Infinity - Sales Outsourcing Provider of the Year
Company: Infinity, Cedar Rapids, IA
Company Division/Group: Infinity
Company Description: Infinity provides go-to-market strategy and sales execution to clients who outsource inside sales. We apply our Buyerlytics® system to help admired brands get customers and keep customers in small-and mid-sized business marketplace.
Nomination Category: Solution Provider Awards Categories
Nomination Sub Category: Sales Outsourcing Provider of the Year
Nomination Title: Infinity
Tell the story about what this nominated organization has achieved since the beginning of July 2015 (up to 650 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:
Infinity revolutionizes the art and science of inside sales in the Sales Outsourcing Provider industry in our quest to become the number one sales agency. In July 2015, Infinity implemented a 10X philosophy with a mindset of innovation, rather than simple improvement, to support the sales agency model. Since then, Infinity rebranded, launched Buyerlytics® (a proprietary revenue system), remodeled the facility, and transitioned all clients to revenue share pricing (see 9-26 Culture attachment).
Buyerlytics® integrates the best-in-class components of go-to-market strategy to get and keep customers. This integration systematizes revenue achievement for clients, who have seen tremendous success in 2015-2016. Infinity generates more than $50M annually in a recurring revenue model. One Infinity sales team broke a client’s international sales record twice in 2016 for becoming the first team to generate more than $2M in revenue—Q1 2016 and Q2 2016 (see 9-26 HiPo attachment). Another sales team delivered 420% ROI through integration of the four components of Buyerlytics®: strategy & design, talent strategy, data & analytics, and sales execution (see 9-26 Champ.Chall attachment).
1. Strategy & Design
Through open sharing of data, long-term goals, and immediate concerns, Infinity demonstrates a commitment to clients’ bottom line. Infinity provides data-backed insight and innovative solutions to execute on clients’ boardroom initiatives. Infinity uses business planning, ROI calculations, client roadmaps, and implementation plans to design and implement tailored solutions to clients. With Buyerlytics® enhanced strategy & design, Infinity’s clients receive a 300% minimum ROI and have experienced an 100%+ revenue increase.
2. Talent Strategy
From recruiting to on-boarding and career pathing strategies, Infinity’s talent strategy attracts and retains professional, analytical account executives who want a career—not just a job. Using sales assessments and campaign-specific hiring profiles, Infinity identifies high-performing professionals with an aptitude and commitment to sales. Once hired, account executives complete onboarding certifications tailored to the needs of the client’s campaign—and in 2016, Infinity doubled onboarding training time. During their tenure, account executives receive regular monthly training through Infinity’s 2015 award-winning career path planning (see Internal Career Planning attachment). Since implementing these strategies, ramp time has improved. Account executives have decreased time to first sale by 80% and increased first month revenue of new hires by 100%.
3. Data & Analytics
Infinity’s enhanced data and analytics provides the information and visualizations to look at all levels of the marketing and sales process, internally and externally—before, during, and after campaigns. Through addressable market analysis, leading key performance indicators (KPIs), and account executive-level data, Infinity’s sales teams have the data they need for sales execution and sales development. These data are also available to clients during monthly and quarterly business reviews.
4. Sales Execution
Buyerlytics® sales execution involves a high-performance sales team culture. Each client’s program includes dedicated account executives, sales managers and assistant sales managers (6 account executives: 1 manager), sales development, and campaign analysts. The team has access to account executive-level leading KPIs to forecast pipeline and diagnose performance. Since implementing Buyerlytics®, live-coaching and quality reviews have increased and improved. Results include
• 85% increase revenue per account executive
• 50% increase in compensation for account executives meeting goal
• 2.5% of productive time (4 hours per month) dedicated to one-on-one training
• 300% increase in sales development team resources
All of these achievements occurred in 2015-2016—during Infinity’s 20th year in business. Infinity’s long-term success, however, is demonstrated by our 12+ year relationships with clients, and some of our recent awards: 2015 Workforce Awards (Best Career Pathing Strategy, Corridor Business Journal), 2014 Inc Hire Power, 2013 Inc 5000 fastest growing companies, and 2013 CBJ fastest growing companies.