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.

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.

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.

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.

If you have been doing your job establishing your network on LinkedIn, almost every prospect is in your first or second-degree network unless you are just starting out.

I developed a personal specialty and sold customer, sales channel, public sector, ecommerce and association learning technology solutions better than just about anyone in the LMS industry. 

It is so much easier to sell learning technology to support non-employees because you can compare training results with business performance and show defensible return on investment.