What Makes College Students Great B2B SDRs

Written by Brendan Viehman

Previously working with cryptocurrency and blockchain marketing, Brendan Viehman is now a Campaign Manager at The Selling Factory. He oversees a variety of campaigns, consistently collaborating with our Sales Development Representative team. In his free time, he enjoys surfing and creating YouTube videos.

Photo by Content Pixie from Pexels

College students can make some of the best sales development representatives (SDR) in a B2B sales environment. While some might find this shocking, as they would typically look to experienced veterans to head their sales endeavors, college students have something that most experienced people don’t; a hungry desire to go, grow and learn.

Hiring College Students as SDRs

College SDRs have the energy and desire that most hiring companies crave, however they lack the sales experience that some companies require. In exchange for the sales experience, they are motivated to learn and soak in what information and teaching is available. They are not comfortable with the way they have been working for the past 30 years, but rather they are excited to begin.

In the same way, a kid goes into a candy store for the first time, college students who graduate are eager to pounce on any opportunity in an entry level sales job to help launch their career. They have nothing to lose yet and everything to prove. They are more flexible to working over, more negotiable for pay, and more accepting of constructive criticism. Where they lack sales experience, they make up with the energy and versatility they bring.

I think the flexibility to mold a college student is one of the greatest strengths. Since most fresh graduates have little to no sales experience, they are a fresh slate for an entry level sales job. Businesses can mold them the way that they want to fit a specific industry or role. 

Hiring companies don’t have to expect baggage or bad habits that college students learned from a previous sales position, as they see their first experiences like the ones to soak in and set their foundation of what B2B sales really is. Their perspective of B2B sales is molded into their first sales experience.

Recruiting Untapped Potential

While college students do make great SDR candidates, they are not always the right option. Sometimes, hiring companies require more experience depending on the job or the position. High energy and the ability to learn are great, but when it comes down to it there are specific jobs that demand experience, and experience only comes through time. 

I believe that we are starting to see a shift in the way that young adults fit into our society. A couple of decades ago, it would have been uncommon to see a self-made millionaire in his 20’s whereas today they are becoming increasingly more common. 

Taking it down a notch, we are seeing more young adults play the role of the manager in a business environment. Their skills, passion, and desire to give more energy than their older predecessors have created an opportunity for young SDRs to prove themselves. 

There is untapped potential waiting everywhere. Both experience and energy have their place in an entry level sales job and as time progresses, the world does change. With a changing world comes changing needs, needs that can be met in new ways. 

It’s safe to say that college students can make great SDRs in a B2B sales environment. While college students might not be a one-stop shop for fixing everything, it is certainly worth it to have eager and energized SDRs on your team.

Victoria Zamitalo

Campaign Manager

Victoria received a BA in History and Economics from the University of Florida in May 2023. She is a driven sales professional with over 5 years combined experience in customer service, consumer relations and outbound sales, and is deeply passionate about fostering close relationships between consumers and sellers. She aims to train the next generation of sales professionals in not only the tricks of the trade, but also interpersonal skills that make sales the exciting and ever-changing industry that it is.


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 Grieve

Senior Campaign Manager

Kira 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

Growth Manager

Josiah has over 10 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 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.


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.