Education Sales

Strategies and Ideas

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...

Read more

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...

Read more

Does “Traditional” Teaching Still Have a Place in Our Classrooms?

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

Read More

This Summer’s Data Changes Could Affect Next Spring’s Sales

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

Read More

Build Trust & Strong Relationships with Teacher PD

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

Read More

An Inside Look at How Teachers REALLY Spend Their Summer Break

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

Read More

Principal’s Perspective: My Back-to-School Wish List for Education Vendors

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

Read More

3 Truths About the Education Market

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

Read More

An Inside Look into New School Initiatives — and How to Market to Them

Project based learning. Personalized learning. Blending learning. These aren’t just buzzwords in the education space. These are real teaching and...

Read More

A Direct Line to Decision Makers: 5 Things to Make Your Telesales More Effective

Telephone outreach has been part of the sales process when selling to schools for many, many years. But with increased...

Read more >

Schools Are About to Close, Now What? 2018 School Close Dates & a Guide to Summer Marketing

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

Read more >

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...

Read More

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...

Read More

Lead Nurturing: A Conference Marketing Must-Have

Attending or exhibiting at an education conference isn’t cheap. There are the tangible costs: plane tickets, car rental and Uber...

Read more

More Than a Handshake: How to Really Connect with Educators at Conferences

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

Read More

3 Hot K-12 Trends and Implications for Ed Tech Sales and Marketing

What’s forecasted to take center stage in K-12 educational technology?  How can you take advantage to boost your career, build...

Read More

To Influence the Biggest Decisions, Reach Out to the Ones Not Making Them

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

Read More

Who Does What in Schools and Districts?

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

Read More

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...

Read More

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...

Read More

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...

Read More

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...

Read More

5 Ways to Recruit K-12 Education Sales Reps

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

Read more

Money-Back Guarantees: Do They Work for Marketing to Schools?

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

Read more

Education Market Leadership Series: Part 6 of 6

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

Read more

K-12 Sales Strategy: The 10 Deadly Sins You Must Avoid

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

Read more

Discover School Sales Success with Independent Reps

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

Read More

Education Market Leadership Series: Part 5 of 6

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

Read more

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...

Read more

Education Market Leadership Series: Part 4 of 6

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

Read more

Education Market Leadership Series: Part 3 of 6

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

Read more

Education Market Leadership Series: Part 2 of 6

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

Read more

Education Market Leadership Series: Part 1 of 6

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

Read more

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...

Read more

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...

Read more

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...

Read more

6 Steps to Plan for Success in the K-12 Education Market

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

Read more

How to Get a Bigger Slice of the K-12 Sales Pie

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

Read More

EdTech Field of Dreams: If You Build It, Will They Come?

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

Read more

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...

Read more

The Hidden Challenge Facing Education Industry Managers

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

Read more

An Exclusive Agreement: Will It Drive Your Education Sales Goal?

Looking for a Way to Sell To the K-12 Market? It’s widely acknowledged (and covered deeply on STS) that distribution...

Read more

A Fantastic Education Marketing Program: An Army of Students Selling Your Product

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

Read more

A New View of Win-Loss for Education Marketing

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

Read more

Selling to Schools with Independent Reps and Resellers

Education-Market Focused Sales Partners for You? The single greatest challenge facing leaders of companies that develop products for the education...

Read more

Trainer Certification Is a Proven Strategy for Selling to Schools

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

Read more

2 Timely Tips for Improving Your Lead Conversion Rate

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

Read more

Education Sales Promotions or Education Marketing Programs – Which Work Better?

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

Read more

Education Sales Conundrum: How to Handle the High-Price Objection

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

Read more

Education buying cycle playbook

Stay in the know with Selling to Schools