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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Investing to create and then enlist the help of a group of advisors is a proven method to gain credibility and to open the doors for sales of your products to educators. What do advisory groups typically do, and how does their work translate into revenue? An education marketing veteran offers perspective on this important topic.
What is the best way to gain access to school administrators who make buying decisions? It's a common question and a source of frustration for those who develop education marketing programs and sell to K-12 schools. Here's sage advice from a leading K-12 sales coach. 
Win-loss analysis typically focuses on why you get a purchase order or you don't, and happens at the end of the sales process. But now, with a range of analytic tools and the power of CRM, we have the opportunity to take a much closer look across the entire range of conversions from inception to close.
Does your offer of a full refund result in bigger orders from school administrators? Will a money-back guarantee help you close deals for your high-ticket products and services? It’s a popular topic of discussion with education marketing and K-12 sales managers. 
Generating a reliable sales forecast is a challenge under any circumstances, but as another year of school budget uncertainty looms, how can you use your CRM system to give you more confidence that you can hit your sales number? Here's expert advice and best practices from an education-market veteran and CRM expert.
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 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.
