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Success in selling educational technology requires ongoing professional development. There has always been a heavy emphasis on product knowledge and face-to-face interaction with potential customers. But not enough is done to provide the training needed to develop world-class sales reps and sales managers. STS is the ideal professional development platform, providing solid advice from K-12 market experts who know how to develop a strategic sales plan, how to sell to schools, how educators decide what to buy, and who they will do business with.
It's the question we get most often: How do we get a senior district administrator to talk to us by phone or to schedule a meeting with us? It's tough to do, especially when most inbound communications is considered "Spam." Knowing what to say when you do get that meeting is also critical to your success. Do you need better connections with the “C” level of school districts?
Certifying district-based trainers provides some education-market companies with advantages in meeting customer needs for consistent, relevant training. Improved customer loyalty and referrals, smoother implementations, and competitive advantage are a few outcomes. Maybe this concept could be part of your plan for marketing to schools.
Changes to federal funds like Title 1 and IDEA are giving more flexibility to school districts and creating opportunities for educational marketers and companies that sell to schools. What types of products and services are likely to be of interest to K-12 district decision makers? How do you take advantage of these new federal policy provisions?
The eRate federal funding program has been difficult to understand for education technology companies that sell to K-12 schools. How does the program work? How can you take better advantage? What changes can we expect for the eRate program under the Obama administration? What are the opportunities? Here's an interview with expert Kasey Oakley, founder of eRate 360.
Florida has been an educational technology leader and is a priority state for many companies that sell to schools. But now Florida is in the midst of a budget crisis. How will your sales be impacted? What adjustments should you make to your education marketing plans? Jim Warford, Executive Director of the Florida Association of School Administrators, has answers.
Rapidly expanding niche markets with federal funding pools like Title 1 offer great promise for companies that sell to schools. But education marketing staff and sales managers need to beware of pitfalls and know the best strategies to take advantage of the opportunity. Here is timely advice from the leading expert on federal programs and funding sources.
What new funding ideas could school sales managers and education marketing staff consider when faced with a severe K-12 budget shortfall? Here’s a timely interview with Bob Heimbrock, VP at PNC Finance, a technology product financing expert who has experience and understanding of how to sell the solution to school administrators.
Offering professional development, not just product training, may be the best way to sell to schools, according to publicly funded research from the University of Cincinnati School of Education. What's the implication for your education marketing plan? Here are four key take-aways from the study.
What's going on with school boards in light of drastic budget shortfalls and increased accountability? What about political changes--what impact do election years have on school board behavior? Education-market veteran, Craig Greenwood, shares advice from the front lines of selling to schools along with tips and ideas for avoiding surprises. Here is an interview with STS founder, Glen McCandless. 
What is the best way to gain access to school administrators who make buying decisions? It's a common question and a source of frustration for those who develop education marketing programs and sell to K-12 schools. Here's sage advice from a leading K-12 sales coach. Copyright 2010 Selling To Schools www.sellingtoschools.com
