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
Mike Lawrence: On Putting Students First, an Innovation Index and Ted Lasso
Growing up in California in the 1970's, Mike Lawrence was surrounded by technology. He was a fan of Jobs, Woz, and Apple before they had fans around the world. His love for tech was just a hobby - at first - and once he got older, he stayed in Cali and became an English teacher.
But -- Mr. Lawrence - as the cool kids called him in English class - quickly learned that tech - specifically helping teachers with tech - would be his path and passion.
By listening to our show today, you'll learn:
- What organization this Apple Distinguished Educator is leading today, and how is he well on his way to creating another engaged community passionate about tech in the classroom.
- Why California was (and still is) the perfect place for ed tech and enables Mike to do his magic in the classroom;
- And - you’ll hear stories Mike and Steve Jobs - and - how he channels Ted Lasso when leading teams today.
Breakers band together and be ready to learn from this brilliant educator Mike Lawrence.
Teacher in the OC
- English, wrote curriculums
- Workshops for teachers with unboxing
CUE.org
- 13 years
- Rockstar teacher camps
- Impact CA and NV
- 2k to 8k for conference
Go to Google
- Want to get into K12
- Give them a list of options
- Google Certified Innovator Program
- Leverage Apple learning for Google
Power Up
- Lead customer advocacy program
- Started Council on Educational Innovation
Cali all the way
- Worked at Disney
- Sister been there 30 years
Apple all the way
- 1981 Jobs rolls out initiative where each kid gets an Apple
- Bought one for himself too
- Why Apple? Adapts to human side
- Mental bicycle
- Know Jobs?
Ted Lasso, not Jobs
- positive work environment
- Vulnerability
- How does Lasso translate to the classroom
Music Man
- Greatest Showman
Jamf (Present)
- Jamf's Purpose: Empower people with technology that puts humans first
- Mission: Help organizations succeed with Apple
- Values: Selflessness, Relentless Self Improvement
