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? Would this document allow a vendor to map their solution as per the organization’s true requirement? The more explicit one can be, the more assistance the vendor can offer. Sales and Marketing Department.

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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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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.

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. RFPs help buyers get organized, formalize requirements, evaluate vendors logically, create a historical record and show vendors you are serious. Clients expect me to help them avoid RFP missteps. What is an 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? When see the template you are going to be like “this is a lot of features and categories, no vendor will complete all of this.” This is far better than them receiving a 20 page RFP or 100 page RFP. The features contained within, not every vendor will have.

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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. 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. LMS Vendor Sales Tips.

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). Software vendors love these good RFPs because they don’t take long to complete. It’s easy to add questions like these to an RFP.

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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

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

Talented Learning

LMS vendors, I owe you a post. Then we recommend 4 highly qualified, matching vendors to evaluate in a formal RFP process. Learning systems buyers are always more successful when they invest time upfront qualifying vendors for their specific business situation). The LMS Sales Process: What Counts? As you may know, this isn’t my first sales rodeo. For example: How quickly do sales reps respond to inquiries?

4 PROVEN SELLING STRATEGIES IN THE FACE OF A RECESSION

PDG

Four proven strategies to help you minimize disruption and prepare your sales teams for success during hard times. Recession-proof your sales organization with these four strategies: 1) Work With Procurement. Procurement plays a significant role in driving down vendor costs.

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

eLearning 24-7

Out of the Gate – Vendor Experience and Expectancy. Feel confident that any LMS vendor who was won an award from E-Learning 24/7, was selected based upon a multi-set of criteria without any sway by one vendor versus another. A vendor who wins an award from E-Learning 24/7 is rated high and recognized as a top tier system. A vendor never pays a fee. With some exceptions, vendors will customize the skin of your LMS without additional fee.

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LMS vendors: R u hearing us?

eLearning 24-7

LMS Vendors. 30% vendors offer at least one type of social media – from my latest LMS directory. Dozens of LMS vendors, had typos on their web pages, zero screens of the system, links that went nowhere and two kicked up my Firewall warning of possible privacy collection and one had a Trojan Horse (I use a hardcore firewall and A/V). Over 90% of LMS vendors had their sites available only in English; so the potential customer could not view it in any other language.

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. What peaked my interest was her insistence that the book is a necessity for an association hiring a professional vendor to develop a new eLearning initiative. When it comes to a highly interactive product, should you do it yourself (inexpensive option) or outsource to a vendor? Tips to assist you in writing a more precise RFP.

Working with E-Learning Vendors: Tips for Working with Vendors

E-learning Uncovered

Over the last few blogs, I’ve given some tips on how to find a vendor through a Request for Information (RFI) and Request for Proposal (RFP) , and then how to evaluate the responses you get to select the best vendor to meet your needs. If the sales person makes promises over the phone – make sure the promises are in the contract. During development, always keep your design document and other guidelines up-to-date with anything the vendor promised they would do.

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

Talented Learning

In fact, nearly 1000 vendors are on our radar! The clock runs out before they can determine which vendors are truly relevant. Helping you pick the best fit from that shortlist of vendors. In addition, vendors submit a comprehensive capabilities survey and anecdotal success stories. We use all of this information to create a complete vendor profile. Next, we recommend qualified vendors that match your precise needs. Will vendors guarantee satisfaction?

Learning System Buyer’s Guide

eLearning 24-7

Never assume that they know the terminology in the industry, nor assume that what you think one term means, doesn’t necessarily mean what the vendor thinks it means. Enterprise means whatever the vendor wants it to mean in employee (end-users) numbers. Your RFP/RFI.

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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.

Lesson 100

Five Ways to Buy an LMS You Will Hate!

Talented Learning

Some people even think customer dissatisfaction is the reason there are 700 LMS vendors. I’ve spoken with hundreds of vendor references over the past few years and I have found plenty of buyers who say they love their LMS — although I also find many more who are neither thrilled nor dissatisfied. Does the vendor deserve the blame? But failure to buy wisely is not a vendor’s fault. Evaluate Unqualified Vendors.

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Step right up to the LMS Sideshow

eLearning 24-7

Act 2 – Select only a vendor who is well known (name recognized). What it does mean, is that the vendor is strong in marketing and getting their name out to the general public. And no, he is not for sale. If you are interested in seeing the basics, then check out my LMS RFP template. If your LMS vendor does not offer it and you want it, go API. If you don’t have it as a vendor, you should. Hello, hello, hello! Come over and see the show.

How to Buy a LMS

eLearning 24-7

Some vendors (and it is gaining steam) offer “active users” Active users – People who are taking at least one course during the month. There are a few vendors who will charge only when the end user completes a course (but this is rare). E-Commerce model – It is rare, but there are vendors who offer it. The charge – is a percentile of the sale. Some RCAT vendors have the Tin Can API as well as some LMS vendors.

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

Talented Learning

If you’re a learning systems vendor , this scenario should sound familiar. Your sales team recently crafted a strong proposal in response to an LMS RFP , and the buyer has given your company a thumbs up. That’s because you’ve been asked to compete with other vendors in a software demo “bake-off.” I know a rep who generated excitement with prospects with “intro demos” but he refused to prep with a sales consultant.

LMS Selection Roulette: Who Can You Trust?

Talented Learning

Often, these posts have 287 or more responses from LMS vendors, each claiming they offer the best solution, given the overwhelming evidence provided in the original 2-sentence help request. They’ve hit a wall with features that don’t accomplish what a vendor promised. Previously, before a multitude of specialized solutions burst onto the landscape, LMS choices were limited to a handful of “one-size-fits-all” vendors. It happens at least once a week.

LMS Potluck

eLearning 24-7

The book goes on sale the first week of October and will be an ebook only. As a bonus – buyers will receive my newest LMS RFP template (not available to others at this time), and access into a special site off the blog, with some very cool stuff. I read a report a few weeks back which forecast high sales in Gamification in the next few years. They push it in their marketing, their sales approach and even in communication with at least one analyst(moi).

What consumers want in a LMS – can you say WOW?

eLearning 24-7

With this knowledge comes the avalanche of hyper sales, vendors are exploring ways to gain your attention. Thus is should be a concern to every vendor who shows off a system that is stripped off its looks to entice buyers. The most common responses I hear from vendors are. If you are always customizing your system for every client (without heavy customization which vendors will charge), your bottom line has to take a hit at some point.

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Reader’s Mailbag – You Ask, I Answer

eLearning 24-7

On top of that, there are vendors out there who change the type of system, repetitively. One vendor called their system for the longest time a “micro-learning platform” Now? We are finding learning system vendors who are not interested in us, because of our employee size.

Out with the old into the new LMS: Part 2

eLearning 24-7

Start searching out LMS vendors that meet the list criteria, specifically the ones you must have/otherwise they are deal breakers. Once you identify your LMS potentials, you can create a RFP or RFI with specific details you need and additional information on the company, etc. You identify the date you need them back by, who to contact at your company – which is you – for additional questions, and how they are to send back the RFP/RFI.

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Got LMS Implementation Questions? Ask a Learning Tech Analyst

Talented Learning

However, it’s not the instant slam-dunk that some vendors may want you to believe – especially for extended enterprise learning. To learning systems vendors, it suggests that you want to change the underlying software code. 6) As an LMS selection consultant, do you ensure that vendors deliver what they promise? Unfortunately, vendor amnesia happens. That’s one reason why we clarify buyer requirements in a formal RFP. When to issue an RFP (or not).

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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How To Evaluate An LMS – Use Case Scenarios

Upside Learning

However, the success of the process depends on a critical thing – the phase where your team is audience to vendor LMS demonstrations. One may wonder what it is with vendor demonstrations. In most cases skilled sales people come with their presales/technical colleagues and demonstrate the system in detail. Even though you had a detailed RFP, the chances that the vendor skipped a few things are high as there are almost invariably time constraints in demos.

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

Kapp Notes

If you are looking for a vendor to create e-learning or if you are a vendor looking to find business, this is a generally accepted process and works well in structuring the purchase of e-learning. The steps of the E-BAP from the vendor's perspective are: 1. Receive RFP 2. Analyze RFP 3. Sales Presentation to Client 8. Create RFP and Determine Evaluation Criteria 3. Contact Vendors and Distribute RFP 4.

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How Does LMS Selection Work? This Case Reveals All

Talented Learning

With 13 years in LMS sales and now nearly 3 years as LMS selection consultants, we’ve been directly involved in $65,000,000 worth of LMS selling and buying. Through practical, front-line experience, we’ve identified the information and steps that are most effective in defining requirements and formulating a short list of highly qualified vendors for any type of learning management scenario. Vendor 2 quickly emerged as the option to beat.

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). You may instead be doing all of the research in-house and the need for large vendors “bidding” on your work is simply not applicable. A word of advice: if you are going to create a list of vendors/suppliers for your LMS, put your needs and requirements into a Microsoft Excel spreadsheet.

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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.

2019 Turkey Awards

eLearning 24-7

Once a darling of vendors who used it to show their demos, now? In fact, in 2019, I did not see one demo from a vendor on Adobe Connect. Personally a vendor can call their system whatever they want, but there are a few factoids to remember about micro-learning. Welcome.

FindAnLMS – The New Learning System Search Platform from Craig Weiss

eLearning 24-7

Equally I wanted a solution, where all vendors in the learning system space would be able to connect with their audience (you) in such a way, that it offers a unique experience and more importantly, direct engagement with someone interested in the product (system). Vendors that align directly with those filters will show up in your results. . Only the vendors in the Top 10 who have deep learning will show up. What do you see when you select a vendor in the catalog?

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. These will give you a good roadmap for where you want to head, and help you decide whether the LMS vendors you’re considering can get you there.