Education Sales

The concept of summer vacation is often misunderstood by many. Visions of teachers sleeping in, laying pool outside and not...

Testing is often hotly debated amongst educators but whether it’s a pop quiz, end-of-unit assessment or state standardized test, tests...

School systems, nationwide, are utilizing the power of data daily. Data helps drive school improvement, from test scores to school...

Teacher professional development has gotten a bad reputation over the years: “sit and get,” “sage on stage,” “one and done,”...

For the past four or so months, schools have been quiet. Classroom doors are shut. Laptops are closed. Hallways and...

There is a push across the country to flood our schools with technology. Along with the devices and additional connectivity...

There is a common misconception that teachers have three months of carefree, paid, summer vacation. You may picture teachers spending...

Those outside of the educational field often have questions regarding professional development. Most people think teachers don’t work in the...

At this time of year, school’s are buzzing with preparation for the new school year. Principals have a lot on...

The education market is exciting and opportunities abound. But it takes some time to really understand the ins and out...

What is it about a secret that intrigues us? I think we all hunger for some hidden information whispered in...

Schools will be closing for summer over the next couple of months. But just because they’re going on break, that...

If you’re selling to schools or districts, you should spend the bulk of your marketing efforts targeting the senior-most decision...

Although school and district leaders often are the ones with the final say on large edtech and curriculum purchases, teachers...

When considering the best ways to sell to schools, it’s easy to understand why the proposition can seem bewilderingly complex...

Now that cloud-based products and services have become the dominate educational technology solutions, successful implementation has moved from important to...

January kicks off another conference season for educators. School and district leaders, teachers, and other educators are all busy making...

Ask anyone who sells to schools and they’ll tell you that it’s never been more challenging to gain access to...

How much do you value your customers? It's a timely question that requires a specific answer. Why? The education industry...

We hear frequently from sales reps and managers who have questions about how to get a phone conversation or set...

Part Two:  Tapping the Future: Creating Your New Value Proposition Four Characteristics Distinguish Selling Services from Selling Products Part one of...

The "F" Word is Being Used Right Now to Steal Your K-12 Customers It's no secret that the education market...

You may have seen an episode of America's Funniest Home Videos called the "Unhittable Pinata." It was a LOL moment for me...

“How do I find and hire great people to sell my product to schools?” It’s the question I get asked...

Have you tried a money-back guarantee to convince prospects to purchase your products? The "risk-free" promise is popular with sellers...

How to Help K-12 Decision Makers Shift Their Perspectives (and Boost Your School Sales!) We've been exploring the Four Rules...

How to Deploy a High-Impact School Sales Channel Understanding how to build and successfully deploy field-based school sales channels has...

Establishing an effective sales model in the K-12 school market presents many challenges and is a frequent topic of discussion...

How to Really Move the Needle in the K-12 School Market We've been exploring the Four Rules of Engagement, which...

A Proven Process Turns Pilots into Adoptions Let's set the scenario before we get going.  Let’s assume you're a manager...

In article three of my six-part Education Leadership Series, I introduced the concept of the Four Rules of Engagement. “Everyone’s greatest desire...

Building an advisory group is a proven strategy for companies that sell to teachers and school administrators. Advisory groups can...

How to Make Your Product Demo (and Your Sales Process) Really Get Results With all the competition and dynamics in...

How to Reassess Education Marketing and Sales Processes in a Changing K-12 Market Companies are consolidating. Publishers are re-strategizing and...

As you know, today’s education market is a sea of change. It may seem as if you are being tossed...

Everyone who works in the school market agrees that educators are more relational than other professionals. It makes sense then...

Educators make a living by communicating information and ideas to their students. You would think that people who want to sell...

Make No Mistake: Funds Are Available for Educators to Purchase Your Products It’s a common obstacle facing every company that...

Dealing with RFPs (Request for Proposals) is a given if you sell to the education market. Hence this article and...

Most K-12 sales managers agree – it’s important to have a sales plan. In every situation a sales manager is...

You have aggressive goals ahead. Your company needs more K-12 business, but your voice messages to school administrators are not...

You may be old enough to remember the award-winning movie starring Kevin Costner, Field of Dreams. The plot centers around a...

Technology in Schools May Not Be What You Expect When your school sales team is asked to demonstrate software or...

Help Your Customers Manage Change Are you a senior manager of a company that develops and sells instructional solutions, especially...

What is an advisory council? Why spend your energy and education marketing budget to organize and support one? Simply put,...

Can you imagine being able to implement selling on a grand scale with a highly scalable channel? Keep reading and...

Win-loss analysis isn't a new concept. Most managers want to understand why prospective customers make buying decisions — or don't....

Training Certification Might Be the Ideal Solution to Meet Growing Demand for Professional Development Recently a client that manufactures and...

Everyone I speak to about K-12 sales and marketing this shares my opinion — lead conversion is the Holy Grail....

The Debate About School Marketing and Education Sales Strategies Is Heating Up Are your school marketing and sales initiatives as...

Is Price the Key Factor in a School Administrator's Buying Decision? "Lower the price, lower the price, lower the price."...

Educators expect many types of educational technology to improve learning. This expectation sets the educational technology market apart from other...

Boost Your Organization’s Productivity When the highly visible founder of an organization selling professional development to schools retired sooner than...

Does your company offer a product you refer to as a platform? If so, you are part of a growing...

All signals point to tough school-budget times ahead. You may be wondering: Is the tax base enough to stabilize our...

It’s a common obstacle facing every company that sells to schools — they simply do not have enough discretionary funds...

A pioneer in the area of subscription-based software services for schools, Dan Meyer, CEO of Atomic Learning, offered his perspective...

Are Conference Exhibits Key to Your Education Marketing Plan? Speaking at a recent K-12 education-industry meeting on how to succeed...

Think fast and say the first thing that comes to mind when I mention the PTO (Parent Teacher Organization) or...