EdSales Edge Show
EdSales Edge is the strategy podcast for education founders, consultants, operators, and leaders selling into education.
For years, this show was known as Breaking the Grade, a space to challenge the status quo in education and think differently about how change actually happens. That mission hasn’t changed.
But the work has.
Over time, one thing became clear:
Education founders don’t just need inspiration.
They need clarity.
They need real strategies for selling into schools.
They need predictable ways to generate leads.
And they need to understand how trust is built in a system that doesn’t move fast, and doesn’t give many second chances.
EdSales Edge was rebuilt to match that reality.
Hosted by Josh Chernikoff, a two-time education founder who’s built and exited companies in this space, the show breaks down how selling into education actually works—across B2C, B2B, B2B2C, and B2E—always through the lens of how education institutions really make decisions.
This is not a show about hacks, shortcuts, or quick wins.
Education doesn’t work that way.
On EdSales Edge, you’ll hear:
- Real strategy for selling into education systems
- Conversations with education decision-makers who explain how buying actually happens from the inside
- Stories from founders, CEOs, and operators who’ve built real traction selling into schools—what worked, what didn’t, and what actually moved deals forward
- Teachings from the EdSales Elevation Experience, the system used to help education founders move from unclear and invisible to trusted and in demand
You’ll learn how to:
- Define your Perfect Client
- Pull the right credibility lever
- Move from being hidden… to trusted… to building a real lead engine
Josh is joined by his good friend and mentor, John Gamba—Director of Innovative Programs and Entrepreneur-in-Residence at Penn GSE, and a former education founder who’s led companies through real growth and successful exits. John brings the institutional lens, shaped by years inside districts, universities, and education systems, seeing how decisions get made when the doors are closed and what earns trust over time.
Together, they sit on both sides of the table, the builder side and the system side, so the show stays grounded in reality, not sales theory.
If you sell into education and you’re tired of guessing,
guessing who to talk to,
guessing how decisions get made,
guessing why interest doesn’t convert—
this show is built for you.
EdSales Edge
Clarity. Credibility. Real traction.
If you sell into education, this is where you earn your edge.
EdSales Edge Show
Eric Nelson: Who You Become is Just as Important as What You Achieve
Eric Nelson has made a habit out of turning setbacks into silver linings. Having grown up in a family of educators, Eric was taught early on to prioritize how to, “learn like a champion”. This lesson served him well as he faced his own hurdles personally and professionally that led to the development of Fanschool; the platform that promotes trust, connection, and growth between students, parents, and community members revolving around students’ published work.
EPIC FAILS
There is much to learn from failure. Eric’s first lessons came from being too over-zealous about a project in speech class that ultimately led to one of his first-ever failures in school- all because he didn’t follow the rules and broke the time requirement by two minutes. It was a hard lesson to learn. His next lesson in failure was getting cut from his High School basketball team, after sitting on the bench for the majority of his freshman year. Eric talked to us about how difficult it was to go for something you loved and just not be good enough. He took these lessons and decided that it was necessary for him to write his own story; and perhaps, he could assist others in writing theirs as well.
As a teacher.
What Are We Doing Here?
After graduating with a master's, Eric told us that he found himself employed at one of the first charter schools in the nation, during a time of transition; for the school and himself. He showed up on the first day of his 9th-grade Civics class, not knowing that neither a 9th-grade class or a Civics class had ever been taught yet in the school. No curriculum was developed. No lesson plans to follow. He was on his own. The seeds of Fanschool had already been planted, but what happened next really made them grow.
Eric told our listeners that one of the most influential events he lived through as an educator was the loss of a ninth-grade student to death by suicide. He was surprised to have a full class the following day, including the girl’s best friend. “What do I say in front of this class?” He wondered. He found a song he felt would be fitting and played it for the class. He knew he needed to acknowledge the loss, and then provide them with an outlet to engage in projects and activities.
It made him ask the question,
“What are we doing here?”
How are parents and teachers alike able to provide a safe space for kids to build trust, connect, and grow? The research shows that everyone's lives are enriched when kids are able to play. He knew he needed a way to get students out of the news and encourage them to write their own stories just like he wrote his.
FanSchool was born.
FANSCHOOL
Fanschool is a safe and engaging student publishing platform that encourages students to own their own learning and verified adults to celebrate it. “ We’re not trying to break the grade,” Eric says,” We’re not trying to be disruptive. We want to activate, celebrate and elevate student work.” Teachers have known for decades that, “student folders are where good work goes to die.” Eric wants to encourage students that whatever they’re working on, publishing will only make it go, “up”. The ability to connect and to grow in their publishing reinforces the social-emotional learning element of who you become is just as important as what you achieve. Fanschool makes it all come together.
If you want to hear more inspirational stories and practical steps on how Eric used his experience as a teacher to build a wildly successful platform like Fanschool, listen to the full episode.
