LMS Vendor Eyes Only: 10 Tips to Boost Sales

With almost 700 LMS vendors in the world, competition for every sales opportunity is fierce. I know because I spent 13 years selling learning management solutions.

For the last 2.5 years, I have leveraged that software sales experience as an independent LMS selection consultant. In this capacity, I’ve helped dozens of buyers purchase the right LMS for their organization.  Along the way, I have seen more than 100 salespeople from multiple vendors compete to win legitimate business opportunities.  It has been fascinating to observe the range of sales skills, styles, tactics and habits.  Relative rookies can be stupendous, while grizzled veterans can be horrendous.

To win, an LMS vendor must vanquish a minimum of 4 to 20 others and be the only one left standing – with each and every new customer.  Though blind luck sometimes prevails, the winning sales strategy is usually characterized by hard work, shrewdness, preparedness and ability to add value at every step in the sales process.

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