The Selling Factory

Case Study

Feathr

Feathr offers a comprehensive marketing toolkit built specifically for the needs of events and associations. Feathr hired The Selling Factory to supplement their internal sales team, in order to 1) save time, 2) increase revenue and 3) streamline processes.

Challenge

Feathr sought to scale faster by alleviating the time-intensive work of their internal team. Feathr’s internal sales team were spending a majority of their time on researching potential prospects for the platform, instead of on revenue generating activities. Feathr was searching for a solution to streamline their entry-level qualifying process to capitalize on their staff’s skills and amplify their revenue.

Goal

The Selling Factory’s (TSF) main objective was to populate Feathr’s SalesForce CRM with qualified prospects, at a pace that exceeded the capacity of their internal team.

Solution

Each week, The Selling Factory would build, qualify and enrich lists of hundreds of raw leads provided by Feathr. Categorizing the leads based on Feathr’s ideal customer profile (ICPs), The Selling Factory qualified or unqualified a raw lead based on defined criteria set by Feathr. In addition, The Selling Factory further enriched qualified accounts by finding the appropriate contact people for each lead.

Research and build B2B prospecting lists

Manually qualify leads through CRM platforms

Inbound and outbound call campaigns

Set sales meetings and appointments

Results

  • Researched and qualified over 30,000 leads
  • Grew bookings by 250% year-over-year, from $400k, Q1 (pre-TSF) to $1.4M, Q1 (with TSF)
  • Lifted number of demos by 1,300% year over year

Testimonial

“TSF is an exceptional partner. We’ve tripled our customer base over the last two years with the predictability they’ve brought to our prospecting process. They feel more like friends/ Feathr department versus an outsourced team. With minimal guidance TSF helped us to prospect an entirely new vertical for our customer base… on a weekly basis they identify new decision makers for our Sales Development team to book demos with. We’ve worked with a half dozen different research/prospecting companies internationally… none come anywhere close to the quality provided by TSF leadership and their UF interns. They’re excellent partners and we very much appreciate their ability to iterate and help us refine our processes. When I have a special project or hear of a colleague who does… TSF is who I recommend every time.” – Joshua Lovett, Director of Sales at Feathr

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