The Selling Factory

How an Outsourced Sales Team Can Solve Your Prospecting Problems​

Written by Emily Weingarten

Emily Weingarten is a fourth-year combined degree student earning her Bachelor’s in Business Management and Master’s in International Business by May 2021. She has been working for The Selling Factory for over two years working on a variety of campaigns and projects. After graduation, Emily accepted a full-time position at Chewy as a Category Analyst at their headquarters in Dania Beach, FL.

Often in the sales process, we hit a wall. We get to the point where the tunnel gets dark and we don’t see any other paths to venture down. Sometimes, all we need is a new set of eyes to bring on fresh ideas and accelerate business growth.  

I have been a sales development representative on an outsourced sales team for the past three years, collaborating on a variety of campaigns to help further develop companies’ sales strategies and increase their clients. My works have ranged from data pulls, to email outreach, and even outbound calls. Each time, I am always amazed by what my team and I are able to accomplish. Through my experiences, I have recognized 5 main reasons as to why you should let an outsourced sales team solve your prospecting problems:

  1. Bring on New Ideas: Of course, the main reason that stands out to most people is the fact that an outsourced sales team can bring on new ideas to surpass metrics for business growth. They typically have experience in a variety of fields and have seen which sales strategies work in each one. You may not even be aware of some of the sales prospecting tools and tactics that can be incorporated into your schedule.

  2. Build Connections and Networks: Outsourced sales teams will provide you with relationship-building skills and help you expand your network. Sales development representatives will work with you closely to understand your product and/or service to ensure that they can confidently and effectively achieve business growth for your company. These connections can even lead to new hires or partnerships for your business in the future!

  3. Identify roadblocks that may be causing issues: You may be experiencing an issue that seems unsolvable but simply needs to be looked at from a new angle. An outsourced sales team can directly analyze your metrics and build the appropriate prospecting plan. The plan can then be managed and improved over time as the team tracks your business growth and constantly makes efforts to do better.

  4. Allow You to Dedicate Your Time Elsewhere: Everyone who has done sales prospecting knows how time-consuming it can be. By allowing sales development representatives to focus on the sales process, you can focus on other areas such as marketing, human resources, and operations. This freed time can be used wisely to analyze bigger sales strategies rather than just working on the smaller steps that need to take place.

  5. Incorporate new tools into the process: Through collaborating with an outsourced sales team, you are able to take advantage of all of the sales prospecting tools and programs that they have to offer. Since the team has worked on a variety of projects, they may be familiar with tools that you were unaware of and can help teach your team about all of the useful features that will contribute to business growth.

Overall, the possibilities within the sales process are truly limitless, as each case is unique and brings new challenges to the table. Since sales development representatives have experience working with many different industries, they provide adaptable tools that will expand your network and ultimately your sales. Repurpose the time you would spend developing the perfect sales prospecting plan and let an outsourced sales team handle all the work!

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Mia Semel

Campaign Manager

Before graduating with a B.A. in Sustainability Studies, Mia took on multiple roles while interning at The Selling Factory, including sales development, recruiting, and leading campaigns. She is an active listener and effective communicator, specializing in fostering genuine connections and finding common ground among differing perspectives. She aims to find practical, creative solutions regarding sustainable development, biodiversity and the climate crisis.

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.