The EdTech Sales Playbook

Nicolas Sosa
  • 5.0 (2)
  • BUSINESS

I’ve spent a long time obsessed with one question: “What REALLY separates top EdTech reps from everyone else?” When I started, there was no roadmap — just trial, error, and a lot of “figure it out.” But the game changed when I started learning directly from:   •  Reps who consistently crushed quota   •  Educators who shared what actually builds trust   •  Leaders who knew how to create real impact I realized something important: The best EdTech sellers don’t just sell. They understand schools. They understand people. They understand why this work matters. So I’m putting everything I’ve learned — and the voices of others who’ve done it — into one place. ⸻ 🎙️ The EdTech Sales Playbook What to expect:   •  Real talk on what works (and what doesn’t)   •  Guest speakers every episode   •  The actual mindset + strategies behind sustainable success

Episodes

  1. 11/25/2025

    #4 Mastering Discovery

    In this conversation, Curtis Gomez shares his journey into the EdTech industry, discussing the importance of passion and genuine connection in sales. He emphasizes the significance of the discovery process in understanding customer needs and building relationships. Curtis provides insights into navigating challenges in sales, the importance of energy during demos, and the value of being curious and asking the right questions to foster engagement.

    35 min

  2. 11/18/2025

    #3 Finding Key Influencers and Co-ops/Consortiums

    Welcome to the EdTech Sales Playbook podcast! In this episode, host Nicolas Sosa is joined by Luke Voorhies to explore strategies for gaining buy-in from all stakeholders in the EdTech sales process. They delve into the importance of leveraging co-ops and consortiums, and how to identify key influencers in your territory. With nine years of sales experience, Luke shares his journey from unexpected beginnings to becoming a problem-solving expert. Tune in for insightful discussions and practical advice for anyone in the EdTech sales field. Enjoy the episode!

    28 min

  3. 11/10/2025

    #2 Navigating Budget Freeze, Knowing your Prospect and Changing your Lens

    Summary:In this conversation, Lori Wamble discusses her journey in education, emphasizing the importance of empathy and understanding in her interactions with students, parents, and fellow educators. She reflects on her experiences as a teacher, administrator, and consultant, highlighting how her approach has always been guided by the principle of treating others as she would want her own child to be treated. Takeaways: Empathy is crucial in education.Treating students as you would want your child treated.Building relationships with parents enhances collaboration.Support for educators is essential for their success.Understanding your audience is key in education.Consultants should provide the support they wished they had.Respect and support are vital in educational settings.Effective communication fosters better relationships.Empathy leads to a more positive school environment.Collaboration among educators improves outcomes.

    15 min

  4. 11/06/2025

    #1 Having a Bad Year in EdTech Sales, Working for a Start-up, and Classroom to Sales.

    Kristina Mitchell discusses her transition from the education sector to sales, highlighting the stark differences in how knowledge is valued in both fields. She reflects on the challenges of leaving a familiar environment and the realization that in sales, outcomes take precedence over academic credentials. takeaways A significant transition can bruise one's ego.In education, knowledge is paramount; in sales, it's outcomes.The shift from education to sales requires a mindset change.Personal growth often comes from uncomfortable transitions.Sales success is measured by results, not degrees.Leaving education can lead to a realization of value differences.Ego can be challenged when moving to a new field.Understanding the importance of outcomes is crucial in sales.The education system focuses on knowledge transfer.Sales requires a different skill set than teaching.

    24 min
  • 4 Episodes

Ratings & Reviews

5
out of 5
2 Ratings

About

I’ve spent a long time obsessed with one question: “What REALLY separates top EdTech reps from everyone else?” When I started, there was no roadmap — just trial, error, and a lot of “figure it out.” But the game changed when I started learning directly from:   •  Reps who consistently crushed quota   •  Educators who shared what actually builds trust   •  Leaders who knew how to create real impact I realized something important: The best EdTech sellers don’t just sell. They understand schools. They understand people. They understand why this work matters. So I’m putting everything I’ve learned — and the voices of others who’ve done it — into one place. ⸻ 🎙️ The EdTech Sales Playbook What to expect:   •  Real talk on what works (and what doesn’t)   •  Guest speakers every episode   •  The actual mindset + strategies behind sustainable success

Information