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
How this EdTech founder got clarity on his ideal client & product... making selling easier!
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Summary:
Starting a business with the goal of solving complex educational problems is a tall order. But Sam Saarinen, founder and CEO of Edapt Technologies, embraced this challenge head-on. In this episode, Sam shares his entrepreneurial journey—one marked by ambitious starts, hard-learned lessons, and a game-changing pivot that led to remarkable business growth. If you’re an entrepreneur struggling to find your footing, this episode is packed with actionable insights on refining your product, focusing your message, and attracting the right clients. Sam’s story is a must-listen for anyone looking to transform their approach to business and achieve long-term success.
Key Takeaways:
- The game-changing realization Sam had about why his first product wasn’t selling—and how you can apply the same insight to your business.
- How Sam’s pivot to a new market led to a dramatic increase in quality leads and sales—find out the strategy behind it.
- The exact steps Sam took to simplify his product and make it irresistible to his ideal clients—learn how to do the same.
- How joining a cohort-based program transformed Sam’s sales strategy and what you can gain from similar opportunities.
- Why having a long-term vision is crucial for entrepreneurial success and how Sam’s perspective shift helped him thrive.
Don’t miss this episode packed with actionable advice and real-world insights that can transform your approach to entrepreneurship!
Chapters:
00:00 Introduction and Background
03:08 Aligning Sales Approach with Values
06:26 The Power of Focusing on One Product
14:36 The Value of Feedback and Cohort-Based Programs
19:24 Pivoting to a New Product
21:16 Building a Roadmap and Confidence
Resources or Links:
- Connect with Sam Saarinen: LinkedIn, Quizius
- Learn More about the 3E Edsales Elevation Experience: Join the waitlist for the next cohort here.
- Interested in Growing Your Education Business? Book your FREE Strategy Call with Josh.
Tune in to discover how focusing on the right strategies can lead to extraordinary results!
Connect with Josh Chernikoff
Founder, Edsales Elevation Experience
Host, Edsales Edge Show
🔗 LinkedIn: https://www.linkedin.com/in/joshuachernikoff/
📘 Facebook: https://www.facebook.com/joshua.chernikoff
📸 Instagram: https://www.instagram.com/joshuadcdc/
📩 Email: Jc@joshchernikoff.com
Join the Edsales Entourage
Get closer to the conversations, strategies, and operators inside the ecosystem:
👉 https://www.skool.com/entourage
About Edsales Edge
Edsales Edge is the playbook for founders selling into education —
real strategies, real conversations, and what actually moves deals forward in institutional markets.
