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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
The Mindset Reset: Mitch Weisburgh On How Education Founders Can Master Mindset, Beat Burnout, and Close Strong Deals
You’ve got the product, the drive, and the skills, but when pressure hits, your mindset starts to crack.
Suddenly, deals stall, momentum fades, and even your warmest prospects go quiet. The harder you push, the less it seems to move forward.
Most education founders panic. They double down on demos, CRMs, late nights, and new pitches, thinking more effort will fix it.
🚫 Big mistake.
When your mindset cracks, hesitation costs contracts, fatigue kills momentum, and fear turns every objection into self-sabotage.
That’s why this episode of Breaking the Grade is a must-listen for every education founder who's tired of feeling stuck, drained, or second-guessing themselves when results slow down.
Josh sits down with Mitch Weisburgh, mindset coach, author of the Mindshifting series, and former advisor to top education publishers and EdTech companies, to unpack how mental mastery outperforms any sales tactic when pressure peaks.
Mitch draws from elite performers like Mike Tyson and Roger Federer to reveal why the best closers don’t chase perfection, they train their minds to stay calm, focused, and ready when everything’s on the line.
This isn’t fluff. It’s the field-tested psychology of education founders who close under pressure while everyone else freezes.
5 Power Moves for Education Founders when the pressure's on:
1️⃣ When Strategy Crumbles Under Pressure
Even great plans collapse under stress. Mindset, not tactics, keeps your pitch alive when objections hit.
2️⃣ Stories That Close (or Kill) Deals
Shift from “What if I lose?” to “I’m built for this.” Reframing turns panic into precision and control.
3️⃣ Perfectionism Is the Silent Killer
Flawless demos freeze founders, and Federer’s “win even when losing 49% of points” mindset builds resilience and results.
4️⃣ Energy > Effort
More grinding won’t fix fatigue. Quiet stress, turn pressure into fuel, and stay in flow.
5️⃣ Objections = Openings
“No” is feedback. Discover the 5 conflict styles that flip resistance into trust and momentum.
If your mindset is the missing link between stalled outreach and closed contracts, this episode gives you the tools to quiet the noise, reclaim your edge, and finish stronger than you started.
📩 Want help reframing your fears into a winning mindset? DM me “Mindset” and I’ll share a simple exercise to visualize success before your next call.
📤 Know a founder battling fatigue or stuck leads? Send them this episode; it could be the shift that saves their quarter.
✍️ Love the show? Subscribe on Apple Podcasts and Spotify so more education founders can turn mindset mastery into deals that stick.
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