Nicolas Sosa

The EdTech Sales Playbook

Business EN ↓ 4 episodes

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...

Author

Nicolas Sosa

Episodes

#4 Mastering Discovery 25.11.2025 35:09

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 an...

#3 Finding Key Influencers and Co-ops/Consortiums 18.11.2025 27:44

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...

#2 Navigating Budget Freeze, Knowing your Prospect and Changing your Lens 10.11.2025 15:09

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 t...

#1 Having a Bad Year in EdTech Sales, Working for a Start-up, and Classroom to Sales. 06.11.2025 23:57

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 paramou...