Building 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?
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Looking to connect with homeschoolers who may be interested in your products? In part three of our homeschool series, we explore opportunities for you at curriculum fairs and conventions where crowds of homeschool parents visit exhibits and evaluate curricular materials.
Do you want to bring your product or service to the attention of the homeschool market? In part two of our homeschool series, we take a look at an integral part of many homeschooling families: the support group. You’re going to need to know the functions and approaches to work with these groups in order to be successful.
w sales opportunities? How about the homeschool market? It's a rapidly growing channel. But is your product or service right for homeschoolers? You need to first learn about homeschoolers to answer this question. And that's the gist of this first of three articles designed to arm you with expert homeschool insights.
How will the shift from print to digital impact the channel strategies for companies that serve the K-12 school market? What does the dramatic rise in educators' use of eBooks and digital content suggest about the role for traditional field sales? It was a hot topic of discussion in New York City at the SIIA Ed Tech Business Forum. Take ten minutes to hear your colleagues' react.
The popularity of commission-only independent reps for K-12 sales is on the rise. Many newcomers to the market, and some established companies as well, want to cut sales expenses. They view independent reps as a quick, low-cost way to generate revenue. But wait--before you sign up independent reps, be well advised--there's no free lunch! Be sure you know what YOU are signing up for!
How best to drive sales given today’s tight economy and pressure to deliver revenue. It’s a timely topic and sometimes an argument whether to invest in sales or education marketing programs. Your decision should be based on evidence and the big differences in sales results you can expect over the long haul. If you insist on results, then you need to study this piece carefully.
The ultimate strategy for marketing to schools is to use your customers as a channel. This strategy has been used successfully for many companies that sell to schools. Now, here's is a flavor that you may not have heard of before. It's a spin on using student reps that has the potential to create excitement and elevate your brand to the top of the heap.
The phone is integral to our lives but not always fully integrated into the education sales process. As education marketing managers seek ways to fill their sales pipeline with more qualified prospects or to reduce the cost of sales, they wonder if it is time to try telemarketing or telesales. 
Marketing to schools, especially for products with a long sales cycle, is a real challenge. Education sales managers need to speed up the process and, in some situations, the telephone is just the right tool. Is it right for you? Here’s valuable free advice from a veteran of K-12 telesales and telemarketing.
