The Selling Factory

Written by Brad Gamble

Chief Executive Officer at The Selling Factory, he has a wealth of experience in sales development. Following his 8 years as VP of Sales and Marketing and part of the executive team of a $500m company, he launched The Selling Factory as a selling-focused destination in the heart of Gainesville’s thriving business and university district.

Five years ago, on October 1st, we opened The Selling Factory’s doors. At the time, we had no idea what The Selling Factory would look like five months, let alone five years later. Our expansion propelled us to move to a brand new office space on August 1st. Located in the heart of Downtown Gainesville’s Innovation District and 4 short blocks to University of Florida’s campus, we increased our capacity by 45%. Looking back from three locations and multiple pivots, we celebrate our fifth anniversary with pride and excitement looking forward to the next five years. 

FINDING TUNE FOR OUR MODEL

At our inception, we tested various ideas hoping one would stick. We tried a business incubator model, we ran Selling Boot Camps, and we facilitated focused cold-calling sessions called Selling Blitzes. We quickly realized that this was not sustainable. We needed to change our business model to create a scalable and profitable business.  

While it took some time (a year to be exact), our greatest asset was the ability to recruit and coach highly-motivated college students in sales. We knew that if we trained the exceptional talent at one of the best universities in the country (I am biased as a proud member of Gator Nation), clients would come. And that they did. 

DISCOVERING TOP TALENT AT UNIVERSITIES

Finding good – let alone great – entry-level sales talent is a monumental challenge for most companies today. Add in management and turnover of these teams, companies are struggling daily to meet their revenue goals. We pivoted in the Summer of 2017 to support companies to overcome these difficulties. Our fractional sales model, hiring and managing college students from top universities, has driven sales and customer growth of over 80 companies – large and small, enterprise and early-stage startup, and everything in between. While this concept has been valuable for companies, it has equally benefited our students.

The heart and soul of The Selling Factory are our students. Every day, we prepare college students today to be the professionals of tomorrow. Their determination, enthusiasm, and a fresh, can-do attitude has been an inspiration to leadership. In an oversaturated employment market, students find it challenging to differentiate themselves. Student positions, which are offered throughout the year, intersect an internship and part-time job that post-graduation roles crave. Throughout the experience, students strengthen their communication skills, gain greater confidence, and own their value proposition. Since working with our first student, we have been fortunate to see the 325 students later launch companies like Panther, Grifin, and Spot Ranger, as well as jumpstart their careers at companies such as KPMG, Oracle, Equitable Advisors, CDW, and more.

BUILDING CAREERS AND COMMUNITIES AT THE SELLING FACTORY

The friendships and relationships our students develop with one another, as well as leadership, are meaningful building blocks in their journey as a college student and leading into the business world upon graduation. This past year we were informed that The Selling Factory is one of the largest employers of active University of Florida students, outside of the university itself. Our relationships with the Career Counselors, Deans, Professors, and Administrators across campus have helped fuel the growth of The Selling Factory and provided invaluable opportunities for students to learn, grow, and thrive.

Beyond the external opportunities, we have prided ourselves on improving the Gainesville community. Many SDR interns have stayed in Gainesville following graduation to help us build internally. Leading our 75+ students per month, our Campaign Managers work together to coach our students and communicate with our clients daily. Zack Kampf (the technological savant), Josiah Blakemore (the coaching dynamo), Damien Paulk (the zen master), and Savannah Howard (the calming force), each worked as an SDR intern prior to taking a more expansive role leading teams. 

Beyond internal hires, we have pulled individuals from the outside – Brendan Viehman (the crypto captain), who moved from North Carolina at the height of the pandemic, and recently added Kira Baker (the selling brewmaster), a double Gator. In addition, we hired a former SDR intern, Sue-Ming Frauenhofer (the brand boss), to expand and advance our Marketing Department. In just four months, she completely redesigned the website, the brand image, and social media channels. And, she has activated connections between students and leadership by creating fun TikTok and Instagram videos. 

TURNING THE PAGE TO OUR NEXT CHAPTER

The growth over the last 12 months has allowed us to invest in our operational infrastructure and client success. Humbled by the fact that so many businesses (and people) suffered during the pandemic, we flourished. Revenue will double, year over year. And because of our abundant access to talent, companies look to us to support their lead generation and sales development needs.  

As we continue to support companies in their sales development needs, bring students back to in-person work experiences, and build the Gainesville community, we appreciate the collaboration. Thank you to our students, our clients, our partners, and our leadership team for supporting The Selling Factory these past five years. We can’t wait to see what’s next!  

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