Coach reps through the realities of K-12 selling: 12-24 month district cycles, July 1 fiscal-year timing, board approvals, multi-stakeholder consensus, and the very different velocity of school-level deals. Fluency with the K-12 buying cycle — needs assessment, goal setting, vendor evaluation, procurement — and the personas who drive each stage (Superintendent, CAO, Director of Curriculum, Director of Instructional Technology, Principal, Instructional Coach).