Breaking the Grade

(Best of) Your Demo Is the Problem: What Education Founders Must Do—and Stop Doing—to Close More Deals With Their Demos

03 Aug 2025

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Most EdTech demos fall flat because they focus on product—not pain. They walk through features—but skip the funding strategy.They sound polished—but feel disconnected.And when the call ends? No buy-in. No follow-up. No deal.That’s where John Gamba changes the game.John isn’t just an expert in EdTech innovation—he’s coached thousands of education entrepreneurs through founder-led sales. As Director of Innovative Programs and Entrepreneur-in-Residence at Penn GSE, he’s helped founders go from pitch mode to purchase orders—without sounding like a salesperson.On October 11, 2024, I sat down with John live at the height of demo season—and what he shared still hits just as hard today.💥 And here’s the controversial truth:Most demos aren’t just ineffective—they’re repelling your buyers.EdTech founders are over-investing in decks and under-investing in clarity. And that disconnect? It’s killing conversion.I’m re-airing this episode because too many EdTech founders are still demoing like it’s 2013. Polished decks. Zero traction.With back-to-school chaos heating up, your demo can’t just look good.It has to convert.If your demo is polished but not converting, this episode will help you course-correct fast.🔑 3 Big Takeaways for EdTech Founders1️⃣ Flip the Script with the ABC DemoJohn’s high-converting framework flips the usual “features-first” pitch on its head.👉 Start with the buyer’s priorities, link to real funding buckets, and frame your product as a strategic solution—not a wishlist of features.2️⃣ Start a Conversation—Not a PitchTop founders don’t pitch. They guide trust-building conversations.👉 Use soft openers like “I may have this wrong, but…” to lower resistance and invite collaboration. That small shift? It can change everything.3️⃣ The Demo Isn’t a Meeting—It’s a SystemJohn maps the whole journey—from when to drop a Loom video, to how to follow up after ghosting.👉 Demos that close aren’t flashy. They’re structured and strategic.If your sales calls fade fast—or your “great pitch” keeps getting ghosted—this is your reset.📩 DM me “Demo” and I’ll show you how to restructure your pitch using John’s proven ABC framework.📤 Know an EdTech founder demoing features like it’s 2013?Send them this episode. It could save them a pipeline full of wasted calls.Because in EdTech,The clearest, most contextual message wins.✍️ Love the show?Subscribe on Apple Podcasts and Spotify so more education founders can turn clarity into traction.Thanks for tuning in to Breaking the Grade.#EdTechSales #FounderLedGrowth #SalesStrategy #JohnGamba #EducationInnovation #DemoStrategy #BuyerAlignment #ClarityConverts #BreakingTheGrade #EdSales #PennGSE

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3ª PARTE | 17 DIC 2025 | EL PARTIDAZO DE COPE

01 Jan 1970

El Partidazo de COPE

13:00H | 21 DIC 2025 | Fin de Semana

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01 Jan 1970

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12:00H | 20 DIC 2025 | Fin de Semana

01 Jan 1970

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Breaking the Grade

(Best of) Your Demo Is the Problem: What Education Founders Must Do—and Stop Doing—to Close More Deals With Their Demos

This episode hasn't been transcribed yet

Other recent transcribed episodes

3ª PARTE | 17 DIC 2025 | EL PARTIDAZO DE COPE

13:00H | 21 DIC 2025 | Fin de Semana

12:00H | 21 DIC 2025 | Fin de Semana

10:00H | 21 DIC 2025 | Fin de Semana

13:00H | 20 DIC 2025 | Fin de Semana

12:00H | 20 DIC 2025 | Fin de Semana

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