{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"The Boyz of Edtech | K–12 Education Insights","title":"From Cold Outreach to Real Conversations: Building a Smarter K-12 Go-to-Market Strategy","html":"","width":"100%","height":180,"duration":2911,"description":"In this episode of The Boyz of EdTech, Rick Fernandez, Matthew Millstein, and Jacob Kantor sit down with Bobby Offterdinger, CEO of TAM to Target, for a tactical conversation about what actually works when selling into K-12. Bobby shares his journey from elementary school teacher and reading specialist to instructional technology, EdTech sales, and eventually launching TAM to Target to help companies build more effective go-to-market strategies across education and the public sector.\nBobby breaks down why more meetings do not automatically translate into more revenue. Successful EdTech companies still need product-market fit, message-market fit, sales acumen, and a clear understanding of district procurement. The group explores growing opportunities in CTE and career readiness, why some legacy products are leaving room for new competitors, and how founders can connect a specific district leader's pain point to a specific solution rather than overwhelming prospects with every feature their product offers.\nThe conversation also gets practical about outbound sales. Bobby explains why phone outreach continues to outperform cold email for TAM to Target, how founders should test different messages before scaling volume, and why genuine curiosity and empathy are fundamental sales skills. They discuss researching prospects before meetings, choosing go-to-market channels based on the type and price of a product, and understanding why selling an enterprise-wide system requires a very different motion from selling a smaller solution below procurement thresholds.\nBobby also shares how AI is reshaping the SDR function. Instead of expecting one person to research accounts, build lists, write outreach, call prospects, and manage every other part of prospecting, TAM to Target separates go-to-market engineering from the human conversations SDRs are best positioned to handle. The episode closes with a rapid-fire discussion on cold email, phone calls, sales signals, storytelling,...","thumbnail_url":"https://img.transistorcdn.com/wkLqTp5mkY2lrJRZTIPFUj-eapGDdxUdGrVrmDFKhCs/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9hZTQx/YmRlN2E0ZTQzNTEy/ZmQzNjQxNzQzY2Uz/NjYxYS5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}