Sales Focus Inc. CEO Tony Horwath Shares Insights on Biz-eWerk Podcast

In an exciting episode of the Biz-eWerk podcast, Tony Horwath, the pioneering founder and CEO of Sales Focus Inc. (SFI), delves into his remarkable career and the evolution of the sales outsourcing industry. The episode, hosted by Cory Werkheiser from the College of Charleston, offers listeners a rich blend of inspiration and practical knowledge aimed at entrepreneurs and business leaders alike.

Tony Horwath reflects on his journey from being a computer engineer to establishing Sales Focus, the first sales business process outsourcing company in the United States, back in 1998. Since its inception, SFI has partnered with over 1,500 clients and hired an impressive 25,000 sales professionals. Tony's unique background has afforded him a profound understanding of both technical aspects and sales strategies, enabling him to successfully merge the two worlds.

During the podcast, Horwath emphasizes the importance of having a dedicated sales team that is not only skilled but also deeply attuned to the needs of clients. He states, "We are literally an extension of your organization. My salespeople are out there with your business card, which means you must be ready to leverage the insights we generate based on client interactions. Sales transcends mere revenue and client acquisition; it also involves knowledge transfer and comprehending why clients say 'yes' or 'no.'"

Tony’s philosophy on sales leadership also takes center stage in the discussion. He highlights the pivotal role of value-based selling, asserting, "If I were to receive 15 leads and you received the same, I am confident I would perform better. It's not merely about numbers; it's rooted in experience and knowledge. Salespeople must fulfill certain KPIs to build a successful pipeline, but there must also be a clear articulation of the value that their product or service will bring to the client’s business. Without this conviction, closing a sale becomes a formidable task."

Further into the podcast, Tony explores the transformative impact of technology, particularly artificial intelligence, on the sales outsourcing sector. He articulates a forward-thinking perspective, noting, "AI is undoubtedly influencing our operations, but it should be viewed as a tool for enhancement rather than replacement. The technology we embrace is designed to amplify our capabilities, and our approach entails using it to enrich our organization."

For those eager to soak in the full gamut of Tony Horwath's insights and experiences, the Biz-eWerk podcast episode is a must-listen. Gain fresh perspectives on sales outsourcing, hear anecdotes that inspire, and learn how technology is reshaping the landscape.

To access the episode, simply visit the Biz-eWerk podcast here and immerse yourself in a conversation that challenges conventional thinking about sales and business.

About Sales Focus Inc.

Founded in 1998, Sales Focus Inc. (SFI) stands at the forefront of the sales outsourcing arena, specializing in hiring, training, and managing effective inside and outside sales teams. With a proven S.O.L.D.™ methodology, SFI is adept at crafting tailored sales plans that enable client acquisition and revenue growth. The company guarantees the launch of customized sales programs globally within 45 days or less.

About the Biz-eWerk Podcast

Produced by the College of Charleston School of Business, the Biz-eWerk podcast offers enriching conversations with business pioneers and entrepreneurs. Aimed at providing valuable insights into career success, business development, and industry trends, the podcast serves as a resource for students, alumni, and professionals striving to learn from the experiences of seasoned business insiders.