EdSales Edge Show

Josh Chernikoff
  • 5.0 (4)
  • EDUCATION

EdSales Edge is the strategy podcast for education founders, consultants, operators, and leaders selling into education. For years, this show was known as Breaking the Grade, a space to challenge the status quo in education and think differently about how change actually happens. That mission hasn’t changed.But the work has. Over time, one thing became clear:Education founders don’t just need inspiration.They need clarity. They need real strategies for selling into schools.They need predictable ways to generate leads.And they need to understand how trust is built in a system that doesn’t move fast, and doesn’t give many second chances. EdSales Edge was rebuilt to match that reality. Hosted by Josh Chernikoff, a two-time education founder who’s built and exited companies in this space, the show breaks down how selling into education actually works—across B2C, B2B, B2B2C, and B2E—always through the lens of how education institutions really make decisions. This is not a show about hacks, shortcuts, or quick wins.Education doesn’t work that way. On EdSales Edge, you’ll hear: Real strategy for selling into education systemsConversations with education decision-makers who explain how buying actually happens from the insideStories from founders, CEOs, and operators who’ve built real traction selling into schools—what worked, what didn’t, and what actually moved deals forwardTeachings from the EdSales Elevation Experience, the system used to help education founders move from unclear and invisible to trusted and in demand You’ll learn how to: Define your Perfect ClientPull the right credibility leverMove from being hidden… to trusted… to building a real lead engineJosh is joined by his good friend and mentor, John Gamba—Director of Innovative Programs and Entrepreneur-in-Residence at Penn GSE, and a former education founder who’s led companies through real growth and successful exits. John brings the institutional lens, shaped by years inside districts, universities, and education systems, seeing how decisions get made when the doors are closed and what earns trust over time. Together, they sit on both sides of the table, the builder side and the system side, so the show stays grounded in reality, not sales theory. If you sell into education and you’re tired of guessing,guessing who to talk to,guessing how decisions get made,guessing why interest doesn’t convert—this show is built for you. EdSales EdgeClarity. Credibility. Real traction.If you sell into education, this is where you earn your edge.

  1. Building Trust with Education Buyers: Why Silence Isn’t Rejection

    4D AGO

    Building Trust with Education Buyers: Why Silence Isn’t Rejection

    Rachel Edoho-Eket, President of the Maryland Association of Elementary School Principals, understands that in education, credibility isn’t earned through noise or constant visibility — it’s earned through consistent, observable behavior over time. As a principal and state-level education leader, Rachel has seen founders and vendors make the same mistake repeatedly: talking too much, posting too often, and confusing activity with trust. In this episode of EdSales Edge, Josh sits down with Rachel in a live interview recorded at FETC in Orlando to break down how education buyers actually evaluate credibility — and why silence from leaders is often a signal of serious consideration, not disinterest. Using two core mental models — the Gym Model and Talent Spotting — this conversation shows founders how credibility compounds through consistency, judgment, and how they show up long before a meeting is ever scheduled.  If you’ve been wondering whether your LinkedIn or visibility efforts are working at all, this episode explains what buyers are really watching for — and why the founders who win stay visible without performing. WHY THIS MATTERS Education buyers don’t decide out loud. They decide slowly, quietly, and politically — watching long before they ever reach out. Public engagement is rarely how trust is expressed. Founders who measure credibility by likes, comments, or follower counts misunderstand the market. Principals and district leaders aren’t ignoring you — they’re vetting you. In education, credibility is built through: Consistency over timePrincipled, repeatable thinkingHow you engage with othersRachel’s experience makes this clear: founders who misread silence as disinterest often quit right before trust compounds. KEY STRATEGIES / MENTAL MODELS 1. Talent Spotting Education buyers identify potential long before initiating contact. Your posts aren’t closing deals, they’re helping buyers decide if you feel safe, serious, and credible enough to call. 2. The Gym Model Credibility works like the gym. One post doesn’t matter. Repetition does. Founders who treat visibility like a workout outlast those chasing validation. 3. Engagement Before Broadcasting Thoughtful participation builds recognition without forcing attention. Credibility comes from how you show up, not how loud you are. 4. Boundaries Prevent Burnout Consistency only works when it’s sustainable. Systems beat short bursts every time in long-cycle markets like education. WHO THIS EPISODE IS FOR Founders unsure how visible they need to beTeams selling into complex education systemsLeaders frustrated by low engagement metricsAnyone translating online presence into real-world trustA MOMENT THAT STOOD OUT Rachel says:  “When people see great work, they want to know more about it.” In education, trust doesn’t require applause. It requires being observable, consistent, and principled long enough for the right people to notice. NEXT STEP Show up like an educator, not an influencer. Treat consistency like the gym, not a launch. Engage before you broadcast. Trust compounds quietly, and decisions follow. SUBSCRIBE & SHARE If this episode helped you rethink credibility in education: Follow EdSales Edge and share it with a founder who thinks silence means failure. Quiet isn’t rejection. It’s the start of trust.

    26 min
  2. Why Chasing “Likes” Keeps You Stuck (How Education Buyers Actually Decide)

    FEB 1

    Why Chasing “Likes” Keeps You Stuck (How Education Buyers Actually Decide)

    Most education founders assume LinkedIn isn’t working because no one is engaging. Posts get views but no likes. Thoughtful ideas land quietly. Weeks go by with no visible signal that anything is happening. In this episode of EdSales Edge, Josh explains why that silence isn’t rejection — it’s evaluation — and introduces two mental models that change how founders understand credibility in education: the Conference Model and the Gym Model. This episode isn’t about posting more, going viral, or gaming the algorithm. It’s about understanding how education buyers actually behave — and adjusting your strategy so credibility compounds instead of burning you out. WHY THIS MATTERS Education is not a consumer market. School leaders don’t buy impulsively. They don’t announce interest publicly. And they don’t signal trust until they already feel safe. Founders who chase validation quit early. Founders who understand this dynamic stay consistent long enough to be chosen. Paul King, founder of Neighborhood Education Partners, 3E alumni, closed district contracts with superintendents who never liked a single post. Dr. Tara Williams, founder of Innovative Collegiate Consultants, also 3E alumni,  built trust by being real instead of polished. This episode reframes LinkedIn not as a stage — but as a long-term credibility environment where trust compounds quietly. 🔑 KEY STRATEGIES FROM THIS EPISODE 1. The Conference Model LinkedIn works like a conference: The Stage: Posts signal how you think. Clarity matters more than volume.The Sessions: Commenting and listening build familiarity.The Hallways: Private conversations are where trust and deals form.Content doesn’t close deals. It earns access to the conversations that do. 2. The Gym Model Credibility works like the gym. You don’t see results immediately. You don’t get rewarded every time you show up. But every rep proves you’re consistent, serious, and not going away. Founders who treat LinkedIn like a routine outlast competitors who quit when validation doesn’t show up fast. 3. Silence Is a Buying Signal Your best buyer is often watching quietly. Public engagement can be politically risky. Likes aren’t how trust is expressed. Silence often means vetting, not disinterest. Founders who understand this stop chasing reactions and start building evidence. 4. Founder Story Builds Credibility Trust isn’t built through polish — it’s built through conviction. Founders like Paul King and Dr. Tara Williams earned trust by clearly articulating why their work mattered, long before buyers reached out. WHO THIS EPISODE IS FOR Education founders posting without engagementLeaders questioning whether LinkedIn is worth itTeams measuring success by likes instead of trustAnyone selling into long, high-stakes cyclesA MOMENT THAT STOOD OUT Paul King’s mantra: “Take the action. Let go of the result.” NEXT STEP Treat LinkedIn like a Conference, not a stage. Treat consistency like the Gym, not a launch. Show up with clarity. Build trust quietly. Let credibility compound. SUBSCRIBE & SHARE If this episode helped you rethink how education buyers decide: Follow EdSales Edge Share it with a founder ready to quit too early

    19 min
  3. Why Selling Software Keeps You Stuck, and Selling Peace Moves Deals

    JAN 25

    Why Selling Software Keeps You Stuck, and Selling Peace Moves Deals

    Most education founders would celebrate landing one pilot. Sam and Michael landed nine. In this episode of EdSales Edge, Josh sits down with Samuel Rabkin and Michael Mahoney, co-founders of Mediator Spark, to unpack how clarity around their Perfect Client led to a sharper Signature Solution—and why that clarity turned stalled conversations into fast-moving pilots. This isn’t a story about selling software or education theory. It’s a case study in what happens when founders stop explaining tools and start enrolling the right buyers around a clear outcome. By tightening who they were building for and what they stood for, Sam and Michael created a belief-led offer that school leaders trusted immediately, no demos, no code reviews, no long sales cycles. The result: nine pilots with aligned principals who already valued the outcome and were ready to move. WHY THIS MATTERS Many founders, especially technical ones, get stuck selling the “How.” They lead with features, software, or curriculum. But schools don’t buy features; they buy a new reality. By shifting their pitch from “we have a mediation tool” to “we have a pathway to peace,” Sam and Michael stopped chasing skeptics and started attracting leaders who already believed in culture-first solutions. That belief-first approach, paired with Perfect Client clarity, allowed them to build trust quickly and land nine pilots, without committees, endless demos, or 18-month cycles. 🔑 KEY TAKEAWAYS 1. Clear belief accelerates decisions Mediator Spark didn’t sell a discipline tool, they sold a belief about who owns the problem. That belief alignment removed resistance early and made pilot decisions feel obvious. 2. Sell the destination, not the plane Michael shares a pivotal moment: “Nobody asked about our tools.” Once the outcome was clear, features became irrelevant. Schools bought the result, not the software. 3. Find clean windows, not skeptics They focused on principals who already valued culture and student ownership. Conversations moved faster, and pilots followed. 4. Signature Solutions create trust Their Peacemaker Pathway gave buyers clarity. Principals could see where they were and where they were headed, making the sale feel like a partnership. WHO THIS EPISODE IS FOR • Education founders selling culture or behavior solutions  • Technical co-founders learning to sell vision instead of code  • Anyone stuck explaining instead of enrolling buyers FEATURED RESOURCE: THE PERFECT CLIENT BUILDER Landing nine pilots didn’t happen because Mediator Spark had better software. It happened because they got clear on who believed in the outcome and who owned the problem. Text PERFECT CLIENT to +1 771-333-4233 and we’ll send you the same framework. NEXT STEP If this episode exposed why your offer feels harder to sell than it should, it’s time to build your Signature Solution.  DM PATHWAY to learn how founders inside the EdSales Elevation Experience do it. SUBSCRIBE & SHARE Follow EdSales Edge and share this episode with a founder who’s tired of explaining instead of enrolling.

    41 min
  4. Why “What You Do” Isn’t Why Education Leaders Buy

    JAN 18

    Why “What You Do” Isn’t Why Education Leaders Buy

    ​Why is Apple more innovative than everyone else? It’s not better technology; it’s a different way of communicating. ​In this episode of EdSales Edge, Josh applies Simon Sinek’s "Start With Why" framework directly to education sales.  For early-stage founders ($2M revenue), school leaders aren't just buying software or curriculum. They are buying you. They are buying your judgment, your conviction, and your belief.  This episode explores why clarity of belief is the fastest route to confidence and the most reliable way to attract your Perfect Client. ​WHY THIS MATTERS ​Most education companies communicate from the outside in: Here is what we do, here is how we do it. Inspired leaders communicate from the inside out: Here is why we exist. ​Leading with features makes you a commodity. Leading with belief makes you a partner. When you articulate your "Why," you stop trying to convince skeptics and start acting as a magnet for leaders who already believe what you believe. ​Josh references the foundational framework that changed how leaders communicate. Watch the full TED Talk here: 👉 Simon Sinek: The Power of Why ​KEY TAKEAWAYS FROM THIS EPISODE ​People buy why you do it: Sales isn't about doing business with everyone who needs your product. It’s about doing business with people who believe what you believe. That is your Perfect Client.​The Founder Story is not fluff: Under $2M in revenue, the buyer is betting on the founder. They need to know why you started this and why this problem matters. Your story is your proof of conviction.​Specificity creates gravity: Josh shares how Paul King stopped selling "tutoring" and started selling "Algebra 1 Regents pass rate improvement for NYC Principals." By being specific about the Who and Why, he stopped chasing leads and started closing contracts.​Clarity creates confidence: When you clarify your belief system, you stop posturing and start leading. This clarity gives the buyer the confidence to trust your judgment.​Saying "No" is strategic: Turning down districts that don't share your beliefs is the most strategic move you can make to protect your runway and sanity.​If these themes feel familiar, the Perfect Client Builder will help you get clear fast. This is the same framework used inside 3E to help founders identify who owns the problem and where urgency lives. ​Avoid wasting months talking to the wrong people.​Stop chasing meetings that feel "productive" but never turn into decisions.​Stop over-explaining and start leading with confidence.​👉 Text PERFECT CLIENT to +1 771-333-4233 and we’ll send the framework straight to you. ​A MOMENT THAT STOOD OUT ​Josh highlights the "Vendor" vs. "Partner" shift. Vendors lead with features and compete on price. Partners lead with shared beliefs and are hired to solve problems. Shifting your pitch from what to why slows the conversation down in the best way, you stop convincing and start qualifying. ​WHO THIS EPISODE IS FOR ​Early-stage Education Founders ($2M revenue)​Leaders uncomfortable telling their "Founder Story"​Sales teams struggling to differentiate in a crowded market ​SUBSCRIBE & SHARE ​If you found this valuable, follow EdSales Edge and share it with a founder who needs to stand out. Clarity compounds when it’s shared.

    18 min
  5. Why the Fastest “Yes” Beats the Biggest Budget — with Dr. Brooke Olsen-Farrell

    JAN 11

    Why the Fastest “Yes” Beats the Biggest Budget — with Dr. Brooke Olsen-Farrell

    Selling into education rewards clarity, not size. Long cycles, layered decisions, and committee-based buying can quietly drain a founder’s runway, especially when growth is tied to landing “big name” districts. In this episode of EdSales Edge, Josh sits down with Dr. Brooke Olsen-Farrell, a nine-year Superintendent at Slate Valley Unified School District and a national policy leader. Together, they unpack why traction in education doesn’t start with the biggest budgets, it starts with the Perfect Client. If you’re stuck chasing prestige logos while momentum stalls, this conversation will help you rethink where real growth actually comes from. WHY THIS MATTERS Most education founders don’t struggle because their solution isn’t strong. They struggle because they’re selling into systems that move slowly — while their business can’t afford to wait. Chasing large districts often feels strategic, but in reality it introduces long procurement cycles, diluted ownership, and endless “almosts.” This episode reframes growth around speed, belief, and influence, not size. KEY TAKEAWAYS FROM THIS EPISODE 1. Perfect Client isn’t the biggest district, it’s the fastest mover Traction comes from leaders who can decide, test, and implement quickly. Smaller or mid-sized districts often provide the proof points and revenue founders need to survive and scale. 2. Research beats relevance every time Dr. Brooke shares the simple filter she uses when evaluating outreach: did the founder take time to understand her district’s goals? Generic pitches get deleted. Contextual ones get opened. 3. Stop selling finished products, start co-creating Superintendents don’t want to be sold to. They want to partner. Positioning your offer as something they can help shape lowers resistance and builds trust faster than polished decks ever will. 4. One right pilot can unlock an entire state A successful implementation with the right leader doesn’t stop at one district. Brooke explains how she shares trusted partners across networks like AASA, turning one “yes” into many. 5. Early-stage resilience is an asset, not a liability Being transparent about where you are, and showing responsiveness, can outperform large publishers. Leaders value partners who listen and adapt, not vendors who lecture. A MOMENT THAT STOOD OUT One of the most telling moments in this conversation is when Brooke explains why she deletes dozens of cold emails a day, not because the ideas are bad, but because they ignore her reality. The founders who stand out aren’t louder or flashier; they’re prepared, curious, and aligned. WHO THIS EPISODE IS FOR This episode is for: Education founders and CEOsConsultants and operators selling into districts or education institutionsLeaders navigating long cycles and high-trust buying environmentsIf you want traction without burning the runway, this conversation will resonate. NEXT STEP If this episode helped you rethink who you’re actually selling to, you don’t have to sort that out alone. You can DM TRACTION to learn how founders inside the EdSales Elevation Experience identify, co-create with, and close their Perfect Clients, without chasing prestige or waiting on the “big yes.” Details are in the show notes. SUBSCRIBE & SHARE If you found this episode valuable: Follow or subscribe to EdSales EdgeShare it with another education founder who’s stuck chasing big districts and getting nowhereClarity compounds when it’s shared.

    27 min
  6. The Perfect Client Paradox: Why Chasing More Leads Isn’t the Answer

    JAN 4

    The Perfect Client Paradox: Why Chasing More Leads Isn’t the Answer

    Most education founders think they have a lead problem. You want more emails, more demos, more top-of-funnel activity. But here is the hard truth: You don't have a lead problem; you have a perfect client problem. If you are chasing the wrong person, no amount of lead gen will fix your revenue. It just gives you more conversations that don't convert. Traction comes from the "Clean Window" strategy. Instead of trying to convince skeptics to care, you need to target the buyers who already value the outcome. In this episode, Josh breaks down the exact methodology to stop "persuading" and start "aligning." This isn't just a theory; it is a playbook. You will learn how to identify the "Clean Window" clients who buy fast, the specific 3-part qualifier to filter your pipeline, and the exact LinkedIn headline formula that gets your perfect buyer to stop scrolling and start DMing. This episode is for education founders selling into schools or districts who are tired of long sales cycles, stalled pilots, and conversations that never convert. If you are tired of chasing everything and winning nothing, this episode gives you the edge to stop the hamster wheel today.  5 Big Takeaways for Education Founders 1️⃣ The "Clean Window" Theory Stop trying to sell window washing to a dirty building that doesn't care. Josh explains why you should only target clients who already value the outcome. Traction comes from alignment, not persuasion. 2️⃣ The "Life Change" Metric Your perfect client isn't always the person who signs the check. It is the person whose life you change the most. Josh reveals how to identify the "Center of Gravity" in a school district, the person who feels the pain deeply enough to pull you through the procurement maze. 3️⃣ The 3-Part Qualifier How do you screen for a perfect client? Use this 3-part filter:  1) Do they already value the outcome?  2) Is the situation mature enough to matter?  3) Is there a champion whose daily life improves when you win?  If you miss one, you don't have a deal; you have a project. 4️⃣ The "Elephant in the Room" Strategy Your perfect client likely already has a vendor. Don't hide from it. Josh teaches you how to address the "First Elephant" (incumbents) by positioning yourself as a partner who respects what's working while filling the "quality gap" they can't ignore. 5️⃣ The LinkedIn Headline Formula Clarity attracts. Josh shares the exact formula to rewrite your headline: "I help [WHO] using [WHAT METHOD] get [WHICH RESULT]." This isn't branding; it's a filter that attracts the right DMs and repels the time-wasters. 📩 DM me "PERFECT CLIENT" and I’ll show you how we help founders inside the EdSales Elevation Experience identify their perfect client and build a pipeline of "Clean Window" buyers. 📤 Know a founder who is chasing bad leads? Share this episode, it’s the reality check they need to stop wasting time on "dirty windows." ✍️ Love the show? Subscribe on Apple Podcasts and Spotify so more education founders can sell smarter, scale faster, and delegate confidently. #EdSales #TheEdSalesEdge #EducationFounders #EdTech #SalesStrategy #PerfectClient #LeadGeneration #B2BSales #SchoolDistricts #StartupGrowth

    27 min
  7. Breaking Up with Breaking the Grade (and Why It Was Time)

    JAN 2

    Breaking Up with Breaking the Grade (and Why It Was Time)

    We built Breaking The Grade to challenge the status quo. We spent four years inspiring you to think differently about education. We interviewed visionaries, we debated policy, and we celebrated the "idea" of change. But here is the hard truth I finally had to face: Inspiration does not pay your payroll. Over the last 12 months, I listened closely to what you, the founders, the sales leaders, the operators, were actually asking me in private. You didn't need more "inspiration." You needed Clarity. You were tired of guessing who the decision-maker actually is.You were tired of guessing why the district ghosted you after a "great" demo.You were tired of guessing how to build a pipeline that doesn't rely on luck.In education, guessing is expensive. So, we made a hard decision. We decided to stop "Breaking The Grade" and start giving you the Edge. Welcome to The EdSales Edge. This is no longer a show about "what's broken" in schools. This is a show about how to sell the solution. We are stripping away the fluff, the theory, and the "hacks." In their place, we are building a razor-sharp curriculum on Lead Generation, Credibility, and Sales Strategy. I am not doing this alone. I am bringing in John Gamba (Director of Innovative Programs at Penn GSE) as my co-pilot. John brings the "Institutional Lens", he knows exactly what happens behind the closed doors where your deals go to die. Together, we are going to burn the playbook of "hope marketing" and replace it with a system of predictable revenue. If you are here for high-level theory, this might not be for you anymore. But if you are here to build a lead generation engine you actually own? You are finally in the right place. Let’s get to work. 🔑 The New Rules of Engagement (What you can expect from The EdSales Edge) 1. No More Guessing: We are moving from "Theory" to "System." Every episode will focus on a specific lever you can pull to generate leads, build trust, or close deals. 2. The "Builder" + The "Insider": I bring the Sales perspective. John Gamba brings the System perspective. You will see every deal from both sides of the table. You will hear from decision-makers—from Early Learning to Higher Ed—who will tell you exactly how buying happens when the doors are closed. 3. The "EdSales Elevation" Blueprint: We are open-sourcing the exact methodology we use to help founders move from "Invisible" to "In-Demand." Subscribe now. The first tactical episode drops on Sunday. #EdSales #TheEdSalesEdge #EducationFounders #EdTech #SalesStrategy #Manifesto #Rebrand #B2BSales #LeadGeneration

    8 min
  8. Best of 2025: How Education Founders Can Turn Any Conference or Summit Into a Sales Engine That Builds Trust, Authority, and Pipeline

    12/28/2025

    Best of 2025: How Education Founders Can Turn Any Conference or Summit Into a Sales Engine That Builds Trust, Authority, and Pipeline

    Some episodes don’t just inspire, they show you what execution really looks like. This one’s a real-time playbook in action. Originally LIVE from the University of Toronto at the Canadian EdTech Summit on 30th October, 2025, Josh breaks down exactly how education founders can stop wasting time and money at conferences, and start turning them into revenue-driving machines. After two decades in education and sales leadership, Josh has learned one thing: conferences don’t grow your business, a conference strategy does.  From DC Startup Week to the Canadian EdTech Summit to IEI, Josh shares the same framework he uses to walk into any event and leave with real opportunities, not just business cards. This replay goes beyond theory. It’s about the systems and habits that turn showing up into closing deals: how to plan before you arrive, connect intentionally, follow up like a pro, and use the stage, not a booth, to build instant credibility. In this Best of 2025 series of Breaking the Grade, Josh unpacks how education founders can turn every conference, summit, or networking event into a predictable sales engine, one that builds trust, deepens relationships, and drives real pipeline growth long after the booths come down. 🚨 You don’t need more conferences. You need a clearer plan, sharper positioning, and follow-up that builds trust,  not pressure. What You’ll Learn in This Episode 1️⃣ Why Most Founders Waste Conferences Too many founders “show up and hope.” Josh breaks down why that mindset kills momentum, and the pre-event strategy that ensures every handshake counts. 2️⃣ How to Turn Presence Into Pipeline Learn how your visibility before the event determines your results after it, and how to use social proof and positioning to attract real conversations. 3️⃣ The Follow-Up Flow That Converts Most education founders drop the ball here. Josh reveals the simple follow-up sequence he uses to turn quick chats and DMs into booked strategy calls that lead to closed deals. 4️⃣ Why the Stage Should Be Your Strategy Whether it’s moderating a panel or sharing insights on LinkedIn, Josh explains why visibility builds credibility, and how to anchor yourself to topics that spark business growth. 5️⃣ From Attendee → Authority → Advisor You’ll learn the mindset and messaging shift that transforms you from just another attendee to the go-to voice people trust, without pitching or PDFs. If you’ve ever flown home from a summit with a stack of business cards and zero follow-up calls, This replay shows exactly how presence, purpose, and positioning can turn any event into predictable revenue. 📩 DM me “CONFERENCE” and I’ll show you how education founders inside the EdSales Elevation Experience turn events, summits, and speaking engagements into predictable lead generation and closed contracts. 📤 Know a founder spending more on booths than strategy? Share this episode, it’ll change how they sell, show up, and scale. ✍️ Love the show? Subscribe on Apple Podcasts and Spotify so more education founders can turn their presence into predictable pipeline. #EdSales #EducationFounders #BreakingTheGrade #LeadGeneration #JoshChernikoff #EdSalesElevation #EdTechSummit #ScalingEdTech #SalesStrategy #PipelineGrowth

    25 min
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Ratings & Reviews

5
out of 5
4 Ratings

About

EdSales Edge is the strategy podcast for education founders, consultants, operators, and leaders selling into education. For years, this show was known as Breaking the Grade, a space to challenge the status quo in education and think differently about how change actually happens. That mission hasn’t changed.But the work has. Over time, one thing became clear:Education founders don’t just need inspiration.They need clarity. They need real strategies for selling into schools.They need predictable ways to generate leads.And they need to understand how trust is built in a system that doesn’t move fast, and doesn’t give many second chances. EdSales Edge was rebuilt to match that reality. Hosted by Josh Chernikoff, a two-time education founder who’s built and exited companies in this space, the show breaks down how selling into education actually works—across B2C, B2B, B2B2C, and B2E—always through the lens of how education institutions really make decisions. This is not a show about hacks, shortcuts, or quick wins.Education doesn’t work that way. On EdSales Edge, you’ll hear: Real strategy for selling into education systemsConversations with education decision-makers who explain how buying actually happens from the insideStories from founders, CEOs, and operators who’ve built real traction selling into schools—what worked, what didn’t, and what actually moved deals forwardTeachings from the EdSales Elevation Experience, the system used to help education founders move from unclear and invisible to trusted and in demand You’ll learn how to: Define your Perfect ClientPull the right credibility leverMove from being hidden… to trusted… to building a real lead engineJosh is joined by his good friend and mentor, John Gamba—Director of Innovative Programs and Entrepreneur-in-Residence at Penn GSE, and a former education founder who’s led companies through real growth and successful exits. John brings the institutional lens, shaped by years inside districts, universities, and education systems, seeing how decisions get made when the doors are closed and what earns trust over time. Together, they sit on both sides of the table, the builder side and the system side, so the show stays grounded in reality, not sales theory. If you sell into education and you’re tired of guessing,guessing who to talk to,guessing how decisions get made,guessing why interest doesn’t convert—this show is built for you. EdSales EdgeClarity. Credibility. Real traction.If you sell into education, this is where you earn your edge.

Information

  • Creator
    Josh Chernikoff
  • Years Active
    2022 - 2026
  • Episodes
    98
  • Rating
    Clean
  • Copyright
    © 2026 EdSales Edge Show
  • Show Website
    EdSales Edge Show