepare, understand business needs, know their solution at all levels, engage the audience, tell great stories and win.

The implementation team includes subject matter experts, project managers, learning technologists, project consultants, trainers, account executives, executive sponsors and data integration/migration specialists.

You can’t do too much research on your prospect, their business and their industry before and while engaging in the sales cycle -- the more you know, the better chance you differentiate from the competition.

Individuals are ultimately responsible to know their own ongoing continuing education requirements, take the required training, maintain ongoing proof of completion and submit to appropriate accreditation body to maintain their license or certification.

With each incremental accrediting jurisdiction the problem compounds and becomes so complicated that many organizations can’t use a commercially available LMS to manage CEUs but rather are forced to cobble together spreadsheets, home-grown custom systems, specialized commercial CE trackers and manual processes to bridge the gap, connect the data and ensure compliance. 

In the accounting industry, most accounting firms set up a National Association of State Boards of Accountancy (NASBA) license and grant continuing professional education (CPE) credit based on the NASBA standards, rather than maintain the complex CPE rules of each state

I concluded that it will take too long to teach 700+ LMS vendors the new anti-acronym trick and the easiest path would be to create a living, one-sentence, non-techie dictionary of LMS acronyms for learning systems buyers.

Brightwave, with its innovative xAPI driven tessello learning system, focuses on managing the real-life balance of learning by doing (experiential), learning from others (social) and formal learning (old school).

By collecting skill endorsements and recommendations from your network and posting content, comments, presentations, awards, articles, certifications and other relevant data, you create a historical profile of credibility that other users recognize and value – and more so every day with a growing base of more than 610 million LinkedIn users in more than 200 countries.

Many sales reps and solution architects take the demo step lightly because they have done the same presentation so many times that they think they have seen it all and know it all; as a result, they prep too little, make a vanilla impact with the customer and get lost in the herd of possible LMS solutions.