EdTech & L&D teams I have worked with
Corporate L&D teams are proficient buyers who have seen every learning tool. Schools and universities add committees, tenders and an academic calendar. I train EdTech teams to sell in both worlds, built on their own calls.
A big, competitive market where the type of buyer changes the whole sales process.
L&D professionals know learning design and have seen many platforms. Reps who pitch generic benefits sound like every other vendor.
Selling to an internal L&D team is a business sale. Selling to schools, universities or academic institutes means committees, procurement rules, tenders and decisions tied to the academic year.
Buyers struggle to justify learning budgets. Reps who connect the product to business outcomes, such as time to competence, compliance or retention, give their champion something to defend.
As in MarTech, switching costs are relatively low. Competitors are always pitching your customers, and renewals need to be earned.
Discovery at the level of an L&D professional, and demos that show outcomes instead of features.
See the training →Stakeholder mapping, mutual action plans and timing for education buyers with committees, tenders and fixed budget cycles.
See the training →Different messaging and channels for corporate L&D, higher education and schools.
See the training →Proving learning impact during the contract, so the renewal and the expansion are easy to defend internally.
See the training →No off-the-shelf curriculum. Before a single session gets designed, I look at how your team sells today.
I listen to your team's real calls and review pipeline, win rates and KPIs. That shows where deals stall in your market, not in a generic one.
Every exercise uses your buyers, your competitors and your product. Reps practise on the conversations they will have next week.
Follow-up sessions, call scorecards and manager coaching turn the training into how the team works, not a slide deck people forget.
Corporate L&D buys like a business: a champion, a budget holder and a business case. Universities and schools add committees, procurement rules, tenders and the academic calendar, so timing and stakeholder mapping matter much more.
By linking the product to outcomes the organisation already measures: time to competence, compliance rates, retention or teacher time saved. Discovery has to uncover those metrics before the demo.
The market is large, switching costs are relatively low and buyers are experienced. Clear differentiation and proactive account management are what protect renewals.
Yes. I train in English, German and Dutch, remote or on-site, for teams across the Netherlands, Belgium, Germany, Austria and Switzerland. English sales terminology stays in place, so the frameworks work across mixed teams.
Send me one call from your top rep and one from a mediocre performer. I'll show you the exact gap, specific to how your market buys.