Summary

In this episode of Breaking the Grade, Josh Chernikoff tackles the big question: when’s the right time to bring on a sales team for your education-focused business? He shares why rushing to hire too soon can be a mistake and what you need to do first to make sure you're ready. Josh opens up about his own experiences, talking founder-led sales, how to refine your process, and the importance of building a strong foundation before scaling. If you're wondering how to grow your sales without the growing pains, this episode has the answers you need.

Tune in to hear:

• The hidden risks of scaling your sales team too quickly — and the strategy to scale with purpose and precision.
• How to ensure your first sales hire is the right one for your business — without wasting time and money.
• Why premature hires can slow down your sales cycle — and how to know when you're truly ready to scale.
• How understanding the difference between a founder’s sales role and a sales team’s role can transform your revenue potential.

Chapters

00:00

When to Hire a Sales Team

07:59

The Importance of Founder-Led Sales

13:48

Leveraging LinkedIn for Founders and Sales Teams

21:23

Key Takeaways and Final Thoughts

Links
Josh Chernikoff LinkedIn
Edsales Elevation Experience
Masterclass
The 2025 Annual Sales Planner

Summary

In this episode of Breaking the Grade, I chat with Ernie, a seasoned leader who's been navigating the ever-changing education landscape since 2001. He shares valuable insights on how he completely transformed his sales system and unlocked 7-figures in proposals before the new school year started. Ernie shares all about staying adaptable, building relationships, and why rejection can be a powerful teacher.

Together we dive into the unique challenges of selling in education, how networking can shift your business, and the role LinkedIn plays in connecting with decision-makers.

If you're looking to grow your business in a competitive market, this conversation is full of strategies you won’t want to miss.

Tune in to hear:

• The one tool that transformed Ernie’s business and unlocked 7 figures in proposals setting him up for a successful 2025 - and how you can too!
• The power in re-evaluating your business model and setting yourself up to thrive.
• Why rejection can be the key to uncovering your biggest business breakthroughs.
• The game-changing power of selling year-round—and how to make it happen.
• Why being able to start delivery of your program at any time of the year (instead of just the start of the school year) can open you up to big sales opportunities.
• The power of a strong LinkedIn presence—and why it’s essential for building meaningful connections.

Chapters

00:00 - Introduction to Beyond Technology Education

05:56 - Navigating Marketing Challenges in Education

11:55 - Understanding the Education Sales Cycle

18:14 - Future Aspirations for Ernie and Beyond Technology Education

Links

Ernie Delgado
Beyond Technology Education

Edsales Elevation Experience
Masterclass

Nine years of building a business—and then, overnight, everything changes. Suddenly, you’re scrambling to keep things afloat, unsure of your next move. That’s exactly what happened to Matt Barinholtz, founder of Future Makers. When the pandemic hit in 2020, he had to pivot fast—shifting from offering services to selling products. The truth is, pandemic aside, business is always unpredictable—marketing trends shift, relationships fade as new players enter the scene, and sometimes, your strategy just stops working. So how do you navigate these challenges and come out stronger? In this week’s episode, Matt shares exactly how he transformed Future Makers and set it up for success. Whether you’re building from scratch or looking to scale, Matt’s story is packed with actionable insights to thrive no matter what’s thrown your way.

✅ How to navigate big challenges in your business (like pivoting!).

✅ The biggest challenge Matt faced in pivoting his business —and how he overcame it.

✅ Why Matt’s messaging shifts made it easier than ever to spot—and attract—the perfect fit clients (and how you can too!)

✅ The surprising truth about building relationships at scale (it’s not what you think!)

✅ The exact steps Matt took to build a powerful lead generation system so that he could scale —and how you can do it too!

And if you’re ready to build your lead generation system then join my FREE Masterclass: How to get more leads and sales on repeat (without paid ads or creating endless content that no one sees!)

00:00 - Introduction: Setting the Stage

03:01 - The Importance of Having a System

05:54 - Building Relationships for Success

08:20 - Challenges in Creating a Signature Solution

12:09 - The Role of Listening in the Sales Process

14:01 - The Implementation Process: Highs and Lows

17:54 - Measuring Impact and Growth

22:40 - Evolving the Signature Solution

28:12 - Communicating Value and Building Credibility

30:44 - Trusting the Process and Embracing Iteration

34:06 - Closing Thoughts on Growth and Business Evolution

Matt Barinholtz

Future Makers

Edsales Elevation Experience

Masterclass