• If the buyer hasn't shared enough of the right information to help you craft a compelling, coherent, complete - and differentiating - proposal, it's your responsibility to ask for more input, but be prepared to explain why this is critical and why they should care.

    Published On: February 16, 2021Categories: Advice For LMS Vendors, Selling Learning Systems
  • If a vendor is not doing a consistently fantastic job in serving customers, the demand for references will always outweigh the supply.

    Published On: March 1, 2020Categories: Customer References, Selling Learning Systems
  • Learning systems buyers are always more successful when they invest their limited time evaluating qualified vendors for their specific business situation vs. trying to qualify 700 vendors themselves.

    Published On: January 29, 2020Categories: Learning Systems, Selling Learning Systems
  • We obsess about every facet of the LMS market so our clients can more effectively attract, engage and educate learning audiences of all types – B2B and B2C customers, channel partners and contractors, employees, association members, continuing education students and the public-at-large.

  • You've been scanning inbound email messages for important updates when suddenly a new subject line catches your eye: "Request for Proposal: LMS for ABC Corporation." A qualified business opportunity is knocking at your door! You greet the news with a mix of excitement and dread. This is a moment your sales team should relish. But preparing [...]

  • While the "setup–show–recap" method requires more effort than the "spray and pray" approach, prospects should recognize that you've mapped their pain points to relevant use cases.

  • If you have a room full of administrators, a more in-depth click, click, click approach works great, but that approach is shunned by most executive audiences who are more influenced by the bigger picture.

  • Inexplicably, vendors make the most prose mistakes in these two areas of their proposals, yet these are the sections that every executive spends the most time reviewing. 

    Published On: July 11, 2016Categories: Buying Learning Systems, Selling Learning Systems
  • Making sure your LMS selection team is on the same page in regards to implementation/configuration needs will allow a buying organization to quickly disqualify many vendor options without the labor of investing a ton of time.

  • Associations, training companies, corporate channel, customer and other extended enterprise buyers can create any number – hundreds of thousands even – of active ongoing accounts but a buying organization only pays for active usage.

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