Ask most reps about EdTech sales enablement, and you'll likely hear about the stuff they often get but don't need: outdated one-pagers, unfocused demo scripts, and hand-me-down PowerPoints. It's a hodgepodge that education sellers don't have the time to sort through. Some resources drift so far off the mark that reps feel forced to create their own tools, adding to the frustration.

A quality sales enablement resource library should contain the least amount of information that your sellers need to win education business. Selling tools should mirror your selling process. Enablement content has to be consumable from anywhere—including the campus parking lot.

I participated in a "360 Evaluation" from a former employer. To be sure, I found I had a LOT to work on. But when it came to Customer and Sales Rep Empathy, my scores were totally off the charts. I know how to produce enablement materials that work hard for EdTech sellers:

• Short-form selling tips and examples
• Advice for finding opportunity in School District strategic plans
• Prospecting message templates
• Discovery meeting starters
• Competitive positioning samples
• Pilot-to-purchase frameworks
• Sales-to-Client Success handoff checklists