EdSales Edge Show

Summary:

Are your sales calls feeling like one-way pitches instead of real conversations? In this episode, Josh Chernikoff uncovers a simple yet powerful shift that could change how you approach every sales call moving forward. Spoiler: it’s not about selling harder or pushing your offer more aggressively. It’s about tapping into a skill most salespeople overlook.

Josh dives deep into how listening can transform your calls, build trust, and help you uncover your prospects' true needs—without sounding like just another salesperson. And here’s the kicker: he shares why the best salespeople aren’t just listening—they’re also storytelling in a way that hooks prospects and keeps them engaged. Want to know exactly how he does it? There’s only one way to find out. Listen now and see why this small tweak could completely change your results.

Takeaways:

• Find out why focusing on features is costing you sales—and what to shift your attention to instead.
• The one move that's damaging your sales relationships—fix it, and watch sales flow effortlessly.
• Why most people struggle to sell on virtual meetings and how to instantly build trust and form strong connections…
• Discover the quick way to build instant trust and bust through objections without being salesy.

Chapters:

00:00 - Introduction to Effective Sales Calls

02:48 - The Shift from Talking to Listening

05:52 - The Power of Active Listening

09:12 - Building Connection and Trust

12:03 - The Self-Identification Call

15:01 - The Importance of Storytelling

19:54 - Conclusion and Key Takeaways

Want more help getting leads and sales?

👉 ✨ Book a FREE strategy call with me. Together we'll look at your entire lead gen system and see where you need to focus to start bringing in high-quality, high-converting leads!

🔗 www.joshchernikoff.com/call

Connect with Josh Chernikoff

Founder, Edsales Revenue Machine
Host, Edsales Edge Show

🔗 LinkedIn: https://www.linkedin.com/in/joshuachernikoff/
📘 Facebook: https://www.facebook.com/joshua.chernikoff
📸 Instagram: https://www.instagram.com/joshuadcdc/

📩 Email: [email protected]

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Summary:

Selling to schools and districts is more than just having a good product—it’s about really understanding the specific challenges and needs of the education market. In this episode, Special Guest: John Gamba (Entrepreneur in Residence at the University of Pennsylvania Graduate School of Education)  and I talk about how to deliver better sales demos, especially when technical issues or multiple decision-makers are involved. From using Loom videos to keep the conversation going between meetings to handling tough questions from tech experts, we’ll show you how to turn a demo that’s going off track into a win. If you’ve ever struggled with technical problems or pushback during a demo, this episode will give you practical tips to recover and close the deal with confidence.

Key Takeaways:

• The surprising reason why your demos may fall flat—and how a strategic video sent at the right time could change everything.
• A simple technique to handle tough technical questions without derailing your sales momentum.
• Why demos go wrong more often than you think, and the key shifts that can turn a bad pitch into a win.
• The art of sending personalized demo follow-ups that show prospects you're truly listening—learn how to nail this crucial step.
• How to manage those "bad apples" in the room who seem determined to poke holes in your pitch—and flip the situation in your favor.
• This episode is a must-listen for any entrepreneur in the EdTech space looking to sharpen their sales approach and turn potential pitfalls into powerful selling points!

Chapters:

• Introduction to the Episode (00:00:00)
• Guest Introduction (00:01:00)
• The Importance of Demos (00:01:17)
• Guided Conversations in Demos (00:03:29)
• Consultative Selling Approach (00:04:41)
• Benefits Over Features (00:06:01)
• Contextual Selling (00:07:01)
• Using Strategic Plans Effectively (00:07:56)
• Engaging with Prospects (00:10:08)
• Learning from Successful Demos (00:12:29)
• Demo Timing Considerations (00:16:39)
• Using Video for Demos (00:18:56)
• Listening to Client Needs (00:20:08)
• Personal Experiences with Demos (00:22:25)
• Lessons from Demo Failures (00:23:16)
• Understanding Security Concerns (00:24:19)
• Technical Preparedness in Demos (00:25:34)
• Utilizing Feedback Effectively (00:26:44)
• Handling Technical Questions (00:27:42)
• Staying Calm During Challenges (00:28:34)
• Post-Demo Follow-Up (00:29:36)
• Learning from Challenges (00:30:27)
• Importance of Practice (00:31:01)
• Closing Remarks and Community Engagement (00:31:26)

Resources or Links:

• Connect with John Gamba: LinkedIn
• Interested in Growing Your Education Business? Book your FREE Strategy Call with Josh.

Connect with Josh Chernikoff

Founder, Edsales Revenue Machine
Host, Edsales Edge Show

🔗 LinkedIn: https://www.linkedin.com/in/joshuachernikoff/
📘 Facebook: https://www.facebook.com/joshua.chernikoff
📸 Instagram: https://www.instagram.com/joshuadcdc/

📩 Email: [email protected]

Join the Edsales Entourage

Get closer to the conversations, strategies, and operators inside the ecosystem:
👉 https://www.skool.com/entourage

Join me as I sit down with Chris and Corey from Rocket PD to talk about how they revamped their entire sales process to feel more natural and focused on building relationships with their ideal customers. Chris and Cory have years of SaaS experience under their belt and they know a lot about marketing and selling software, but selling to schools felt like a whole different ball game. And so we worked on building out their sales process together to fit them, their business and their clients. If you've ever thought sales has to be pushy and you want a way to sell that feels good to you, then you're going to love this episode! 

Tune in to hear:

• My #1 tool for getting potential clients to open up and start talking to you...
• How to build relationships that make selling easy and natural...
• Why most founders make a crucial mistake that can cost them months of wasted effort -- and what to do to avoid that. 
• Why EdTech sales is different to other selling and how they overcame some big challenges in generating leads. 
• PLUS, learn how to embrace objections, failures, and challenges as vital opportunities for growth in your business!
  
  
  

Chapters

00:00 Introduction and Background

04:05 Challenges Faced by Rocket PD

09:42 The Coaching Process and Milestone Coaching

15:19 The Impact of the Signature Solution

22:32 Results and Successes

30:56 The Enjoyment of the Coaching Experience

Here's how you can connect with RocketPD:
Chris Dekmar LinkedIn
Corey Murray LinkedIn
RocketPD LinkedIn
RocketPD


Interested in Growing Your Education Business? Want my eyes on your business? Book your FREE Strategy Call here.


JoshChernikoff.com
EdSalesElevationExperience.com

Connect with Josh Chernikoff

Founder, Edsales Revenue Machine
Host, Edsales Edge Show

🔗 LinkedIn: https://www.linkedin.com/in/joshuachernikoff/
📘 Facebook: https://www.facebook.com/joshua.chernikoff
📸 Instagram: https://www.instagram.com/joshuadcdc/

📩 Email: [email protected]

Join the Edsales Entourage

Get closer to the conversations, strategies, and operators inside the ecosystem:
👉 https://www.skool.com/entourage

Summary

Imagine a tool that could revolutionize how students manage their homework—built not by some big tech company, but by a parent and a 12-year-old visionary. Curious?

In this episode, we're diving into a startup story that's as unique as it gets. A co-founder whose biggest challenge wasn’t just building the tech but navigating the labyrinth of the education market... 

Join me as I interview Brent Newton, founder of MyOwl, about the challenges he and his daughter faced in getting MyOwl off the ground. 

MyOwl is an app that brings student's homework assignments into one centralized dashboard. The average student today has to use more than 143 apps to get their homework done. Talk about a logistical nightmare! So, when Brent and his daughter told other parents about their idea, the parents couldn't wait to get their hands on it. But when he tried to get the app partners on board and schools on board, it felt like he was banging his head against the wall... 

Key Takeaways:

Tune in to hear…

• Why having a great product wasn’t enough—and the game-changing move Brent made to get schools on board. 
• The crucial shift in his messaging that turned MyOWL from a “maybe” to a “must-have.” 
• The surprising power of community—how being part of a group of other education founders gave him the breakthrough he needed. 
• AND… hear all about his experience inside the 3E EdSales Elevation Experience.

Chapters

00:00   MyOWL: Revolutionizing Homework Management

05:30   The Impact of the Ed Sales Elevation Experience

10:55   The Power of the Mastermind Group

13:46   Networking and Support for Education Entrepreneurs

21:09   Join the Homework Revolution with MyOWL

Resources/ Links:

• Connect With Brent Newton: Brent Newton | LinkedIn
• Go to MyOwl Website:  myOwl | Homework Managed   

• Interested in Growing Your Education Business? Book your FREE Strategy Call.
• Learn More about the 3E Edsales Elevation Experience: Join the waitlist for the next cohort here.

Connect with Josh Chernikoff

Founder, Edsales Revenue Machine
Host, Edsales Edge Show

🔗 LinkedIn: https://www.linkedin.com/in/joshuachernikoff/
📘 Facebook: https://www.facebook.com/joshua.chernikoff
📸 Instagram: https://www.instagram.com/joshuadcdc/

📩 Email: [email protected]

Join the Edsales Entourage

Get closer to the conversations, strategies, and operators inside the ecosystem:
👉 https://www.skool.com/entourage

Summary:

Starting a business with the goal of solving complex educational problems is a tall order. But Sam Saarinen, founder and CEO of Edapt Technologies, embraced this challenge head-on. In this episode, Sam shares his entrepreneurial journey—one marked by ambitious starts, hard-learned lessons, and a game-changing pivot that led to remarkable business growth. If you’re an entrepreneur struggling to find your footing, this episode is packed with actionable insights on refining your product, focusing your message, and attracting the right clients. Sam’s story is a must-listen for anyone looking to transform their approach to business and achieve long-term success.

Key Takeaways:

• The game-changing realization Sam had about why his first product wasn’t selling—and how you can apply the same insight to your business.
  
  
• How Sam’s pivot to a new market led to a dramatic increase in quality leads and sales—find out the strategy behind it.
  
  
• The exact steps Sam took to simplify his product and make it irresistible to his ideal clients—learn how to do the same.
  
  
• How joining a cohort-based program transformed Sam’s sales strategy and what you can gain from similar opportunities.
  
  
• Why having a long-term vision is crucial for entrepreneurial success and how Sam’s perspective shift helped him thrive.

Don’t miss this episode packed with actionable advice and real-world insights that can transform your approach to entrepreneurship!


Chapters:

00:00  Introduction and Background
03:08  Aligning Sales Approach with Values
06:26  The Power of Focusing on One Product
14:36   The Value of Feedback and Cohort-Based Programs
19:24   Pivoting to a New Product
21:16    Building a Roadmap and Confidence

Resources or Links:

• Connect with Sam Saarinen: LinkedIn, Quizius
• Learn More about the 3E Edsales Elevation Experience: Join the waitlist for the next cohort here.
• Interested in Growing Your Education Business? Book your FREE Strategy Call with Josh.

Tune in to discover how focusing on the right strategies can lead to extraordinary results!

Connect with Josh Chernikoff

Founder, Edsales Revenue Machine
Host, Edsales Edge Show

🔗 LinkedIn: https://www.linkedin.com/in/joshuachernikoff/
📘 Facebook: https://www.facebook.com/joshua.chernikoff
📸 Instagram: https://www.instagram.com/joshuadcdc/

📩 Email: [email protected]

Join the Edsales Entourage

Get closer to the conversations, strategies, and operators inside the ecosystem:
👉 https://www.skool.com/entourage

In this episode, Josh Chernikoff discusses the importance of implementing systems in order to scale and grow an education business. He highlights three powerful systems: offer system, lead generation and sales system, and delivery system. He emphasizes the need for a repeatable and scalable offer, a lead generation system to attract and nurture ideal clients, and a delivery system to ensure client success. Josh also acknowledges that there will be glitches and mistakes along the way, but it's important to embrace imperfection and learn from them.

Takeaways

• Implementing systems is crucial for scaling and growing an education business.
• A repeatable and scalable offer is essential to attract and retain clients.
• Having a lead generation system helps automate the process of attracting and nurturing ideal clients.
• A delivery system ensures client success and automates tedious tasks.
• Embrace imperfection and learn from mistakes along the way.

Chapters

00:00 Introduction and Importance of Systems

08:18 The Offer System

12:40 Lead Generation and Sales System

20:20 Delivery System and Client Success

23:25 Embracing Imperfection and Learning from Mistakes

Connect with Josh Chernikoff

Founder, Edsales Revenue Machine
Host, Edsales Edge Show

🔗 LinkedIn: https://www.linkedin.com/in/joshuachernikoff/
📘 Facebook: https://www.facebook.com/joshua.chernikoff
📸 Instagram: https://www.instagram.com/joshuadcdc/

📩 Email: [email protected]

Join the Edsales Entourage

Get closer to the conversations, strategies, and operators inside the ecosystem:
👉 https://www.skool.com/entourage

In this episode, Josh Chernikoff shares his experiences and challenges in growing his second business, Flex Academies. He discusses the importance of finding the ideal client, pivoting the business model, and building a strong offer. He also emphasizes the need for a lead generation system and the importance of surrounding oneself with experts. Josh highlights the significance of systems in scaling a business and shares his own journey of continuous learning and improvement.

Takeaways:

• Finding the ideal client is crucial for business success.
• Pivoting the business model based on customer feedback and needs is essential.
• A strong offer that delivers results is key to attracting clients.
• Having a lead generation system is vital for consistent growth.
• Surrounding oneself with experts and building a strong team is important for scaling a business.
• Systems and automation are necessary for efficient and effective operations.
• Continuous learning and improvement are essential for long-term success.

Chapters

00:00 Introduction and Background

03:09 Finding the Ideal Client

05:46 Pivoting the Business Model

08:46 Building a Strong Offer

12:04 The Importance of a Lead Generation System

15:08 Scaling with Experts

18:04 Systems and Automation

21:03 Continuous Learning and Improvement

Connect with Josh Chernikoff

Founder, Edsales Revenue Machine
Host, Edsales Edge Show

🔗 LinkedIn: https://www.linkedin.com/in/joshuachernikoff/
📘 Facebook: https://www.facebook.com/joshua.chernikoff
📸 Instagram: https://www.instagram.com/joshuadcdc/

📩 Email: [email protected]

Join the Edsales Entourage

Get closer to the conversations, strategies, and operators inside the ecosystem:
👉 https://www.skool.com/entourage

In this conversation, Josh Chernikoff interviews Kathryn Adabonyan, the founder and CEO of Go Pursue, a company that helps high school students explore career options and connect with professionals in those fields. They delve into Kathryn's journey as an entrepreneur, a testament to her resilience in overcoming sales and marketing challenges. Kathryn shares how the EdSales Elevation Experience helped her reframe her mindset about LinkedIn and establish herself as a thought leader in her industry. She also talks about the value of the mastermind group and the support she received from Josh and other members. Kathryn invites directors of career and technical education programs and employers in the DC area to connect with her.

Takeaways:

• The EdSales Elevation Experience was a game-changer for Kathryn, transforming her LinkedIn presence and propelling her to the forefront of her industry as a thought leader.
• The mastermind group provided valuable advice, different perspectives, and resource connections for Kathryn as an entrepreneur.
• Kathryn's success in generating leads and closing deals resulted from implementing what she learned in the EdSales Elevation Experience, not just on LinkedIn but in all aspects of her sales and marketing efforts.
• The support and generosity of Josh and the mastermind group members played a significant role in Kathryn's success.
• Kathryn is looking to connect with directors of career and technical education programs and employers in the DC area who are focused on career preparedness and building a talent pipeline.

Chapters

00:00 Introduction and Technical Difficulties

03:42 Challenges and Pain Points

07:17 The Importance of Confidence and Messaging

11:32 Implementing Sales and Marketing Strategies

21:45 Connecting with Directors of Career and Technical Education Programs and Employers in the DC Area

25:21 The Support and Generosity of the Mastermind Group

28:58 Conclusion and Invitation to Connect

Connect with Josh Chernikoff

Founder, Edsales Revenue Machine
Host, Edsales Edge Show

🔗 LinkedIn: https://www.linkedin.com/in/joshuachernikoff/
📘 Facebook: https://www.facebook.com/joshua.chernikoff
📸 Instagram: https://www.instagram.com/joshuadcdc/

📩 Email: [email protected]

Join the Edsales Entourage

Get closer to the conversations, strategies, and operators inside the ecosystem:
👉 https://www.skool.com/entourage

In this conversation, Josh Chernikoff discusses his nine-step process for building lead generation machines that produce high-quality and high-converting leads on repeat. He addresses the common challenge of not knowing how to get leads and emphasizes the importance of founder-led sales. Josh shares his own experience of starting a tutoring business without any sales experience and explains how he overcame obstacles to become successful. He breaks down each step of his process, including getting clear on the ideal client, prospect-to-relationship building, creating a signature solution, laser targeting, magnetic messaging, and automating processes. He also highlights the significance of success amplifiers and scaling the business.

Takeaways:

• Building lead generation machines requires a systematic approach and a clear understanding of the ideal client.
• Founder-led sales can be a powerful strategy for generating leads and building a successful business.
• Messaging plays a crucial role in lead generation, and it's important to focus on communicating value and addressing the pain points of the ideal client.
• Automating lead generation processes can help scale the business and ensure a steady flow of high-quality leads.
• Success amplifiers, such as attending conferences and leveraging social media, can boost credibility and attract more ideal clients.
• Scaling the business requires a well-defined roadmap and the ability to target and convert a large number of high-quality leads.

Chapters:

00:00 Introduction: The Nine-Step Process for Building Lead Generation Machines

01:41 Founder-Led Sales: Overcoming the Challenge of Getting Leads

04:29 Scaling the Business: Going Beyond a Few Schools

10:28 Messaging Mastery: Communicating Value and Addressing Pain Points

23:14 Success Amplifiers: Boosting Credibility and Attracting Ideal Clients

26:34 Scaling the Business: A Well-Defined Roadmap for Lead Generation

Connect with Josh Chernikoff

Founder, Edsales Revenue Machine
Host, Edsales Edge Show

🔗 LinkedIn: https://www.linkedin.com/in/joshuachernikoff/
📘 Facebook: https://www.facebook.com/joshua.chernikoff
📸 Instagram: https://www.instagram.com/joshuadcdc/

📩 Email: [email protected]

Join the Edsales Entourage

Get closer to the conversations, strategies, and operators inside the ecosystem:
👉 https://www.skool.com/entourage

Don’t miss the Catalyst at Penn GSE Innovation Summit on June 21st at the University of Pennsylvania. It’s a must-attend event for entrepreneurs in the education sector, filled with insights on advancing your business. Register now at https://mailchi.mp/gse.upenn.edu/catalyst-summit-2024

Rose, a successful entrepreneur and educator, shares her experience with the Ed Sales Elevation Experience. She discusses the challenges she faced in growing her business in education and how the program helped her overcome them. Rose highlights the importance of building an authentic community and focusing on quality over quantity when finding ideal clients. She also emphasizes the value of feedback and the support she received from the cohort. The program helped her redefine success and develop a consistent business scaling method. 

Takeaways

• Building an authentic community is essential for business success.
• Focusing on quality over quantity when finding ideal clients leads to better results.
• The experience of receiving feedback and support from a like-minded cohort was a game-changer for Rose. It not only helped her overcome challenges but also significantly improved her business strategies. This sense of camaraderie and mutual support within the cohort is a testament to the power of community in business growth.
• Redefining success and developing a consistent method is critical to scaling a business.
• Lifelong friendships and ongoing learning are valuable outcomes of participating in programs like the EdSales Elevation Experience.

Chapters

00:00 Introduction and Spotlight on Rose

05:35 Challenges in Growing the Business

10:11 Support from the Cohort

14:26 Thinking Beyond Results and Building Authentic Community

Connect with Josh Chernikoff

Founder, Edsales Revenue Machine
Host, Edsales Edge Show

🔗 LinkedIn: https://www.linkedin.com/in/joshuachernikoff/
📘 Facebook: https://www.facebook.com/joshua.chernikoff
📸 Instagram: https://www.instagram.com/joshuadcdc/

📩 Email: [email protected]

Join the Edsales Entourage

Get closer to the conversations, strategies, and operators inside the ecosystem:
👉 https://www.skool.com/entourage