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.