ed tech sales strategy - towson university · build a solid network of people who are in and...
TRANSCRIPT
![Page 1: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/1.jpg)
WISEWIRE CONFIDENTIAL
Ed Tech Sales Strategy
Phyllis H. Hillwig, EdD10/19/2016
![Page 2: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/2.jpg)
WISEWIRE CONFIDENTIAL 2
The Wisewire Story
![Page 3: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/3.jpg)
WISEWIRE CONFIDENTIAL
Redbird Advanced Learning’s Supplemental Mathematics
Award-winning content
Discovery Education’sScience & Social
Studies Techbooks
Connections Education’s K-8 Mandarin Chinese
Pearson Education’s CourseConnect
Once Upon a Time, there was
![Page 4: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/4.jpg)
WISEWIRE CONFIDENTIAL
Our Clients
We fully immerse ourselves in every aspect of a project to work as an extension of each customer’s core team.
![Page 5: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/5.jpg)
WISEWIRE CONFIDENTIAL 5
But Needed to Evolve
![Page 6: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/6.jpg)
WISEWIRE CONFIDENTIAL
Challenges – Eat What You Kill – Tough to Scale
6
![Page 7: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/7.jpg)
WISEWIRE CONFIDENTIAL
Challenges – Dependent 100% on Human Capital
7
![Page 8: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/8.jpg)
WISEWIRE CONFIDENTIAL
Challenges – Consolidation and Globalization
8
![Page 9: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/9.jpg)
WISEWIRE CONFIDENTIAL
Our Challenge – Tough To Predict Pipeline
9
![Page 10: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/10.jpg)
WISEWIRE CONFIDENTIAL 10
Our Challenge – Lower Valuation
![Page 11: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/11.jpg)
WISEWIRE CONFIDENTIAL 11
What Did We Do?
![Page 12: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/12.jpg)
WISEWIRE CONFIDENTIAL
Leverage our ▪ Strong Network of Clients
▪ Product and Market Landscape Knowledge
▪ Ability to Scale
▪ Position us in different areas of the education sales cycle
▪ Invest using our strong balance sheet
Provide▪ Re-occurring revenue, balance out our project-based revenue
▪ Introduce a different revenue stream
▪ Change our positioning and valuation
▪ Professional Development and Challenge for Our Team
▪ Forced us into the new world of SEO, and trends in buying
12
Words & Numbers 2.0
![Page 13: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/13.jpg)
WISEWIRE CONFIDENTIAL
Words & Numbers 2.0 – A Trend that Matched!
13
Marketplace and Content Coming Together
![Page 14: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/14.jpg)
WISEWIRE CONFIDENTIAL
Words & Numbers 2.0 = Wisewire Marketplace
14
Invested in Building Our Own Product
Deepen Connections with Our Client Base in a Complementary Way
Rebranded – lead with platform
![Page 15: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/15.jpg)
WISEWIRE CONFIDENTIAL
News & Notes – Soft Launch Feb 2016 – Continue Traction
15
• 4,000+ sessions since May, 15,000+ page views, 400+ registered users
• Strategic partnerships with teacher sites (Bloomboard, TES, and ShareMyLesson)• Featured in Best of ELA on Share
My Lesson site. • Featured in TES Blendspace user
email (400K teachers)• The “Wise Wire” Blog launched 9/6 -
spike in site usage• Wisewire’s TpT Store
100+ products sold (playlist/quizzes)buyers of 14-17 products each
They Like Us! They Really Like Us!
“You are not kidding when you say "content rich" Thanks for your products. We will begin this in two weeks and I can't wait because I deserve something different for Figurative language since I teach it every year. Great product!”
-Mary Geldert September 11, 2016
“I love your products! They are very helpful!” -Buyer August 13, 2016
“Great product.”-Traci P. August 24, 2016
![Page 16: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/16.jpg)
WISEWIRE CONFIDENTIAL
Results? …
16
2016 Tech & Learning Awards of Excellence; N
New Product WinnerHonored software, hardware, network, App and Web products include innovative applications that break new ground as well as those that added significant enhancements to proven education tools.
21st Annual Education Software Review AwardsMulti-Level online educational resourceTeacher Tools online educational resource
![Page 17: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/17.jpg)
WISEWIRE CONFIDENTIAL
In the Process You MUST…
17
Focus on SALES
![Page 18: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/18.jpg)
WISEWIRE CONFIDENTIAL
▪ Founder of Words & Numbers
▪ Head of Operations of Words & Numbers
▪ Strategy Officer Wisewire
▪ Business Strategist – (Keep the lights on and growing!)
My Role
18
![Page 19: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/19.jpg)
WISEWIRE CONFIDENTIAL 19
What Are Your Sales Challenges?
![Page 20: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/20.jpg)
WISEWIRE CONFIDENTIAL
A Few Challenges
20
Long Sales Cycle – from demo to purchase
Conflicting Priorities – too busy worrying about product quality, or talent, cashflow, etc.
Limited Client Base – Only a few customers
Lack of Marketing – Social Media, on ground sales, etc.
Not a “Sales Person”
Don’t know where to start
![Page 21: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/21.jpg)
WISEWIRE CONFIDENTIAL 21
What Do You Prioritize?
![Page 22: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/22.jpg)
WISEWIRE CONFIDENTIAL 22
Seven Key “Must Haves”
![Page 23: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/23.jpg)
WISEWIRE CONFIDENTIAL
Please Do the Following
1. Introduce yourselves, what do you do and what does your company do?
2. Find one thing in common.
3. Find one thing you like about the person.
4. Name two ways you can help each other.
The Networking Round
23
![Page 24: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/24.jpg)
WISEWIRE CONFIDENTIAL 24
1. Talk to EVERYONE, It is About Relationships
People Buy and Work with People They Like
![Page 25: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/25.jpg)
WISEWIRE CONFIDENTIAL
▪ Your value is in your network.
▪ Don’t keep score, if you can help, do it.
▪ Be authentic.
▪ Build a solid network of people who are in and outside your industry.
▪ Attend conferences.
▪ Say a lot but little.
Never Eat Alone Summary
25
![Page 26: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/26.jpg)
WISEWIRE CONFIDENTIAL 26
2. Build, Monitor, and Maintain a Robust Pipeline of Clients
Nothing Else Happens Without Sales
![Page 27: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/27.jpg)
WISEWIRE CONFIDENTIAL
Your Turn
27
Describe your sales pipeline report.
Do you think it is effective? What can be improved?
![Page 28: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/28.jpg)
WISEWIRE CONFIDENTIAL 28
3. Invest Time in Social Media and Quality Content
Start conversations with Millions of People
![Page 29: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/29.jpg)
WISEWIRE CONFIDENTIAL
Your Turn
29
Where are your customers on social media? Make a list of who they follow or where they go.
How is your business connected to this?
![Page 30: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/30.jpg)
WISEWIRE CONFIDENTIAL
4. YOU are the Best Sales Person
30
You Have to Prioritize Time Finding and Nurturing Clients
![Page 31: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/31.jpg)
WISEWIRE CONFIDENTIAL
Your Turn
31
What % of your day is devoted to Sales and Business Development?
Is this enough? How can you improve this?
![Page 32: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/32.jpg)
WISEWIRE CONFIDENTIAL
5. Expand the Definition of Customer
32
Are they only teachers and schools? OR Could they be companies, vendors, competitors, etc?
![Page 33: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/33.jpg)
WISEWIRE CONFIDENTIAL
Your Turn
33
In 1 minute, provide examples all the possible customers for your business including current and new possible ones.
Current Customer Types New Potentials
![Page 34: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/34.jpg)
WISEWIRE CONFIDENTIAL
6. Look for the Win-Win in Every Possibility
34
Are you putting yourself in the customer’s shoes? What would they want?
![Page 35: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/35.jpg)
WISEWIRE CONFIDENTIAL
Your Turn
35
Customer What You’d Want
What They Want
Aligned?(Y/N)
Action
![Page 36: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/36.jpg)
WISEWIRE CONFIDENTIAL
7. Plan with the End in Mind
36
A Strong Sales Plan Must be in Your Strategic Goals.
![Page 37: Ed Tech Sales Strategy - Towson University · Build a solid network of people who are in and outside your industry. Attend conferences. Say a lot but little. Never Eat Alone Summary](https://reader036.vdocuments.us/reader036/viewer/2022081405/5f0710307e708231d41b1e4e/html5/thumbnails/37.jpg)
WISEWIRE CONFIDENTIAL
Your Turn
37
Name the Top three “Must-Haves” in your sales plan to meet your strategic goals.