“Their inboxes will have like 127 emails just from that morning, and they’re all the same sales pitch. In their effort not to add to the noise, Jones and Screencastify’s sales team found that the most effective pitch is not really a pitch at all. After testing a few email variations - including one filled with emoji - Jones landed on a short, three-line message sent to district and school directors of technology. The message includes data on how many teachers in the district are using Screencastify and an offer to share usage insights. The purpose is to help district leaders understand how their teachers are using the technology, regardless of whether or not they want to buy it, Francis said. “When you read an email from us, it’s like, ‘I can leave this call from them with a lot more information that’s good for me and never talk to them again.’”Ĭlosing the Deal How to Close a Sale, According to 3 Experts “For us, value is not one sentence about what life could be like with this product,” Francis said. In edtech, it can be difficult to predict what a school or district needs or even what impact the tool can have on its students before a call.

That’s because each school district has a wildly different approach to technology. Some districts purchase the tools for every school in its territory, while others allow each individual school to manage its tech. Districts are also in different phases of technology implementation. Some may not even have laptops available in the classroom yet, and thus, no need for a video solution. “We’ll say, ‘You guys have made 10,000 videos this year, help us understand how that grew.’”Īs a result, Screencastify’s sales team doesn’t have a playbook.

Screencastify editor