The Selling Factory

Case Study


Würk, a cannabis HR & payroll software company, exists to help underserved businesses fortify, comply, and thrive in the face of uncertain regulatory environments. Designed specifically for the cannabis industry, our platform allows employers to protect and streamline their operations, while providing an environment where people are a priority every step of the way. Our intuitive, all-in-one solution automates the most complicated and risk-prone processes associated with hiring, scheduling, and paying employees.


With an oversaturation of businesses hiring in Denver and a lack of quality of Sales Development Representatives (SDR) available, Würk’s challenge of finding and retaining talent forced them to look externally to fill these positions. Without this portion of the workforce in place and operating consistently, Würk lacked sufficient prospecting and outreach as they seek to scale quickly at the top of their sales funnel. Additionally, Würk needed to provide coverage of inbound call lines to properly support their current and prospective customers.


The campaign was time sensitive; every day cannabis companies are being dropped by their payroll providers. Initially, The Selling Factory was tasked with an On Demand Sales Support to qualify thousands of cannabis companies nationally and quickly and accurately prioritize them for outreach. Following, The Selling Factory became the fractional SDR team to connect with warm leads, qualify them, and schedule them with an Account Executive (AE) to bring new users to Würk’s platform.


To begin, The Selling Factory  built a team to research and qualify over 14,000 leads in as little time possible with multiple data points including employee count, phone numbers, and direct contact email addresses. In addition, The Selling Factory functioned as the inbound Sales Development Representative team integrating with Würk’s sales processes, CRM and engagement platform to communicate with and record updates on warm inbound leads. After gathering an understanding of the potential clients’ needs, The Selling Factory SDRs scheduled a discovery call for the lead and the AE to go over Würk’s platform and pricing strategy.

Conduct Sales and
Marketing Research

Enrish Data or
CRM Platform


  • Accelerated qualifying of 14,543 leads in 55 business days
  • Generated 30 weeks of work in 10 weeks
  • Facilitated inbound call traffic over 2 month period


“The Selling Factory propelled Würk’s sales funnel at a time of rapid expansion. Their communication was excellent, ramp-up time was minimal, and their team worked with us to build out a number of our processes. The team took on a massive data project that we were attempting to do internally, but would have taken 5 times as long to complete. They plugged into our BDR role complementing our internal sales team, and set the stage for our continued market expansion. The Selling Factory moved mountains for us, and their team helped to jump-start our sales pipeline at a critical stage in our company’s growth. ” – Jeff Imm, Chief Operating Officer, Würk

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.