Even though we at EME are drying out from a deluge of rain and other parts of the country are still frosty, we’ve definitely been seeing a thaw over the last couple of weeks in sales traction. Our partners are getting more meetings with prospects, they’re having more great discovery calls, and (most importantly) they’re getting written into plans for summer learning, extended learning, and the 2024-2025 school year.

If you’ve spent any time selling to the K-12 space (especially at the building and/or district level), you know the sales cycle can be long. Especially if your offering is more in-depth, involves multiple departments, has a higher price tag, or anything in between. Timing. Is. Everything.

However, (except for a recent worldwide disruption that occurred in 2020), the sales cycle is intentional and predictable. This is the time of year when you want to get in front of educators and decision-makers. They’re not only making end-of-school-year purchases, but they’re also planning for summer school, AND they’re budgeting for the next school year.

Here are a few things to keep in mind when you’re navigating this time of year:

  • Have an intentional map/territory plan that will guide you through the sales cycle and stick to it. This time of year, it’s easy to want to chase the next shiny object or to be so overwhelmed that you just don’t know where to start. The best salespeople have an intentional plan focusing on key areas of their territory and helping them maximize their time to get the most return.
  • Be consistent, and keep your eyes on the prize. Remember, your CRM isn’t just for show: use it to help you stay on track, push reminders, and much more. Use your plan as your map and your CRM as your compass; they’ll help you stay on course.
  • Don’t forget to weave your renewals in as well. TBH, that outreach should have probably started last year when “pumpkin spice” was still a thing. But don’t lose them now; make an intentional effort to connect with and secure your renewals for the next year.
  • Know who the decision-makers are. It’s often the unsung heroes closer to education ground zero who heavily influence and even ink those deals. So, before you aim your pitch cannon straight to the top, remember to salute those commanders in the educational trenches.
  • Most importantly, get out there! In-person events where you can get face-to-face meetings are going to move the sales needle WAY more than sending a passive email or leaving a voicemail that can easily be ignored. Find new and innovative ways to get out there (hint: we have a great suggestion for you😉).

Winter and Spring are not mere seasons but decisive times of the year where knowing your sales cycle, wielding intention like a sword, and confronting decision-makers can turn the tides of fortune. With the right strategy, your sales calls can blossom into a Springtime success story.

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