15 Tips to up your LMS Demo Game and Win %

For LMS vendor eyes only… When I was an LMS sales guy, I personally demoed or watched a solution architect demo the same two LMSs an average of three times a week for 13 years.  In the last 12 months as lead analyst and an LMS selection consultant, I’ve watched another couple hundred demos from 70+ vendors.  In all, that’s about 2200 LMS demos (give or take a 100) I’ve been a part of in my career.  As you might suspect, I’ve learned a thing or fifteen about what makes a good demo. Here is a most important item I learned that most LMSs vendors forget –a demo can only be considered good when you ultimately win the LMS opportunity.  Second place is meaningless.  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. The LMS sales cycle is typically 12-24 months long.  There are 600 LMS vendors.  It is foolish to take any [...]

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