12 Sales Enablement RFP Mistakes to Avoid

Allego

Given its powerful impact on the bottom line, sales enablement is no longer optional. Onboarding, training, coaching, and providing the right sales content is now a crucial function for survival and growth in today’s ultra-competitive economy. Top 12 RFP Mistakes to Avoid.

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10 Effective LMS RFP Guidelines

Upside Learning

We received a Request For Proposal (RFP) from a leading Banking and Financial organization last week to deploy an enterprise wide Learning Management System. Would this LMS RFP process help the organization achieve its objective of finding a suitable solution? I firmly believe that the answer is “NO” While creating a LMS RFP, one needs to provide a precise and accurate description of organization needs. Here are 10 guidelines to draft an effective LMS RFP.

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Learning Systems RFP and Tier4 NexGen

eLearning 24-7

I note this, because this post covers my new Learning Systems RFP Template , which includes the latest NexGen Tier 4 feature sets. Why one RFP instead of specific ones for LXP and LMS? This is far better than them receiving a 20 page RFP or 100 page RFP. Vendors who gripe, clearly have never experienced a 10 page or more RFI/RFP (and high page RFPs are common). . Right now, SAP Litmos (LMS) and Brainshark (a Sales Enablement Platform) definitely have it.

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Is Your RFP Response On Point? Tips for Learning Systems Vendors

Talented Learning

This is a moment your sales team should relish. But preparing RFP responses can be brutal – especially if you blow it with unforced errors. What’s Wrong With This RFP Response? You rally your team and spend many hours developing an RFP response. So why are you losing at the RFP stage? But vendors have more control over RFP outcomes than you may think. Let’s look at some basic factors… 9 Ways to Build a Winning RFP Response.

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LMS RFP Tips: How to Find Your Best Learning Technology Fit

Talented Learning

Is the LMS RFP a Necessary Evil? A Request for Proposal (RFP) is one of the most widely used yet controversial tools for learning management systems buyers. The LMS RFP has developed a bad reputation because it is easily misunderstood. Shopping without an RFP may seem faster, easier and less complex, but your selection process will be subjective and loaded with assumptions that increase risk. Clients expect me to help them avoid RFP missteps.

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Top 10 Questions to Ask Your Sales Enablement Vendor

Allego

Picture this: You’re VP of Sales at a large medical device manufacturer with a multinational sales force spread across five continents. You also employ channel sales partners. As a sales leader, you know you need help, but you don’t know where to start.

Ready to make the switch to an LMS? Here’s a ready-to-use RFP

Learning Pool

Reaching out to suppliers with a Request For Proposal (RFP) can help ensure you get the right information to make an informed decision about which LMS suits your organization’s needs. Use the RFP as a guide. So, what would one include in an RFP? Learning Pool’s downloadable, editable functionality checklist can be used as a guide and key component in an RFP for making the switch to an LMS. Download the LMS RFP here ].

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Meet the Hero of the Technical Sale: The Sales Engineer

Cloudshare

Sales engineer” (SE) is the title you’re mostly likely to see on their business cards, however those in the business go by several titles. More often than not the word “engineer” is used, as in presales engineer, sales engineer , or solutions engineer. Sales Enablement

What Buying a Bicycle Would Look Like if We Applied a Typical LMS Selection Strategy

Absorb LMS

Buying LMS Software for Your Team Most organizations acquire software such as a learning management system this way as well: Identify requirements Compare existing products Take them for a spin by trying out the software Purchase A small percentage of organizations, though, choose a different selection approach; they issue a Request for Proposal (RFP). ” A Bad RFP The worst RFPs consist of a large list of open-ended questions, many of which aren’t relevant to the selection process.

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LMS Do and Don’ts – Isn’t it time to do what’s right?

eLearning 24-7

Rather it is a sales approach the vendor chooses. Meet my friend, the RFP. If you are going to use an RFP, I recommend using the one I created for each and everyone. LMS RFP Template (click the link). Thus, if you require your employees to go through a VPN, then yes, that should be on the RFP. As mentioned in previous posts, if you have to submit a RFP, then it shouldn’t be longer than 10 pages. Then if you must, send out the RFP.

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LMS Vendor Eyes Only: 10 Tips to Boost Sales

Talented Learning

With almost 700 LMS vendors in the world, competition for every sales opportunity is fierce. years, I have leveraged that software sales experience as an independent LMS selection consultant. It has been fascinating to observe the range of sales skills, styles, tactics and habits. 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.

How to Choose the Right LMS? Ask a Learning Tech Analyst

Talented Learning

That’s why we communicate requirements in a structured request for proposal (RFP). If qualified vendors want to be considered, they must reply to the RFP in full. Typically, it takes 90-120 days to define requirements and use cases, develop an RFP and gather responses, organize product presentations with finalists, select a solution and negotiate a contract. 6) Can we choose the right LMS without issuing a formal RFP? In fact, I’m a recovering LMS sales guy.

RFPs SUCK: Lessons for eLearning Managers

Web Courseworks

Few of us started this career path with expertise in business, management, not to mention sales. Most of us just don’t get it when it comes to selling products and services—the schools of education or computer science certainly didn’t focus on instilling business acumen or sales expertise. The new book is succinct, well organized, and full of useful tips if you are tasked with either creating or responding to an RFP.

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Step right up to the LMS Sideshow

eLearning 24-7

And no, he is not for sale. If you are interested in seeing the basics, then check out my LMS RFP template. Anyway, the better systems have either all those features within my LMS RFP template or nearly all – with print out sheets, define capacity, auto perform conflict checking as the most common ones, vendors may not have in their system. . E-Learning 24/7 Tagged: learning management system , LMS , LMS RFP , selecting a LMS. Hello, hello, hello!

Mentored Tasks: Support Learners Where They Are [Featured in Learning Solutions]

Kineo

Imagine that you‘re a sales manager for a major pharmaceutical company. Six months ago you rolled out a new process to help your sales representatives assess RFPs (requests for proposals) and opportunities to determine the likelihood of winning the business. The process is built around reviewing a customer’s RFP, completing three Excel worksheets, and then drawing conclusions based on your data. Let’s play pretend.

Mentored Tasks: Support Learners Where They Are [Featured in Learning Solutions]

Kineo

Imagine that you‘re a sales manager for a major pharmaceutical company. Six months ago you rolled out a new process to help your sales representatives assess RFPs (requests for proposals) and opportunities to determine the likelihood of winning the business. The process is built around reviewing a customer’s RFP, completing three Excel worksheets, and then drawing conclusions based on your data. Let’s play pretend.

Getting Past the Gatekeeper

Your Training Edge

That person may be a committee member, a team member, or a person on a project who is assigned to RFP’s and demonstrations. If you make your gatekeeper strategy a part of your initial research and preparation, you’ll find that your sales process is easier – and that getting through the gatekeeper is not such a terrible chore. You’ve worked on your presentation, your communication skills, and your research in order to persuade a particular client.

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Software Demo Success: How to Present Your LMS In Its Best Light

Talented Learning

Your sales team recently crafted a strong proposal in response to an LMS RFP , and the buyer has given your company a thumbs up. But after years as a software sales consultant, and now as an LMS selection advisor, I’ve learned how you can significantly improve your chances. I know a rep who generated excitement with prospects with “intro demos” but he refused to prep with a sales consultant.

Wait. What? I can buy an LMS with a credit card?

Janet Clarey

Now if you’re a small or medium sized business shopping for an LMS to administer and track training and create and serve up e-learning you can use the following tips for avoiding long sales cycles and complicated comparisons. Evaluate the system against your use case(s) not just an RFP response or demo. Yes, Intellum will accommodate any organization’s years-long sales cycle. Uncategorized Intellum LMS RFPThis is a cross post. Original at Bersin & Associates.

10 questions to ask yourself to build a digital learning request for proposal

Coorpacademy

Writing a request for proposal (RFP) is not an exercise that can be improvised! So at Coorpacademy, we have worked together with our sales team to provide you with the best advice to build your digital learning RFP! In what format do I want to receive the responses to my RFP?

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Getting Past the Gatekeeper

Your Training Edge

That person may be a committee member, a team member, or a person on a project who is assigned to RFP’s and demonstrations. If you make your gatekeeper strategy a part of your initial research and preparation, you’ll find that your sales process is easier – and that getting through the gatekeeper is not such a terrible chore. Featured Posts Training gatekeeper sales gatekeeper selling to teh gatekeeper types of

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Fall 2009 Corporate Advisory Event Starts Today

Kapp Notes

On the second day students will present solutions to a mock Request for Proposals (RFP) while the CAC members evaluate their presentations and on the third day students will interview for internships and job opportunities. Here is a brief synopsis of the RFP the students will be answering this semester. The focus of the RFP is on developing a “Training System” for the introduction of a new product from the fictitious Big Power Tool Company (BPTC).

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10 Ways to Lose at Selling Learning Systems: For LMS Vendors

Talented Learning

Then we recommend 4 highly qualified, matching vendors to evaluate in a formal RFP process. With 8 total finalists, my head is still spinning from analyzing more than a thousand pages of RFP response documents, sitting through 24 hours of demos and critically (sometimes ruthlessly) evaluating a diverse cast of sales characters as they pitch their solutions. The LMS Sales Process: What Counts? As you may know, this isn’t my first sales rodeo.

RFPs and Proposals: LMS/LCMS Selection Templates

Kapp Notes

The document, LMS Selection Template , provides several templates to help you develop a consistent approach to your LMS or LCMS selection process from the RFP outline to checklists for evaluating vendor demonstrations. Another good resource, if you are writing or responding to an RFP, is Winning E-Learning Proposals: The Art of Develoment and Delivery. It literally contains everything I know about writing an e-learning RFP.

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7-Step Process for LMS Selection [GRAPHIC]

LearnDash

For example, depending on the size of your organization, there may not be a need to issue a formal RFP (Request for Proposals). It can be easy to get caught up in sales-speak when doing research, having a detailed process helps to avoid any impulse decisions. Selecting an LMS is an important decision for any organization to make.

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The troubles of RFI writing and how to overcome them

eFront

If we feel we are suitable to the client, we will work towards submitting an RFP. The intrinsic nature of the RFP varies with each client. Of primary importance is fulfilling the requirements and complying with the RFP. You must overcome the obstacle course that is the RFP document in order to reveal what exactly the customer is asking for. This is obviously a sensitive yet vital component of the RFP, and therefore must be thought out carefully.

Learning System Buyer’s Guide

eLearning 24-7

If you are buying your learning system, for your employees, your business case may be that you want to increase sales by 35% and reduce incidents by 12%. Your RFP/RFI. I have created two RFP/RFI templates, one for employees , the other for customer learning/education.

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Bloomsburg University's CAC Event

Kapp Notes

The students must write a 40 page response to the RFP, create a working prototype and then deliver a 20 minute sales presentation. This year, the RFP was issued by the non-existent PA Department of First Responders. If you want to see the RFP, bidder's conference questions and corresponding proposals.

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50 Best eLearning Posts Of 2012

Upside Learning

Leveraging Mobile Learning For Sales Training. 10 Effective LMS RFP Guidelines. We hope you have had a good start to 2013. We are going to make it even better! We have compiled the 50 best eLearning posts of 2012 from our blog. It’s a chance for you to catch up on some interesting stuff you might have missed the last year. And for us, it’s a time to relook at the posts that trended on twitter and other social channels, and were loved by our readers.

Evaluation Is Not Complicated

The Performance Improvement Blog

As a learning solutions vendor, I’ve been asked this question countless times and have also encountered it in many an RFP. customer retention, production, sales, revenue, market share). In his blog post , “Stop Evaluating Training!”, Amit Garg summarizes a presentation that Robert O. Brinkerhoff gave at the Australian Institute of Training and Development conference in April. Garg relates Brinkerhoff’s comments to the challenges of measuring the effectiveness of elearning programs.

RFPs and Proposals: E-BAP-E-Learning Business Acquisition Process

Kapp Notes

Receive RFP 2. Analyze RFP 3. Sales Presentation to Client 8. Create RFP and Determine Evaluation Criteria 3. Contact Vendors and Distribute RFP 4. Often I am asked to comment on how business is conducted in the e-learning field. How do new companies (or even existing companies) bid on new business? How should I structure the Request for Proposal process? What are the steps in this process?

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3 xAPI learnings from LSCon: start small, iterate, build an ecosystem

Experience API

This was a theme echoed by RISC , HT2 Labs , TorranceLearning , Watershed , xapiapps , Riptide Software and our very own Chris Tompkins in his session, “ xAPI in your RFP.” For example, the benefits of a sales training course could be proved by a resulting increase in revenue. To prove this true, you’ll need an ecosystem of tools such as a sales management application (like Salesforce), an LMS and a learning analytics platform or LRS.

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CAC 2009 Student Presentations

Kapp Notes

Students have written a 40 page proposal, created a 20 minute "sales" presentation and are prepared for a 15 minute question and answer session from our corporate advisory council members (we have over 30 in attendance this semester). Mock E-Learning RFP Fall 2009 This semester the focus is on developing a “Training System” for the introduction of a new product from Big Power Tool Company (BPTC).

Association eLearning Book Helpful for Vendor-Client Relationship

Web Courseworks

Ellen highlights the importance of taking a good look at using the Internet to replace the loss of revenue from declining face-to-face workshop sales. Tips to assist you in writing a more precise RFP. Ellen Behrens calls her new self-published book aLearning: A Trail Guide for Association eLearning.

Your LMS criteria can make or break your buying process – here’s how to win

Docebo

Depending on your use case, you may also want to consult your people in Partner Enablement , Customer Enablement , and Sales Enablement. Finding a learning management system (LMS) requires a lot of brainstorming and prioritizing to nail down your final system requirements.

Visionary Integration Professionals (VIP) Announces New Board Members

Meridian

a leading cloud RFP and sales enablement software provider. FOLSOM, CA – March 24, 2020 — Visionary Integration Professionals (VIP) today announced the appointment of two new members to its Board of Directors. Tim Hill has extensive business and technology industry experience and currently serves as President and General Manager of the Higher Education Business Unit at Blackbaud Inc. He is also on the board of RocketDocs, Inc.,

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How to Choose an LMS That’s Right for Your Association

Abila

While this undoubtedly varies from organization to organization (depending on size, revenue, membership base, and program goals, among a number of other considerations), the professional education experts at Tagoras, along with Community Brands own Sales VP Scott Hundley, simplified the process into seven critical steps, including potential setbacks to avoid, in the recent webinar, “LMS Selection: Mastering the Process, Avoiding the Pitfalls.” Review and score responses to the RFP.

2019 Turkey Awards

eLearning 24-7

To do SEP, you need to have robust sales functionality in it, not just the ability to do sales training – because every system can do that. An SEP, is a first and foremost, sales related functionality with a nice training component within it. Welcome.

3 xAPI learnings from LSCon: start small, iterate, build an ecosystem

Experience API

This was a theme echoed by RISC , HT2 Labs , TorranceLearning , Watershed , xapiapps , Riptide Software and our very own Chris Tompkins in his session, “ xAPI in your RFP.” For example, the benefits of a sales training course could be proved by a resulting increase in revenue. To prove this true, you’ll need an ecosystem of tools such as a sales management application (like Salesforce), an LMS and a learning analytics platform or LRS.

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Got LMS Implementation Questions? Ask a Learning Tech Analyst

Talented Learning

That’s one reason why we clarify buyer requirements in a formal RFP. Success leads to new sales opportunities – especially when working with consultants like us, who recommend vendors on a continuous basis. It often includes training teams, customer service, sales and/or compliance groups. The Tier 2 team is included only at key milestones such as RFP evaluation, demonstrations and proof of concept review. When to issue an RFP (or not).