The Selling Factory

Case Study

Vet Comp & Pen

Vet Comp & Pen offers services to U.S. Veterans in their pursuit of the VA Disability Benefits they medically, legally, and ethically qualify for.


With the need for its services so great, Vet Comp & Pen had a backlog of Veterans, who initially raised their hands, but did not follow through with the qualification and onboarding process.


  • 10 Total Dial Attempts Per Veteran Contact
  • 1+ Surveys Completed Per Hour 
  • > 7% Conversion to Survey completed (Based on Historic Internal Efforts)


The Selling Factory built a 30 person outreach team to support Vet Comp & Pen. The Selling Factory’s assignment was to call on thousands of assigned Veteran prospects in a 4-month period, guiding veterans through a sales qualifier survey form. Success was defined as surveys completed and the subsequent warm transfer of qualified Veteran contacts to Vet Comp & Pen specialists. By building out these processes and managing them, Vet Comp & Pen was able to focus on the higher-level sales and customer support services to grow their business at a more rapid rate.

Utilizing an HCI Clicker Dialer program, we sought to make up to 10 call attempts per veteran prospect and to dial through a large database of assigned Veteran contacts weekly. With many Veterans having experienced some of the most extreme hardships one can imagine, providing a team with a high level of empathy was required to manage the effectiveness of the call all while ensuring call duration was efficient.

Research and build B2B prospecting lists

Manually qualify leads through CRM platforms

Inbound and outbound call campaigns

Set sales meetings and appointments


  • 5,639 Total Surveys Completed
  • 1.55 Surveys Completed Per Hour
  • 9.3% Conversion to Survey Completed
  • Vet Comp & Pen Specialists contracted with several hundred Veterans in need of help


“We tasked The Selling Factory to develop a program to maximize our veteran prospects list’s potential, and we are very happy with the results. The TSF SDR team of university students drove an 8 times return on our investment. Beyond the revenue growth, the TSF management team was always engaged and readily available, making this an excellent partnership.” – Brendan George, Senior Sales Manager at Vet Comp & Pen

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 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.

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.