Close More Sales

Success in selling educational technology requires ongoing professional development. There has always been a heavy emphasis on product knowledge and face-to-face interaction with potential customers. But not enough is done to provide the training needed to develop world-class sales reps and sales managers. STS is the ideal professional development platform, providing solid advice from K-12 market experts who know how to develop a strategic sales plan, how to sell to schools, how educators decide what to buy, and who they will do business with.

Content Marketing: Why It Matters for Your K-12 Sales

K-12 Special Education

Content Marketing is a well-proven strategy for attracting and engaging with educators, yet many managers of companies who want to boost their sales to schools or grab market share don't fully commit. It may be time to take another look at the many ways Content Marketing can attract an educator audience and drive K-12 sales. New insight may convince you to try or to recharge your approach to this very important component for success.
Get with the program!

Selling to School Districts: the Unhittable Pinata?

Selling to School DistrictsSelling to school districts may seem like the pinata game. You swing wildly hoping to get access to the candy inside. But for newcomers and veterans alike, trying to engage with district decision makers oft feels like we are blindfolded. How can you remove the blinders and see how to win the game? Is it possible to reliably and consistently get the reward you deserve for your wonderful product and your good efforts?
Get in the swing now!

K-12 Channel Marketing: A Lost Art and Opportunity

K-12 SalesContent marketing is all the rage. Meanwhile, back at the ranch, tried and proven channel marketing programs are out to pasture. K-12 sales and marketing managers don't understand the concept, have not fully embraced it, or are afraid to make the move. Here's a really easy move to make. Take ten minutes to read this article and discover the amazing power of channel marketing programs to boost your sales.

Drive more sales from your current channels

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

K-12 SalesBuyers and sellers alike are experiencing major changes in the K-12 school market. As we shift away from textbooks and software delivered on plastic to cloud-delivered learning services, managers at companies that serve the market and administrators who run our schools are feeling their way through the fog. One thing's for sure, how we value customers and how we budget to acquire them must change. It's do or die.
Get real value from lifetime value

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

K-12 Special Education

RFPs (Request for Proposals) are a fact of life for anyone who sells to schools. And, experienced K-12 sales and marketingprofessionals will tell you, chasing RFPs can be a "rat hole" unless you have a policy and set of procedures in place to manage the. Here are five timely tips, and more, to help you navigate sometimes rough RFP waters and save yourself a lot of time and frustration.
Get RFP'd now!

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

K-12 Sales ChannelsThe decision to do an exclusive distribution deal is one of the toughest choices that education-market managers must make. How do you evaluate the pros and cons of a K-12 sales agreement that puts all your eggs in one basket? What benefits might you get, and what should you be prepared to give up?
The pros and cons of exclusivity

Selling to Schools with Independent Reps and Resellers

K-12 Sales ChannelsWhat's the best way to sell to schools? It's the focus of this web site and it is the topic of most interest for everyone who wants to succeed in the education market. Many newcomers would like to find a low-cost entry, and the idea of using independent reps or resellers is popular. What have we learned about this sales approach? What do you need to know to be successful working with third party channels?
Think independently!

K-12 Sales: From Pilot to Adoption

It's a huge education marketing and K-12 sales challenge. A school district agrees to experiment with your product, maybe with a small opening order. A few classrooms will be a test lab. How do you ensure that this product pilot leads to a big sale with widespread use that drives customer loyalty, referrals and market share?
Sales insight you can use

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

sales persons teaserBuilding sales channels for the K-12 school market, whether your own sales reps or with channel partners, has always been a challenge. Now, with a budget crunch and pressure on sales, there is urgency to fix the distribution problem, and to improve channel efficiency and effectiveness. But how do you avoid costly mistakes?
Discover sales channel insights

Education Market Leadership Series: Part 6 of 6

K-12 SalesWith all the pressure to sell, sell, sell, we sometimes focus too little attention on the feelings of the buyer, a crucial factor in making the K-12 sales process a success. Always remember: how your prospects think and feel during your pitch is more important to them than what you’re pitching. You can't make them change their minds, but you can refocus and reframe your ideas to shift their perspectives and boost your school sales!
Sage advice for better selling