Selling an LMS

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.

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.

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.

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.