The Selling Factory

What it Means to be on an SDR Team

Written by Zachary Orlowsky

Zachary Orlowsky is a rising senior at the University of Florida in Gainesville, Florida where he works on an outsourced sales team at The Selling Factory . Born and raised in Chicago, Illinois, he decided to come down to Gainesville to broaden his network, learn about sales, and pursue a degree in Advertising. And to play some golf!

Photo on Unsplash by Lukas Blazek

With nearly no background in Advertising, I knew what I had to do. Growing connections, meeting new people, and joining advertising-related organizations to follow. With an extremely quick turnaround rate, my dad connected me with a company in Chicago called UrbanBound. I realized that while working individually on sales-related items, the sales team as a whole felt more like a family than a group of employees. Upon the completion of this internship, I felt it was important to connect with a sales-focused company in Gainesville to further my knowledge of the sales process steps. This was the beginning of a connection I couldn’t be more eager to share. 

In April 2020, I had the opportunity to interview to work as a sales development representative (SDR) on an outsourced sales team. The team is filled with compassionate people with a willingness to further my knowledge of the sales process steps. With only a base-level understanding of what an SDR was, I knew this team would quickly change that.

In just a few short months, this change proved to be true. While working closely with a wide range of people at the organization, I gained the knowledge I needed to understand what it really meant to be part of an outsourced sales team. Initially looking at the term “Sales Development Representative”, I didn’t know what to expect. With a focus on sales prospecting and lead generation strategies, SDRs focus on working with companies and clients outside of their own company in order to generate sales. This particular outsourced sales team works with and assists numerous clients from all across the country.

While an SDR team helps client-companies in their pursuit to sell their products or services, I realized I could not only learn from them, but also from the companies we work with.

After being asked to aid in the sales process steps of my first client, I knew how to bind the two companies together through sales prospecting in order to assess interest in our company. This opportunity and career path has proven to be the optimal opportunity and the one that I was searching for just a few short years ago. Expanding my connections, meeting with new clients, and working on a team with an excitement to help others is what it means to be part of an SDR team. 

In just a few short months working with a driven, friendly, and brilliant team, I couldn’t be more grateful for this opportunity. While deciding on a career path, whether you feel you know what your goals are or aren’t, consider working on an SDR team to gain insight on sales prospecting and lead generation strategies. While the main responsibility is aiding other client-companies, these duties are simultaneously contributing to your own professional development as well as network expansion. I know you’ll love it!

Kira Baker

Campaign Manager

Kira recently graduated from the University of Florida and received her Master of Science in Entrepreneurship. She is passionate about helping businesses grow and connecting with new people. Some of her hobbies include traveling and hiking. She hopes to visit all of the National Parks one day!

Jared Glosser

Vice President

After graduating from UF in 2014 with a B.A. in history, Jared started his professional career Fundraising for a non-partisan political lobby in South Florida. In 2016, Jared moved back to Gainesville to work for a non-profit, recruit students for international travel opportunities, and pursue his MBA at UF. Jared has been with The Selling Factory since 2019 focusing on operations, client onboarding, and client success.

Ian Massenburg

Chief Operating Officer

A graduate of University of Florida (B.A. 2001), Ian Massenburg brings over 18 years of sales executive and sales management experience to The Selling Factory. Before coming on-board, Ian worked alongside Brad at Infinite Energy, and then spent his next 3 years as VP of Partnerships selling SaaS products B2B. Ian brings his vast knowledge and experience to the team and to our partner companies served.

Damien Paulk

Campaign Manager

Damien is a University of Florida graduate that recently joined the team full time after working as a Sales Development Intern for one year. As a Campaign Manager, Damien looks forward to contributing to the growth and success of The Selling Factory. When Damien is not at work he enjoys exploring Gainesville with his girlfriend and dog or watching the Gators dominate college football.

Brendan Viehman

Campaign Manager

Brendan graduated from Liberty University with a Bachelor of Science in Business Administration and Project Management. For the past 5 years, he has enjoyed working with blockchain technology and cryptocurrency development. In his free time, he surfs and makes personal finance videos for his YouTube channel.

Savannah Howard

Campaign Manager

A graduate from the University of Florida’s College of Journalism and Communications, Savannah obtained her Bachelor of Science in public relations with a concentration in French. After almost two years as a sales development intern for The Selling Factory, she joined the leadership team in 2021 taking on the role of Campaign Manager. In her free time, Savannah enjoys going to concerts and festivals and cooking for her friends and family.

Zack Kampf

Campaign Manager

Zack is a creative technologist with experience in advertising, event planning, and game design. He started as an SDR in 2018 and has been with TSF ever since. Upon graduating UF in 2019 he became a campaign manager and is currently seeking a master's degree from NYU. In his spare time, you can find him at the intersection of Art & Technology!

Josiah Blakemore

Campaign Manager

Josiah has over 8 years of sales experience, worked with Brad and Ian at Infinite Energy, and also spent time selling SaaS as Director of Partnerships at SharpSpring. He’s always been very competitive and has a love for sports and games. He enjoys solving problems and coaching team members to do the same!

Sue-Ming Frauenhofer

Marketing Manager

Sue-Ming received both her B.S. in Psychology and M.S. in Management from The University of Florida. As a student, she took on multiple roles while interning at The Selling Factory, including sales development, marketing, and recruiting, eventually leading to her current role as Marketing Manager. She enjoys refining her taste in music and visual art, engaging in mindfulness and meditative practices, and frolicking outside with her sidekick pup.

Adam Grossman

Chief Development Officer

Adam is an ordained rabbi, who has founded multiple ventures focused on workforce development. Hired as CEO by a failing non-profit, in over 5 years, his ingenuity saved the organization, which led to recognize it as one of North America’s most innovative Jewish non-profits. His expertise to identify, cultivate, and on-board talent ensures our student teams meet our partners’ needs.

Brad Gamble

Chief Executive Officer

After graduating from UF in 1999 with a B.S.B.A, Brad Gamble has dedicated himself to sales management, branding, coaching, and building companies. He served as the VP of Sales & Marketing for Infinite Energy until 2014, when he founded The Selling Factory. He has dedicated himself to teaching critical skills to tomorrow’s leaders, and helping companies achieve sales success and revenue growth.