• 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.

  • 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
  • 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. 

    Published On: March 18, 2014Categories: Selling Learning Systems

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