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Success in selling educational technology requires sales savvy. It is an industry that has always had a heavy emphasis on selling and face-to-face interaction with potential customers. At the same time, it is an industry that has not done enough to provide training to develop world-class practitioners. STS provides solid advice from successful sales executives that know how to be an effective sales manager, how to sell and how to sell to educators.
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.
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's changes can we expect for the eRate program under the Obama administration? What are the opportunities? Here's an interview with an expert, Kasey Oakley, founder of eRate 360.
What new funding ideas could school sales managers and the 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 an 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 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 source of frustration for those who sell products and services to K-12 schools. Here's sage advice from a leading K-12 sales coach. 
K-12 school budgets have been slashed. School administrators say they do not have the funds they need to buy your product or service. Is this situation slowing your sales? How do you respond? 
You've finally gotten that appointment to present your software program to school decision makers. That's the good news. The bad news may be what you'll discover about the technology situation when you show up for the demo. Plan ahead and avoid common "gotchas." 
If you sell or market a service to K-12 schools that depends on annual renewals, here's advice from a pioneer in the area of selling subscription-based software services -- in an interview with STS founder, Glen McCandless. 
Managing field sales channels - your own sales reps or your channel partners - has always been a challenge. Now, with the growing dominance of a few big players in the K-12 school market there is a sense of urgency for channel efficiency and effectiveness- but how? Copyright 2010 Selling To Schools www.sellingtoschools.com
