For a brand new salesperson, hearing the words “call review” can be incredibly daunting; listening to your own recorded voice can be quite cringeworthy let alone having teammates listen. But, it’s important to realize that call reviews are essential to being successful in sales.
Two major benefits we see when our reps participate in calls reviews are that they get the opportunity to build morale within their team, and become comfortable with giving and receiving feedback. Call reviews provide an outlet for team bonding and open conversation. As a result, reps become more comfortable with one another, and tend to give more honest feedback.
An uptick in confidence is another huge benefit of call reviews. When reps first get started in sales, making a call can be intimidating. We see across the board that the more call reviews a rep participates in, the more confidence they build. Getting accustomed to hearing their own voice, and receiving both positive and negative feedback can be a massive boost for their confidence, and enable them to outgrow those initial pre-call nerves.
This honest feedback provides transparency in its most raw form. Let’s say a rep makes a call that they thought was great, but didn’t land them what what they wanted, whether it be scheduling a meeting or just getting some information. They play it at a call review, and receive feedback from their team members that isn’t as positive as they thought it’d be. This may seem extremely disheartening, but it’s actually the exact opposite. Having someone else listen to their calls can give them insight that they never would’ve realized on their own, and vice versa. Emma, a part-time senior sales associate at Bandalier, said that “call reviews are important because they’re a good opportunity to see different perspectives on the same type of client. I learn a lot not only by receiving feedback on my calls but being able to listen to my peers!”
Lastly, call reviews supply reps with new and fresh ideas. After a while of making calls, one may get bored of the same intro, the same pitch etc., and it is obvious to whoever is on the other end of the phone if they seem unengaged. That’s where call reviews can really be useful. Listening to others’ calls can give reps ideas of new techniques or scripting changes to implement, and get them excited about trying it out. When whomever is on the other end of the phone line can hear that excitement and energy, it helps pique their interest.
Weekly call reviews have become a cornerstone of Bandalier’s kaizen culture. We’re such big believers in their value that in the last few months, we’ve begun asking clients to join, so that they can provide their perspective, too. Like any other true growth opportunity, call reviews may be a little uncomfortable at first, but provide massive dividends down the road to everyone who participates.
Grace Schelp - Inside Sales Associate at Bandalier
Persistence in Inside Sales: Number of outbound calls/emails it takes to move a prospect down the sales funnel
Grit is a key characteristic we select for at Bandalier. Our team members are used to getting many 'nos' before getting to a 'yes' - and having to reach out to prospects multiple times before getting any answer at all.
A recent internal study of tens of thousands of prospects in our system revealed the number of 'touches' an average prospect receives before committing to a sales appointment with a client. Our inside sales teams use a multi-channel approach to pique prospect interest, including outbound calls, e-mails, and social media touches (usually via Linkedin). For the purposes of this study, we looked at the average number of calls and e-mails a prospect that moved forward to the next stage in the sales funnel (usually an appointment with a client) received from a Bandalier sales rep.
As you can see, on average it takes Bandalier inside sales reps 4.9 calls and 2.0 emails (or 7 touches total) to successfully reach the prospect and get them to commit to the next steps. It's worth noting that this is just to get to the next step in our process. Closed deals require many more touches.
We use these data points, which vary substantially by client and industry, to help inform our multi-touch sequences and the number of prospects we add to each cadence - and to remind our team members never to give up.
James Boedicker - Client Delivery Associate at Bandalier
Every good thing must come to an end. Because Bandalier makes the most of the young and innovative talent pool of our local colleges, Binghamton University and SUNY Broome, we sadly have to say our goodbyes when graduation rolls around every May. This past weekend we had 8 graduates who will be moving on to the next chapter of their lives. Here are their stories:
When Melanie Messinger started at Bandalier last August she had experience working with CRMs and data analysis but making calls was a new experience for her. With Bandalier’s intensive Inside Sales training program led by Matt Scanlon her transition to client-facing work was made much more seamless.
“I think the training was great...they [did] a great job helping me through everything and making it a learning experience.”
Now that her time at Bandalier has come to a close, Melanie hopes to directly apply those skills to her next job. She plans to enter a career in sales, media, or advertising. But before she left Binghamton, there’s one more thing she had to do: give the commencement speech at one of BU’s Harpur College graduations.
“I thought I had a message I could give to the graduating class. I do love Binghamton, and I thought it was worth a shot since Binghamton has given me so much over the years.”
Her message? One of hope, growth, and accepting the unpredictability of life.
“We all came here with a certain goal in mind, but you kind of find yourself along the way and sometimes that goal changes, and it’s essentially on you to figure out what you want.”
When Elise Berk first started working at Bandalier in September of 2017 she was one of the very first people to join the team. She wanted to be a part of a startup, but instead got to help build that startup from the ground floor.
“It’s been really cool [seeing Bandalier grow] because when we first started there were like 5 people in a completely different office, much smaller, and it was way less organized. Being here [since the beginning] has really helped me see how much growth in such a short period of time Bandalier has experienced.”
With a degree in Business Administration and a double concentration in Management Information Systems and Marketing under her belt, Elise will be moving on to a full-time job after graduation. She will be working at Protiviti, a management consulting agency in New York City.
When she leaves, Elise will take with her many of the skills she learned here at Bandalier: “how to properly and effectively communicate with both clients and coworkers, how to talk to a boss, communication.”
As she leaves the startup culture Bandalier has cultivated, Elise says what she will miss the most is the people.
“[I love] the open easygoing environment that really made it comfortable to ask any questions. Everyone was extremely responsive to the employees and would always ask for their opinions which was pretty cool.”
When Derek Nash first started at Bandalier he wanted to use his time here to figure out whether he wanted to pursue a career in sales. After about a year of experience and a bachelor’s degree in Management Information Systems under his belt, Derek now knows that sales is exactly what he wants to do.
Derek hopes to move back to Boston to work for a tech company, much like the clients Bandalier represents. In many ways, his experience here will directly transfer to his next job.
“I’m applying for a lot of sales jobs so the sales experience [here] has definitely helped a lot. I’ve definitely learned a lot about what goes into people buying things.”
Halle Preston will be leaving Binghamton University this May with a dual degree in Philosophy Politics and Law as well as Business Administration with a concentration in Management Information Systems. She will then move on to work as an International Trade and Customs Consultant at PWC.
Halle says there are many things she will miss about Bandalier.
“I think the work environment is just so casual and makes work seem fun, it’s really nice to come in and not feel stressed out that I have to be here. I think it’s been a really important experience to work at a startup to see how a business can be created…you can tell it’s a work in progress and it’s growing. I think it’s really important to see how a business can become what Bandalier is becoming.”
And while Halle won’t be working in a sales capacity at her next position, many of the skills she learned here will transfer.
“I think [making calls] honestly helped me improve my sales technique, and I learned to talk to people and connect with them in a way that makes them receptive, not just in sales but in general.”
With a B.A. in Business Administration with a concentration in Marketing, Maddie Lowe plans to spend the summer working for Bandalier before continuing her studies with Binghamton University’s fast track MBA program.
Whatever she moves on to do with her business degree, Maddie has a wide array of sales expertise that she will take with her. While she started with Bandalier as an Inside Sales Associate, she was soon moved to the data analytics side of the organization.
As she moves on in her career, Maddie credits Bandalier with many of the changes she has experienced during her professional growth.
“I would say now with my analytics background I pay very close attention to detail. I have very good Excel skills now, which is important to have, as well as knowledge about sales in general. Every company does sales one way or another so I think it’s going to be vital to any position that I have.”
Maddie says her favorite thing about Bandalier is the people.
“I think everybody would say the same thing: the people, the company culture are my favorite things. Walking into work, having everybody say “hi” to you. And Matt and Jeremy are great, I’ve never had better bosses, they’re really great people and they want to see you succeed no matter what, so that’s awesome. I’m really gonna miss the people once I’m gone.”
Now that she has received her bachelor’s degree in Environmental Studies with a concentration in Policy and Law, Kim Henry plans to take a gap year before enrolling in law school.
After about 8 months interning for Bandalier, Kim knows there is one thing she will miss (besides the complimentary coffee): “the friendly co-workers and friends that I met along the way!”
While a career as a lawyer is very different from the sales experience she has gained at Bandalier, Kim has gained some valuable skills that she will carry on with her.
“I have learned a lot about time management. At Bandalier, I had a ton of tasks that divided up my time. As a result, I learned how to manage my time well and it's a skill I excelled at and will definitely take with me not only to future jobs but also to my personal life!”
Following her graduation with a degree in Environmental Studies with a concentration in Ecosystems, Monica Benjovsky will be spending the summer working at Martha’s Vineyard. As a seasonal Summer Ranger she will be able to channel her love for nature into her work, making sure that the parks are well maintained.
While outsourced sales is a far cry from environmental policy or outdoors stewardship, Monica got a brand new, broadly applicable skill set at Bandalier.
“I’ve definitely learned about sales even though I didn’t do [client facing work]. I learned a lot about how to outreach to companies: the wording of sentences and emails. It was a good educational experience and something I never thought I would do.”
While Monica never thought that sales would be for her, she says her first interview with the company changed her mind. Since then her co-workers have helped Monica hone her communication skills.
“They’re very friendly and welcoming, and they’re just very open to questions and open to helping you whenever you need help.”
After I graduate this May with my Master of Arts in Teaching I plan to spend the summer as a Marketing Intern for HarperCollins Publishing while working remotely for Bandalier.
While I never thought I would work in sales, I heard about this fast-growing startup and thought it would be a cool experience. I never thought I would come to love working here so much!
I started out this February making calls for a POS software company, then moved on to researching prospects and writing email openings for another client, and now I’m a Multi-Channel Specialist (meaning I will be working for multiple clients doing outreach through methods besides your typical call and email sequence).
Because I’ve had the opportunity to work in so many roles, I have gained many skills that will transfer over into my future career, whether it be in teaching, book publishing, or marketing.
Making calls helped me gain confidence and hone my skills of persuasion. Researching companies and writing emails helped me to sharpen my writing skills and ability to identify the unique features of every company I come across. I have gained invaluable communication skills here.
My favorite thing about working at Bandalier is that there is so much room for growth here, and our bosses really care about our needs and our interests. I told Jeremy and Matt that I’m really interested in marketing and then they found opportunities for me to write blog posts and work as a Multi-Channel Specialist. There are so many people here who want to see you succeed!
Congratulations and best of luck to our 2019 graduates. We’re sad to see you go, but we hope to see you flourish as you each take your individual paths to greatness!
By Alex Cruz-Jimenez
Based in a college town, Bandalier has the privilege of leveraging the large pool of up-and-coming talent from our local colleges: Binghamton University and SUNY Broome. We enjoy seeing our student employees grow, succeed, and eventually graduate! We decided to check in on five graduates of the Binghamton University class of 2018, all former Bandalier team members, to see what they are up to today!
Moira joined the Bandalier team in February of 2018 and was among the first handful of B.U. students to work with us part-time. Since graduating, Moira has moved to Florence, Italy where she’s been working and traveling around Europe.
Currently, she’s working as a sales and marketing associate for Smart Trip Europe, where she sells trips throughout Europe to American students studying abroad. During the week, she builds a clientele around Florence via social media, direct sales, and marketing tactics. On weekends, she leads groups of up to 150 students to exciting destinations.
“My position as an associate and tour guide allows me to travel almost every weekend. This is an aspect I love, I’ve been to about 13 countries and all around Italy leading tours since August. This May, I’ll be continuing my travels to Southeast Asia, mainly participating in work-trade schools, retreats, sustainable farms, and more.
Her time at Bandalier has had a measurable impact on her success at her current job. “Bandalier’s sales training with Matt allowed me to learn tactics to use when presenting a product or what to do when rejected. The market of my company is pretty competitive, so having the skills Matt taught me has been extremely beneficial.”
When asked about her time at Bandalier what still sticks out to her are the people and open work environment. The company's value of continuous improvement (kaizen) allowed her to apply her supply chain major in a way she never imagined. “I’m still very grateful for this lesson and I intend to incorporate it in every job I have in the future.”
After graduating from B.U., Kali stayed with Bandalier for the summer before heading back to school to pursue her Juris Doctor at the University at Buffalo, School of Law. “Law school is the best challenge I have ever taken on. It is hard, especially your first year, but I would never change it for the world.”
While in school she also works as a law clerk focusing in civil defense at NYCM Insurance and will be participating in an NYC finance program this coming fall. She is keeping her options open in regards to what type of law she pursues but is highly interested in copyright and intellectual property with a particular focus on the fashion industry.
Reflecting on her time at Bandalier, Kali says that her favorite part about the job was the strong relationships she was able to build with fellow employees as well as clients. “Bandalier is a great place to build your skills for any career. It’s where I learned how to be comfortable on the phone, adjust to a client’s needs, and write an amazing email. Any job you will pursue requires these skills and I’m so thankful I was able to learn from the guidance of Jeremy and Matt.”
Zach has been busy professionally and personally since graduating from B.U. Professionally, he decided to make the switch from working part-time to full-time at Bandalier, saying that he “knew it was a great opportunity to help a startup grow, and to be there from the bottom floor was too good to pass on.”
Since transitioning to a full-time employee, he has risen to join the ranks of management, working as an Associate Sales Manager. His role consists of conducting interviews for prospective employees and training for new hires, acting as the point-person for full-time employees, and mentoring staff through role plays and one-on-ones, all while racking up demos for his 2 client accounts. When asked what it’s like being in a position of leadership Zach said “I enjoy working with everyone and being able to help shape the culture of the company. Being a leader is something that I really enjoy. It is hard to manage your time and get everything done, but it is also very rewarding.”
Personally, he’s continued his passions of writing music and poetry, and has had his poetry published in various journals across the country! “Getting published in so many journals has been so cool. To see your poetry in a book is such an amazing feeling.” He also enjoys raising his three children while renovating the house he has purchased for his family.
Looking towards the future, in five years Zach sees himself as “Bandalier’s Imperial Emperor.” On a more serious note, he does see himself in senior management while continuing to make music and poetry, hoping to have a book published by then. Having watched the company grow so much in his time with Bandalier, from three people when he interviewed to nearly 40 now, has been surreal. He encourages everyone to consider applying to Bandalier to experience the great startup culture while learning sales skills that are transferable to all parts of life.
Tyler worked for Bandalier during his last semester before graduation. He now works for Community Options, working on a partnership with several local businesses including Lourdes, Shumaker, and other STEM-related businesses where he works to generate internship programs.
His experience at Bandalier has given him invaluable skills that transferred well into his current role. “The culture of accountability fostered through the weekly goal setting, kaizen philosophy, and end-of-day “stand-ups” allowed me to see what it was like to work in an environment that helps you truly better yourself.”
Since graduating from SUNY Oneonta last May, Andrew has been enjoying his time as a full-time, fully-dedicated Bandalier employee. Excited about the amount of growth he witnessed during his first few months working part-time, he made the decision to stay in Binghamton and go full-time after graduating. His role as the Sales Operations lead entails overseeing lead generation, multi-channel outreach, CRM troubleshooting, and any other technical issues that may come up.
One of Andrew’s favorite Bandalier memories is when the team moved into its new office at the Koffman Incubator. “I felt that it really represented the amount of growth Bandalier had seen given that we outgrew our first office in less than a year. What's even more exciting is that less than a year later we're now reaching a point where we're outgrowing our current office!”
We here at Bandalier are so proud of our grads! As they continue to grow in their lives, whether at Bandalier or elsewhere, we wish them the best of luck as they work to become the best that they can be!
It’s 2019, and a common trope is that automation and technology are job-killers. These fears are particularly prevalent in the sales world. Technology has changed the traditional buying process, and a common line of reasoning goes: “there is no need for traditional salespeople - or any salespeople - in a world where buyers can do research online and have their questions answered by bots.” Analogous arguments exist in almost every profession.
Far less discussed are the countless numbers of jobs being enabled by new technology every day. While these are often overlooked in broader discussions about the future of work, they are sharply in focus at Bandalier, because many important elements of our organization’s sales processes and culture could not have existed in the same form even a decade ago.
Our inside sales teams have conducted sales calls from Binghamton, NY on behalf of clients based in places as far away as Australia and the Philippines. A suite of software tools developed in the last few years makes our work immeasurably easier, from internal communications to collecting and analyzing data.
Certainly, it’s true that tools like these have eliminated certain types of work--generally, mundane tasks salespeople used to dread (for instance, putting data into spreadsheets, or manually dialing numbers). Using these technologies, our employees are free to focus on higher-level work that is far more likely to generate results (for instance, researching client websites and Linkedin profiles before reaching out, and then tailoring their pitches accordingly)--and more difficult to replace with bots.
One decade ago it may have been hard for a sales manager at a growing tech company to wrap their head around using an inside sales team based thousands of miles away in a small city in upstate New York. They might have asked questions like: “how will we know they are actually working?” or “how will I provide them with feedback the way I could with an in-house team?” These tools have given us great answers to these questions, allowing Bandalier to create economic opportunity in parts of the country where start-ups and jobs in tech are usually harder to find.
It’s hard to believe Zachary Gaskill has only been at Bandalier for one year. He first walked into our office at Koffman Southern Tier Incubator for an interview on a cold wintry day last February.
“The first thing that attracted me to Bandalier was the word ‘start-up’. You don’t hear that word too much in Binghamton, and I thought it would be a great opportunity to help a company grow.”
Zach started out part-time, a student at Binghamton University with a background in Business Marketing and Entrepreneurship. Yet it wasn’t long before Zach was promoted.
“I made my first couple of calls and I was super nervous, but then I found some success, and once I graduated from B.U. they wanted me to stay and be full time. They pushed me up into a managerial role after just 4 months at the company”
As an Associate Sales Manager, Zach has the responsibility of not only handling his own clients but making sure everyone else in the office is supported and productive.
“A typical day is a lot of work, it’s a lot of fun though. You can be very creative here and think outside the box. Making calls, writing emails, training. It’s a lot but it’s well worth it.”
His favorite thing about working at Bandalier?
“Probably the opportunity for quick growth within the company. You know if you work hard, if you think outside the box, if you can come up with new concepts and policies for Bandalier, we love that kind of stuff.”
As one of the first employees, Zach has seen the growth that this mindset helps to promote.
Hired as Bandalier’s fifth full-time team member, Zach has had a front-row seat as the company has grown to over 35 people since.
“We actually grew out of our first office which was pretty cool. And then we moved into a huge new space, and seeing the space almost full now is pretty amazing. It’s a really good thing to see a company growing so quickly.”
Zach takes particular pride in the company’s unique approach to lead generation.
“I think any salesperson will tell you that their favorite thing is getting the sale. But I actually really like the human interaction, I really like making it feel not like a sales call but more like a conversation. I really like getting people interested in things that can actually help them. And that’s why I like Bandalier compared to your legacy call center or inside sales organization.”
When he’s not at work, Zach turns his talents from the art of sales to the art of poetry. A writer since the age of 12, Zach has published and sold many poems and songs through the years.
“My most recent publication was the 2019 Winter Edition of The Courtship of the Wind. It was a poem called Love’s Ouroboros, basically about how you keep going around in circles, like a love and love-lost poem. My writing has evolved completely, and it’s pretty amazing to see your work published.”
Just as he brings his creative mindset and writing skills to his job at Bandalier, Zach is able to bring the lessons he learns on the job to everything he does. To him, sales is more than just an occupation: it is quite literally a way of life.
“I’ve realized that sales isn’t just a job. Everyone is doing sales. You’re selling yourself to your employer, to your coworkers, to your friends and family every day. You’re selling yourself to literally everyone, every time you interact with a human. I didn’t realize that sales really is basically just human interaction. It’s very funny when you think about it…we’re all salespeople.”
Born and raised in the small town of Fishs Eddy, NY; Anton attended SUNY Cortland to major in Communications and Media Production. Before leaving to become the Director of Client Delivery at Bandalier, he worked on business development and marketing for Horizons Federal Credit Union.
What attracted you to Bandalier?
“It all happened pretty quickly. I had heard of Bandalier through Instagram and Twitter and checked out the website. I noticed Bandalier was hiring for this position and it seemed like a good fit for what I was looking to do with my skill set. I sent in my application and got a call the next day. A week later, it was basically history. It seemed like an exciting opportunity because it’s such a forward-thinking and growth-oriented company”
What is your favorite thing about working at a startup?
“The culture. The environment is different from anywhere else I’ve worked. There’s a lot of flexibility and everything is done for a specific reason. At a lot of places, if someone asks ‘Why is it done this way?’ the answer is ‘Because it’s always been done this way.’ At Bandalier, we always look for ways to work smarter. The pace is much quicker and it’s just a lot more exciting day to day.”
What skills do you think are important in this type of environment?
“Flexibility is a big one; things are constantly changing--from a client standpoint but also internally. I have to keep my schedule flexible because I never know what’s going to come up throughout the day. Another big thing is open-mindedness. We rely on feedback from clients and colleagues. Even if it’s negative, you have to approach it as constructive.”
What has this experience taught you?
“In some ways, this is similar to other jobs I’ve worked but at the same time, it’s very different. I’ve had to quickly learn how to translate my skills to fit this company’s needs. I feel like every day I learn something new. I’ll think something has to be done one specific way and then Matt or Jeremy will show it to me from a fresh perspective and I’ll think ‘Oh, that makes so much more sense!’ This experience has really taught me to approach things from different perspectives when solving problems.”
In a few sentences, describe your role.
“My role is to ensure that Bandalier offers a really good experience and service to our clients. I act as the liaison between Bandalier and our clients. The other side of it is the data, analytics, and reporting. I’ll use the data that we have to make decisions regarding the company and our clients.
Where do you see yourself in five years?
“Ideally I’d like to grow with the company. We’re growing quickly and I’d like to help guide our expansion--which is off to a great start since we’ve just onboarded our fourth new client of the month.”
What would you tell a potential client that’s thinking of working with Bandalier?
“I would say that we’re very adaptable to their needs. Just as we’re flexible internally, we’re able to do that externally. The culture that we have benefits our clients as well. We don’t have the typical structure that our competitors have. We have a strong focus on building a team environment of camaraderie, both with each other and with our clients. The values we instill in our team rolls over to how we work with our clients.”
What’s an interesting fact that your coworkers probably don’t know?
“In college, I did play-by-play for football, basketball, soccer, and field hockey broadcasts for the campus TV station, CSTV.”
Want to work with Anton and the rest of the team? You can fill out an application here.
Nestled in the foothills of the Appalachian Mountains and only a short drive from the Finger Lakes, Binghamton is the seat of Broome County and largest city in New York’s Southern Tier region. Binghamton, along with its neighboring cities of Johnson City and Endicott, was known historically for a booming factory industry that produced everything from lumber to cigars to shoes. As technology advanced, the region became known for its defense and technology firms. The most notable of these was the International Time Recording and Tabulating Company, which later helped form IBM. Binghamton’s manufacturing output remained strong until the mid-late 1900s when firms began to leave the area for more cost-effective alternatives. When IBM, which had employed 19,000 people in the region, decided to pull its manufacturing presence out of Endicott, it was as though the heart of the tri-city region had stopped beating.
With such a rich history of business and entrepreneurship, it’s easy to understand why Bandalier picked Binghamton to incubate its vision of A New American Workplace. In recent years, Binghamton has seen something of a resurgence within the education and healthcare industries. SUNY Broome and Binghamton University attract thousands of students every semester, and both schools are expanding their research work into new fields, increasing their collaboration with local businesses. Additionally, the Lourdes and United Health Services hospital systems have established a strong presence in the area, with many research and hospital facilities spread across the region. The nightlife and art scene have been reignited as well; many new restaurants and galleries have opened their doors in the revitalized downtown district, just blocks away from Bandalier’s office. Binghamton has also become home to LUMA, the world’s largest light projection festival.
Another key feature of the new downtown is the new Koffman Southern Tier Incubator, which provides startup support for innovative budding companies, hosting companies in IT, Virtual Reality, and even the creation of microgreens. With existing infrastructure in place including a large pool of entry-level talent and even former manufacturing facilities prime for repurposing, the city is set to re-establish itself as a new center for business in the Northeast. We’re proud to be a part of it!
A first-generation American and native of New York City, Jeremy Ruch founded Bandalier in 2017 to connect growing tech companies in urban hubs with talent situated in other parts of the country. Prior to starting Bandalier, Jeremy was the second hire at a FinTech start-up, Bond Street, and an associate at Singapore’s sovereign wealth fund, GIC. He graduated Duke with a major in public policy.
What inspired Bandalier?
"It was really a combination of two things; One was the fact that I experienced the problem we’re trying to solve first-hand at Bond Street when I was building a sales team. It was amazingly difficult to hire for these roles--expensive to fill them in New York City, an incredibly competitive market with lots of startups hiring for the same roles. I would have been a user of Bandalier myself had it existed at the time, and I spoke to lots of start-up veterans who felt the same way.
The other was the realization that we had the opportunity to employ thousands of Americans in areas where access to opportunities in tech isn’t necessarily widespread. That felt like a problem worth solving."
Favorite thing about working at a startup?
“My favorite thing has got to be watching the company and its people grow. I enjoy being able to work with my team to decide on the type of environment and culture we want to develop. I even love the basic things; Bandalier moving into a larger office space, for example. I love seeing people develop new skills and grow professionally as well. If you look at a startup relative to any larger company, people take on new roles much more quickly. At a startup, you’re given more responsibility rapidly. A company changes significantly more quickly when it’s in that “startup phase” than any other stage and I enjoy watching that and being a part of it.”
What has this experience taught you?
“I think the biggest thing I’ve learned--which is probably obvious to most people--is that people are incredibly complex. At the end of the day the ultimate success or failure of any business, especially a company like Bandalier, is the people. The processes that we put in place and the culture that we incubate rely heavily on our employees.
When you start a business you think about things in a very linear and structured way; ‘Okay, we’re going to do this, this, and this. We’re going to hire students and recent grads and we’re going to have a process by which people can go and work for our clients. We’re going to have this clear path of upward mobility and growth.’
We’ve been fortunate in that a lot of it has worked exactly the way that we thought it would. But it’s also true that everyone is totally different and motivated by completely different things. So even though we want our structure to work for 100 percent of our employees, realistically, it only works for 80 percent. Maybe that other 20 percent are motivated by something completely different. So the challenge is figuring out how to accommodate for the other 20 percent and present them with the same opportunities for motivation and growth.”
Why choose Binghamton over any other city?
“When I first had the idea for Bandalier, I explored lots of different cities I thought made sense as a venue to prototype Bandalier’s business model. The cities I looked at all had one thing in common; they all had very large pools of fresh talent and they all had growing tech scenes. What I found special about Binghamton was the passion for revitalization. I heard a lot about this desire to cultivate the same sense of energy and growth that existed a few decades back when IBM was headquartered here. Not to mention, I met incredibly talented sales leaders like Matt Scanlon who has his home here and is dedicated to raising his family in Binghamton. I think there’s a false perception among many growing tech companies that the only place they can find talent is in tech hubs like New York City and San Francisco. We’re showing that this simply is not the case--it’s 2018, and we can help them identify and deploy sales talent all over the country in places they might never otherwise have looked."
Where do you see yourself in five years?
“In short, I hope we’ve stayed true to our mission of creating A New American Workplace where we’re connecting people all over the country who are really talented with tech companies that can use their services. I’d like to expand to cities besides Binghamton, and also see us eventually providing services besides customer service and sales.
My dream is a world where somebody can walk into one of our offices with a resume and say ‘Here; this is my skill-set.’ and we can help match them to a company, or several companies, that can use their talents."
What motivates you? What’s your drive?
"What motivates me most, honestly, is watching the process of people growing; growing their skill sets and watching them learn how to be successful in sales. One moment that always gets me excited is when an employee gets their first closed demo. To me, that means that somebody came in here, maybe having little to no sales experience, and now we’ve just given them a skill that won’t only allow them to grow at Bandalier but will also prove extremely useful irrespective of how their career evolves.”
If you could say one thing to people thinking about starting their own business, what would it be?
“Make sure you care about what you’re doing. That’s absolutely the most important thing. We’ve gotten really lucky in a bunch of ways--we’ve been fortunate to build a great team and we’re targeting a growing market successfully. Yet there are so many things that you have to put up with; so many things that can go wrong and at any given time can seem impossibly complicated. However, what has kept me going is the genuine belief that Bandalier is adding value to the world. If I didn’t believe that, it’d be very easy to walk away. I think that fundamental belief that your business matters, no matter how small it is or how significant the hurdles may seem is essential.”
Meet Jeremy and the rest of the team while developing your sales skills! Apply at Bandalier today.
A special welcome to our new Director of Client Delivery, Anton Arnoldine. Profile coming soon!
One of Bandalier’s (not so) secret weapons is our army of student part-time employees. The City of Binghamton, located in the Southern Tier of New York, is home to Binghamton University and SUNY Broome. Together, the two public universities enroll over 25,000 passionate students. Matt Scanlon, head of Bandalier’s Binghamton office, says his favorite thing about working with these SUNY students is their “eagerness to learn.” Though all of our student employees come from different backgrounds, they all share the drive and grit we look for in our structured interview process.
Our student part-time employees are provided with the knowledge and atmosphere to learn, connect, and grow. Given Bandalier’s heavy emphasis on continuous improvement, students find themselves in an environment that prepares them for their future and enhances their school experience.
Juliet Jordan, a political science major at Binghamton University, says her favorite thing about Bandalier is the atmosphere. “Everyone is so quick to help each other when needed, work together as a team, and celebrate even our smallest successes. That's something that I've found to be unique at the company. You don't get to experience that elsewhere.” Meanwhile, Leighton Blackwood, our resident model and a marketing major at Binghamton University, says “I like the fact that as a marketing major, I can work to develop professional skills and experience that will make me a more attractive candidate as I apply to internships and jobs in the future all with a flexible schedule that allows me to balance my school work as well.”
School is back in session--and Bandalier couldn’t be happier. If you’re looking to break into the exciting world of technology sales and be part of something great, submit an application today!