NEW RELEASES
Close More District Deals.
Starting Now.
40 years of EdTech sales expertise — distilled into a book and a course designed to help founders stop losing winnable deals.
THE BOOK
ONE MORE
QUESTION
40 Years of Selling EdTech: A Founder's Guide to Closing District Deals
BY | Michael Bates | Former VP · Pearson · HMH · Curriculum Associates · LeapFrog
EdTech founders with strong products lose winnable deals every year. Not because their products don't work — because they can't tell the difference between a district that's interested and a district that's ready to buy.
Drawing on 40 years of selling EdTech into K-12 districts, Mike Bates teaches the discovery-led process that separates founders who close district deals from founders who don't. The right product is the easy part. This book teaches the rest.
Qualify districts before you spend months on the wrong ones
Align your solution to funded mandates
"Clients buying instead of salespeople selling."
-ANDREW P.
Lead with the problem instead of the product
Write proposals that close themselves
THE COURSE
EdTech Impact
Accelerator
The live program that turns the book into your playbook. Work directly with Michael Bates to build the exact sales process that closes district deals — applied to your product, your pipeline, your market.
LESSON 01
Before You Sell: Diagnose the Relationship
Sets up Your Deal in Focus and uses the Shared Vision diagnostic to see where your organization and the district are aligned, and where the gaps are.
LESSON 04
The Question Behind the Question
The 3-Second Rule and the discipline of asking what's underneath the surface answer.
LESSON 02
From Discussion to Dialogue
The Compliance-to-Commitment Spectrum and the conversation moves that take a district from Compliance to Commitment.
LESSON 05
The Relationship Is in the Problem
The IPSO framework — Issue, Problem, Solution, Outcome — for organizing the sales conversation around what the district is actually trying to fix.
LESSON 03
The Three Sales Methodologies
An overview of Solution Selling, Consultative Selling, and Value-Based Selling, and how to choose between them for any given district.
LESOSN 06
Knowing Who Holds the Yes
The Persona Triangle (Influencer, Decision-Maker, Blocker) and the District Meeting Card you carry into every district meeting.