B2B Inside Sales Expertise Emphasized in Rebranded Infinity

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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 in the automotive, financial, software, and digital industries.

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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 in the automotive, financial, software, and digital industries.

“The rebranding was more than a new logo,” says Infinity President & CEO Tom Leidigh. Infinity (offices in Cedar Rapids, Iowa, and Farmington Hills, Michigan) had previously operated as B2B sales contact centers. The rebranding, rolled out during Infinity’s 20th year of operation, acknowledges a shift in client needs from volume-based calling to strategic, professional inside sales.

“We are revolutionizing the art and science of sales,” says Leidigh. “This is how we differentiate from the commoditized contact center industry.”

As part of the rebranding, Infinity adopted a 10X philosophy, a metaphor for exponential innovation and growth, and the company integrated best-in-class principles for sales strategy and execution into its proprietary revenue system, Buyerlytics®.

“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.”

This summer, Infinity announced they plan to double their professional sales force in Cedar Rapids, Iowa, by end of 2016.

ROLLING OUT REVENUE SHARING

A first step was aligning partnerships with clients. Historically, the company 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 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 CULTURAL SHIFT

“In this new model, it’s about life-changing experiences for our entire company,” says Jason Glass, Infinity VP of Talent Strategy. “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.

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

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CONTACT
Tom Leidigh, President and CEO
319-533-4730
tleidigh(at)infinitydelivers(dot)com

Jason Glass, VP Talent Strategy
319-730-1587
jglass(at)infinitydelivers(dot)com

COMPANY HISTORY
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 inside sales agency. Key to the rebranding were a rejuvenation of company culture focusing on energy, excellence, and execution and implementing our proprietary revenue system, Buyerlytics. Today, Infinity has locations in Cedar Rapids, Iowa, and Farmington Hills, Michigan. Tom Leidigh has owned and led the company throughout its history.

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Janet Krenn
Infinity
+1 3193781400 Ext: 150
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Thomas R Leidigh
Infinity
3193781400
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