http://www.blogtalkradio.com/sellingtoschoolsSelling to Schools provides expert insight, timely tips, and insider information about education marketing, school market research, and how to sell products to K12 schools. Savvy education sales and marketing professionals know it --now discover for yourself: STS means success in the education marketplace. enBlogTalkRadio.com. All Rights Reserved.Fri, 14 Jun 2019 18:15:00 GMTTue, 16 May 2017 15:00:00 GMTMarketingBlogTalkRadio Feed v2.0https://dasg7xwmldix6.cloudfront.net/hostpics/3cbdf2ed-44c9-4d36-9309-4b0ded3da02d_sts_blogtalk_icon.jpghttp://www.blogtalkradio.com/sellingtoschoolsSelling to Schools provides expert insight, timely tips, and insider information about education marketing, school market research, and how to sell products to K12 schools. Savvy education sales and marketing professionals know it --now discover for yourself: STS means success in the education marketplace. feeds@blogtalkradio.comBlogTalkRadio.comK-12 sales,education marketing,selling to educators,education market researchSelling to SchoolsnoHow to sell products and services to educators in K-12 schoolsepisodichttp://www.blogtalkradio.com/sellingtoschools/2017/05/16/new-report-insights-for-selling-to-schoolsMarketinghttp://www.blogtalkradio.com/sellingtoschools/2017/05/16/new-report-insights-for-selling-to-schools/#commentshttp://www.blogtalkradio.com/sellingtoschools/2017/05/16/new-report-insights-for-selling-to-schoolsTue, 16 May 2017 15:00:00 GMTNew Report: Insights for Selling To SchoolsAre you confused or frustrated about how to sell your educational products to schools? You’re not alone! The K-12 market has always been a challenging space to enter with unclear distribution channels for ed tech start-ups. But a new study by researchers at Harvard University reveals that there are new partnering options and that established channels are evolving. Another trend emerges: even as the industry relies on the traditional direct sales model, managers of ed tech companies are increasingly using hybrid channels, a variety of resources and methods to sell to schools. And, while the ed tech distribution landscape is evolving for suppliers, so is the environment for K-12 decision makers.  If gaining access to the K-12 market is important to you, listen to this 15-minute program. Host and education channel expert Glen McCandless interviews guest Jim McGarry, president of EDMarket Association (sponsor of the new distribution study) about key findings from this new study that you’ll want to hear! 00:17:00Selling to Schoolsnoselling to schools,education marketing,K-12 sales,selling to educators,ed tech salesResearchers at Harvard University cite trends in channels and methods for selling to K-12 schoolshttp://www.blogtalkradio.com/sellingtoschools/2017/02/16/2017-ed-tech-trends-and-jobs-reportMarketinghttp://www.blogtalkradio.com/sellingtoschools/2017/02/16/2017-ed-tech-trends-and-jobs-report/#commentshttp://www.blogtalkradio.com/sellingtoschools/2017/02/16/2017-ed-tech-trends-and-jobs-reportThu, 16 Feb 2017 16:00:00 GMT2017 Ed Tech Trends and Jobs ReportThis annual broadcast gives you the pulse of the educational technology market based on observations and interviews at the Future of Education Technology Conference (FETC). You'll gain insight about trends in ed tech sales, hiring plans for ed tech sales professionals,  shifts in compensation and demand for solutions. This program tracks important indicators of the health of the educational technology industry. If you sell products and services to educators, this is essential information. Mangers looking to hire ed tech sales talent: learn how you can best compete for the best sales professionals. Sales professionals: tune in to find out the sales skills you'll need to succeed. Get the inside scoop on whether inside sales channels are gaining ground or if field-based sales is still the way to sell to school administrators. We'll unpack the key market indicators during this lively annual K-12 industry forecast with sales recruiter, Mark Phillips, of HireEducation who joins host Glen McCandless. Be sure to set aside 20 minutes to join us as we unpack trends and read the tea leaves for professionals in the 2017 ed tech school market. Don't miss out! 00:22:00Selling to Schoolsnoed tech sales,school sales,education marketing,ed tech jobs,selling to schoolsImportant trends for the 2017 K-12 educational technology market are discussedhttp://www.blogtalkradio.com/sellingtoschools/2016/11/10/how-content-marketing-drives-sales-to-k-12-schoolsMarketinghttp://www.blogtalkradio.com/sellingtoschools/2016/11/10/how-content-marketing-drives-sales-to-k-12-schools/#commentshttp://www.blogtalkradio.com/sellingtoschools/2016/11/10/how-content-marketing-drives-sales-to-k-12-schoolsThu, 10 Nov 2016 16:30:00 GMTHow Content Marketing Drives Sales to K-12 SchoolsContent Marketing is a well-proven strategy for attracting and engaging with K-12 educators, yet many managers of companies who want to boost their sales to schools or gain market share don't fully commit. It may be time to listen to the many ways Content Marketing can attract an educator audience, build your company's brand, establish a leadership position and drive K-12 sales. New insights may convince you to give Content Marketing a try or to recharge your approach to this very important component for success. During this 15 minute program, host Glen McCandless interviews an expert on this topic, Katie Povejsil, CMO of PresenceLearning. Katie gives details about decades of success she has experienced using Content Marketing to generate leads and sustainable growth in the ed tech market. Take a listen and share with your colleagues!   00:15:00Selling to Schoolsnomarketing to educators,selling to schools,selling to school administrators,selling ed tech,selling to educatorsOffering free content to educators will get their attention and build your brandhttp://www.blogtalkradio.com/sellingtoschools/2016/07/07/k-12-sales-alert-are-you-ready-for-career-readinessMarketinghttp://www.blogtalkradio.com/sellingtoschools/2016/07/07/k-12-sales-alert-are-you-ready-for-career-readiness/#commentshttp://www.blogtalkradio.com/sellingtoschools/2016/07/07/k-12-sales-alert-are-you-ready-for-career-readinessThu, 07 Jul 2016 16:00:00 GMTK-12 Sales Alert: Are You Ready for Career Readiness?No matter what product or service you sell to educators, new emphasis on college and career readiness is having an impact. Across State policy makers and K-12 district leaders, parents, and employers recognize that we must graduate more students with technical skills employers are demanding.  The recent reauthorization of ESEA (now ESSA) encourages skills-centric standards. How should the supplier community respond? What K-12 sales opportunities are being driven by this seismic shift in workforce development? Take 15 minutes to listen to STS host Glen McCandless interview Dr. Eugene Bottoms, K-12 policy setter and Senior Vice President of SREB (Southern Region Educational Board). Glen asks Gene some timely questions about his insights and advice to sales and marketing managers of companies that sell to schools. Don't miss this important program! 00:17:00Selling to SchoolsnoK-12 sales,education marketing,selling to schools,marketing to schools,selling to school administratorsSales of instructional products and services to K-12 schools are being impacted by shift in standardshttp://www.blogtalkradio.com/sellingtoschools/2016/02/02/ed-tech-sales-2016-job-market-revealedMarketinghttp://www.blogtalkradio.com/sellingtoschools/2016/02/02/ed-tech-sales-2016-job-market-revealed/#commentshttp://www.blogtalkradio.com/sellingtoschools/2016/02/02/ed-tech-sales-2016-job-market-revealedTue, 02 Feb 2016 15:00:00 GMTEd Tech Sales: 2016 Job Market Revealed!Hiring trends for ed tech sales professional and shifts in compensation for school sales specialists -- these are important indicators of the health of the educational technology industry. If you sell products and services to educators, staying on top of the job market is essential. If you are a manager looking for ed tech sales talent, how will you compete for the best sales professionals? What does the big picture look like for ed tech sales in 2016? What sales skills are ed tech companies looking for? Are inside sales channels gaining ground or is a field team the preferred way to sell to school administrators? These are some of the questions we unpack during our fast-paced annual K-12 industry forecast with sales recruiter, Mark Phillips, of HireEducation. Mark joins host Glen McCandless. In just 15 minutes we unpack the hiring landscape for professionals in the 2016 school market. Don't miss out! 00:15:00Selling to Schoolsnoeducation sales,education marketing,selling to school administrators,ed tech sales,selling to educatorsEd tech company managers and education sales professionals learn about the latest hiring trends for 2016http://www.blogtalkradio.com/sellingtoschools/2015/11/05/2015-2016-school-funding-alert-part-twoMarketinghttp://www.blogtalkradio.com/sellingtoschools/2015/11/05/2015-2016-school-funding-alert-part-two/#commentshttp://www.blogtalkradio.com/sellingtoschools/2015/11/05/2015-2016-school-funding-alert-part-twoThu, 05 Nov 2015 17:00:00 GMT2015-2016 School Funding Alert: Part TwoIn part one of our two-part 2015-16 School Funding Alert, host Glen McCandless and K-12 funding expert, Dr. Jenny House of RedRock Reports provided timely updates for the coming year. You heard about some big changes in Washington, DC and practical advice for how the new priorities may impact your school sales.  During part two, we get more specific in terms of how school administrators can pay for a range of educational technology products and services. Jenny will give related advice about what to say ---- and what to do -- when you are talking to school administrators about purchasing your products and services.  Armed with this valuable insight, your marketing message and your sales conversations will be more effective.  Listen now. Reap rewards later. 00:21:00Selling to SchoolsnoEducation Marketing,K12 sales,sellingtoschools,Marketing to Schools,edtech fundingFind out how K-12 educators can pay for your products and services with changes to federal policies and prioritieshttp://www.blogtalkradio.com/sellingtoschools/2015/10/29/2015-16-school-funding-alert-sources-of-for-your-productsMarketinghttp://www.blogtalkradio.com/sellingtoschools/2015/10/29/2015-16-school-funding-alert-sources-of-for-your-products/#commentshttp://www.blogtalkradio.com/sellingtoschools/2015/10/29/2015-16-school-funding-alert-sources-of-for-your-productsThu, 29 Oct 2015 16:00:00 GMT2015-16 School Funding Alert: Sources of $$ for Your Products!Educators depend on federal funds to pay for a wide range of educational technology products and services. If you sell ed tech to educators, it is essential for you to have the inside track on funding streams--- how your sales prospects can tap into buckets of money. In this -- part one of our two-part 2015-2016 school funding alert -- host Glen McCandless and K-12 funding expert Dr. Jenny House of RedRock Reports provide you with timely updates on the key discretionary funds educators can use to acquire all kinds of digital materials and hardware. You’ll get practical advice on how to align your sales message to take advantage of these important education budget shifts.  Listen to the valuable information in this program!  Prepare for K-12 sales success during the coming academic buying cycle.  00:16:00Selling to SchoolsnoK-12 funding,school sales,education marketing,selling to schools,education market researchFind out about budget that school administrators will have to buy products and services during 2016http://www.blogtalkradio.com/sellingtoschools/2015/07/16/timely-tips-for-engaging-educators-with-webinarsMarketinghttp://www.blogtalkradio.com/sellingtoschools/2015/07/16/timely-tips-for-engaging-educators-with-webinars/#commentshttp://www.blogtalkradio.com/sellingtoschools/2015/07/16/timely-tips-for-engaging-educators-with-webinarsThu, 16 Jul 2015 13:00:00 GMTTimely Tips for Engaging Educators with WebinarsLooking to dive deeper into webinar marketing?  Want to learn new ways to attract and engage with your K-12 audience? Returning to our program is Lisa Greathouse with SimpleK12.  In a previous show on STS Radio titled "Three Secrets of K-12 Marketing" Lisa shared her great ideas for using webinars to reach educators and generate high quality sales leads - key points from her popular webinar with the same title.  Since our last interview, Lisa and her team have been experimenting with some new and interesting tools in the world of webinar marketing, including the use of text messaging, Facebook advertising and on-air giveaways. Lisa joins host Glen McCandless for an important update on how to improve webinar attendance and fully capture the attention of busy educators.  00:16:00Selling to Schoolsnoeducation marketing,education sales,K12 marketing,selling to educators,marketing to educatorsmarketing to educators with webinarshttp://www.blogtalkradio.com/sellingtoschools/2014/12/02/education-marketing-programs-they-really-workMarketinghttp://www.blogtalkradio.com/sellingtoschools/2014/12/02/education-marketing-programs-they-really-work/#commentshttp://www.blogtalkradio.com/sellingtoschools/2014/12/02/education-marketing-programs-they-really-workTue, 02 Dec 2014 21:00:00 GMTEducation Marketing Programs: They Really Work!Education marketing programs have never been more appropriate, yet few mangers who market or sell ed tech products and services understand how to embrace them and have shifted their investments accordingly. The old methods of block-and-tackle field sales, cold calling, trade-show exhibits, and doing product demos have huge inertia. It seems that our paradigms blind us from new ideas, or fear and doubt hold us back from the commitment to investing in more meaningful and sustainable sales and marketing strategies. Many companies offer webinars and do other types of web-based marketing, mostly to demonstrate products or deliver a sales pitch. That’s a move in the right direction. But how does your channel strategy and marketing approach distinguish your company and your products in a crowded field with increasing noise level? I encourage you read the companion article on SellingtoSchools.com and to take 15 minutes to listen to host Glen McCandless with special guest, an expert on education marketing programs, Claire Erwin. 00:17:00Selling to Schoolsnoeducation marketing,k-12 sales,selling to educators,edtech salesEducation marketing programs have never been more appropriate, yet few mangers who market or sell ed tech products and services understand how to embrace them ahttp://www.blogtalkradio.com/sellingtoschools/2014/11/25/ednet-insider-4-should-you-attend-k-12-industry-meetingsMarketinghttp://www.blogtalkradio.com/sellingtoschools/2014/11/25/ednet-insider-4-should-you-attend-k-12-industry-meetings/#commentshttp://www.blogtalkradio.com/sellingtoschools/2014/11/25/ednet-insider-4-should-you-attend-k-12-industry-meetingsTue, 25 Nov 2014 14:30:00 GMTEdNET Insider #4: Should You Attend K-12 Industry Meetings?Get ready! Here's part four of the EdNET Insider series with timely information about important K-12 ed tech trends. We're wrapping up our coverage of one of the most important annual gatherings of executives who drive the K-12 ed tech industry.  Why did they attend EdNET 2014? What's the value of attending peer events (no customers or prospects) given the expense and time involved? If you don't attend industry meetings, what education marketing trends and K-12 sales opportunities might you miss?  Host Glen McCandless joins Saul Hafenbredl of C Blohm and Associates  to pose these questions to ed tech leaders from Promethean, Knovation, Apperson, CEV Multimedia, Filament Games and Arc Capital Development.  EdNET, EdNET Insight and the EdNET Conference are wholly owned  trademarks of MDR, a D&B Company, and are used with permission. 00:24:00Selling to SchoolsnoK12 sales,education marketing,edtech trends,edtech industry,education salesGet ready! Here's part four of the EdNET Insider series with timely information about important K-12 ed tech trends. We're wrapping up our coverage of one of thhttp://www.blogtalkradio.com/sellingtoschools/2014/11/11/ednet-insider-3-education-marketing-and-k-12-sales-for-common-core-standardsMarketinghttp://www.blogtalkradio.com/sellingtoschools/2014/11/11/ednet-insider-3-education-marketing-and-k-12-sales-for-common-core-standards/#commentshttp://www.blogtalkradio.com/sellingtoschools/2014/11/11/ednet-insider-3-education-marketing-and-k-12-sales-for-common-core-standardsTue, 11 Nov 2014 15:00:00 GMTEdNET Insider #3: Education Marketing and K-12 Sales for Common Core StandardsHere's EdNET* Insider #3 about the Common Core State Standards and their impact on companies that sell products and services to K-12 schools. Host Glen McCandless, joins Saul Hafenbredl of C Blohm and Associates  to ask senior managers at the  EdNET 2014 conference important questions about strategies you need to consider now. Hear from SETDA's Geoff Fletcher, Lillian Kellogg, VP at Education Networks of America, consultant, Dan Caton (former president at McGraw Hill),  Randy Jennings president of Educational Technology Partners and Jieun Choe + Mike Morley, from Triumph Learning.  Get expert education marketing and K-12 sales insight!  *EdNET, EdNET Insight and the EdNET Conference are wholly owned  trademarks of MDR, a D&B Company, and are used with permission.       00:21:00Selling to Schoolsnoeducation marketing,education sales,k12 sales,educational technology marketing,edtech salesHere's EdNET* Insider #3 about the Common Core State Standards and their impact on companies that sell products and services to K-12 schools. Host Glen McCandlehttp://www.blogtalkradio.com/sellingtoschools/2014/11/04/ednet-insider-2-student-data-privacy-a-k-12-sales-opportunityMarketinghttp://www.blogtalkradio.com/sellingtoschools/2014/11/04/ednet-insider-2-student-data-privacy-a-k-12-sales-opportunity/#commentshttp://www.blogtalkradio.com/sellingtoschools/2014/11/04/ednet-insider-2-student-data-privacy-a-k-12-sales-opportunityTue, 04 Nov 2014 15:00:00 GMTEdNET Insider #2: Student Data Privacy. A K-12 Sales Opportunity?Here's part two of the four-part EdNET* Insider series. We're giving you the inside scoop on hot topics discussed by K-12 industry leaders at the EdNET 2014 conference.  Your host is Glen McCandless, and on the scene at EdNET is Saul Hafenbredl of C Blohm and Associates. They pose questions about selling to schools admidst the student data privacy firestorm, and you'll get valuable sales and marketing perspective from K-12 market leaders who are on the front lines of this political debate. You’ll get words of wisdom from SETDA's Geoff Fletcher, from Lillian Kellogg, VP at ENA (Education Networks of America), and from Brian Healy, VP of education sales and marketing for student assessment solutions provider, Apperson Inc. No matter what kind of product or service you sell to school administrators, you can turn the student data privacy challenge into a K-12 sales opportunity for your company. Check it out!    *EdNET, EdNET Insight and the EdNET Conference are wholly owned trademarks of MDR, a D&B Company, and are used with permission. 00:15:00Selling to SchoolsnoEducation sales,Education marketing,K-12 sales,education market research,student data privacyHere's part two of the four-part EdNET* Insider series. We're giving you the inside scoop on hot topics discussed by K-12 industry leaders at the EdNET 2014 conhttp://www.blogtalkradio.com/sellingtoschools/2014/10/28/ednet-insider1-the-buzz-about-open-educational-resources-oerMarketinghttp://www.blogtalkradio.com/sellingtoschools/2014/10/28/ednet-insider1-the-buzz-about-open-educational-resources-oer/#commentshttp://www.blogtalkradio.com/sellingtoschools/2014/10/28/ednet-insider1-the-buzz-about-open-educational-resources-oerTue, 28 Oct 2014 15:00:00 GMTEdNET Insider#1: The Buzz About Open Educational Resources (OER)Late September in Baltimore at the EdNET* 2014 conference, hundreds of the education industry’s movers and shakers spent two days discussing trends, opportunites, and challenges that everyone who sells to schools is facing. This show is the first of a four-part series, the EdNET Insider. During program #1 host Glen McCandless and Saul Hafenbredl of C Blohm and Associates get the inside scoop from leaders who are shaping the school market right now. You’ll hear industry veterans Randy Wilhelm, Lee Wilson, Dan Caton, and George Warren provide valuable perspectives and sage advice for a big trend that caused a stir at EdNET – one that is affecting everyone: Open Educational Resources (OER) – that's free stuff being offered to schools.  Make no mistake, competing with free products and services is a reality, and having a sales and marketing strategy in response to this trend is essential for your survival. Listen up!  *EdNET, EdNET Insight and the EdNET Conference are wholly owned  trademarks of MDR, a D&B Company., and are used with permission. 00:17:00Selling to Schoolsnoeducation marketing,education sales,EdNET 2014,K12 sales,school salesLate September in Baltimore at the EdNET* 2014 conference, hundreds of the education industry’s movers and shakers spent two days discussing trends, opportunitehttp://www.blogtalkradio.com/sellingtoschools/2014/10/07/get-real-three-secrets-to-k-12-marketingMarketinghttp://www.blogtalkradio.com/sellingtoschools/2014/10/07/get-real-three-secrets-to-k-12-marketing/#commentshttp://www.blogtalkradio.com/sellingtoschools/2014/10/07/get-real-three-secrets-to-k-12-marketingTue, 07 Oct 2014 15:30:00 GMTGet Real: Three Secrets to K-12 MarketingTrade shows and exhibit marketing continue to consume a big chunk of the marketing budget for companies that sell products and services to educators. Yet, webinar marketing and related follow up, including webinar sponsorships, are getting a lot of attention and for some companies may be the best way to generate leads. In a recent video titled "My 3 Secrets to K-12 Marketing" Lisa Greathouse of Simple K12 makes the case for webinar marketing and suggests ways you can get the most from this channel. Lisa is our guest as we get real about webinar marketing.  Your host, Glen McCandless, poses questions about webinar marketing that may be on the mind of many sales and marketing professionals who serve the K-12 school market. 00:16:00Selling to Schoolsnoeducation marketing,k-12 marketing,k-12 sales,selling to schools,education salesTrade shows and exhibit marketing continue to consume a big chunk of the marketing budget for companies that sell products and services to educators. Yet, webinhttp://www.blogtalkradio.com/sellingtoschools/2014/10/01/mobile-technology-in-k-12-schools-what-you-need-to-knowMarketinghttp://www.blogtalkradio.com/sellingtoschools/2014/10/01/mobile-technology-in-k-12-schools-what-you-need-to-know/#commentshttp://www.blogtalkradio.com/sellingtoschools/2014/10/01/mobile-technology-in-k-12-schools-what-you-need-to-knowWed, 01 Oct 2014 14:00:00 GMTMobile Technology in K-12 Schools: What You Need to Know!Rapid expansion in adoptions and use of mobile devices in schools has the potential to impact almost every aspect of education. A new report, "Mobile Technology for K-12 Education," sponsored by mobile learning company, Amplify, and conducted by education market research experts at IESD, reveals details about the current status of mobile technology in our schools. The question is, what are publishers and developers who serve the school market doing in terms of their product marketing plans and their sales approaches as we move away from the a textbook centric K-12 sales environment to an environment where smartphones, tablets, and other mobile computing devices are the primary delivery envelope? Host Glen McCandless asks K-12 market researcher, Jay Sivin-Kachala, of IESD, to provide his perspective. 00:18:00Selling to Schoolsnoeducation marketing,selling to schools,k-12 sales,educational technology sales,K-12 marketingRapid expansion in adoptions and use of mobile devices in schools has the potential to impact almost every aspect of education. A new report, "Mobile Technologyhttp://www.blogtalkradio.com/sellingtoschools/2014/07/23/how-to-succeed-with-rfps-in-the-k-12-school-marketMarketinghttp://www.blogtalkradio.com/sellingtoschools/2014/07/23/how-to-succeed-with-rfps-in-the-k-12-school-market/#commentshttp://www.blogtalkradio.com/sellingtoschools/2014/07/23/how-to-succeed-with-rfps-in-the-k-12-school-marketWed, 23 Jul 2014 12:00:00 GMTHow to Succeed with RFPs in the K-12 School MarketRFPs (Request for Proposals)  are something you'll definitely have to deal with if you sell to schools, and some RFPs are great opportunities. But, you may have discovered that spending time to react to RFPs can kill your productivity unless you have a policy and set of procedures in place.  How can you better manage RFPs from school districts and increase your odds of winning the deals you decide to pursue?  Listen to sage advice fro two veterans of K-12 RFP wars -- host Glen McCandless and his special guest, Farimah Schuerman of Academic Business Advisors. They'll spend 15 minutes to unpack this popular topic. And be sure to read the companion article on SellingToSchools.com. Don't miss these great resources! 00:16:00Selling to SchoolsnoSchool RFPs,Selling to school administrators,K-12 sales,education marketingRFPs (Request for Proposals)  are something you'll definitely have to deal with if you sell to schools, and some RFPs are great opportunities. But, you may havehttp://www.blogtalkradio.com/sellingtoschools/2014/03/10/new-special-k-12-sales-opportunitiesMarketinghttp://www.blogtalkradio.com/sellingtoschools/2014/03/10/new-special-k-12-sales-opportunities/#commentshttp://www.blogtalkradio.com/sellingtoschools/2014/03/10/new-special-k-12-sales-opportunitiesMon, 10 Mar 2014 15:00:00 GMTNew! Special K-12 Sales OpportunitiesAre sales to K-12 schools important to you? If so, and you've never considered the special education market before, now may be the time for you to rethink your strategy.  Trends in the student population suggest that school administrators may soon prefer doing business with suppliers of instructional materials who support inclusion, that is, providing access to the general curriculum for all students. What are the product marketing implications and related sales opportunities for your company? Join host Glen McCandless and his special guest Frances Stetson, Ph.D., president of Stetson and Associates, inclusive education experts, for 15-minute discussion on this timely topic. 00:17:00Selling to SchoolsnoK-12 sales,Education Marketing,Selling To Schools,special education sales,inclusionAre sales to K-12 schools important to you? If so, and you've never considered the special education market before, now may be the time for you to rethink yourhttp://www.blogtalkradio.com/sellingtoschools/2014/03/05/how-to-hire-the-best-k-12-sales-talent-in-2014Marketinghttp://www.blogtalkradio.com/sellingtoschools/2014/03/05/how-to-hire-the-best-k-12-sales-talent-in-2014/#commentshttp://www.blogtalkradio.com/sellingtoschools/2014/03/05/how-to-hire-the-best-k-12-sales-talent-in-2014Wed, 05 Mar 2014 16:00:00 GMTHow to Hire the Best K-12 Sales Talent in 2014Knowing how to build a powerful sales team is a key success factor for any company serving the K-12 market.  If you are a manager with hiring plans, what do you need to know about the available sales talent? What lies ahead and how can you attract the best and brightest?  What are the trends in compensation plans and the impact of the new health law? These are a few of the topics for our annual K-12 industry hiring forecast with sales recruiter, Mark Phillips, of HireEducation. Mark will join host Glen McCandless for 30 minutes to unpack the hiring landscape for professionals in the 2014 school market.    00:20:00Selling to SchoolsnoK-12 sales,Education Market Research,Education Marketing,School Market,Selling To SchoolsKnowing how to build a powerful sales team is a key success factor for any company serving the K-12 market.  If you are a manager with hiring plans, what do youhttp://www.blogtalkradio.com/sellingtoschools/2013/11/07/talking-about-exclusive-k-12-sales-agreementsMarketinghttp://www.blogtalkradio.com/sellingtoschools/2013/11/07/talking-about-exclusive-k-12-sales-agreements/#commentshttp://www.blogtalkradio.com/sellingtoschools/2013/11/07/talking-about-exclusive-k-12-sales-agreementsThu, 07 Nov 2013 14:00:00 GMTTalking About Exclusive K-12 Sales AgreementsYou're convinced you've developed a great product and you're anxious to find a way to sell it to schools. Excitement is building because you are about to strike a sales and marketing deal with an established player. Time out. Before you ink an exclusive agreement and put all your eggs in one basket be sure you've read the companion article on SellingToSchools.com. Then, listen to this show as host Glen McCandless unpacks the topic during a 15-minute interview with the author, Farimah Schuerman and her business partner, Mitch Weisburgh.  Both of them are principals of the consulting firm, Academic Business Advisors, providing sales strategy to educational technology companies. 00:16:00Selling to SchoolsnoK-12 sales,education marketing,K-12 distributors,school market sales,exclusivityYou're convinced you've developed a great product and you're anxious to find a way to sell it to schools. Excitement is building because you are about to strikehttp://www.blogtalkradio.com/sellingtoschools/2013/10/28/k-12-sales-new-barriers-to-entryMarketinghttp://www.blogtalkradio.com/sellingtoschools/2013/10/28/k-12-sales-new-barriers-to-entry/#commentshttp://www.blogtalkradio.com/sellingtoschools/2013/10/28/k-12-sales-new-barriers-to-entryMon, 28 Oct 2013 23:30:00 GMTK-12 Sales: New Barriers to EntryEntering the K-12 school market has always been tough. But now with the shift from print to digital there are new barriers affecting everyone - newcomers and veterans alike. There is debate among industry managers about how we will handle these new barriers, including panelists for the keynote session titled "Barriers to Entry" at EdNet 2013. Following that session, K-12 PR and social media marketing expert Charlene Blohm intercepted Filament Games CEO Lee Wilson to get his reaction to what the panelists had to say. Charlene and STS host Glen McCandless discuss the panel session, the barriers and the implications for sales and marketing managers who work for ed tech companies.00:12:00Selling to SchoolsnoK-12 sales,education marketing,school market,print to digital shift,EdNet 2013Entering the K-12 school market has always been tough. But now with the shift from print to digital there are new barriers affecting everyone - newcomers and vehttp://www.blogtalkradio.com/sellingtoschools/2013/10/03/mobile-technology-its-impact-on-your-school-marketing-planMarketinghttp://www.blogtalkradio.com/sellingtoschools/2013/10/03/mobile-technology-its-impact-on-your-school-marketing-plan/#commentshttp://www.blogtalkradio.com/sellingtoschools/2013/10/03/mobile-technology-its-impact-on-your-school-marketing-planThu, 03 Oct 2013 16:00:00 GMTMobile Technology: Its Impact on Your School Marketing PlanA recent study by education market researchers at IESD reveals important trends for mobile technology in schools. What do the findings suggest for managers responsible for sales and marketing of K-12 instructional solutions?  What should product managers at mobile technology companies take note of? Where are mobile technology and education apps heading and what are the opportunities? We’ll hear about some of the key findings in the report and get advice from Ellen Bialo of IESD. 00:15:00Selling to SchoolsnoK-12 mobile apps,mobile technology,mobile learning,education marketing,education researchA recent study by education market researchers at IESD reveals important trends for mobile technology in schools. What do the findings suggest for managers resphttp://www.blogtalkradio.com/sellingtoschools/2013/07/30/how-to-use-social-media-to-engage-school-administratorsMarketinghttp://www.blogtalkradio.com/sellingtoschools/2013/07/30/how-to-use-social-media-to-engage-school-administrators/#commentshttp://www.blogtalkradio.com/sellingtoschools/2013/07/30/how-to-use-social-media-to-engage-school-administratorsTue, 30 Jul 2013 19:00:00 GMTHow to Use Social Media to Engage School Administrators The use of social media channels by educators continues to expand. Facebook, LinkedIn, Twitter, Pinterest, YouTube, blogs, and other online destinations are where just about everyone interacts. What does the social media explosion mean for education marketing? How can suppliers of products and services best leverage social media channels to engage school administrators who make the buying decisions? How important is social media as part of the school marketing mix? Join host Glen McCandless for a 15-minute discussion around this timely topic as we welcome Charlene Blohm, an education-market focused PR and social media marketing expert. 00:15:00Selling to Schoolsnoeducation marketing,K-12 sales,selling to K-12 administrators,educator social media,K-12 social media marketingThe use of social media channels by educators continues to expand. Facebook, LinkedIn, Twitter, Pinterest, YouTube, blogs, and other online destinations are whehttp://www.blogtalkradio.com/sellingtoschools/2013/05/21/selling-service-to-k-12-school-administrators-1Marketinghttp://www.blogtalkradio.com/sellingtoschools/2013/05/21/selling-service-to-k-12-school-administrators-1/#commentshttp://www.blogtalkradio.com/sellingtoschools/2013/05/21/selling-service-to-k-12-school-administrators-1Tue, 21 May 2013 20:00:00 GMTSelling Services to K-12 School AdministratorsThe education industry is in the midst of a major paradigm shift. Free products are challenging traditional rules. Pressure is mounting to find new sources of revenue, and many K-12 market experts say selling services to school administrators is an important trend. You may be blinded by what is happening or you may be looking for some clarity. What is driving this trend, what impact is it having, and what should you be doing to refocus and reshape your businesses? How do you ensure future success as we continue to feel the affects of the new business models and new players in the K-12 space?  Join host Glen McCandless, author of new article on this topic, for an interview with industry veteran Lou Pugliese, a leader who has been in the thick of this shift and can offer front-line perspective.00:16:00Selling to SchoolsnoK-12 sales,education marketing,selling to administrators,education sales,school marketThe education industry is in the midst of a major paradigm shift. Free products are challenging traditional rules. Pressure is mounting to find new sources of rhttp://www.blogtalkradio.com/sellingtoschools/2013/05/17/selling-to-schools-with-reps-and-resellersMarketinghttp://www.blogtalkradio.com/sellingtoschools/2013/05/17/selling-to-schools-with-reps-and-resellers/#commentshttp://www.blogtalkradio.com/sellingtoschools/2013/05/17/selling-to-schools-with-reps-and-resellersFri, 17 May 2013 14:00:00 GMTSelling To Schools with Reps and ResellersWhat's the best way to sell to schools? It's the topic of greatest interest for everyone who wants to succeed in the K-12 education market. Many newcomers would like to find a low-cost entry, and the idea of using independent reps or resellers is popular. What have experts learned about this sales approach? What do you need to know to be successful working with K-12 channel partners? Join host Glen McCandless for a 15-minute interview with two veterans of K-12 sales, Farimah Schuerman and Mitch Weisburgh of Academic Business Advisors.00:16:00Selling to Schoolsnok-12 sales,school sales,education marketing,independent reps,K-12 distributionWhat's the best way to sell to schools? It's the topic of greatest interest for everyone who wants to succeed in the K-12 education market. Many newcomers wouldhttp://www.blogtalkradio.com/sellingtoschools/2013/03/22/how-and-why-to-reach-school-district-administratorsMarketinghttp://www.blogtalkradio.com/sellingtoschools/2013/03/22/how-and-why-to-reach-school-district-administrators/#commentshttp://www.blogtalkradio.com/sellingtoschools/2013/03/22/how-and-why-to-reach-school-district-administratorsFri, 22 Mar 2013 13:30:00 GMTHow (and Why) to Reach School District AdministratorsGetting the attention of busy district administrators has always been an education marketing challenge.  Now it's more important than ever according to a recent survey commissioned by District Administration magazine. What's behind the trend toward more centralized purchasing decisions in our school districts?  Could print ads be the way to attract the interest of the decision makers you want to reach? Join host Glen McCandless, leader of SellingToSchools.com, to explore this topic with K-12 marketing expert, George Halo.  00:15:00Selling to Schoolsnoreaching school administrators,marketing to schools,K-12 purchasing decisions,school sales,K-12 salesGetting the attention of busy district administrators has always been an education marketing challenge.  Now it's more important than ever according to a recenthttp://www.blogtalkradio.com/sellingtoschools/2013/02/15/k-12-sales-from-pilot-to-adoptionMarketinghttp://www.blogtalkradio.com/sellingtoschools/2013/02/15/k-12-sales-from-pilot-to-adoption/#commentshttp://www.blogtalkradio.com/sellingtoschools/2013/02/15/k-12-sales-from-pilot-to-adoptionFri, 15 Feb 2013 14:00:00 GMTK-12 Sales: From Pilot to AdoptionHere is a challenge every educational technology provider faces. School administrators decide to give your product a try, hoping to verify the pay-off you've promised. You get the sale -- a trial for a few classrooms or schools. But, all too often, results from the pilot fail to meet expectations. The product is minimally used or not used at all. The big sale for the broad adoption doesn't happen. But we all suffer the consequences. Taxpayers foot the bill and the ed tech industry gets another black eye. What's the solution? How do you move from a product pilot to broad-based adoption that drives customer loyalty and referral K-12 sales? How do you secure a commanding market share for your company in the K-12 market?  Join host Glen McCandless and his guests Farimah Schuerman and Mitch Weisburgh of Academic Business Advisors as they unpack this topic and provide expert perspective and practical advice. 00:15:00Selling to SchoolsnoK-12 sales,education sales,education marketing,school market,educational technologyHere is a challenge every educational technology provider faces. School administrators decide to give your product a try, hoping to verify the pay-off you've prhttp://www.blogtalkradio.com/sellingtoschools/2013/01/22/new-2013-k-12-funding-outlook-and-adviceMarketinghttp://www.blogtalkradio.com/sellingtoschools/2013/01/22/new-2013-k-12-funding-outlook-and-advice/#commentshttp://www.blogtalkradio.com/sellingtoschools/2013/01/22/new-2013-k-12-funding-outlook-and-adviceTue, 22 Jan 2013 16:00:00 GMTNew 2013 K-12 Funding Outlook and AdviceGrants and funding for K-12 schools are always a hot topic, especially now that the election is over and we've jumped off the fiscal cliff. Education marketers have burning questions: What should we be doing to tap into sources of funding during the height of the school buying cycle? Is there still time to secure funds that were awarded from recent federal initiatives? What's happening with Race to the Top funds? What products and services are ripe for funding programs right now? Join host Glen McCandless as he interviews K-12 funding expert, Jenny House of Redrock Reports. 00:15:00Selling to SchoolsnoK-12 grants,federal education funds,K-12 funding,school budgets,Race to the Top FundGrants and funding for K-12 schools are always a hot topic, especially now that the election is over and we've jumped off the fiscal cliff. Education marketershttp://www.blogtalkradio.com/sellingtoschools/2012/12/18/2013-job-outlook-for-k-12-sales-professionalsMarketinghttp://www.blogtalkradio.com/sellingtoschools/2012/12/18/2013-job-outlook-for-k-12-sales-professionals/#commentshttp://www.blogtalkradio.com/sellingtoschools/2012/12/18/2013-job-outlook-for-k-12-sales-professionalsTue, 18 Dec 2012 16:00:00 GMT2013 Job Outlook for K-12 Sales ProfessionalsWhat does the 2013 job market have in store for sales professionals who work for companies that serve the K-12 school market? How will hiring managers find and attract the talent they need to fill their sales positions? What trends and education market segments are particularly opportune for K-12 sales pros with career advancement in mind? During our annual K-12 employment outlook show, sales talent scout and recruiting specialist Mark Phillips, of HIRE Education discusses market conditions and trends for 2013. Host Glen McCandless asks Mark for his outlook,  covering a range of topics including compensation trends and areas of opportunity for sales professionals in the K-12 market.00:24:00Selling to SchoolsnoK-12 sales,K-12 job market,K-12 hiring trends,education sales,education industryWhat does the 2013 job market have in store for sales professionals who work for companies that serve the K-12 school market? How will hiring managers find andhttp://www.blogtalkradio.com/sellingtoschools/2012/12/13/how-to-drive-school-sales-with-pr-in-a-web-centric-worldMarketinghttp://www.blogtalkradio.com/sellingtoschools/2012/12/13/how-to-drive-school-sales-with-pr-in-a-web-centric-world/#commentshttp://www.blogtalkradio.com/sellingtoschools/2012/12/13/how-to-drive-school-sales-with-pr-in-a-web-centric-worldThu, 13 Dec 2012 15:30:00 GMTHow to Drive School Sales with PR in a Web-Centric WorldEveryone promoting products and services to schools is doing so amidst a tidal wave of change in media. The number of e-newsletters, online magazines, digital publications, and social media outlets educators participate in is exploding. For you to compete effectively in the school market, you must adapt your public relations (PR) approach and adopt new strategies that leverage new technologies. Doing so enables you to reach your customers, potential customers, the media, and other influencers in more meaningful ways.  Education-market public relations expert Charlene Blohm shares her perspective with show host Glen McCandless. Take 15 minutes to expand on the advice Charlene offers in her STS article, how web-powered public relations will increase awareness, establish credibility, and build goodwill and loyalty for your company, products, and services.  00:15:00Selling to Schoolsnomarketing to schools,education marketing,K-12 sales,selling to educators,school marketEveryone promoting products and services to schools is doing so amidst a tidal wave of change in media. The number of e-newsletters, online magazines, digital phttp://www.blogtalkradio.com/sellingtoschools/2012/12/12/hidden-challenges-for-sales-to-k-12-schoolsMarketinghttp://www.blogtalkradio.com/sellingtoschools/2012/12/12/hidden-challenges-for-sales-to-k-12-schools/#commentshttp://www.blogtalkradio.com/sellingtoschools/2012/12/12/hidden-challenges-for-sales-to-k-12-schoolsWed, 12 Dec 2012 13:00:00 GMTHidden Challenges for Sales to K-12 SchoolsHow will your company grow and prosper in the "new normal" K-12 sales environment? An important success strategy is to focus on helping your customers and prospects manage change, perhaps a hidden challenge. Three big changes are impacting your customers' decisions right now. During this 15- minute interview, host Glen McCandless unpacks these with guests Farimah Schuerman and Mitch Weisburgh of Academic Business Advisors.  We'll take a look at change management and steps you should take now to lead your organization, deeper insight from their new article on SellingToSchools.com.00:15:00Selling to Schoolsnok-12 sales,education marketing,school sales,education funding,education market researchHow will your company grow and prosper in the "new normal" K-12 sales environment? An important success strategy is to focus on helping your customers and prosphttp://www.blogtalkradio.com/sellingtoschools/2012/11/27/selling-k-12-learning-services-your-next-big-thingMarketinghttp://www.blogtalkradio.com/sellingtoschools/2012/11/27/selling-k-12-learning-services-your-next-big-thing/#commentshttp://www.blogtalkradio.com/sellingtoschools/2012/11/27/selling-k-12-learning-services-your-next-big-thingTue, 27 Nov 2012 20:00:00 GMTSelling K-12 Learning Services: Your Next Big Thing?During EdNet 2012, the annual ed tech industry conference, a few hundred industry executives were treated to a general session entitled “Farewell Products. Hello Services.” A well-respected group of panelists made the case for sea change in our business models, from product-centric selling to service-centric growth, profits, and market position. So, if your company relies on selling products to schools, how do you gauge the impact on your business? What should you be doing now to ensure a smooth ride on the coming wave of learning services and to avoid wipe out? During this 15-minute program, SellingToSchools.com editor and publisher Glen McCandless interviews one of the EdNet panelists, industry researcher and analyst Tyson Greer, CEO of Ambient Insight. Tyson offers her perspective on what’s happening and opportunities that you might grab hold of.  Listen and behold!00:14:00Selling to SchoolsnoK-12 sales,learning services,selling to administrators,school market,education marketingDuring EdNet 2012, the annual ed tech industry conference, a few hundred industry executives were treated to a general session entitled “Farewell Products. Hellhttp://www.blogtalkradio.com/sellingtoschools/2012/10/01/2012-pre-k-market-forecastMarketinghttp://www.blogtalkradio.com/sellingtoschools/2012/10/01/2012-pre-k-market-forecast/#commentshttp://www.blogtalkradio.com/sellingtoschools/2012/10/01/2012-pre-k-market-forecastMon, 01 Oct 2012 16:00:00 GMT2012 Pre-K Market ForecastThe Pre-K market is big business. Many publishers and distributors depend on it. So, as we approach the 2012 presidential election, what can we expect?  Will the stagnant U.S. economy and soaring federal deficits take a toll on early childhood education, or will this segment be immune from budget slashing?  Mike Wilson, early childhood education expert with MCH Strategic Data, will offer his perspective and read the tea leaves during a 15-minute Q&A with STS talk show host, Glen McCandless, SellingToSchools.com. 00:17:00Selling to SchoolsnoPre-K market,Education Sales,Education Marketing,early childhood market,preschool salesThe Pre-K market is big business. Many publishers and distributors depend on it. So, as we approach the 2012 presidential election, what can we expect?  Will thhttp://www.blogtalkradio.com/sellingtoschools/2012/08/15/new-federal-grant-opens-district-sales-opportunityMarketinghttp://www.blogtalkradio.com/sellingtoschools/2012/08/15/new-federal-grant-opens-district-sales-opportunity/#commentshttp://www.blogtalkradio.com/sellingtoschools/2012/08/15/new-federal-grant-opens-district-sales-opportunityWed, 15 Aug 2012 17:00:00 GMTNew Federal Grant Opens District Sales OpportunityDo you sell products or services to K-12 schools that could help students prepare for careers aligned with their personal passions? If so, then there is new source of funds that could open up new district sales opportunities for you. This is a timely program so you must act immediately. Be sure to read the companion article and listen to this show. SellingToSchools host Glen McCandless and education funding expert Jenny House of RedRock Reports will discuss the ins and outs of the program and answer questions from live listeners. 00:24:00Selling to SchoolsnoK-12 funding,education marketing,school sales,marketing to schools,K-12 salesDo you sell products or services to K-12 schools that could help students prepare for careers aligned with their personal passions? If so, then there is new souhttp://www.blogtalkradio.com/sellingtoschools/2012/08/14/five-maximizing-maxims-to-make-school-sales-soarMarketinghttp://www.blogtalkradio.com/sellingtoschools/2012/08/14/five-maximizing-maxims-to-make-school-sales-soar/#commentshttp://www.blogtalkradio.com/sellingtoschools/2012/08/14/five-maximizing-maxims-to-make-school-sales-soarTue, 14 Aug 2012 15:00:00 GMTFive Maximizing Maxims to Make School Sales Soar School sales stalled? Make no mistake: no matter what you do or say, your K-12 prospects control the buying process. And while you can’t change their mind, if you practice the Five Maximizing Maxims (read about them in the companion article on STS) you can shift your prospect’s perspective. As you understand and apply this fourth rule of engagement, your school sales will close faster and more often.  Listen as  K-12 industry leadership coach Joe Caruso unpacks these principles with host Glen McCandless, SellingToSchools.com. 00:16:00Selling to Schoolsnoeducation marketing,education sales,k-12 sales,school sales,school marketSchool sales stalled? Make no mistake: no matter what you do or say, your K-12 prospects control the buying process. And while you can’t change their mind, if yhttp://www.blogtalkradio.com/sellingtoschools/2012/08/14/get-ahead-of-your-school-market-competitionMarketinghttp://www.blogtalkradio.com/sellingtoschools/2012/08/14/get-ahead-of-your-school-market-competition/#commentshttp://www.blogtalkradio.com/sellingtoschools/2012/08/14/get-ahead-of-your-school-market-competitionTue, 14 Aug 2012 14:00:00 GMTGet Ahead of Your School Market CompetitionAre you having trouble getting a sales meeting with a school administrator? No wonder. Busy educators are tired of boring, cookie-cutter sales presentations.  Every sales pitch is the same, relying on slide shows and touting product features. How can you set yourself apart and trump your competition? Start by taking some time to read the companion article posted on SellingToSchools.com and by listening to this 15-minute radio show.  Host Glen McCandless will interview his guest, education-market veteran and presentation consultant John Lowe, and provide you with advice for turning your presentations into something that your sales prospects will remember. 00:15:00Selling to Schoolsnoeducation sales,education marketing,K-12 sales,school market,selling to educatorsAre you having trouble getting a sales meeting with a school administrator? No wonder. Busy educators are tired of boring, cookie-cutter sales presentations.  Ehttp://www.blogtalkradio.com/sellingtoschools/2012/07/10/what-nclb-waivers-mean-for-k-12-salesMarketinghttp://www.blogtalkradio.com/sellingtoschools/2012/07/10/what-nclb-waivers-mean-for-k-12-sales/#commentshttp://www.blogtalkradio.com/sellingtoschools/2012/07/10/what-nclb-waivers-mean-for-k-12-salesTue, 10 Jul 2012 16:30:00 GMTWhat NCLB Waivers Mean for K-12 Sales The landmark federal program which has come to be called “No Child Left Behind” has pushed billions of dollars into the K-12 market, and fueled sales of K-12 products and services for years. But what can you expect next?  Recent changes in the No Child Left Behind federal program — waivers -- will impact your K-12 school sales and education marketing program in states that have been awarded waiver status.  Yes, the rules are changing again. As you develop your education market sales plan, you will need to account for the states that have been awarded waivers and the key elements of each state’s waiver plan. Get the inside scoop! Listen to this 15 minute interview with K-12 industry funding expert Dr. Jenny House of RedRock Reports.  Jenny will discuss the new rules and answer questions from host Glen McCandless of SellingToSchools.com about information in Jenny's companion article posted on STS.  00:15:00Selling to SchoolsnoK-12 sales,NCLB Waivers,school funding,education marketing,marketing to schoolsThe landmark federal program which has come to be called “No Child Left Behind” has pushed billions of dollars into the K-12 market, and fueled sales of K-12 prhttp://www.blogtalkradio.com/sellingtoschools/2012/07/10/can-you-change-your-k-12-sales-prospects-mindMarketinghttp://www.blogtalkradio.com/sellingtoschools/2012/07/10/can-you-change-your-k-12-sales-prospects-mind/#commentshttp://www.blogtalkradio.com/sellingtoschools/2012/07/10/can-you-change-your-k-12-sales-prospects-mindTue, 10 Jul 2012 15:00:00 GMTCan You Change Your K-12 Sales Prospect’s Mind?You really want to make an impact on education—right? But are you sometimes frustrated when you try to persuade school administrators to buy your product or convince your coworkers to go along with your idea and they dig in their heels? Like many of us who serve the school market, you may be focusing on information over style as your way to change someone else's mind. Forget it—you can't change someone else's mind. The more you understand this rule of engagement, the more you will be able to move the needle toward your goals. Take 15 minutes to listen to Glen McCandless, creator of SellingToSchools.com, interview Joe Caruso, K-12 industry leadership coach. This show and his companion article on STS may change your mind! 00:14:00Selling to SchoolsnoK-12 Sales,education marketing,school sales,sales to educators,marketing to schoolsYou really want to make an impact on education—right? But are you sometimes frustrated when you try to persuade school administrators to buy your product or conhttp://www.blogtalkradio.com/sellingtoschools/2012/06/11/are-your-k-12-sales-prospects-always-right-they-want-to-beMarketinghttp://www.blogtalkradio.com/sellingtoschools/2012/06/11/are-your-k-12-sales-prospects-always-right-they-want-to-be/#commentshttp://www.blogtalkradio.com/sellingtoschools/2012/06/11/are-your-k-12-sales-prospects-always-right-they-want-to-beMon, 11 Jun 2012 15:00:00 GMTAre Your K-12 Sales Prospects Always Right? They Want to Be!   What your team members and your K-12 prospects think and feel is right - their biases - are impacting your results this very minute. As you rush through your day, chasing revenue quotas and pushing for action, your team and your prospective customers process your presentations and interpret your offers and suggestions based on what they perceive to be right.  What you think is right may not fully respect the desire of others to be right. Right or wrong, subconsiously or not, this basic rule of engagement and your understanding how to apply it to your communications skills could make or break the goals you are striving for. Listen to this 15 minute interview with K-12 industry leadership coach, Joe Caruso. Glen McCandless, host and leader of SellingToSchools.com, takes a deep dive into an important rule of engagement. Be sure to read the companion article as well. Great stuff to drive your sales to schools!   00:16:00Selling to Schoolsnoschool sales,K12 market,marketing to schools,education marketing,school marketWhat your team members and your K-12 prospects think and feel is right - their biases - are impacting your results this very minute. As you rush through youhttp://www.blogtalkradio.com/sellingtoschools/2012/05/01/how-to-deliver-a-product-demo-that-drives-k-12-salesMarketinghttp://www.blogtalkradio.com/sellingtoschools/2012/05/01/how-to-deliver-a-product-demo-that-drives-k-12-sales/#commentshttp://www.blogtalkradio.com/sellingtoschools/2012/05/01/how-to-deliver-a-product-demo-that-drives-k-12-salesTue, 01 May 2012 15:00:00 GMTHow to Deliver a Product Demo that Drives K-12 SalesWe joke about presentations and demos with the colloquial name “dog and pony show.” Joe Caruso, leadership consultant to the education industry, calls most product demos “dummos,” his own colloquialism. Joes knows – as you do- that the product demo is a focal point during our sales process. Most of us think our demo will make or break the sale, so why not be sure you do your demo just the right time, armed with the right information, and with the power to drive new business? Is honing the product demo a leadership issue? Joe thinks so, and after listening to this 15-minute show, you probably will too! Why? Because demos must factor in The Four Rules of Engagement, basic principles that must be modeled throughout the sales process by everyone who is leading for success. 00:16:00Selling to Schoolsnoeducation marketing,education sales,selling to administrators,K12 sales,marketing to schoolsWe joke about presentations and demos with the colloquial name “dog and pony show.” Joe Caruso, leadership consultant to the education industry, calls most prodhttp://www.blogtalkradio.com/sellingtoschools/2012/04/10/reassess-your-education-marketing-and-sales-processes-nowMarketinghttp://www.blogtalkradio.com/sellingtoschools/2012/04/10/reassess-your-education-marketing-and-sales-processes-now/#commentshttp://www.blogtalkradio.com/sellingtoschools/2012/04/10/reassess-your-education-marketing-and-sales-processes-nowTue, 10 Apr 2012 15:00:00 GMTReassess Your Education Marketing and Sales Processes Now Companies are consolidating. Publishers are re-restrategizing and re-reorganizing. Developers of educational products and services are selling to districts with historically tight budgets. And the districts themselves are rethinking the way they buy given the various pressures and uncertainties in government. All of these elements are beyond the control of leaders who are being held accountable for their company's success So what can your company do about its core "go-to-market" sales and marketing strategy in order to stay relevant in a changing school market? Join education market leadership consultant Joe Caruso for a discussion with Glen McCandless of the school sales resource center, SellingToSchools.com. Glen will be asking Joe about his four-step process for reassessing where your company is, and where it needs to go. 00:15:00Selling to Schoolsnoschool sales,education marketing,education sales,selling to schools,marketing to schoolsCompanies are consolidating. Publishers are re-restrategizing and re-reorganizing. Developers of educational products and services are selling to districts withttp://www.blogtalkradio.com/sellingtoschools/2012/02/28/advisory-groups-as-an-education-marketing-programMarketinghttp://www.blogtalkradio.com/sellingtoschools/2012/02/28/advisory-groups-as-an-education-marketing-program/#commentshttp://www.blogtalkradio.com/sellingtoschools/2012/02/28/advisory-groups-as-an-education-marketing-programTue, 28 Feb 2012 15:00:00 GMTAdvisory Groups as an Education Marketing ProgramOrganizing and tapping into the services of an advisory group has been a solid strategy for many companies that sell to educators. What’s the difference between an advisory group and a formal board of directors? What’s the value for the advisors? How do companies go about finding advisors, and what are some important considerations for success? Host Glen McCandless will explore this topic during a 15-minute interview with our special guest, an education-market expert with a great success record in a wide range of sales and marketing programs, Farimah Schuerman. Farimah, now the principal of consulting firm, Academic Business Advisors, contributed an article on this same topic which is currently featured on SellingToSchools.com. 00:15:00Selling to Schoolsnoeducation marketing,K12 sales,marketing to educators,school sales,selling to educatorsOrganizing and tapping into the services of an advisory group has been a solid strategy for many companies that sell to educators. What’s the difference betweenhttp://www.blogtalkradio.com/sellingtoschools/2012/02/27/education-market-leadership-part-1-its-time-to-reassessMarketinghttp://www.blogtalkradio.com/sellingtoschools/2012/02/27/education-market-leadership-part-1-its-time-to-reassess/#commentshttp://www.blogtalkradio.com/sellingtoschools/2012/02/27/education-market-leadership-part-1-its-time-to-reassessMon, 27 Feb 2012 16:00:00 GMTEducation Market Leadership Part 1: It's Time to ReassessRapid change and uncertainty in the education market is creating relentless pressure on managers. Many companies, especially those holding tight to old methods, must break away and reassess everything they’re doing, and find ways to take advantage of opportunities and to minimize risk. During this 15-minute interview, education-market leadership consultant and author Joe Caruso kicks off a six-part leadership series with an interview with host Glen McCandless.  You'll gain extra insight about the leadership exercise Joe recommends in the companion article on SellingToSchools.com.    00:16:00Selling to Schoolsnoeducation marketing,school sales,marketing to educators,school market,K-12 salesRapid change and uncertainty in the education market is creating relentless pressure on managers. Many companies, especially those holding tight to old methods,http://www.blogtalkradio.com/sellingtoschools/2012/02/13/education-marketing-alert-the-k12-school-budgetMarketinghttp://www.blogtalkradio.com/sellingtoschools/2012/02/13/education-marketing-alert-the-k12-school-budget/#commentshttp://www.blogtalkradio.com/sellingtoschools/2012/02/13/education-marketing-alert-the-k12-school-budgetMon, 13 Feb 2012 15:00:00 GMTEducation Marketing Alert: The K12 School BudgetWhere are school budgets headed?  Can you expect improvements that will positively impact your K-12 sales?  After three years of persistent recession, many companies that serve the education market are feeling the pains.  During this show, host Glen McCandless, publisher of SellingToSchools.com interviews economist Dr. Richard Sims about his presentation at a recent SIIA education industry conference. Dr. Sims is the Chief  Economist for the National Education Association. 00:16:00Selling to Schoolsnoeducation funding,school budgets,K12 sales,education marketing,school marketWhere are school budgets headed?  Can you expect improvements that will positively impact your K-12 sales?  After three years of persistent recession, many comphttp://www.blogtalkradio.com/sellingtoschools/2012/01/31/education-marketing-sales-for-interactive-whiteboardsMarketinghttp://www.blogtalkradio.com/sellingtoschools/2012/01/31/education-marketing-sales-for-interactive-whiteboards/#commentshttp://www.blogtalkradio.com/sellingtoschools/2012/01/31/education-marketing-sales-for-interactive-whiteboardsTue, 31 Jan 2012 15:00:00 GMTEducation Marketing & Sales for Interactive WhiteboardsSales of  IWBs to schools has been one of the brighter spots in the educational technology market,  a multi-billion dollar business with a range of opportunities for all kinds of content and ancilliary devices. Are IWBs glorified chalkboards or are educators actually using them to change instruction? What are the sales and marketing implications and opportunities ahead? To answer these questions, host Glen McCandless of SellingToSchools.com interviews Bob Resnick, president of Education Market Research, publisher of National Survey of Interactive Whiteboard Usage now available through the STS online store. 00:13:00Selling to SchoolsnoInteractive Whiteboards,Education Sales,Education Marketing,IWB sales forecast,education market researchSales of  IWBs to schools has been one of the brighter spots in the educational technology market,  a multi-billion dollar business with a range of opportunitiehttp://www.blogtalkradio.com/sellingtoschools/2012/01/17/the-2012-job-market-for-k-12-sales-professionalsMarketinghttp://www.blogtalkradio.com/sellingtoschools/2012/01/17/the-2012-job-market-for-k-12-sales-professionals/#commentshttp://www.blogtalkradio.com/sellingtoschools/2012/01/17/the-2012-job-market-for-k-12-sales-professionalsTue, 17 Jan 2012 16:00:00 GMTThe 2012 Job Market for K-12 Sales Professionals   What does the 2012 job market hold in store for sales professionals who serve the school market? We begin the year following a wave of layoffs by some of the largest publishers in the K-12 market. And, as you know, the economy continues to sputter. Is it time for you to update your resume? What trends in compensation for K-12 sales reps and managers should you be tuned into?  To answer these questions and to explore this timely topic, listen to this show as SellingToSchools host Glen McCandless interviews a regular guest, an expert on the education industry job market, Mark Phillips managing director of recruiting firm @Hireedu Hire Education.00:29:00Selling to SchoolsnoK12 sales,K12 job market,education sales,sales to educators,ed tech jobsWhat does the 2012 job market hold in store for sales professionals who serve the school market? We begin the year following a wave of layoffs by some of thhttp://www.blogtalkradio.com/sellingtoschools/2012/01/13/why-time-tested-education-marketing-channels-still-workMarketinghttp://www.blogtalkradio.com/sellingtoschools/2012/01/13/why-time-tested-education-marketing-channels-still-work/#commentshttp://www.blogtalkradio.com/sellingtoschools/2012/01/13/why-time-tested-education-marketing-channels-still-workFri, 13 Jan 2012 14:30:00 GMTWhy Time-Tested Education Marketing Channels Still WorkDo you still use traditional promotional formats like catalogs, direct mail and print advertising, or do you believe that educators don’t pay much attention to these anymore? For many of us who sell to the school market, marketing to educators has shifted entirely to email and social media channels.  But wait! If you’re following this trend, you may want to reconsider. At least one education marketing expert, Emily Garner, believes that there has never been a better time to rely on the old --- along with the new.  During this 15-minute show, host Glen McCandless will ask Emily a few questions about this idea, and discuss some of the advice she provides in the popular book The Expert's Guide to the K-12 School Market as well as in her article on the SellingToSchools.com web site. 00:15:00Selling to Schoolsnomarketing to teachers,education marketing,school sales,emily garner,reach school administratorsDo you still use traditional promotional formats like catalogs, direct mail and print advertising, or do you believe that educators don’t pay much attention tohttp://www.blogtalkradio.com/sellingtoschools/2011/12/28/how-to-plan-for-success-in-the-k12-education-marketMarketinghttp://www.blogtalkradio.com/sellingtoschools/2011/12/28/how-to-plan-for-success-in-the-k12-education-market/#commentshttp://www.blogtalkradio.com/sellingtoschools/2011/12/28/how-to-plan-for-success-in-the-k12-education-marketWed, 28 Dec 2011 18:00:00 GMTHow to Plan for Success in the K12 Education MarketMost K-12 sales managers agree that it's important to have a sales plan. A well-conceived sales plan is a critical component of success for companies that sell to schools, yet many organizations won't invest the time to do it right. Neglecting sales planning, or taking short cuts can result in a reactive business environment that requires frequent ad hoc responses to immediate concerns, wasting time and resources as people shift from their current tasks to put out the latest fire. To discuss sales plans for the school market, we've asked two education marketing experts, Paula Maylahn and Pat Walkington to join us. They are authors of a a new article on the STS web site as well as a chapter about K-12 sales planning in the popular book, "The Expert's Guide to the K-12 School Market" offered through the STS online store. 00:15:00Selling to Schoolsnoeducation marketing,K12 sales,school sales,education sales,school buying plansMost K-12 sales managers agree that it's important to have a sales plan. A well-conceived sales plan is a critical component of success for companies that sellhttp://www.blogtalkradio.com/sellingtoschools/2011/12/15/how-a-pre-conference-briefing-can-improve-your-exhibit-salesMarketinghttp://www.blogtalkradio.com/sellingtoschools/2011/12/15/how-a-pre-conference-briefing-can-improve-your-exhibit-sales/#commentshttp://www.blogtalkradio.com/sellingtoschools/2011/12/15/how-a-pre-conference-briefing-can-improve-your-exhibit-salesThu, 15 Dec 2011 18:30:00 GMTHow a Pre-Conference Briefing Can Improve Your Exhibit Sales One of the best ways to get more leads and higher quality sales leads from your education conference exhibits is to set aside time for a pre-conference briefing with your exhibit staff. With respect to everyone's time and attention, what topics are most important to cover, and how can you facilitate the meeting so everyone leaves pumped up and ready for success? That’s the topic  for a new article on the STS web site and this 15 minute interview with trade show expert, Keith Reznick, of Creative Training Solutions, developer of the Trade Show Advantage Conference Success Kit, available through the STS online store. 00:14:00Selling to Schoolsnoeducation marketing,k12 sales,school sales,exhibit marketing,marketing to schoolsOne of the best ways to get more leads and higher quality sales leads from your education conference exhibits is to set aside time for a pre-conference briefinhttp://www.blogtalkradio.com/sellingtoschools/2011/12/15/product-efficacy-research-impact-on-education-marketingMarketinghttp://www.blogtalkradio.com/sellingtoschools/2011/12/15/product-efficacy-research-impact-on-education-marketing/#commentshttp://www.blogtalkradio.com/sellingtoschools/2011/12/15/product-efficacy-research-impact-on-education-marketingThu, 15 Dec 2011 18:00:00 GMTProduct Efficacy Research & Impact on Education MarketingAt some point in your sales process you may need need to prove to a prospective customer that your product works as promised. Pressure for accountability and budget control has increased this need.  Do you really have to invest in efficacy research for your product? How do you strike a balance between your need for sales and those of your customers for a return on their investment? We’ll explore these important questions and more in a 15-minute interview with Denis Newman of Empirical Education, the author of a new article on the STS website, and a new report and set of guidelines from the SIIA that is now available through the SellingToSchools.com online store. 00:15:00Selling to Schoolsnoeducation marketing,education market research,school sales,efficacy studies,scientifically based researchAt some point in your sales process you may need need to prove to a prospective customer that your product works as promised. Pressure for accountability and buhttp://www.blogtalkradio.com/sellingtoschools/2011/12/01/2012-ed-tech-market-trends-and-forecastMarketinghttp://www.blogtalkradio.com/sellingtoschools/2011/12/01/2012-ed-tech-market-trends-and-forecast/#commentshttp://www.blogtalkradio.com/sellingtoschools/2011/12/01/2012-ed-tech-market-trends-and-forecastThu, 01 Dec 2011 17:00:00 GMT2012 Ed Tech Market Trends and ForecastUse of computers and other digital technology has increased nearly two-fold over the last several years. What does the future hold, especially with school budgets in terrible shape? You may be surprised that a recent study suggests that the K-12 market is poised for growth. Though IT purchasing plans are always a challenge to forecast, the Center for Digital Education provides us with a comprehensive analysis about the buying plans and growth areas for instructional technology in K-12 schools.  Their latest report includes important trends and insights for companies that sell software, hardware, and other digital products and services to educators. SellingToSchools publisher Glen McCandless will discuss a few of the key findings with the research team during this 18-minute episode. 00:19:00Selling to Schoolsnoschool sales,education marketing,ed tech trends,school budgets,school buying plansUse of computers and other digital technology has increased nearly two-fold over the last several years. What does the future hold, especially with school budgehttp://www.blogtalkradio.com/sellingtoschools/2011/11/15/how-to-avoid-the-top-three-hiring-mistakes-k12-sales-managerMarketinghttp://www.blogtalkradio.com/sellingtoschools/2011/11/15/how-to-avoid-the-top-three-hiring-mistakes-k12-sales-manager/#commentshttp://www.blogtalkradio.com/sellingtoschools/2011/11/15/how-to-avoid-the-top-three-hiring-mistakes-k12-sales-managerTue, 15 Nov 2011 16:30:00 GMTHow to Avoid the Top 3 Hiring Mistakes K12 Managers Make There is a growing demand for skilled sales professionals to call on K-12 decision makers, especially those who have experience and success selling at the district level.  With a limited supply of qualified candidates and growing pressure to meet revenue goals, hiring managers make mistakes.  That's the topic for this 15-minute show with our regular K12 sales talent scout and recruiter, Mark Phillips.  We're going to unpack the three most common hiring problems that Mark sees in the K12 education industry. 00:16:00Selling to Schoolsnok12 sales,education sales,school sales,education marketing,selling to educatorsThere is a growing demand for skilled sales professionals to call on K-12 decision makers, especially those who have experience and success selling at the disthttp://www.blogtalkradio.com/sellingtoschools/2011/10/04/strategies-for-end-of-year-education-industry-job-seekersMarketinghttp://www.blogtalkradio.com/sellingtoschools/2011/10/04/strategies-for-end-of-year-education-industry-job-seekers/#commentshttp://www.blogtalkradio.com/sellingtoschools/2011/10/04/strategies-for-end-of-year-education-industry-job-seekersTue, 04 Oct 2011 15:00:00 GMTStrategies for End of Year Education Industry Job Seekers As the first semester winds down for schools and the fiscal year for most education market companies wraps up, we often see surges in human resource reallocation. If you are a sales professional working in the school market, what should you be doing now? To provide advice and perspective, we interviewed Mark Phillips, a recruiter who specializes in the placing sales talent for education-market companies. 00:15:00Selling to Schoolsnoschool sales,sales to schools,marketing to schools,education sales,K-12 salesAs the first semester winds down for schools and the fiscal year for most education market companies wraps up, we often see surges in human resource reallocatihttp://www.blogtalkradio.com/sellingtoschools/2011/09/08/how-to-compensate-sales-reps-who-sell-to-colleges-and-univerMarketinghttp://www.blogtalkradio.com/sellingtoschools/2011/09/08/how-to-compensate-sales-reps-who-sell-to-colleges-and-univer/#commentshttp://www.blogtalkradio.com/sellingtoschools/2011/09/08/how-to-compensate-sales-reps-who-sell-to-colleges-and-univerThu, 08 Sep 2011 14:00:00 GMTHow to Compensate Sales Reps Who Sell to Colleges and UniverHow do you develop an effective compensation model for a sales organization that will sell into the higher education market? There are plenty of factors and scenarios you need to consider before you put your sales plan into action. During this show, we’ll talk about an article on this topic written by Lisa Sacchetti for the just- released book, The Expert’s Guide to the Postsecondary Market. Lisa is president of The Renaissance Network, a Boston-based executive search firm that specializes in sales team expansion for education and technology 00:14:00Selling to Schoolsnoeducation marketing,selling to colleges,selling to universities,selling to faculty,education salesHow do you develop an effective compensation model for a sales organization that will sell into the higher education market? There are plenty of factors and scehttp://www.blogtalkradio.com/sellingtoschools/2011/09/01/using-research-in-your-higher-education-marketing-programMarketinghttp://www.blogtalkradio.com/sellingtoschools/2011/09/01/using-research-in-your-higher-education-marketing-program/#commentshttp://www.blogtalkradio.com/sellingtoschools/2011/09/01/using-research-in-your-higher-education-marketing-programThu, 01 Sep 2011 00:00:00 GMTUsing Research in Your Higher Education Marketing Program Publishing research about educational technology products and services can be an important part of your education marketing plans. It can help you more clearly articulate your product’s value proposition and can provide access to important channels for reaching buyers with a high-credibility message. During this show, we’ll be talking to Dr. Rob Foshay about his article on this topic in “The Experts' Guide to the Postsecondary Market” 00:15:00Selling to Schoolsnoeducation marketing,school sales,marketing to educators,selling to faculty,selling to collegesPublishing research about educational technology products and services can be an important part of your education marketing plans. It can help you more clearlyhttp://www.blogtalkradio.com/sellingtoschools/2011/06/17/seven-tips-to-make-iste-2011-your-best-trade-show-everMarketinghttp://www.blogtalkradio.com/sellingtoschools/2011/06/17/seven-tips-to-make-iste-2011-your-best-trade-show-ever/#commentshttp://www.blogtalkradio.com/sellingtoschools/2011/06/17/seven-tips-to-make-iste-2011-your-best-trade-show-everFri, 17 Jun 2011 19:00:00 GMTSeven Tips to Make ISTE 2011 Your Best Trade Show Ever The ISTE conference is the biggest event of the year for the educational technology industry. Tune in as STS trade show sales and marketing specialist, Keith Reznick, of Creative Training Solutions gives you sales-boosting tips for your ISTE exhibit, with a focus on last-minute tactics. These are valuable and important tips to help fill your sales pipeline with new leads and to energize your customer relationships. Sponsored by Agile Education Marketing. 00:33:00Selling to SchoolsnoISTE,Trade show,school marketing,education marketing,exhibit sellingThe ISTE conference is the biggest event of the year for the educational technology industry. Tune in as STS trade show sales and marketing specialist, Keith Rhttp://www.blogtalkradio.com/sellingtoschools/2011/05/19/staffing-your-education-conference-exhibits-for-successMarketinghttp://www.blogtalkradio.com/sellingtoschools/2011/05/19/staffing-your-education-conference-exhibits-for-success/#commentshttp://www.blogtalkradio.com/sellingtoschools/2011/05/19/staffing-your-education-conference-exhibits-for-successThu, 19 May 2011 19:00:00 GMTStaffing Your Education Conference Exhibits for Success! Marketing to schools by exhibiting at conferences has always been a popular way for companies to generate sales leads from educators. But now, with attendance falling at many trade shows, there is new pressure to improve results from exhibits.  A better staffing strategy could be just the ticket. In fact, educators who participated in our recent "mystery shopper" program at a major education conference confirmed that who they interacted with and how they were treated had the biggest impact on their interest in buying from an exhibiting company... not the product on display.  00:16:00Selling to Schoolsnoschool marketing,education marketing,marketing to schools,school sales,education trade showsMarketing to schools by exhibiting at conferences has always been a popular way for companies to generate sales leads from educators. But now, with attendancehttp://www.blogtalkradio.com/sellingtoschools/2011/03/30/strategies-for-selling-to-school-administratorsMarketinghttp://www.blogtalkradio.com/sellingtoschools/2011/03/30/strategies-for-selling-to-school-administrators/#commentshttp://www.blogtalkradio.com/sellingtoschools/2011/03/30/strategies-for-selling-to-school-administratorsWed, 30 Mar 2011 14:00:00 GMTStrategies for Selling to School AdministratorsEveryone who sells any product or service to schools wants to know how to do a better job managing the sales process with senior level school administrators. Two issues are coming front and center. One is handling requests for discounts and dealing with price objections. The other growing concern is how to more quickly establish rapport with those who are making buying decisions. During this show, we will get the perspective and advice of Dave Kahle, a well-known sales trainer and coach who has himself sold to schools.00:15:00Selling to Schoolsnoschool sales,sales to district administrators,handling price objections,education sales,education marketingEveryone who sells any product or service to schools wants to know how to do a better job managing the sales process with senior level school administrators. Twhttp://www.blogtalkradio.com/sellingtoschools/2011/03/11/improve-your-education-trade-show-resultsMarketinghttp://www.blogtalkradio.com/sellingtoschools/2011/03/11/improve-your-education-trade-show-results/#commentshttp://www.blogtalkradio.com/sellingtoschools/2011/03/11/improve-your-education-trade-show-resultsFri, 11 Mar 2011 17:00:00 GMTImprove Your Education Trade Show ResultsImportant tips for education marketing are revealed by educator "secret shoppers" at TCEA 2011, one of the largest conferences for companies that sell educational technology products to schools. Educators judged exhibits and scored them for a range of sales and marketing skills. These scores reveal many areas for exhibitors to improve.00:28:00Selling to Schoolsnoeducation marketing,school sales,educator conferences,marketing to schools,school market researchImportant tips for education marketing are revealed by educator "secret shoppers" at TCEA 2011, one of the largest conferences for companies that sell educationhttp://www.blogtalkradio.com/sellingtoschools/2011/03/02/discover-sales-opportunities-in-the-homeschool-marketMarketinghttp://www.blogtalkradio.com/sellingtoschools/2011/03/02/discover-sales-opportunities-in-the-homeschool-market/#commentshttp://www.blogtalkradio.com/sellingtoschools/2011/03/02/discover-sales-opportunities-in-the-homeschool-marketWed, 02 Mar 2011 20:00:00 GMTDiscover Sales Opportunities in the Homeschool MarketAs budgets for public schools are getting slashed, publishers and developers of a wide range of educational products and services are looking for new customers. Many marketing managers want to know if homeschoolers could be a viable segment to pursue, and if so, what are the best ways to reach them with their offers. We'll be exploring this topic with homeschool expert, Mindy Lively of the Home EDucators Resource Directory. 00:13:00Selling to Schoolsnohomeschool,education sales,school marketing,marketing to schools,home educationAs budgets for public schools are getting slashed, publishers and developers of a wide range of educational products and services are looking for new customers.http://www.blogtalkradio.com/sellingtoschools/2011/01/17/the-2011-k-12-sales-job-marketMarketinghttp://www.blogtalkradio.com/sellingtoschools/2011/01/17/the-2011-k-12-sales-job-market/#commentshttp://www.blogtalkradio.com/sellingtoschools/2011/01/17/the-2011-k-12-sales-job-marketMon, 17 Jan 2011 16:30:00 GMTThe 2011 K-12 Sales Job Market2011 begins as it ended in the school market, with concerns about K-12 funding issues and nagging questions. How will the budget crunch impact sales? What does this say about the availability and the trends for sales jobs in the educational technology sector during the coming months? What skills and experience will employers be looking for? To gain insight, we invited Mark Phillips, a recruiter who specializes in placing sales talent with educational technology companies to STS radio. Mark will offer his perspective on a range of timely topics about the K-12 industry employment scene during a 15-minute Q&A with talk show host, Glen McCandless.00:15:00Selling to Schoolsnoschool sales,education marketing,k-12 sales,education channels,marketing to schools2011 begins as it ended in the school market, with concerns about K-12 funding issues and nagging questions. How will the budget crunch impact sales? What doeshttp://www.blogtalkradio.com/sellingtoschools/2011/01/11/get-ready-for-the-ebook-tidal-wave-in-schoolsMarketinghttp://www.blogtalkradio.com/sellingtoschools/2011/01/11/get-ready-for-the-ebook-tidal-wave-in-schools/#commentshttp://www.blogtalkradio.com/sellingtoschools/2011/01/11/get-ready-for-the-ebook-tidal-wave-in-schoolsTue, 11 Jan 2011 21:00:00 GMTGet Ready for the eBook Tidal Wave in Schools!A new study shows the shift from print books to ebooks is accelerating, the most dramatic change in the K-12 market in a century. Is education marketing or selling to schools a priority for you? If so, do not miss this interview with the publisher of this important education market research study. Everyone in the school market will be impacted by the eBook wave. Ride it or be drowned by it!00:14:00Selling to Schoolsnoeducation marketing,school market research,elearning,print to digital,marketing to schoolsA new study shows the shift from print books to ebooks is accelerating, the most dramatic change in the K-12 market in a century. Is education marketing or sellhttp://www.blogtalkradio.com/sellingtoschools/2011/01/07/how-big-is-the-market-for-your-product-with-k-12-schoolsMarketinghttp://www.blogtalkradio.com/sellingtoschools/2011/01/07/how-big-is-the-market-for-your-product-with-k-12-schools/#commentshttp://www.blogtalkradio.com/sellingtoschools/2011/01/07/how-big-is-the-market-for-your-product-with-k-12-schoolsFri, 07 Jan 2011 19:32:08 GMTHow Big is the Market for Your Product with K-12 Schools?Sizing K-12 market segments has always been a challenge. Traditional school market research methods, usually surveys of educators or school-market resellers, have been inconsistent. Now there is a new study underway that promises to shed light. The Software and Information Industry Association is gathering actual sales data from the companies that supply schools. The hope is that this method will produce a more accurate estimate of the size of key segments for educational technology products and services.00:08:00Selling to Schoolsnoschool market,education market research,school market research,education marketing,school salesSizing K-12 market segments has always been a challenge. Traditional school market research methods, usually surveys of educators or school-market resellers, hahttp://www.blogtalkradio.com/sellingtoschools/2011/01/07/how-to-sell-digital-content-to-schoolsMarketinghttp://www.blogtalkradio.com/sellingtoschools/2011/01/07/how-to-sell-digital-content-to-schools/#commentshttp://www.blogtalkradio.com/sellingtoschools/2011/01/07/how-to-sell-digital-content-to-schoolsFri, 07 Jan 2011 19:18:16 GMTHow to Sell Digital Content to SchoolsSchools are buying more digital instructional and reference materials than ever before. The use of eBooks is rapidly taking off. As the shift from print to digital accelerates, what sales strategies will work? Will there be a role for field sales?00:07:00Selling to Schoolsnoeducation marketing,school sales,marketing to schools,selling to schools,education channelsSchools are buying more digital instructional and reference materials than ever before. The use of eBooks is rapidly taking off. As the shift from print to digihttp://www.blogtalkradio.com/sellingtoschools/2010/12/07/how-to-become-an-ed-tech-platform-leaderMarketinghttp://www.blogtalkradio.com/sellingtoschools/2010/12/07/how-to-become-an-ed-tech-platform-leader/#commentshttp://www.blogtalkradio.com/sellingtoschools/2010/12/07/how-to-become-an-ed-tech-platform-leaderTue, 07 Dec 2010 15:00:00 GMTHow to Become an Ed-Tech Platform LeaderPlatforms are popping up everywhere on the educational technology landscape. There has been a surge in the use of the word "platform" to describe a wide range of products and services being offered to K-12 technology buyers. Is it trendy to offer a platform? Is platform just a buzz word? Are there differences between products and platforms? What do companies need to do to succeed as platform leaders? Anyone making strategic decisions in the ed tech market needs to understand this important topic, and to gain insight from of one of the leading authorities on digital platforms, Dr. Annabelle Gawer.00:10:00Selling to Schoolsnoplatform marketing,education marketing,school marketing,marketing to schools,school salesPlatforms are popping up everywhere on the educational technology landscape. There has been a surge in the use of the word "platform" to describe a wide range ohttp://www.blogtalkradio.com/sellingtoschools/2010/11/19/k-12-online-what-does-it-mean-for-youMarketinghttp://www.blogtalkradio.com/sellingtoschools/2010/11/19/k-12-online-what-does-it-mean-for-you/#commentshttp://www.blogtalkradio.com/sellingtoschools/2010/11/19/k-12-online-what-does-it-mean-for-youFri, 19 Nov 2010 17:00:00 GMTK-12 Online. What Does it Mean for You?A new comprehensive study of online learning shows rapid growth, and along with it, big implications for education marketing executives involved in developing and selling products and services to K-12 schools. From the technology infrastructure needed to support online learning to various hardware devices, content and assessments, K-12 online has the potential to disrupt life as we know it. What are the marketing and sales impacts you need to prepare for? 00:15:00Selling to Schoolsnoeducation marketing,school marketing,education sales,education channels,sales to virtual schoolsA new comprehensive study of online learning shows rapid growth, and along with it, big implications for education marketing executives involved in developing ahttp://www.blogtalkradio.com/sellingtoschools/2010/11/18/how-to-promote-your-products-with-internet-radioMarketinghttp://www.blogtalkradio.com/sellingtoschools/2010/11/18/how-to-promote-your-products-with-internet-radio/#commentshttp://www.blogtalkradio.com/sellingtoschools/2010/11/18/how-to-promote-your-products-with-internet-radioThu, 18 Nov 2010 16:30:00 GMTHow to Promote Your Products with Internet RadioWebinars are a popular channel to engage prospective K-12 customers around your product or service offerings. But now, with Internet radio, you can extend your reach and attract prospects who may prefer to hear the story. How can you take advantage of this new channel to enhance your education marketing initiatives?00:12:00Selling to Schoolsnoeducation marketing,school sales,educator social networks,education sales,education channelsWebinars are a popular channel to engage prospective K-12 customers around your product or service offerings. But now, with Internet radio, you can extend yourhttp://www.blogtalkradio.com/sellingtoschools/2010/09/08/the-ell-market-opportunity--is-it-right-for-youMarketinghttp://www.blogtalkradio.com/sellingtoschools/2010/09/08/the-ell-market-opportunity--is-it-right-for-you/#commentshttp://www.blogtalkradio.com/sellingtoschools/2010/09/08/the-ell-market-opportunity--is-it-right-for-youWed, 08 Sep 2010 15:00:00 GMTThe ELL Market Opportunity - Is it Right For You?English Language Learners (ELLs) are the fastest growing segment of the school population. As the number of students from non-English speaking homes soars, schools are looking for solutions. What products and services are they seeking? What are your best opportunities? Listen to this ten minute interview with the nation's leading authority on ELL education.00:15:00Selling to Schoolsnoeducation marketing,school sales,marketing ELL,ELL market,selling to schoolsEnglish Language Learners (ELLs) are the fastest growing segment of the school population. As the number of students from non-English speaking homes soars, schohttp://www.blogtalkradio.com/sellingtoschools/2010/08/10/teacher-professional-development-for-stem-educatioMarketinghttp://www.blogtalkradio.com/sellingtoschools/2010/08/10/teacher-professional-development-for-stem-educatio/#commentshttp://www.blogtalkradio.com/sellingtoschools/2010/08/10/teacher-professional-development-for-stem-educatioTue, 10 Aug 2010 15:00:00 GMTTeacher Professional Development for STEM Education: Risk or Opportunity?Better teacher training for STEM (Science, Technology, Engineering and Math) education is an area of major concern for school administrators. What are the opportunities for education marketers and companies that provide K-12 professional development services? In this 15 minute episode, we’ll take a look at this topic with two STEM education experts who have the supplier perspective.00:15:00Selling to SchoolsnoSTEM education,education marketing,K-12 professional development,marketing to schools,school market researchBetter teacher training for STEM (Science, Technology, Engineering and Math) education is an area of major concern for school administrators. What are the opporhttp://www.blogtalkradio.com/sellingtoschools/2010/08/05/the-stem-education-opportunity-wheres-the-fundingMarketinghttp://www.blogtalkradio.com/sellingtoschools/2010/08/05/the-stem-education-opportunity-wheres-the-funding/#commentshttp://www.blogtalkradio.com/sellingtoschools/2010/08/05/the-stem-education-opportunity-wheres-the-fundingThu, 05 Aug 2010 15:00:00 GMTThe STEM Education Opportunity: Where's the funding?In this episode, we'll tackle a hot topic with Jenny House, an expert on STEM funding. Preparing teachers and students for STEM (Science, Technology, Engineering and Math) education looks like one of the better opportunities in a very challenging K-12 school market. But how will school districts pay for STEM curricular materials and professional development? Funding for STEM is one of the top concerns of educators according to the 2010 National Survey of STEM Education, a report available through the SellingToSchools.com online store. 00:15:00Selling to Schoolsnoeducation marketing,selling to schools,school funding,K-12 funding,marketing to schoolsIn this episode, we'll tackle a hot topic with Jenny House, an expert on STEM funding. Preparing teachers and students for STEM (Science, Technology, Engineerinhttp://www.blogtalkradio.com/sellingtoschools/2010/07/21/three-myths-that-frustrate-sales-managersBusinesshttp://www.blogtalkradio.com/sellingtoschools/2010/07/21/three-myths-that-frustrate-sales-managers/#commentshttp://www.blogtalkradio.com/sellingtoschools/2010/07/21/three-myths-that-frustrate-sales-managersWed, 21 Jul 2010 12:41:41 GMTThree Myths That Frustrate Education Sales ManagersIf you're responsible for managing a sales team for a company that sells to schools, you know that the challenges of the K-12 market make your job really tough at times. Making matters worse, few companies invest enough in professional development for their sales managers. The trend has been to provide product training, but when it comes to developing sales management skills, our industry has fallen short. In this ten minute episode, Dave Kahle, a sales and sales management coach and trainer with experience selling to schools, busts three common myths that frustrate many sales managers in the K-12 industry. Here is valuable professional development insight for free. 00:07:00Selling to Schoolsnoselling to schools,sales management,sales to schools,school sales,education salesIf you're responsible for managing a sales team for a company that sells to schools, you know that the challenges of the K-12 market make your job really toughhttp://www.blogtalkradio.com/sellingtoschools/2010/05/28/could-public-relations-be-reframed-as-an-educationMarketinghttp://www.blogtalkradio.com/sellingtoschools/2010/05/28/could-public-relations-be-reframed-as-an-education/#commentshttp://www.blogtalkradio.com/sellingtoschools/2010/05/28/could-public-relations-be-reframed-as-an-educationFri, 28 May 2010 17:00:00 GMTCan public relations produce sales in the education market?Public relations has taken the back seat to other types of lead generation education marketing for most companies in the K-12 market, especially with tight economic conditions. Many companies focus their PR efforts on occasional features in education trade publications, while relying on press releases and web communications to reach the rest of their audience. Most education marketing and sales executives struggle with PR measurement and ROI, relegating the lion’s share of their budgets to sales infrastructure, advertisements, tradeshows, webinars and other products believed to be “measurable”. But recent market trends are causing some savvy executives to change their minds and reconsider PR -- but framed quite differently. In this episode, we'll take about 15 minutes to explore the topic with our guest, PR expert Ian Bryan. Ian has a unique perspective on PR as a way to drive sales of educational technology. He and his organization, Sensible City, have been delivering sales-integrated PR in K12 education since 2005,and they have thousands of news stories and millions of dollars in sales to show for their efforts. 00:30:00Selling to Schoolsnoeducation marketing,marketing to schools,school market public relations,school market public relations,selling to schoolsPublic relations has taken the back seat to other types of lead generation education marketing for most companies in the K-12 market, especially with tight econhttp://www.blogtalkradio.com/sellingtoschools/2010/05/28/what-you-need-to-know-about-telemarketing-to-schooMarketinghttp://www.blogtalkradio.com/sellingtoschools/2010/05/28/what-you-need-to-know-about-telemarketing-to-schoo/#commentshttp://www.blogtalkradio.com/sellingtoschools/2010/05/28/what-you-need-to-know-about-telemarketing-to-schooFri, 28 May 2010 14:00:00 GMTWhat You Need to Know about Telemarketing to SchoolsThe phone is integral to our lives but not always properly integrated into the education sales process. As education marketing managers seek ways to fill their sales pipeline with more qualified prospects and/or to reduce the cost of sales, they wonder if telemarketing or telesales could be viable channels. You may have some questions like these: Is outbound calling really a viable approach to reach K-12 decision makers now? How long does it take to see results from a telemarketing initiative? How do you build telesales or telemarketing capacity? Here is an interview with Donna Slaton of the Peter Li Group, an expert with vast experience managing phone campaigns to educators. Listen to her advice and get to the bottom line in about ten minutes.00:30:00Selling to Schoolsnotelemarketing to schools,education marketing,selling to schools,marketing to schools,school salesThe phone is integral to our lives but not always properly integrated into the education sales process. As education marketing managers seek ways to fill theirhttp://www.blogtalkradio.com/sellingtoschools/2010/05/11/new-school-market-research-reveals-opportunities-in-the-pre-k-segmentMarketinghttp://www.blogtalkradio.com/sellingtoschools/2010/05/11/new-school-market-research-reveals-opportunities-in-the-pre-k-segment/#commentshttp://www.blogtalkradio.com/sellingtoschools/2010/05/11/new-school-market-research-reveals-opportunities-in-the-pre-k-segmentTue, 11 May 2010 18:30:00 GMTNew School Market Research Reveals Opportunities in the Pre-K SegmentPre-K education is a rapidly expanding opportunity in the U.S. education marketplace . Public programs are a priority in many states. A recently released report from early childhood education specialists at Wilson Marketing Group forecasts spending, funding sources, and trends for 2010 and 2011. Listen to this ten minute interview Mike Wilson, founder of the education market research firm that produced this important study. You'll hear his perspective on key findings in the report as well as his thoughts on the implications for early childhood publishers that are marketing to schools.00:15:00Selling to Schoolsnoeducation marketing,school market research,education market research,Pre-K funding,selling to schoolsPre-K education is a rapidly expanding opportunity in the U.S. education marketplace . Public programs are a priority in many states. A recently released reporthttp://www.blogtalkradio.com/sellingtoschools/2010/04/30/new-study-reveals-important-educational-technologyMarketinghttp://www.blogtalkradio.com/sellingtoschools/2010/04/30/new-study-reveals-important-educational-technology/#commentshttp://www.blogtalkradio.com/sellingtoschools/2010/04/30/new-study-reveals-important-educational-technologyFri, 30 Apr 2010 17:00:00 GMTNew Study Reveals Important Educational Technology TrendsThe 2010 Horizon report for K-12 education provides educational technology companies with important insight about trends that may bring dramatic changes in our K-12 schools. Anyone marketing to schools or considering future opportunities in the education markets should listen to this 12 minute interview with Rachel Smith, the lead writer for this important report that was sponsored by HP and supported by COSN, (Consortium for School Networking) and the New Media Consortium.00:15:00Selling to SchoolsnoEducation Marketing,Marketing to Schools,Selling to Schools,School Marketing Plans,Education Marketing PlansThe 2010 Horizon report for K-12 education provides educational technology companies with important insight about trends that may bring dramatic changes in ourhttp://www.blogtalkradio.com/sellingtoschools/2010/03/25/schools-and-the-internet-whats-next-for-education-marketingMarketinghttp://www.blogtalkradio.com/sellingtoschools/2010/03/25/schools-and-the-internet-whats-next-for-education-marketing/#commentshttp://www.blogtalkradio.com/sellingtoschools/2010/03/25/schools-and-the-internet-whats-next-for-education-marketingThu, 25 Mar 2010 18:30:00 GMTSchools and the Internet: What's Next for Education Marketing?Now that schools are wired and Internet access is ubiquitous, what’s next for technology companies that sell to schools? Now the challenge is finding pockets of opportunity – school districts where purchases of digital content and services are more likely than average. The Schools and the Internet study from Grunwald Associates provides education marketing staff with important practical information about sales opportunities and the decision-making process as schools move fully into the digital age. Peter Grunwald provides an overview about key findings of this landmark study in a 10 minute interview. 00:15:00Selling to SchoolsnoEducation Marketing,Selling to Schools,Educational Technology,School decision making,Technology Purchases by SchoolsNow that schools are wired and Internet access is ubiquitous, what’s next for technology companies that sell to schools? Now the challenge is finding pockets ofhttp://www.blogtalkradio.com/sellingtoschools/2010/03/23/how-floridas-budget-crisis-may-affect-your-education-marketing-plans-1Marketinghttp://www.blogtalkradio.com/sellingtoschools/2010/03/23/how-floridas-budget-crisis-may-affect-your-education-marketing-plans-1/#commentshttp://www.blogtalkradio.com/sellingtoschools/2010/03/23/how-floridas-budget-crisis-may-affect-your-education-marketing-plans-1Tue, 23 Mar 2010 19:35:49 GMTHow Florida's Budget Crisis May Affect Your Education Marketing PlansFlorida has led the way with educational technology. But now, Florida is dealing with the country’s worst financial situation. How will the budget deficit impact schools and the decision making process for educational technology purchases? How should ed-tech companies adjust their education marketing plans? Listen to this important fifteen-minute interview with Jim Warford, executive director of the Florida Association of School Administrators.Selling to Schoolsnoselling to schools,marketing to schools,education marketing,Florida school budget,school fundingFlorida has led the way with educational technology. But now, Florida is dealing with the country’s worst financial situation. How will the budget deficit impachttp://www.blogtalkradio.com/sellingtoschools/2010/03/08/how-alternate-financing-can-be-part-of-your-solutiMarketinghttp://www.blogtalkradio.com/sellingtoschools/2010/03/08/how-alternate-financing-can-be-part-of-your-soluti/#commentshttp://www.blogtalkradio.com/sellingtoschools/2010/03/08/how-alternate-financing-can-be-part-of-your-solutiMon, 08 Mar 2010 18:00:00 GMTHow Alternate Financing can be Part of Your Solution to Sell to Schools - Even with a Budget CrisisWith school budgets tighter than ever before and a bleak outlook for a couple of years, it may be time to consider new approaches. While most commercial businesses use credit, schools traditionally have relied on capital outlay (cash) to purchase technology products. It's an almost impossible way to manage technology infrastructure. What financing alternatives are available to schools? How can suppliers partner with financial institutions to create a total solution? What tools and training do school sales reps or education marketing staff need to be prepared to manage the conversation? 00:15:00Selling to SchoolsnoSelling To Schools,Education Marketing,School Budget,Education Sales,Educational Technology FundingWith school budgets tighter than ever before and a bleak outlook for a couple of years, it may be time to consider new approaches. While most commercial busineshttp://www.blogtalkradio.com/sellingtoschools/2010/02/23/new-ways-to-engage-with-senior-level-k-12-administMarketinghttp://www.blogtalkradio.com/sellingtoschools/2010/02/23/new-ways-to-engage-with-senior-level-k-12-administ/#commentshttp://www.blogtalkradio.com/sellingtoschools/2010/02/23/new-ways-to-engage-with-senior-level-k-12-administTue, 23 Feb 2010 17:00:00 GMTNew Ways to Engage with Senior Level K-12 AdministratorsCommunicating your education marketing message and having a meaningful dialogue with decision makers in our K-12 school districts has never been more challenging. Their time is at a premium and competition for their attention is intense. How do you get above the noise level? What new approaches might you consider? Join us for a ten minute discussion with Tom Unwin, former school administrator and president of JK Thomas and Associates. Discover how you can tap into his network of K-12 education leaders and gain access to just the decision makers you need to talk to.00:15:00Selling to Schoolsnoeducation marketing,selling to schools,school market research,education market research,marketing to schoolsCommunicating your education marketing message and having a meaningful dialogue with decision makers in our K-12 school districts has never been more challengin