Education Sales

Selling to Administrators

Testing Tips for EdTech Product Developers

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

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School Administrators and their Data Driven Purchases

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

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Sales Secrets Revealed: How K-12 School Districts Make Buying Decisions

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

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Building Relationships of Trust: From the Office to the Classroom

Trust; What an important noun that is in many aspects of life. Certainly in the business world, trust is important...

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Leverage Evidence of Effectiveness in Your Marketing & Sales

It’s official. We now live and work in the era of the Every Student Succeeds Act (ESSA). And something of...

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Worksheet: Map Your Buyer’s Journey Through the Education Purchasing Cycle

The education purchasing cycle takes many months, starting with planning in the spring and culminating with purchasing the following summer....

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3 Reasons Why Successful Product Implementation is Critical to Your K-12 Sales Success

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

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Landmines Every New K-12 Sales Rep Must Avoid Sage Advise from a Veteran K-12 Sales Manager

The K-12 public school market is highly competitive and getting more so. So many companies and organizations are all vying...

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Is Email an Effective Sales Tool in Education?

You may think that generating leads through email is a responsibility reserved for the marketing team. Think again. These days,...

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7 Strategies for Reaching School Decision Makers It's Not Easy to Gain Access to Decision Makers

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

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K-12 Sales Manifesto: Good-Bye Transactions. Hello Lifetime Value!

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

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How to Get a Meeting with District Administrators

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

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What You Need To Know About Selling Services to School Administrators: Part 2

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

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Selling to School Districts: the Unhittable Pinata?

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

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What You Need To Know About Selling Services to School Administrators

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

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K-12 Sales: From Pilot to Adoption

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

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How to Get Ahead Of Your School Market Competition

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

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What to Say When Your Prospects Say, “Sorry, No Budget.”

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

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Five Keys to RFP Success in the K-12 School Market

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

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Tips for Successful Software Demos in Schools

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

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How Effectiveness Research Impacts K-12 Education Marketing

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

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7 Ways to Build Rapport with School Administrators

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

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How to Really Sell at Educator Conferences

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

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Education buying cycle playbook

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