FRONTLINE Selling was founded in 2002 by Mike Scher and Dan McCann with the simple idea of helping companies conquer the single biggest sales issue that they face: They just don’t engage in enough meaningful business conversations with their target market on a continuous basis to impact their sales pipeline. The founders looked at the marketplace and saw there were many companies who had this problem and who, by and large, would take the same approach to solving this problem without much success. The company realized that there was truly a difference between demand creation and lead generation. The fundamental problem is that many firms took a lead generation approach to this demand creation problem. Hence, FRONTLINE’s flagship methodology, RAMP-UP, was born. As a repeatable, teachable, and proven approach to identifying, gaining access to and engaging higher and more strategically more often within targeted accounts, the company decided to not only deliver this as an outsource service, but also share this methodology with those firms wishing to increase their own ability to create demand and build sales pipeline.
In 2005, the company built the first prospecting management platform, called PPM (Prospecting Productivity Management) based on its RAMP-UP methodology for our internal use. In 2010, the company released the PPM application to be commercially available and currently there are dozens of firms driving productivity gains of 200% or more by leveraging the technology and FRONTLINE’s content. Today, the company produces thousands of Meaningful Interactions on an outsource basis per year and has trained over 15,000 inside, outside and channel sales executives worldwide.
During these years, FRONTLINE had made significant impact with major clients such as Microsoft, VMware, PeopleSoft, Research in Motion, Sybase and many others. In 2008, FRONTLINE was named to INC Magazine’s Fastest Growing list of private companies with over 400% growth rate.
With a thirst for continuous innovation and not being content with merely fast growth and profitability, in 2010 FRONTLINE released the first and only Prospecting Cycle Management platform, which incorporates continuous learning around all aspects of prospecting along with integrated technology and a robust prospecting coaching application designed to drive adoption and additional productivity gains.