Archive.fm

Sales Pipeline Radio

How to Create 24,000 Demos a Year – An Exact Roadmap

Our guest is Henry Schuck, co-founder, and CEO of DiscoverOrg, the leading sales, and marketing intelligence platform. Under Henry's leadership, DiscoverOrg continues its exponential growth path. ----more---- What to expect: Journey to 24k Demos/Year from the SDR team: Implemented new hiring methods Created new inbound/outbound team structure Better aligned SDR team w/ Marketing Invested in new Marketing leadership The tech stack:  Highest quality data available remained the foundation SDR incentives:  competitions, awards, clear career path Created a culture of “No politics. No B.S.  No a-holes ”Challenged SDRs to become 1% better each day Bring  Finance team in as an accountability partner Metrics:  What we look for from inbound and outbound teams Henry’s involvement: from “When it’s bad” to “When it can get better” Personal attention, mentorship, and encouragement are all key to keeping the team on track Encourages the rest of the team to stay accountable, hold one another accountable Why being paranoid when it’s good….is good Need to ensure repeatability of excellence The results:  24,000 demos booked in a single year About Henry Schuck: Henry Schuck is a leading entrepreneur in sales intelligence and lead generation. Having founded DiscoverOrg in 2007 when he was 23, he has led the company on a rapid growth path including funding investments from the likes of TA Associates, Goldman Sachs BDC, FiveW Capital, and NXT Capital. Under Henry’s leadership, DiscoverOrg built the industry’s most accurate, highest-quality contact database, through a mix of technology and a team of live researchers who continually call into thousands of IT, marketing, HR, and finance departments. DiscoverOrg was recognized for the quality of its datasets with both a Stevie® and a CODIE award. It was also named a Leader and ranked Number One in customer service by G2 Crowd. Before founding DiscoverOrg, Henry managed marketing and research at iProfile leading the company to a successful private equity sale. He is a cum laude graduate of the University of Nevada, Las Vegas where he was selected in 2013 as the Honors College Alumni of the Year. He also holds a Juris Doctorate degree cum laude from The Ohio State University Moritz College of Law and has studied comparative law at Oxford University. He is a licensed attorney in Washington and Nevada.

Broadcast on:
08 Jul 2019

Our guest is Henry Schuck, co-founder, and CEO of DiscoverOrg, the leading sales, and marketing intelligence platform. Under Henry's leadership, DiscoverOrg continues its exponential growth path.

----more----

What to expect: Journey to 24k Demos/Year from the SDR team:

  • Implemented new hiring methods
  • Created new inbound/outbound team structure
  • Better aligned SDR team w/ Marketing
  • Invested in new Marketing leadership
  • The tech stack:  Highest quality data available remained the foundation
  • SDR incentives:  competitions, awards, clear career path Created a culture of “No politics. No B.S.  No a-holes
  • ”Challenged SDRs to become 1% better each day
  • Bring  Finance team in as an accountability partner
  • Metrics:  What we look for from inbound and outbound teams
  • Henry’s involvement: from “When it’s bad” to “When it can get better”
  • Personal attention, mentorship, and encouragement are all key to keeping the team on track
  • Encourages the rest of the team to stay accountable, hold one another accountable
  • Why being paranoid when it’s good….is good
  • Need to ensure repeatability of excellence
  • The results:  24,000 demos booked in a single year

About Henry Schuck:

Henry Schuck is a leading entrepreneur in sales intelligence and lead generation. Having founded DiscoverOrg in 2007 when he was 23, he has led the company on a rapid growth path including funding investments from the likes of TA Associates, Goldman Sachs BDC, FiveW Capital, and NXT Capital.

Under Henry’s leadership, DiscoverOrg built the industry’s most accurate, highest-quality contact database, through a mix of technology and a team of live researchers who continually call into thousands of IT, marketing, HR, and finance departments. DiscoverOrg was recognized for the quality of its datasets with both a Stevie® and a CODIE award. It was also named a Leader and ranked Number One in customer service by G2 Crowd.

Before founding DiscoverOrg, Henry managed marketing and research at iProfile leading the company to a successful private equity sale.

He is a cum laude graduate of the University of Nevada, Las Vegas where he was selected in 2013 as the Honors College Alumni of the Year. He also holds a Juris Doctorate degree cum laude from The Ohio State University Moritz College of Law and has studied comparative law at Oxford University. He is a licensed attorney in Washington and Nevada.