Dr. Ray Lauk teaches you how to effectively sell to the K-12 education market. Formerly the Education Marketing Manager at GE, Dr. Lauk has successfully sold comprehensive solutions to schools across the country. As a practicing school district Business Manager and school finance professor, Dr. Lauk shares insights into the K-12 education market, educational finance, trends in education, and most importantly the drivers that motivate educational decision makers to make particular purchasing decisions. Dr. Lauk guides you through the selling process in K-12 education, explains school budgets and where the money can be found, and helps you understand the political and economic factors involved in school purchasing decisions. He can also guide you in creating a service chain sales model for offering school districts a range of solutions to their most vexing problems. The No Sales Left Behind Training Program can cover the following topics: Who's on First? Understanding school district organizational structures, and discovering who the real decision makers are (and how to reach them!). The Money Hunt. School district budgeting and finance. Learn how to tell the district's financial story and find the money! Let's Make A Deal! School district purchasing processes and practices. Mind Over Dollar! Understanding school customers and the political, economic, and practical influences that motivate them. Take Me Out To The Ballgame! Building relationships and value for school district customers and understanding the ethical, moral, and cultural norms in the purchasing process. Marketing Madness! Understanding the marketing mix of trade shows, professional organizations, publications, and other options and deciding which ones are worth the investment. Creating A Service Chain Solution for school district customers. (Half Day) Ask the Expert – Open Q&A, review and feedback of marketing materials, fine tuning communications and messaging, practicing your pitch, or other types of consultative services. As an alternative, I can also create a workshop format where your team and I work to create a sales model, a sales pitch, and plenty of practice time. We can also discuss an extended relationship to coach your sales team over time.