https://padlet.com/maria_van_thienen/7f4tno4wjbj3 What objections have you heard when selling the Enterprise Plan? What objections do you foresee? List them here so that we can put together a helpful objection handling doc! en-us 2020-04-03 09:54:11 UTC 2022-04-15 14:37:38 UTC hello@padlet.com https://padlet.com/maria_van_thienen/7f4tno4wjbj3/wish/518225313

Today, the prospect is probably at "Expert detection level: 0, or almost 0". L&D department struggles to know who are the experts (otherwise, they would not insist on this question).

My answer usually is that Learning Needs are the means that will help L&D detect experts and create an expert community:
- People who volunteer to answer a need are taking a risk, they expose themselves. The Champions selected to answer a need are put forward on the platform, everyone knows them, and plays their content. They have 0 interest in volunteering to needs they can't answer. So people who volunteer are very likely experts. L&D will probably want to check who is a volunteer before matching him to a need anyway, by consulting his profile, or calling his manager. This is normal. If the product had a magic AI algorithm, would you blindly trust it? I don't think so.
- Now let's imagine we know who the experts are:

• An expert that does not want to help, or does not have time, is useless to L&D. L&D needs to engage him in the training projects. This is why Learning Needs are a true means to detect experts willing to invest time working with L&D to solve their peers needs.
• An expert whose expertise does not answer any need is also useless. Learning Needs enable L&D to detect experts that will answer concrete and real needs for the company. L&D matches learning needs with experts.

If the prospect insists, I sometime also say that Learning Needs will allow a social validation of the expert. It is frequent that in the comment section of a need, people ping an expert like "Hey Michel, didn't you take care of a similar project in your team last month? Maybe you could help?". The comment is liked many times, and Michel is urged to volunteer by his peers. If everyone thinks Michel is an expert, it's probably true right? 

Conclusion: the Enterprise plan allows L&D not only to find experts, but to find experts able to answer a concrete and real need, and ready to invest time and engage in a training creation process. These experts will become a community that L&D will nurture and engage on the long term (and the platform also helps here, with gamification and with putting experts creating content forward)

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