Sales Pipeline Radio

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

July 8, 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.

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.