Selling Learning Systems

Selling B2B software is a highly complex process. How can both buyers and sellers succeed? Focus on the enterprise buying motion, and pilot programs, in particular. Follow these expert tips...

In recent years, many LMS buyers shifted their focus from compliance-oriented employee solutions to the extended enterprise. How else is the market changing?

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.

If a vendor is not doing a consistently fantastic job in serving customers, the demand for references will always outweigh the supply.

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.

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.