• 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
  • 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
  • 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.

    Published On: June 29, 2015Categories: Learning Systems, Selling Learning Systems
  • 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.

    Published On: April 24, 2014Categories: Learning Systems, Selling Learning Systems

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