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Sales Focus: Revolutionizing Sales Strategies for Global Success

20 Best Companies to Watch in 2023
The Executive Headlines

Building Intelligent Sales Solutions to Drive Revenue Growth and Process Improvement!

Every entrepreneur harbors the ambition to broaden their horizons and attain unprecedented success. However, actualizing this feat is no mean task, particularly in the fiercely competitive business world. In this context, an exclusive sales team can prove to be a game-changer. This is where contracted sales teams come into the picture. They enable companies to capitalize on their competence and proficiency to usher in expansion and affluence. Tony’s is one such entity that specializes in dispensing outsourced sales services for companies of all sizes and in all industries. Their mission is to facilitate businesses in augmenting their operations and accomplishing their objectives by rendering top-notch outcomes.


Meet Tony Horwath, the founder, and CEO of Sales Focus, Inc. (SFI), a company that has redefined the way organizations approach sales and revenue generation.


Endowed with a lucid goal, Tony initiated a venture to facilitate the growth of enterprises by capitalizing on the potency of externalized sales squads. His ingenious, trademarked methodology of constructing exclusive sales teams that prioritize the generation of instantaneous revenue for patrons has revolutionized the business realm in every industry.

Tony is an esteemed authority in crafting astute sales solutions, with a wealth of knowledge garnered from a quarter-century of leadership in executive sales and management roles. His domain of expertise extends across various sectors, encompassing not only domestic but also international markets. Tony is widely acknowledged for his unwavering dedication to augmenting processes and maximizing performance.

Throughout Tony’s professional trajectory, he has exhibited his extraordinary aptitude for instigating nascent business entities, smoothly converting extant sales teams into efficacious units, and augmenting process management in thriving sales corporations. His distinctive methodology has produced remarkable outcomes for firms spanning from solitary startups to Fortune 500 behemoths and privately held enterprises.

The cornerstone of Tony’s triumph lies in his resolute dedication to fabricating sales strategies that are customized to suit the distinctive prerequisites and predicaments of every customer. By comprehending the complexities of diverse sectors and marketplaces, he has persistently produced outstanding outcomes and facilitated enterprises to prosper in fiercely contested terrains.

Tony’s astute leadership has made Sales Focus Inc. a byword for forward-thinking, productivity, and revenue escalation. The firm’s contracted sales teams have emerged as esteemed allies for companies striving to broaden their reach and optimize their sales potency. By generating prompt revenue, these teams have played a pivotal role in hastening progress and securing enduring triumph for their patrons.


Join us as we delve into the remarkable journey of Tony Horwath, exploring his expertise, his passion for process improvement, and his dedication to driving revenue growth.


Tony’s Journey Began in the Tech Sector

Tony’s professional trajectory commenced with a dedication to the Technology Sector, having earned a degree in Information Systems Management. Fortunately, he was granted the opportunity to begin his career in an IT enterprise that was at the forefront of developing Routing Technology, the precursor to the Internet. Swiftly thereafter, he decided to venture into Business Development within the Technology Sector, with a particular focus on Professional Services. He was at the helm of an IT outsourcing enterprise when Professional Services underwent a shift and a new term emerged - Business Process Outsourcing. This referred to a situation where, in addition to taking over the technology, they would also assume responsibility for the human resources, procedures, and technology.

Tony conceived of a novel solution - Sales BPO. Initially, his focus was on providing sales support to IT companies because such companies are often founded by technologists who are not inherently skilled at sales. His objective was to assist IT companies in expanding their operations by utilizing an outsourced sales team that was devoted to their growth and prosperity.


Revolutionizing Business Growth

As an Executive Vice President (EVP) of an Information Technology Outsourcing (ITO) company, he conceived the idea of creating the first Sales Outsourcing Company in the United States. His primary objective was to facilitate the growth of technology companies through the acquisition of new clients by utilizing specialized sales teams. However, being a trailblazer in this area was not without its challenges; many companies were unable to grasp the concept of having salespeople representing them while not being their direct employees. During the initial two years of operation, Sales Focus dedicated significant efforts to disseminating awareness about Sales Outsourcing, its nature, workings, and potential to enhance business growth. With a single employee and a vision, he nurtured his brainchild from his dining room, leveraging his expertise and proprietary methodology to help other businesses triumph.


Pioneering B2B Sales Outsourcing

SFI was a trailblazer in the industry, introducing the first B2B Sales Outsourcing Company to the US market. Their unwavering commitment to assisting companies in boosting revenue and expanding their clientele through devoted sales teams has been a constant focus. Their proficiency in establishing sales teams across all corners of the US within 45 days or fewer enables them to provide prompt and efficient aid to companies. Their proprietary S.O.L.D.™ methodology ensures not only their triumph but also that of their clients.


Transformed Businesses and Built Sales Teams

Despite having started in the Technology Sector, Sales Focus has diversified its portfolio and collaborated with a vast array of clients across diverse industries in the last quarter of a century, serving close to 2,000 entities. Their expertise extends to creating and initiating successful sales teams for mammoth multinational corporations, encompassing over 20 companies listed on the Fortune 500. Furthermore, they have diligently catered to the needs of over 1,000 small and medium-sized businesses and 350 international organizations. Today, SFI works with companies from all industries including Energy, Health Care, Telecommunications, IT, and much more.

Each bespoke program is tailored to the individual client, yet all are crafted and managed through their systematic S.O.L.D.™ protocol. Their impressive portfolio boasts numerous triumphs, such as establishing a $30 million business entity for a Fortune 500 enterprise, cultivating an Energy corporation to the extent that it was able to divest for $165 million, representing a Health Care organization on a national scale, and delivering savings exceeding $200 million to its consumers. Moreover, they have guided countless small businesses toward their next level of success. Every entrepreneur aspires to reach new heights, be it their initial $1 million marker, subsequent targets of $5 million, $10 million, $25 million, or even $100 million. This agency has been instrumental in propelling many companies towards these goals.


Sales Strategy with the S.O.L.D.™ Process

The S.O.L.D.™ process and methodology is a proprietary system that the founder created more than a quarter-century ago. Its approach centers on meticulous preparation before execution. The team devotes 30 to 45 days to the development of the sales strategy before commencing operations. They take charge of all sales processes for their clients in-house. The company employs dedicated recruiters whose focus is on identifying the most suitable personnel, and all employees receive a base salary, comprehensive benefits, and opportunities to earn commissions. Their management and support staff are entirely committed to ensuring quality, oversight, and alignment with clients' goals in developing ideal customer profiles. The firm has a training division with the specific objective of honing the skills of each sales representative, thus enabling them to attain success.


SFI's Brand Ambassadors

Each of their sales representatives is meticulously recruited, instructed, and supervised to cater to the unique needs of individual clients. SFI’s sales agents are on the payroll of the company, but they function as brand ambassadors for a single client, embodying a genuine sales outsourcing approach. Each sales representative receives specialized training and guidance from SFI’s management and operations teams. They meticulously monitor the daily activities and performance of the sales agents to guarantee optimal outcomes for the clients. Moreover, all the data that the agents collect while representing the client is the client’s intellectual property and is directly fed into their CRM system.


Expand Enterprise Sales Globally

SFI possesses the ability to construct and deploy sales teams of varying scales in any international locale within 45 days or less. Their extensive network of partnerships spanning the globe facilitates the operation of enterprise sales teams under their esteemed S.O.L.D.™ methodology. Enterprises seeking to broaden their horizons, obtain novel clientele, promptly inaugurate sales teams, or achieve rapid scalability of said teams can all reap the rewards of SFI’s invaluable services.


Unlocking Success with S.O.L.D.™

According to Tony, each and every program undergoes the S.O.L.D.™ process and methodology. It is imperative to engage in prior planning and preparation to ensure that they are in line with the objectives of the clients and can effectively achieve them. The development of a sales plan encompasses various elements such as the creation of a targeted Ideal Client Profile (ICP), a value proposition, and a unique selling proposition coupled with differentiation. SFI caters to the requirements of clients who need assistance with all of these components. However, certain clients have a clear understanding of their targets and are focused on client acquisition. They strive to ensure that all clients are sales-oriented, with a compelling value proposition. Their responsibility is to construct and oversee the team to achieve KPIs for activity and performance.


Health Care Corporation’s Sales

Throughout the previous quadrennium, they have diligently represented a prominent health care corporation throughout the expanse of the United States. Commencing the undertaking with a modest 30 sales agents peddling pharmaceuticals, their ranks burgeoned to 60, then 90 agents dispersed across the nation. They meticulously scrutinize their daily activities and channel their efforts towards achieving optimal outcomes for both the client and the end consumer. Each month, they meticulously assess their growth targets and compare their month-on-month progress. With unwavering focus, they have consistently attained an impressive 98% to 105% of their targets each month, even amidst the resounding impact of the COVID-19 pandemic. Their unwavering commitment to results is firmly grounded in their strict performance metrics and client expectations, knowing that sales ultimately hinge on achieving monthly targets.


Sales Outsourcing Experts

The source of their success lies in the achievements of their clientele, as they have enabled the generation of billions of dollars in revenue. They have collaborated with corporations seeking to augment their earning potential, subsequently divesting their businesses. Furthermore, they have erected novel business units for established enterprises and propelled companies from diverse regions worldwide into the U.S. market. Their domain of expertise lies in Sales Outsourcing, and they have established themselves as unrivalled in their craft. Whether the assignment is major or minor, they execute each project with the same scrupulous procedures, assuring triumph. As an enterprise, they have achieved double-digit growth for six consecutive years, and even during the pandemic, they remained unwavering, continuing their expansion into new markets and services. Their principal objective remains unvarying: to aid their clients in flourishing through new customer acquisition and revenue expansion.


Power of Client Testimonials

Agile Blue Testimonial:

 “I appreciate all the hard work the Sales Focus team put into our partnership. We saw great results in terms of the volume of interactions, leads, webinar signups, and meetings set. I think there was a difficulty in setting meetings with the best individuals who were specifically interested in our platform, but that’s a battle that everyone fights. We are moving on from our existing partnership because we’re bringing these operations in-house moving forward, but we will keep Sales Focus in mind if our needs change.”


iJet (now WorldAware) Testimonial:

 “With Sales Focus Inc., we were able to quickly develop our organization and have the sales team quickly on the street with their efforts immediately focused on generating revenue. Sales Focus was able to analyze our market and direct our sales efforts toward the most lucrative opportunities. Knowledge, process, and focus were brought into our business from the very beginning of our engagement.”


Accent Energy Testimonial:

 “Sales Focus has generated thousands of customers and millions in new revenue. Their S.O.L.D. process allows for a quick launch with a scalable sales team that is managed effectively to meet our requirements.”


TXU Energy Testimonial:

“Sales Focus developed a tactical go-to-market plan that allowed TXU to quickly establish a presence in a newly targeted middle-market geography. They incorporated their processes and management tools into our organizational requirements which made the launch very successful. Time to market and scalability were essential to our success and Sales Focus delivered what they promised.”


Awards – Inc. 5000, Fastest Growth Company in Baltimore (4 years in a row)