The Selling Factory

Written by Meghan Keough

Meghan is a sales development representative at The Selling Factory as well as a sophomore studying Business Administration at UF. Fueled by her passion for writing and storytelling, Meghan has immersed herself in academic writing and journalism since her freshman year of high school. She gathers her inspiration from her hobbies, including reading novels and discovering new TV shows and films.

Kids have blankets, adults have stress balls, and dogs have chew toys to ease their nerves.

I have a miniature stuffed Gudetama, a Japanese cartoon character that looks like a sunny-side up egg. Its name is Benedict and it sits on my desk, ready at a moment’s notice for me to clutch and ease my sales induced anxiety.

When it comes time to take notes or when I feel confident enough during a sales call, I let go of Benedict and smoothly carry on my conversation. Whether one squeezes a stress ball or listens to a mood boosting music playlist, having an object or practice to ease tension and increase energy is a great way to ramp up confidence as a sales development representative.

DISCOVERING WHAT BENEFITS YOU

According to a study by ValueSelling Associates, Inc., fear is one of the biggest obstacles to business-to-business (B2B) outbound sales prospecting. More than half of sales representatives (53%) give up too easily when cold calling for sales and 48% are afraid to pick up the phone and make the call.

Finding an “egg”-cellent confidence boosting tool to help with cold calling in sales is not easy, but it can be worth it when you find the one that works for you. Everyone’s style is different, and you should explore the best ways that help you ease up and stay motivated during the sales process steps. To start, identify when you are lacking confidence in the sales process steps: before, during, or after the call.

Staring into the void and procrastinating before a call is a key indicator of lacking the confidence needed to initiate the sales process. If you experience this, try stretching, meditating, or going on a walk to release pent-up energy before dialing in. Understand that the fear of possible rejection is completely normal.

Freezing up at a simple question during a call may seem like a horrifying equivalent to forgetting the words to the national anthem in front of a crowd of thousands. You could also feel hesitant during the call and feel troubled about coming up with the next thing to say. An ideal way to use confidence boosting objects during calls is to keep something close by to fidget with, like a stress ball or a small jar of therapy dough, to use whenever you’re feeling anxious.

Maintaining a relationship with the prospect after the initial call is essential, so it’s important to take detailed notes during the call. These notes will come in handy after the call when it’s time to better prepare for a follow up conversation to discuss how to meet the prospect’s needs. Additionally, having a cup of tea, especially a soothing variety like chamomile, post-selling can aid with de-stressing as well as act as a practice that signifies the end of the day.

OVERCOMING THE FEAR OF CHANGE

It’s easy to egg yourself on for not overcoming the fear of change instantly. But expecting to quickly relinquish all perfectionism urges and begin each morning with a 10 mile run and 45 self affirmations is an unrealistic view on what adopting new sales techniques and tips entails. But knowing that change is not an all-or-nothing process is essential to making the transition from using no aids to embracing newfound confidence boosting tactics.

Beginning with items, strategies, or techniques that are already familiar is an easier way to transition to using confidence boosting tools. As a sales development representative, forming responses to unexpected situations and rejections is learned at an early stage. Whatever ways you handle sales objections can easily be translated into aids for easing tension.

BUILDING CONFIDENCE ONE STEP AT A TIME

You may not even need a Security Benedict. You might only need some simple confidence boosting tools such as listening to your favorite playlist before the call, smiling while you’re talking during the call, or decompressing afterwards. All of these methods can help refine your sales techniques and tips.

Confidence boosting objects and practices exist to ramp up energy and calm nerves. Embracing these practices, and even “yolking” around about them, is the most positive way to use them for sales success. Take Benedict’s advice: it’s better to do what you can to be sunny-side up then to do nothing and scramble.

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!

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