Navigating the Seas of EdTech Sales at SXSW EDU
Howdy folks! 🌟 It’s that time of the year again – SXSW EDU is in full swing, buzzing with innovation and groundbreaking ideas. As an EdTech founder soaking up the vibes here in Austin, Texas, I have some golden nuggets to share for all you visionary founders out there. You’ve got the idea, you’ve got the passion, and now it’s all about finding the right people and building an unstoppable team to catapult your vision into the limelight.
Crafting the Pitch: Navigating the Murky Waters 🚢
So, you’ve got this game-changing idea, but how do you articulate it effectively in the wild world of seeking investment and broadcasting your value? It’s a crucial step that separates the trailblazers from the rest. Focus on defining the problem your idea solves and how it stands out in the market. SXSW EDU is the perfect platform to refine your pitch and make it shine.
Finding the Right Evangelists: It’s All About the People 🌐
You’ve found your lane; now, it’s time to gather the right folks to spread your gospel. Developing your top-of-funnel strategy is key. My advice? De-emphasize the number of contacts your salesperson has in your vertical. It’s not just about the rolodex; it’s about finding individuals with a proven track record of success. Don’t fall into the trap of “hiring for rolodexes.” Instead, focus on hiring for passion and the ability to make your idea resonate with potential customers.
Hire for Experience, But Define the Right Kind 🎓
While hiring for experience is crucial, knowing the right kind of experience is where founders often stumble. Consider the time it takes for a known prospect to fall in love with your idea or company, not just the fact that your salesperson has a list of contacts. Emphasize a demonstrable track record of success over industry relationships alone.
The Magic Number: Activity is Key 📈
Many founders hire salespeople without a clear understanding of how to guide them in the initial stages. Define the calculated amount of activity needed to win, set benchmarks, and provide the necessary direction. Sales analytics play a crucial role in this – high-performing teams are 3.5 times more likely to use sales analytics to measure performance against goals.
Sell Through Customers: Unleash the Power of Relationships 💬
Don’t shy away from having your salespeople involved in customer relationships. Selling through customers can be a game-changer, and overlooking this opportunity might leave money and traction on the table. The power of informal, word-of-mouth conversations in customer-centric selling is undeniable.
Wrangling Success at SXSW EDU 🤠
As you navigate the bustling scene at SXSW EDU, remember: it’s not just about the idea; it’s about the people who will champion it. Craft your pitch, find the right evangelists, and build a team that executes with precision. With a little Texan flair and these tips in your holster, you’ll be riding the wave of success in the EdTech realm. Good luck out there, pioneers! 🚀
From one founder to another,
Ted