In the high-paced world of tech sales, it’s often assumed that the major urban centers like San Francisco, New York, or Los Angeles are the breeding grounds for top talent and innovation. However, the story of Outreach’s sales team, spearheaded in State College, Pennsylvania, challenges this notion and highlights the potential of secondary and tertiary markets in driving substantial success.
The inception of Outreach’s powerhouse sales team began with a bold decision by Mark Kosoglow, former Chief Revenue Officer at Catalyst and the guest at Episode 6 of COLD ONES who had a fortuitous meeting with Manny Medina, the CEO of Outreach. The conversation led to an audacious proposal: selling Outreach’s product on a 100% commission basis. This leap of faith quickly translated into a million dollars in sales within the first six months. Recognizing the burgeoning potential, Manny entrusted the task of building out the sales team to Mark Kosoglow, who saw an untapped opportunity in State College.
State College, a town better known for its university, emerged as an unconventional choice for housing a tech sales team. However, this decision was driven by a unique understanding of the local workforce’s grit and gratitude. The team, comprising individuals mostly in their late 30s and 40s, many with families, found in Outreach a golden opportunity—offering better pay, flexibility, and benefits than they had ever experienced. This wasn’t just a job; it was a chance to thrive.
The results were astounding. The State College team outperformed their peers from larger, more established markets. Their success wasn’t just a fluke but a testament to the potential harbored in non-primary markets. The story of Outreach’s early days in Pennsylvania reflects a broader lesson: the value of investing in regions often overlooked in favor of metropolitan hubs. The gratitude and work ethic of the team, combined with the unique support and flexibility offered by Outreach, fostered an environment where individuals could excel.
Despite the eventual consolidation of the team in Seattle, the legacy of the State College office lives on. The impact is seen in the various high-ranking positions now held by former team members in tech companies across the country. This small office in central Pennsylvania has become a cornerstone of high-tech talent, proving that with the right approach and understanding, great success can come from the most unexpected places.
As we look towards the future, it’s worth considering the potential of secondary and tertiary markets. These areas often house untapped talent pools eager for opportunity and capable of delivering exceptional results when given the chance. The success of Outreach’s early sales team in State College serves as a powerful reminder that sometimes, looking beyond the obvious can lead to extraordinary outcomes.
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