Your Course Instructor
In 2009, Peter co-founded d6 Technology, the developer of the d6 School Communicator which offers communication tools to over 2000 schools. Peter was the sales and marketing director and has wide experience of selling new products and services to schools in Southern Africa.
On successfully exiting d6, Peter founded SchoolAdvisor, an online platform that helps schools make better purchasing decisions by bringing schools and suppliers together.
Peter daily interacts with schools and suppliers focused on the school market. He has hands-on experience of selling to schools and building sales teams. On successfully exiting d6, Peter founded SchoolAdvisor, an online platform that helps schools make better purchasing decisions by bringing schools and suppliers together. Peter daily interacts with schools and suppliers focused on the school market.
Who is this online course for?
Does your company sell to schools on a daily basis? Are you selling into other markets and want to introduce your product to schools? Whether you are new to the school market or have experience selling to schools, this online course will practically give insight on how to get more sales from schools.
For a Sales Rep
- Sales tips you can implement from day one from real people in the industry
- Insights into understanding the school market
- Real strategies on how to reach more schools
- All assignments are practical and can immediately be applied to your job
For a Sales Manager
- This online course is the first in its class
- No other course like it available to equip your sales team with practical tools
- Discover and apply tried and tested strategies from industry leaders
- You will receive Progress Reports and insights on how your team is doing
- Tailored content for your industry
- Sales Team package prices available on enquiry
What you’ll learn in 6 weeks
We’ve gathered insight from some of the country’s top industry leaders and compiled all the content into one easy-to-access online course.
This 6-week course will unveil strategies from experts with real success stories of cracking open one of the toughest markets – the school market! Our practical assignments are what makes this course unique. Every lesson will include a practical assignment which will directly relate to your sales process and environment.
WEEK 1 - THE COAL FACE
So often, it’s easier to call the CEO of a listed company than it is to call a local school principal. Why is this? The first week of this course explains why it’s so hard to sell to the school market. It will cover two broad areas to help you understand the ‘Coal Face’ of the South African education system. We will look at internal factors and external pressures that schools deal with. The content will break down the various pressures the private vs Government schools, section 21 vs 20, and the different quintiles face.
At the end of this week’s session, you’ll have a deeper understanding of the school market.
Your 1st assignment is to identify your core school market and explain why.
WEEK 2 - THE ROLE PLAYERS
Selling to schools is like selling to committees (and lots of them)! Understanding the different role players, how they operate, how they think, and what makes them tick will help you approach schools better. Understanding the sign-off process of the school market and how it can feel like selling committees is also key. Part of this weeks training will be a live webinar with a school decision maker.
By the end of this week’s session, you will be able to identify who the core person or people are at the school you are looking to sell to.
For assignment 2, you will describe who this core person in the school is and why they need your product or service.
WEEK 3 - GETTING THROUGH THE GATEKEEPER
Anyone who has ever tried to sell to schools knows her – the dreaded gatekeeper! This week will give you practical sales tips and tricks on how to get through the gatekeeper. These are tips that have been tried and tested in the school market by countless salespeople.
On completion of this week’s session, you can immediately start using these tools in your sales kit.
For assignment 3, you’ll describe your current sales process and specify the new ones you’ll use to get through the gatekeeper.
WEEK 4 - SELLING 101
This week’s session will be the most practical of all the weeks. It will provide tools you can use to analyse how effective you are at selling to schools. Do you know your numbers – how many calls to make or emails to send before you get a meeting; how many meetings you need to have before you get a sale?
By the end of this week’s session, you’ll have a framework for understanding your personal sales funnel.
For assignment 4, you’ll be completing your personal sales funnel
WEEK 5 - UNDERSTANDING THE FINANCES OF A SCHOOL
If you’re selling a product or service to a school, you need to be paid. Where does this money come from, what budgets do schools have, what are the sign-off processes? This week aims to give you a broader understanding of the flow of money within the school environment.
This week’s session will ensure you understand how to get your product or service signed off and how it will be paid for by the school. As part of the week, you will be able to join a webinar with a business manager from a top South African school.
For assignment 5, you’ll detail who for the school signs off on your product/service, what budgets you need to be in, and how you can better manage the sales process.
WEEK 6 - ALTERNATIVE ROUTES TO SCHOOLS
Except for selling to schools directly (face to face), how else can you sell to them? This week, we’ll explore alternative means of grasping school’s attention. Key areas we will look at are conferences, digital marketing and partnerships.
The outcome of this week’s session will be expanding your scope of ways to reach schools.
For assignment 6, you’ll detail 3 new ways you are going to target schools.
Your Course Contributors
This online course will unveil strategies from people with real success stories of cracking open one of the toughest markets – the school market. Here is a glance of three of the course contributors.
Rian Truter, a former headmaster of DF Malan, is now a well-known speaker with deep insight into schools. He is known for entertaining and fun talks that drive home big points. He annually runs one of the most sought-after education conferences – Summit (schools book a year in advance to secure their seats).
The included webinar will give you a peek inside the operations of a school and will reveal how to communicate with them.
Jean, a former teacher, runs the Onnies Online Facebook page which has over 25 000 South African teacher followers. This makes it one of the largest online platforms for reaching schools. He is also the entrepreneur behind Teacha! Resources & Magazine, RSA Teaching Jobs and SACE Points Guide
Included in this course are some short video clips on how to effectively use social media to reach and engage schools.
Sharon is the Treasurer of the School Business Managers’ Association. The SBMA is a professional membership organisation for those responsible for school financial administration and management at public schools. The SBMA was established in 2008 to address the professional needs at public schools.
You will gain access to an exclusive webinar with Sharon who has a detailed understanding of the finances of schools.