Summary:

Sales in the education space can feel like an endless maze—long cycles, multiple decision-makers, and constant resistance. In this episode, Josh Chernikoff pulls back the curtain on the challenges EdTech founders face when selling to schools and districts. It’s not just about getting through the door; it’s about navigating complex decision-making processes and staying persistent when things don’t move as quickly as you'd like.

If you’re feeling stuck or frustrated by slow progress and tough competition, this episode reveals why patience and strategy are your best tools. But be warned—it's not all about playing it safe. Discover what it really takes to thrive as an entrepreneur in education. The answers might not be what you expect.

Tune in to hear:

• Why focusing only on selling is losing you sales and what you need to do instead... if you want to have sales coming in all year round.
• The one tool you’re probably not using that will boost your outreach and keep prospects engaged.
• My best tip to handle objections and turn them into your biggest opportunities.
• The secret to staying top of mind so schools reach out to you!

Chapters

00:03-01:36 Introduction: The Warrior's Mentality

01:36-02:51 The Complex Sales Cycle in Education

02:51-04:52 Multiple Stakeholders and How to Navigate Them

04:52-07:07 The Story of Overcoming Data Privacy Obstacles

07:07-09:25 Managing the Long Sales Cycle

09:25-11:32 Identifying and Engaging Your Ideal Client

11:32-13:31 Building Momentum with Strategic Follow-Up

13:31-15:46 Personalized Outreach and Staying Engaged

15:46-17:27 Overcoming Resistance to Change

17:27-19:11 Patience and Persistence in the Long Sales Cycle

19:11-20:33 Success Story: Lafayette Elementary

20:33-22:59 Managing Multiple Leads and Opportunities

22:59-End Conclusion: Patience, Persistence, and Pleasantness

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