McCall: Winning a state's largest school district unlocks regional education sales
Andy McCall · Lighthouse or Landgrab? How to Pick Your AI Sales Strategy · Aug 12, 2026 · at 29:00
Andy McCall describes the lighthouse sales dynamic when selling enterprise technology into school districts and the public sector.
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“If anybody's ever sold to school districts, like, they all talk to each other, they all know each other. You want to find the biggest school districts in each state, and if you can take that down, every school district underneath them says, oh, what did that one buy?”
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