Is the instructional materials market in the tank? I’ve spoken with people at a dozen companies who are all seeing the same thing – since November 1st a moderately down market has dropped like a stone. A senior executive at one of the big 4 publishers flatly stated that this…
When educators choose new classroom materials their first challenge is to sift through dozens of options and narrow the search down to four to five options. In other words before they say “yes” to one solution they need to find reasons to say “no” to a host of other options.…
Do you need to pick a target market when entering the education market? One of the true signs of a rookie is a business plan built on selling to all schools. Just because all schools should be using your widget doesn’t mean they are ready to buy it. Picking a…
Rookies in the education market make a set of common mistakes. There are five concepts you need to grasp about selling to schools that will help you avoid execution error as you enter the learning market. Consider these the iron laws of marketing to public schools. Accept them, nay embrace…
It is easy for a sales force to fall into a comfort zone. Data-driven decision making techniques can help insure that Reps are reaching beyond their current contacts. In many companies there is a great deal of data about the market. The challenge is to drive this into your field…