Infinity Presents at the AA-ISP Leadership Summit Chicago April 18th-20th

CEO Thomas R. Leidigh Shares Strategizes on Revolutionizing Sales for Growth

Infinity CEO Tom Leidigh will present on how to revolutionize sales growth at the 9th annual American Association for Inside Sales Professionals (AA-ISP) Leadership Summit at the Sheraton Grand in Chicago, IL. The Summit features 70 sales experts plus breakout sessions for hands-on learning.

“Radical sales transformation is not just sales execution. It starts with a revenue system,” remarked Infinity CEO Tom Leidigh. “Throughout Infinity’s 20-year history as an outsourced inside sales agency, the most common phrase coming out of a boardroom is: We need more sales. Usually executives define a target 100%, thinking it is the right goal. But why stop at 100%?”

Leidigh will be encouraging AA-ISP attendees to think bigger in his talk “Enough with the Incremental Changes: Revolutionize Sales with Innovative Thinking” on Wednesday, April 19 at 10:15 a.m.

To help clients achieve a New 100% sales target, Infinity developed the Buyerlytics® revenue system. Buyerlytics® helps clients quickly integrate the components that drive revenue, including strategy & design, data & analytics, human talent, and sales execution.

Since formally launching the Buyerlytics® methodology in 2016, Infinity’s clients had seen tremendous results. One Infinity sales teams broke a client’s global sales records; another team delivered 420% return on investment for another client. All clients have experienced 300% ROI and 100%+ revenue increases.

“This growth doesn’t only come with new clients and programs,” says Jay Davey, Infinity Chief Revenue Officer. “This growth is on top of already fine-performing sales programs that got a boost from the integrated strategy, human talent, and data and analytics that Buyerlytics® brings.”

The success of the Buyerlytics® methodology led to Infinity being named Sales Provider of the Year by the National Stevie® Awards in 2016. Infinity was also honored for Sales Manager of the Year and Telesales Team of the Year.

Leidigh and Davey will share examples of how the Buyerlytics® revenue system works during several sessions at the AA-ISP Summit. Those interested in meeting with Infinity sales leaders are encouraged to visit the Infinity exhibit at the Summit to make an appointment.

 

INFINITY’S PRESENTATION SCHEDULE

Wednesday, April 19th:

  • 10:15 AM Tom Leidigh, CEO: Enough with Incremental Changes: Revolutionize Sales with Innovative Thinking (Room: Sheraton Ballroom)
  • 1:00 PM Jay Davey, CRO: Build Your Own Call Coaching Scorecard (Room: Huron)

Thursday, April 20th:

  • 10:00 AM Jay Davey, CRO: Sales Enablement/Operations Roundtable (Room: Erie, Level 2)

 

ABOUT INFINITY

Infinity is an award-winning inside sales agency and consulting firm with 20+ years of experience helping B2B companies maximize sales and drive revenue. Infinity implements our proprietary Buyerlytics® revenue system to go beyond current sales targets and achieve a New 100% sales goal.

Infinity Wins Gold as National Sales Provider of the Year

Infinity won Gold Stevie® Awards in the Sales Provider of the Year and Sales Manager of the Year categories in the 11th annual Stevie Awards for Sales & Customer Service. Infinity’s high-potential sales team won Silver in the Sales Team of the Year category as well.

The recognition comes after a year-long transformation, during which Infinity Contact emerged as the rebranded Infinity (www.infinitydelivers.com), a sales agency focused on engaging business-to-business relationships and offering revenue share pricing for clients.

“The rebranding was more than a new logo,” says Infinity President and CEO Thomas R. Leidigh. “We’ve launched Buyerlytics®, a new revenue system that raises the bar on what sales teams can achieve.”

Buyerlytics® is Infinity’s proprietary revenue system that makes it possible to achieve higher sales quotas—defining a New 100% sales quota for clients.

Buyerlytics® revolutionizes sales programs by integrating all of the components that lead to superior sales: strategy and design, human talent, data and analytics, and sales execution. Infinity applies the Buyerlytics® methodology to improve sales for clients who outsource sales programs to Infinity or seek to improve existing, internal teams.

As a result of the Buyerlytics® revenue system, Infinity sales teams broke one client’s global sales records and delivered 420% return on investment for another client. All clients have experienced 300% ROI and 100%+ revenue increases.

“This growth doesn’t only come with new clients and programs,” says Jay Davey, Infinity Chief Revenue Officer. “This growth is on top of already fine-performing sales programs that got a boost from the integrated strategy, human talent, and data and analytics that Buyerlytics® brings.”

This level of success was fueled by revenue share pricing between the client, Infinity, and the sales team. Infinity developed new pay-for-performance compensation plans and implemented new, enhanced training and analytics. The result has been a decreased time to first sale by 80% and increased account executives’ average compensation by 50%.

“Implementing Buyerlytics® has been a win-win-win for our clients, our company, and our account executives,” says Leidigh. “It truly was a company-wide effort, and being recognized by the Stevie Awards at the company, manager, and team levels is testament to that.”

Infinity was founded in 1996 as Infinity Contact, a direct marketing company serving the automotive industry. In 2000, Infinity Contact expanded to include business-to-business telemarketing services that focused on selling products to small and medium sized businesses in the automotive, financial, digital, and software industries. In 2015, the organization underwent a rebranding, and emerged in 2016 as Infinity, a professional sales agency. Key to the rebranding were a rejuvenation of company culture and implementing the proprietary revenue system, Buyerlytics®. Today, Infinity has locations in Cedar Rapids, Iowa, and Farmington Hills, Michigan. Thomas R. Leidigh has owned and led the company throughout its history.

The Stevie Awards for Sales & Customer Service are the world’s top honors for customer service, contact center, business development, and sales professionals. The awards were presented during a gala banquet on Friday, February 24 at Caesars Palace in Las Vegas, Nevada.  More than 650 executives from around the world attended.

More than 2,300 nominations from organizations of all sizes and in virtually every industry were evaluated in this year’s competition, an increase of 10% over 2016.  Finalists were determined by the average scores of 77 professionals worldwide, acting as preliminary judges.  Entries were considered in 61 categories for customer service and contact center achievements, including Contact Center of the Year, Award for Innovation in Customer Service, and Consulting Practice of the Year; more than 53 categories for sales and business development achievements, ranging from Senior Sales Executive of the Year to Business Development Achievement of the Year; and categories to recognize new products and services and solution providers.

More than 75 members of several specialized judging committees determined the Gold, Silver and Bronze Stevie Award placements from among the Finalists during final judging earlier this month. Another 77 judges determined finalists.

“The Stevie Awards for Sales & Customer Service continues to be among the most competitive and fastest-growing of our awards programs,” said Michael Gallagher, founder and president of the Stevie Awards.  “The growth of the program illustrates the importance of the functions highlighted – sales, business development and customer service – to successful enterprises of all types, and how integral recognition in these domains are to building and maintaining corporate reputations.”

Infinity CEO talks “Radical Sales Transformation” at Inside Sales Accelerate17

Tom Leidigh Shared Strategies to Revolutionize Sales for Growth and Success

On February 14, Infinity CEO Tom Leidigh told 200 attendees at Inside Sales Accelerate17: “Radical sales transformation is not just sales execution. It starts with a revenue system.”

Leidigh discussed Infinity’s evolution as a sales agency with a proprietary revenue system that reaches a New 100% sales quota.

“It was exciting to share Infinity’s expertise and share the stage with such high-caliber colleagues to discuss how Infinity revolutionizes inside sales,” says Leidigh.

Leidigh presented in the roundtable discussion “Radical Sales Transformation: Rebooting a Sales Function for Growth and Success.”  The roundtable included business leaders from Infor and iHeartMedia.

 

Pictured left to right: Katie Azuma of Infor (panelist), Tom Leidigh of Infinity (panelist), Jon Pedersen of iHeartMedia (panelist), David Boyce of InsideSales.com (moderator), Dean Robinson of InsideSales.com (Chief Customer Officer)

Infinity Recognized as Finalist in Sales Outsourcing Provider of the Year

Infinity Sales Manager and Telesales Team Also Finalists for Stevie Awards for Sales

Infinity, the inside sales agency that rebranded and launched revenue share pricing in 2016, has been named a finalist for three Stevie Awards for Sales categories—including Sales Outsourcing Provider of the Year, Sales Manager of the Year, and Telesales Team of the Year.

The recognition comes after a year-long transformation, when Infinity Contact emerged as the rebranded Infinity, a sales agency focused on engaging business-to-business relationships.

“The rebranding was more than a new logo,” says Infinity President and CEO Thomas R.  Leidigh. “We’ve launched Buyerlytics®, a new revenue system that raises the bar on what sales teams can achieve.”

The success following the 2016 implementation and launch of Buyerlytics® is what caught the judges’ attention in the competition. Buyerlytics® integrates the components of superior sales, systematizing revenue, and making higher sales targets possible—a New 100% sales target.

Over 2016, Infinity implemented Buyerlytics® for all existing clients, which included a transition to revenue share pricing. As a result of the Buyerlytics® revenue system, Infinity sales teams broke one client’s global sales records and delivered 420% return on investment for another client. All clients have experienced 300% ROI and 100%+ revenue increases.

At the same time, revenue share pricing opened the door for improved compensation for account executives. New pay-for-performance compensation plans combined with enhanced training and analytics decreased time to first sale by 80% and increased the average compensation of account executives by 50%.

“Implementing Buyerlytics® has been a win-win-win for our clients, our company, and our account executives,” says Leidigh. “It truly was a company-wide effort, and being recognized by the Stevie Awards at the company, manager, and team levels is testament to that.”

More than 2,300 nominations from organizations of all sizes and in virtually every industry were evaluated for Stevie Awards for Sales and Customer Service, an increase of 10% over 2016. Finalists were determined by the average scores of 77 professionals worldwide, acting as preliminary judges.

More than 130 members of seven specialized judging committees will determine the Gold, Silver, and Bronze Stevie Award placements from among the Finalists during final judging. Achieving finalist status ensures Infinity will receive Gold, Silver, or Bronze placement.

Final results will be announced at the 2017 Stevie Awards for Sales & Customer Service on February 24.

ABOUT INFINITY

Established in 1996, Infinity provides target market consulting and sales execution to clients who seek to improve inside sales programs. Infinity’s Buyerlytics® revenue system helps clients consistently exceed revenue goals—defining a New 100% sales target.

More about Infinity at https://infinitydelivers.com/

Buyerlytics Snapshot

 

Infinity Leads the Corridor in Work-Life Balance

3 Reasons Why Our Sales Pros Rate Us Above Other Employers in Work-Life Balance

When it comes to work-life balance, Infinity sales pros rate us 4.2 out of 5 stars—above the average rating of 3.3 and above most employers in our area!

The term work-life balance can have multiple meanings, but in general it means having a satisfying personal life and professional life. Regardless of the exact definition, experts say that work-life balance means balancing time, and they advise workers to manage their time effectively to get what they want out of their day.

In fact, when we asked our employees why they rate us so highly in work-life balance, they said it’s because Infinity makes that time management easier. Here’s how.

Work-Life Balance Value #1 — Predictability

When experts give advice on achieving work-life balance, they start by recommending that workers better organize their time.

Our employees point out that organizing time is easy at Infinity because our work hours are predictable. Infinity sells products to businesses and that means working typical business hours.

“Our hours are 8 to 4:30, which is when kids are in school, so it’s perfect hours. And we have weekends off. No split shifts or different days off every week. The schedule is always the same.”

Work-Life Balance Value #2 — Flexibility

Flexibility is key to job satisfaction, according to a recent survey. 84% of parents said that flexibility is important in the workplace, and Infinity’s parents are no different.

In fact, Infinity’s flexibility is another reason why our employees rate us so highly in work-life balance.

“I’m a single mom and sometimes that means I need to go to appointments or school activities for my son. My management team works with me to make it possible for me to not only make the appointments that I need to be at—but also make great money while I am at work.”

Work-Life Balance Value #3 — Compensation

That last comment is the third reason why Infinity employees rate us highly in work-life balance: compensation.

Not only do Infinity employees get predictability and flexibility for balancing their personal and professional lives, but our pay structure makes enjoying personal life affordable.

Earlier in 2016, Infinity converted all of our clients to a revenue share pricing model. For our employees achieving sales goal, this meant a more than 50% pay increase from a year ago.

Our Goal: A Great Place to Work

Infinity has been tremendously encouraged by this feedback, because it means our plans are working!

In July 2015, Infinity CEO Thomas Leidigh announced his commitment to a company rebranding. It included improving the professional culture and making Infinity a great place to work.

The recent rating of Infinity’s work-life balance is just one sign that the company is meeting this goal.

Want to join us in enjoying work-life balance?

Infinity is hiring in Cedar Rapids and Farmington Hills: http://bit.ly/2bSuqmT

Now Hiring in Cedar Rapids, Infinity Hosts Open House

 

Infinity will host an open house at its headquarters on 4700 Tama Street Drive SE in Cedar Rapids on August 25, 2016 from 4:30pm to 7:00pm.

Members of the public are welcome to enjoy food, games, and giveaways, and tour the newly renovated facility, which boasts a break area with fresh food options, recreational space complete with table tennis and pool tables, and open collaboration areas.

Infinity staff will be available on-site during the open house to address questions about employment opportunities, which include positions in sales and finance.

The open house follows Infinity’s recent announcement to hire 50 new sales professionals this summer. Those with previous sales experience in car dealerships, repair, or services are particularly encouraged to attend.

More information about open positions and employee reviews of Infinity can be found online at http://bit.ly/2aTjdPD

Infinity provides go-to-market strategy and sales execution to help admired brands get customers and keep customers in the business-to-business marketplace.  

We Always Knew Our Employees Were Talented

Infinity’s HR is Now the Talent Team

Infinity’s sales team is more than account executives—they are our sales talent. To better support our AEs, our HR department has transformed into the Talent Team.

“We know that our success at Infinity is driven by talented individuals,” says Jason Glass, VP of Talent Strategy. “It’s only through the collective talent of our sales team that we will reach our goals.”

Renaming the team is part of our four-year 10X plan to grow and improve our company in everything we do and become 10-times better than ever before.

Since launching 10X in 2015, Infinity has already taken additional steps to support our sales talent, improving our company culture and designing our positions and processes to attract right-fit people.

With our Talent Team in place, Infinity takes one more step toward growing our sales talent and company and reaching our 10X goal.

Did You Hear? We’re Hiring Sales Talent in Cedar Rapids!

Learn more about our open sales positions at https://infinitydelivers.com/careers

The Newly Rebranded Infinity is Hiring!

Infinity Hiring 50 Sales Professionals This Summer

After a year-long transformation, Infinity Contact has emerged as the rebranded Infinity, a sales agency focused on engaging business-to-business relationships for Fortune 500 Clients. Now the company is expanding—looking to hire 50 new employees at the Cedar Rapids location in the next two months and an additional 50+ sales professionals in the next year. All this in Infinity’s 20th year of business.

“The rebranding was more than a new logo,” says Infinity President & CEO Tom Leidigh. “We are revolutionizing the art and science of sales. This is how we differentiate from the commoditized contact center industry.”Infinity_Logo_RGB

To spur this differentiation, Infinity further expanded their proprietary revenue system, Buyerlytics™. The Buyerlytics™ system is a company-wide platform for guiding talent management, analyzing data, and optimizing sales execution. This approach maximizes performance and increases client value and differentiates Infinity from other inside sales organizations.

Infinity adopted a 10X philosophy, a metaphor for exponential innovation and growth.

“The enemy is status quo,” says Leidigh. “All Infinity employees are challenged with creativity, efficiency, and improved return on investment for clients.”

Rolling Out Revenue Sharing

A first step was aligning partnerships with clients. Historically, Infinity Contact had operated as a typical contact center, billing clients and compensating employees on hours worked. Only a small percentage of billings was based on sales performance.

As the newly rebranded Infinity, the company operates with a revenue share structure and now focuses on exceeding the clients’ revenue goal—and gets paid on every dollar sold. This allows Infinity to increase compensation and offer unlimited commission potential to sales people, what Infinity terms accounts executives, and sales managers. Everyone is aligned on the single purpose of driving revenue.

“Our account executives started developing a business owner mentality. They see their effort reflected in their paychecks.”

“Our clients prefer revenue share, because we share the risk and reward of our performance. We only succeed if they do,” says Leidigh. “Our account executives started developing a business owner mentality. They see their effort reflected in their paychecks.”

Supported by a Cultural Shift

“In this new model, it’s about life-changing experiences for our entire company,” says Jason Glass, Infinity VP of Human Resources. “Rewards have increased, and everyone is excited about the opportunities to drive their own success.”

In the transition to revenue sharing, Infinity laid a new foundation to support sales. Sales teams evolved, the recruiting process focuses on attracting highly skilled sales professionals, and internal processes have changed to support the new model. Training and development is now tailored for client-specific programs. Infinity also began giving account executives data they can use pinpoint individual opportunities for improvement.

This level of support and business ownership contributes to overall job satisfaction.

“We want Infinity to be known as a great place to work,” says Glass. “We work hard, and have fun too.”

Infinity redesigned its Cedar Rapids facility in 2015 to include a break area with fresh food options, recreational space complete with table tennis and pool tables, and more open collaboration areas for teams to meet and drive performance.

“We love to show off our work environment. It’s a rewarding place to come to work each day,” says Glass.

Leading to Growth

As of this spring, all of Infinity’s major clients have transitioned to the revenue sharing model, and already, Infinity is seeing opportunities for growth.

After training, an account executive meeting sales goals should see annual compensation around $50,000, including base pay and commission.

Infinity expects to double its sales force this year and has immediate openings for sales professionals. Candidates with automotive experience in car dealerships, repair, or services are particularly encouraged to apply (more at infinitydelivers.com/career-opportunities-infinity/). After training, an account executive meeting sales goals should see annual compensation around $50,000, including base pay and commission.

“When we started this process, we said our goal was to improve by 10X of what we were before,” says Leidigh. “Last year, we laid the foundation, and today, we’re kicking off that growth.”

Infinity Wishes Rick “Rhino” Jensen a Happy Retirement!

Rick “Rhino” Jensen retired on June 7th 2016 after 12 years with Infinity. During that time, he moved with Infinity between two locations, seen two Infinity brands, and helped build a client base for a then-little-known product called AutoCheck.

Before he hit retirement, we asked Rhino to tell us about his time working with Infinity, and his plans for retirement.

What program did you start on at Infinity? What programs have you been on?

I originally worked part-time while I was selling cards and worked on the Bible Software Campaigns and Bank Loan Appointments at the KMRY building. When I started full time on June 7th 2004, I was calling customers of dealerships and trying to set up service appointments. Then I worked on selling an Infinity CRM Program. We were waiting for an approval from Experian to add to the AutoCheck Pilot. I then started on AutoCheck in late June/early July. Basically I’ve been on AutoCheck for the entire time I’ve been employed at Infinity.

20160607 Rhinos retirement-2825What is your best memory at Infinity?

The people and the friends I made over the years, including clients and others in the auto industry. I liked helping others become more successful in sales. I also loved the challenge of helping AutoCheck from obscurity to today.

How will you keep busy?

I am writing a book. I will start to fish again. Play Euchre. I will not be sitting still.

What are you most looking forward to about retirement?

My 100th Birthday!

Rhino, thank you for your time with Infinity, and happy retirement!

Win-Win-Win in Insides Sales

Redefining Success in Outsourced Inside Sales with Revenue Sharing

This April, Infinity successfully transitioned all of our clients to a revenue sharing model. It’s made a big difference in the results for our clients, our account executives, and our company. Now we design all of our pilot programs with an eye toward scaling for revenue share.

At InsideSales.com Accelerate 2016, I’ll present a case study of how we increased revenue for one client by 133% quarter one year-over-year.

_Accelertate-16-V2

While that’s an amazing success story, we’re finding that the revenue sharing model is redefining success for all of our clients.

What’s So Different About Revenue Sharing in Inside Sales

Typically, when you outsource inside sales, you have to pay an hourly rate per sales person, and that rate remains stable regardless of whether they are a high or low performer. Before we transitioned to revenue sharing, we found that this structure didn’t really ensure the best results for clients. When sales were low, our clients’ costs were the same. When sales skyrocketed, our people didn’t have incentive to keep performing or stay in their position.

With revenue sharing, there is total alignment of goals between our clients, our sales team, and our company—it’s really a win-win-win scenario.

Win #1: Life-Changing Opportunity for Our Sales Team

Once we implemented revenue sharing, we redefined our performance culture. Now our account executives have a business owner mentality and see their personal success tied to their results at work. This kind of position can be a life-changing experience for our account executives in the short-term with increased commission structure, but over the long-term with our career pathing strategies.

Win #2: Redefining 100% for Our Clients

At InsidesSales.com Accelerate 2016, I’ll talk about one example of our client’s success with revenue sharing.

We’re literally redefining 100% of goal for our clients.

Win #3: Investing in Our Continued Improvement

Infinity is committed to the continued success of our clients, our sales teams, and our company. We have made investments in our quality and training functions in our sales development team, expanded performance and campaign analytics, and have revamped our talent acquisition strategies to pull in high-skilled account executives. By reinvesting in our company, we can continue innovating and redefining 100% for our clients.

 

If you want to hear more, I’ll be at InsideSales.com #Accelerate16 and SiriusDecisions #SDSummit.

 

Infinity-Contact-Footer