Being distracted away from our daily sales activity is easier and more innocent than we realize. Sure there are the obvious “guilty” distraction...
Read MoreSales Hacks for K-12 Reps
B2E Reps are destined to fight two evils throughout eternity: time and money. This is not a cliché. Education and other public sector clients h...
Read MoreSchools Buy Versatile Products
Shocker 1: Sales Reps generally do not enjoy weekly check in calls with their managers. Shocker 2: Sales Managers generally do not enjoy weekly ch...
Read MoreEffective Sales Rep 1:1’s
When you think of a consultant, you think of an expert coming to the aid of a management team to contribute some analysis or recommendation that the t...
Read MoreWhy Consultative Selling Isn’t How to Sell to Schools
By Janine Walker Caffrey, Ed.D. I have been on both sides of the B2E equation. As an educator, I know how it feels to be bombarded daily by vendors wh...
Read MoreKnocking on the Schoolhouse Door
All sales is about change. We try to get our customers to change from a competitive solution, or change from doing nothing. A big part of our job ...
Read MoreHow will ESSA Affect your Sales Message?
I recently attended a dinner with several young marrieds and I asked each of them how they got engaged. In addition to their adorableness, the stori...
Read MoreHow Long is the Edtech Sales Cycle?
Goodbye April, least of all B2E selling months. Hello May/June, feeding frenzy of year end dollars and last chance to make the July 1 budget. If ...
Read More3 Must Ask Questions for Year End Sales
I remember when my young son got his thick Mr. Magoo glasses for the first time, he sat quietly staring straight ahead repeatedly flipping the glasses...
Read MoreForecasting Reality Check
I’ve said many times that the best reps in B2E are the ones that are great at prospecting. Presentation, networking, negotiating and closing skills ...
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