how to sell software

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.

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. 

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.