Summary:

Wondering when you should really start selling in the education market? In this episode, Josh Chernikoff dives into the right timing and approach for effective sales in the education space. Spoiler: it’s not just about waiting until you have a perfect offer. It’s about understanding the specific buying cycles and decision-making processes that are unique to educational institutions.

Josh breaks down why timing is key—and how positioning yourself early can build valuable relationships that will pay off later. He shares actionable insights on how to engage with your ideal clients even before they’re ready to buy, building trust and awareness that makes your product or service their obvious choice when the time comes. If you’re ready to crack the timing code for education sales, this episode is for you.

Takeaways:

• Why waiting for perfection is the fastest way to miss opportunities… and what you need to do instead to start generating leads now!
• What does a centuries-old shipwreck have to do with your business?
• How to handle seasonality in education sales and why it’s not as tricky as you may believe
• What lessons you can learn from 10-year-olds that will completely transform your sales approach
• Discover why getting in front of your audience sooner than later can actually speed up your sales cycle.

Chapters:

00:00 - Introduction: The Challenge of Timing in Education Sales

03:05 - Why Waiting Until the Last Minute Can Cost You

06:47 - Building Relationships Before They’re Ready to Buy

10:21 - Aligning with the School Year and Budget Cycles

14:36 - Trust-Building Strategies that Pay Off Later

17:54 - Key Takeaways and Next Steps

Want more help getting leads and sales?

👉 ✨ Book a FREE strategy call with me. Together we'll look at your entire lead gen system and see where you need to focus to start bringing in high-quality, high-converting leads!

Summary:

Are your sales calls feeling like one-way pitches instead of real conversations? In this episode, Josh Chernikoff uncovers a simple yet powerful shift that could change how you approach every sales call moving forward. Spoiler: it’s not about selling harder or pushing your offer more aggressively. It’s about tapping into a skill most salespeople overlook.

Josh dives deep into how listening can transform your calls, build trust, and help you uncover your prospects' true needs—without sounding like just another salesperson. And here’s the kicker: he shares why the best salespeople aren’t just listening—they’re also storytelling in a way that hooks prospects and keeps them engaged. Want to know exactly how he does it? There’s only one way to find out. Listen now and see why this small tweak could completely change your results.

Takeaways:

• Find out why focusing on features is costing you sales—and what to shift your attention to instead.
• The one move that's damaging your sales relationships—fix it, and watch sales flow effortlessly.
• Why most people struggle to sell on virtual meetings and how to instantly build trust and form strong connections…
• Discover the quick way to build instant trust and bust through objections without being salesy.

Chapters:

00:00 - Introduction to Effective Sales Calls

02:48 - The Shift from Talking to Listening

05:52 - The Power of Active Listening

09:12 - Building Connection and Trust

12:03 - The Self-Identification Call

15:01 - The Importance of Storytelling

19:54 - Conclusion and Key Takeaways

Want more help getting leads and sales?

👉 ✨ Book a FREE strategy call with me. Together we'll look at your entire lead gen system and see where you need to focus to start bringing in high-quality, high-converting leads!

🔗 www.joshchernikoff.com/call

Summary:

Selling to schools and districts is more than just having a good product—it’s about really understanding the specific challenges and needs of the education market. In this episode, Special Guest: John Gamba (Entrepreneur in Residence at the University of Pennsylvania Graduate School of Education) and I talk about how to deliver better sales demos, especially when technical issues or multiple decision-makers are involved. From using Loom videos to keep the conversation going between meetings to handling tough questions from tech experts, we’ll show you how to turn a demo that’s going off track into a win. If you’ve ever struggled with technical problems or pushback during a demo, this episode will give you practical tips to recover and close the deal with confidence.

Key Takeaways:

• The surprising reason why your demos may fall flat—and how a strategic video sent at the right time could change everything.
• A simple technique to handle tough technical questions without derailing your sales momentum.
• Why demos go wrong more often than you think, and the key shifts that can turn a bad pitch into a win.
• The art of sending personalized demo follow-ups that show prospects you're truly listening—learn how to nail this crucial step.
• How to manage those "bad apples" in the room who seem determined to poke holes in your pitch—and flip the situation in your favor.
• This episode is a must-listen for any entrepreneur in the EdTech space looking to sharpen their sales approach and turn potential pitfalls into powerful selling points!

Chapters:

• Introduction to the Episode (00:00:00)
• Guest Introduction (00:01:00)
• The Importance of Demos (00:01:17)
• Guided Conversations in Demos (00:03:29)
• Consultative Selling Approach (00:04:41)
• Benefits Over Features (00:06:01)
• Contextual Selling (00:07:01)
• Using Strategic Plans Effectively (00:07:56)
• Engaging with Prospects (00:10:08)
• Learning from Successful Demos (00:12:29)
• Demo Timing Considerations (00:16:39)
• Using Video for Demos (00:18:56)
• Listening to Client Needs (00:20:08)
• Personal Experiences with Demos (00:22:25)
• Lessons from Demo Failures (00:23:16)
• Understanding Security Concerns (00:24:19)
• Technical Preparedness in Demos (00:25:34)
• Utilizing Feedback Effectively (00:26:44)
• Handling Technical Questions (00:27:42)
• Staying Calm During Challenges (00:28:34)
• Post-Demo Follow-Up (00:29:36)
• Learning from Challenges (00:30:27)
• Importance of Practice (00:31:01)
• Closing Remarks and Community Engagement (00:31:26)

Resources or Links:

• Connect with John Gamba: LinkedIn
• Interested in Growing Your Education Business? Book your FREE Strategy Call with Josh.

Join me as I sit down with Chris and Corey from Rocket PD to talk about how they revamped their entire sales process to feel more natural and focused on building relationships with their ideal customers. Chris and Cory have years of SaaS experience under their belt and they know a lot about marketing and selling software, but selling to schools felt like a whole different ball game. And so we worked on building out their sales process together to fit them, their business and their clients. If you've ever thought sales has to be pushy and you want a way to sell that feels good to you, then you're going to love this episode!

Tune in to hear:

• My #1 tool for getting potential clients to open up and start talking to you...
• How to build relationships that make selling easy and natural...
• Why most founders make a crucial mistake that can cost them months of wasted effort -- and what to do to avoid that.
• Why EdTech sales is different to other selling and how they overcame some big challenges in generating leads.
• PLUS, learn how to embrace objections, failures, and challenges as vital opportunities for growth in your business!
  
  
  

Chapters

00:00 Introduction and Background

04:05 Challenges Faced by Rocket PD

09:42 The Coaching Process and Milestone Coaching

15:19 The Impact of the Signature Solution

22:32 Results and Successes

30:56 The Enjoyment of the Coaching Experience

Here's how you can connect with RocketPD:
Chris Dekmar LinkedIn
Corey Murray LinkedIn
RocketPD LinkedIn
RocketPD


Interested in Growing Your Education Business? Want my eyes on your business? Book your FREE Strategy Call here.


JoshChernikoff.com
EdSalesElevationExperience.com

Summary

Imagine a tool that could revolutionize how students manage their homework—built not by some big tech company, but by a parent and a 12-year-old visionary. Curious?

In this episode, we're diving into a startup story that's as unique as it gets. A co-founder whose biggest challenge wasn’t just building the tech but navigating the labyrinth of the education market...

Join me as I interview Brent Newton, founder of MyOwl, about the challenges he and his daughter faced in getting MyOwl off the ground.

MyOwl is an app that brings student's homework assignments into one centralized dashboard. The average student today has to use more than 143 apps to get their homework done. Talk about a logistical nightmare! So, when Brent and his daughter told other parents about their idea, the parents couldn't wait to get their hands on it. But when he tried to get the app partners on board and schools on board, it felt like he was banging his head against the wall...

Key Takeaways:

Tune in to hear…

• Why having a great product wasn’t enough—and the game-changing move Brent made to get schools on board.
• The crucial shift in his messaging that turned MyOWL from a “maybe” to a “must-have.”
• The surprising power of community—how being part of a group of other education founders gave him the breakthrough he needed.
• AND… hear all about his experience inside the 3E EdSales Elevation Experience.

Chapters

00:00 MyOWL: Revolutionizing Homework Management

05:30 The Impact of the Ed Sales Elevation Experience

10:55 The Power of the Mastermind Group

13:46 Networking and Support for Education Entrepreneurs

21:09 Join the Homework Revolution with MyOWL

Resources/ Links:

• Connect With Brent Newton: Brent Newton | LinkedIn
• Go to MyOwl Website: myOwl | Homework Managed

• Interested in Growing Your Education Business? Book your FREE Strategy Call.
• Learn More about the 3E Edsales Elevation Experience: Join the waitlist for the next cohort here.

Summary:

Starting a business with the goal of solving complex educational problems is a tall order. But Sam Saarinen, founder and CEO of Edapt Technologies, embraced this challenge head-on. In this episode, Sam shares his entrepreneurial journey—one marked by ambitious starts, hard-learned lessons, and a game-changing pivot that led to remarkable business growth. If you’re an entrepreneur struggling to find your footing, this episode is packed with actionable insights on refining your product, focusing your message, and attracting the right clients. Sam’s story is a must-listen for anyone looking to transform their approach to business and achieve long-term success.

Key Takeaways:

• The game-changing realization Sam had about why his first product wasn’t selling—and how you can apply the same insight to your business.
  
  
• How Sam’s pivot to a new market led to a dramatic increase in quality leads and sales—find out the strategy behind it.
  
  
• The exact steps Sam took to simplify his product and make it irresistible to his ideal clients—learn how to do the same.
  
  
• How joining a cohort-based program transformed Sam’s sales strategy and what you can gain from similar opportunities.
  
  
• Why having a long-term vision is crucial for entrepreneurial success and how Sam’s perspective shift helped him thrive.

Don’t miss this episode packed with actionable advice and real-world insights that can transform your approach to entrepreneurship!


Chapters:

00:00 Introduction and Background
03:08 Aligning Sales Approach with Values
06:26 The Power of Focusing on One Product
14:36 The Value of Feedback and Cohort-Based Programs
19:24 Pivoting to a New Product
21:16 Building a Roadmap and Confidence

Resources or Links:

• Connect with Sam Saarinen: LinkedIn, Quizius
• Learn More about the 3E Edsales Elevation Experience: Join the waitlist for the next cohort here.
• Interested in Growing Your Education Business? Book your FREE Strategy Call with Josh.

Tune in to discover how focusing on the right strategies can lead to extraordinary results!

In this episode, Josh Chernikoff discusses the importance of implementing systems in order to scale and grow an education business. He highlights three powerful systems: offer system, lead generation and sales system, and delivery system. He emphasizes the need for a repeatable and scalable offer, a lead generation system to attract and nurture ideal clients, and a delivery system to ensure client success. Josh also acknowledges that there will be glitches and mistakes along the way, but it's important to embrace imperfection and learn from them.

Takeaways

• Implementing systems is crucial for scaling and growing an education business.
• A repeatable and scalable offer is essential to attract and retain clients.
• Having a lead generation system helps automate the process of attracting and nurturing ideal clients.
• A delivery system ensures client success and automates tedious tasks.
• Embrace imperfection and learn from mistakes along the way.

Chapters

00:00 Introduction and Importance of Systems

08:18 The Offer System

12:40 Lead Generation and Sales System

20:20 Delivery System and Client Success

23:25 Embracing Imperfection and Learning from Mistakes

In this episode, Josh Chernikoff shares his experiences and challenges in growing his second business, Flex Academies. He discusses the importance of finding the ideal client, pivoting the business model, and building a strong offer. He also emphasizes the need for a lead generation system and the importance of surrounding oneself with experts. Josh highlights the significance of systems in scaling a business and shares his own journey of continuous learning and improvement.

Takeaways:

• Finding the ideal client is crucial for business success.
• Pivoting the business model based on customer feedback and needs is essential.
• A strong offer that delivers results is key to attracting clients.
• Having a lead generation system is vital for consistent growth.
• Surrounding oneself with experts and building a strong team is important for scaling a business.
• Systems and automation are necessary for efficient and effective operations.
• Continuous learning and improvement are essential for long-term success.

Chapters

00:00 Introduction and Background

03:09 Finding the Ideal Client

05:46 Pivoting the Business Model

08:46 Building a Strong Offer

12:04 The Importance of a Lead Generation System

15:08 Scaling with Experts

18:04 Systems and Automation

21:03 Continuous Learning and Improvement