• RFPs help buyers get organized, formalize requirements, evaluate vendors logically, create a historical record and show vendors you are serious.  

    Published On: September 26, 2016Categories: Buying Learning Systems, LMS Business Case, LMS Requirements
  • 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. 

    Published On: July 11, 2016Categories: Buying Learning Systems, Selling Learning Systems
  • It is foolish to pay more than you have to and get nothing in return but it is impossible to know if you are overpaying if you first don't define your LMS requirements. 

  • 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
  • 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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