8/13/2019 Selling Strategies - Session Info

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SessionTitle:

For delivery during EI Days, Feb. 20-21, 2014, plan on session spanning 0

!inutes

"el#o!e and Session $vervie% &suitable 'or !ar(eting)--esti!ated * !inutes

In this session, participants will learn about the ins and outs of selling to schools. Attendees will

learn a bit of history about the K-12 education market, gain an overview of the K-12 education

market including key decision-makers, buying cycle, sales sie, learn the two !2" keys to

successfully selling into the K-12 market, learn the difference between selling features versus

solutions, and learn how to align funding to their sales approach. #articipants will have the

opportunity to craft their value proposition as it relates to student success. $inally, participants

will model their pitch in a prospective customer scenario.

$b+e#tives -esti!ated !inutes

%y the end of this session, learners will be able to&

Identi'y di''erent types o' sales strategies, sales !odels, and sales tea!

stru#tures and !a(e de#isions on te best approa# to teir sales plan.

uild sales !etri#s to !easure sales per'or!an#e in /-12

Identi'y teir /-12 de#ision-!a(er and arti#ulate value proposition o' your

produ#ts as it relates to your parti#ular /-12 (ey de#ision-!a(er.

nderstand te di''eren#e bet%een 'eature-based selling and solution-based

selling te#niues

nderstand te i!portan#e o' 'unding as it applies to selling into Edu#ation

e#ture3resentation &esti!ated 0 !inutes)

Session $vervie%

Introdu#tion

Su!!ary o' session

earning ob+e#tives

"y tere is an Edu#ation 5ar(et6

$vervie% o' te lands#ape o' /-12

/ey initiatives in /-12

uilding a Sales Strategy

8/13/2019 Selling Strategies - Session Info

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7verage Deal Si8e

/-12 Sales 9y#le

uying Seasons

De#ision-!a(ers

Sales 5odels and Sales Tea! Stru#ture

Dire#t, Indire#t39annel, Independent Sales 5odels

Inside, $utside3Field, ybrid Sales Tea! Stru#tures

Session $vervie%

Sales 5etri#s

"at are !etri#s

5etri#s by e;a!ple

Selling: Te Details

2 /eys to Su##ess'ully Sell into S#ools

Identi'ying

8/13/2019 Selling Strategies - Session Info

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ithin your group, nominate a sales person to target and pitch to their key customer

based on the value proposition mad lib created previously.

/he other members of the group will choose from the following roles &

/eacher

Administrator,

0hief /echnology officer

0urriculum irector

#rincipalsuperintendent

/he sales person must ask appropriate 3uestions to their group members to&

4ncover which member!s" of the group is the right decision maker with probing

3uestions.

/he sales person must pitch their product as it relates to the decision maker they are

targeting.

evelop ob5ections and rebuttals as a group

Individual 7#tivity -- Esti!ated 10 !inutes-- to be #o!pleted o'' line-%it

'eedba#( 'ro! trainer

'alue #roposition (ad )ibs

"rap up- esti!ated !inutes

%uilding the right sales strategy is fundamental to your success+ choose the sales modeland team structure that will align to your growth goals.

6ales (etrics& build them specifically so they align to your revenue goals

/arget the appropriate decision-maker for your product and use product champions tohelp you get through the door.

Align key funding or other initiatives to successfully close sales.

6ell solutions not products& schools don7t e8ist for your product+ they e8ist to providestrong education and your products must be a solution to the core challenges whichimpact education.

hen building your sales team, make sure you uncover the right type of sales talent foryour needs.