The Selling Factory

Case Study: Next Force Technology

NEXT provides a work-sharing platform for businesses using state of the art AI/ML technology. This enables restaurant operators to dynamically scale workforce capacity, whenever and whenever needed.

Challenge

Based in Silicon Valley in California, NEXT had established an initial market with one of the top nationwide Quick Service Restaurant (QSR) brands. They sought to ramp up their sales quickly with an additional highly regarded and fast growing QSR brand. However, they found it difficult to find and retain Sales Development Representatives (SDR) in-house.

Goal

  • Set 16 demos per month in new QSR channel for Account Executives by month 6
  • Enrich 100 or more accounts within new QSR brand
  • Increase awareness of NEXT with the second QSR brand franchisees

Solution

Rather than continuing to spend resources on hiring SDRs, they hired The Selling Factory to  build a 4-person SDR team and outreach plan for this new market. Integrating into Salesforce and YesWare, The Selling Factory team quickly ramped up to enrich provided leads and set discovery calls for NEXT’s Account Executive team.

Research and build B2B prospecting lists

Manually qualify leads through CRM platforms

Inbound and outbound call campaigns

Set sales meetings and appointments

Results

  • Experienced a 25%+ Quarter over Quarter growth in both Q1 and Q2 of 2021
  • Increased demo sets each month meeting monthly goals by month 5
  • Accurate enrichment of 100 accounts within the first month leading to conversations and conversions
  • The speed of The Selling Factory to hire talent and its quality production led NEXT to increase the team from 4 to 6 fractional SDRs in month 3 and from 6 to 8 fractional SDRs in month 6

Testimonial

“As an experienced founder, I sought a more effective solution to lessen the internal stresses and the costs of building an SDR team. The Selling Factory’s model piqued my interest. The results have been exceptional. They provide consistent and thoughtful support, and the college students are as good as talent as we can recruit without the hassle of turnover.  We have seen positive growth with their work and would highly recommend them for those looking to scale, especially those looking for affordable and high-quality talent.”Ramneek Bhasin, Cofounder & President, Next Force Technology

Kira Baker

Campaign Manager

Kira is a recent graduate from the University of Florida where she 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 hope to visit all of the National Parks one day!

kira@thesellingfactory.com

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.

jared@thesellingfactory.com

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.

ian@thesellingfactory.com

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.

damien@thesellingfactory.com

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.

brendan@thesellingfactory.com

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.

savannah@thesellingfactory.com

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!

zack@thesellingfactory.com

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!

josiah@thesellingfactory.com

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 led a psychology research lab on goal achievement and life satisfaction and 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. Through her creative and methodical vision, she engages both students and entrepreneurs to help them find their version of success.

sueming@thesellingfactory.com

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 Slingshotfund.org 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.

adam@thesellingfactory.com

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.

brad@thesellingfactory.com