UA-79607335-2 Sales Pipeline Radio

Sales Pipeline Radio

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How to Create an SDR Team that Schedules 24K Demos a Year

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Join us this week live at 11:30 am PST - Thurs. 12/21/17 when our guest will be, 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, and in late August acquired its rival RainKing.

The recording will be added here no later than 12/26/17.  You can catch the recording and transcription on the Heinz Marketing blog on 1/2/18. 

From CEO to SDR: Astronomical Growth Through a Maniacal Focus on Sales Development  

What to expect:

Brief overview of DiscoverOrg:

o   The unequivocal leader in sales and marketing intelligence - focus on the most accurate and actionable B2B sales and marketing data to power pipeline and revenue growth

o   Just marked its 10-year anniversary. In the past year:

▪       Acquired its largest rival, RainKing

▪       [In 2016] had $71M in revenues; on track for $125+M in 2017

▪       Named to Inc. 5000 Fastest-growing companies for seven straight years

▪       Among other 2017 accolades: Inc. Top 50 Best Workplaces; Deloitte Technology Fast 500 (third consecutive year); CODIE Award for top sales team, marketing team, company, and CEO in 2017; top sales and marketing software from G2Crowd, TrustRadius; TechOregon top growth company

▪       Fundamental belief that to be (AND scale) a high growth company, you have to DO the HARD things: define your target market, cold call relentlessly, align sales and marketing, execute an ABM strategy, etc.  DiscoverOrg practices what it preaches

 

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

  • History of DiscoverOrg’s SDR team (comparison of 2015 stats to today’s)
  • 2015 became the year we focused on hyper growth:  Realization of need to step up the SDR program in order to compete with companies the size we wanted to be

o   Implemented new hiring methods

o   Created new inbound/outbound team structure

o   Better aligned SDR team w/ Marketing

o   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.”

o   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”

o   Personal attention, mentorship and encouragement are all key to keeping the team on track

o   Encourages the rest of the team to stay accountable, hold one another accountable

  • Why being paranoid when it’s good….is good

o   Need to ensure repeatability of excellence

  • The results:  24,000 demos booked in a single year

 

More about Henry:

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.

How Data Orchestration Drives Greater Pipeline Contribution

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Join us this week with our guest, Mark Godley, President of LeadGenius, to discuss how lead augmentation drives greater sales pipeline contribution.

LeadGenius is a sales and marketing intelligence solution that enables B2B companies to identify and connect with their ideal customers. Using a unique combination of machine learning and human researchers, LeadGenius provides B2B marketing and sales teams around the world with highly-accurate lead generation data and go-to-market intelligence.

Trusted by enterprise companies like Google, Square, Box, and eBay for over 3 years, LeadGenius has become the source of truth for contact, account, and custom data.

More about Mark:

With more than 25 years of B2B technology industry leadership, prior to joining LeadGenius in July of this year, Godley most recently served as Chief Revenue Officer for HG Data. Prior to that, he was Vice President of Market Development for ConnectAndSell, Inc., a cloud-based sales productivity platform. At healthcare startup Aventura, he managed the alliance, partnership and sales channel efforts. He also holds Advisory roles at a number of leading companies in the salestech and martech space, including Omniquo, ZenIQ, The Big Willow and ZoomInfo.

 

Follow Mark on Twitter

 The offline blind spot for marketers in the omnichannel world

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Join us this week when Robert Pease, Pipeline Practice Lead for Heinz Marketing hosts Guy Weismantel, EVP Marketing Marchex

They'll be tackling:   

The offline blind spot for marketers in the omnichannel world

  • How the complex omnichannel customer journey has transformed the role of the digital marketer
  • How does the offline blind spot impact businesses’ bottom line?
  • Why customers who call your business are your best customers and how markets struggle to target them effectively
  • How call analytics can help marketers develop a strategy to adapt to the omnichannel landscape
  • The importance of knowing where your best customers come from and how to better identify and target them to generate more sales leads and close more deals

Definitely check out the Marchex Research Report: The Offline blind spot and the modern marketer: Optimizing the path to purchase when your prospects become customers offline

More about Guy:  He is currently EVP and CMO of at Marchex, where he helps marketers find their best customers--the ones who call their company. They'e found they convert faster, buy more, and churn less. Marchex helps companies drive more calls, understand what happened on those calls, and converts callers into customers. At Marchex he leads a predictive, data-driven marketing team that is delivering new awareness of our category and company, new pipeline for our enterprise and SMB sales teams, and new products and differentiate us from the competition.

He is a marketing leader with 20+ years experience in driving bottom-line results through differentiated branding, product messaging and positioning, and customer engagement. He's had the chance to build businesses from the ground up, as well as work around the world in global organizations. The common thread through all his experiences is the ability to build and lead great marketing teams and achieve outsized results for my company. 

The Trifecta for Successful Pipeline Development

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Our guest this week is Dan Frohnen, Vice President of Marketing at Skedulo.  

 

Sales/Sales Development/Marketing: The Trifecta for Successful Pipeline Development

Trifecta: any achievement involving three successful outcomes

Pipeline development is not a one department job. In order to succeed in this day in age, modern marketers need to take a seat at the revenue table and own the revenue number along with their Sales peers. That means driving pipeline, owning successes and misses, and continuing to up the game to beat competitors in this noisy world we now operate in. What’s better than one team winning … three! Join Matt and Dan as they discuss steps you can take to up your pipeline game and build the ultimate trifecta.

More about Dan:  

Data-driven Marketing Executive. Focused Team-Leader skilled in consistently delivering innovation, visibility, and sales for on- and off-line marketing and demand programs. Expert in building strong organizations with a 360-marketing mix / demand generation programs including market research, social media, trade shows & events, digital, direct marketing, public relations, advertising, e-mail, analysis, CRM, marketing automation, SEO / PPC, creative brainstorming, sales / market development strategy and partnerships.

Passion for conceptualizing and implementing marketing strategy, exceeding targeted projections, and leading teams for both B2B & B2C programs. Strengthens organization with out-of-the-box thinking and an entrepreneurial spirit.

Specialties: Large Team Leadership, Lead / Demand Generation, Problem-Solving & Optimizing, Account Based Marketing (ABM), Business / Sales Development, Strategy & Analysis, Go-To-Market Strategy, International Marketing, Tactical Execution, Marketing Mix Integration, Start-Up organization, Growth, Turn-arounds, and Operations.

 

Sales Enablement and Account-Based Partnering with Scott Salkin, CEO of Allbound.com

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Listen in as we hear from Scott Salkin, Founder and Chief Innovative Officer at Allbound, Inc. about Sales Enablement.

Channel touches a ton of pieces of your business, which is part of why it's so complex, but also part of why it can be so effective if you do it right.

Matt and Scott had just come off of Dreamforce 2017 having spoke on the same panel about Sales Enablement. 

In this episode, they ask and answer some great questions including:

Identifying one of the most important things that goes along with growing a great channel.

Scott answers:

  • What do you see in the market?
  • Where do you see the best companies investing and positioning to create a more effective channel?

Find out what he thinks is "the coolest thing and most exciting thing."

Matt also asks: 

  • What is influencing deals to move through the pipeline and actually close?
  • How are things being influenced throughout your pipeline and how are you measuring those things and relating it back?

Scott also reveals the people he would put up on his personal Mount Rushmore of sales. 

Lastly--- they coin a new phrase - Account-Based Partnering.... you heard it here first!

Listen in now or read the transcript on the Heinz Marketing blog on Monday, 11/20/17.  

More about our Guest:

Scott Salkin is the Founder and CEO of Allbound, a next generation platform that helps companies accelerate revenue through their channel partner programs by replacing portals and PRM with a smart SaaS solution that guides partners to more closed deals and renewals.

Scott’s high-tech career started at the nonprofit San Diego Regional Technology Alliance (SDRTA), providing technology equipment and training to underprivileged communities throughout the region. 
His next stops were at Cisco Systems and NetPro Computing (now Dell Software), before launching his first startup, IDS Technology Marketing, in 2007.

Scott has been listed by the Arizona Republic as one if its “Top 35 Entrepreneurs Under 35," as one of the Phoenix Business Journal’s “40 Under 40” and was featured as one of AZ Business Magazine’s "Generation Next Business Leaders.” He was honored as the Phoenix Business Journal and Business Marketing Association (BMA) Marketer of the Year as as a finalist for Arizona's Tech CEO of the Year.

Scott also served as board president for the Phoenix chapter of the Business Marketing Association (BMA), as Chairman for the Arizona Technology Council’s Startup and Entrepreneurship Committee, and as a board member for Playworks Arizona and for the Arizona Technology Council Foundation.

 

 

Bringing manufacturing Lean/Six Sigma best practices to B2B sales and marketing

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Matt and Ashley give you some great ideas and the WHYS for this subject. 

  1. Why we need to bring the science of quality from manufacturing process to sales and marketing processes
  2. How we do it - 
  • culture
  • daily habits
  • view your problems as process, not people

Ashley is offering a bootcamp for 5 local small to medium businesses in SLC & OC. Each attendee will leave with a documented & optimized sales process to increase conversion rate & profit.

More about our guest on LinkedIn

View the offer details here >

Brand Matters: Every interaction and experience, inside and outside the company

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Join Matt and Jeremy Korst. He's a mentor, the Executive VP and CMO at Avalara. Establishing an effective and actionable brand strategy is no easy task. It takes a dedicated team of strategic and creative experts who have a strong sense of customer empathy. It requires outside-in thinking, so it’s often quite valuable to bring in some external expertise to help facilitate the process. Now, while the strategy takes a tremendous effort to get right, the company-wide implementation and execution is even more important. Some of what they'll be covering includes:

  1. Creating a new category.  How do you get prospects to be interested in doing something a new way.
  2. The importance of brand.  How a brand strategy is much more than branding. 
    More at:https://www.linkedin.com/pulse/your-experiences-brand-jeremy-korst/

About our guest, Jeremy Korst:

Jeremy Korst is Executive Vice President and Chief Marketing Officer of Avalara, a quickly growing Seattle-based SaaS company focused on transactional tax compliance for businesses of all sizes. Before Avalara, Jeremy was general manager of Microsoft’s Windows & Devices marketing group, responsible for the worldwide marketing and sales of Windows, and the highly successful launch of Windows 10.  He also serves as a mentor to the University of Washington’s entrepreneurship program. Jeremy has served on various industry boards, as well as past Chair of the Seattle Accelerator YMCA Board of Managers.

Taking your sales career to the next level

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Join Matt this week with Maureen Ezekwugo, Executive Vice President of Doctor Community and RealSelf. Get pointers on how to take your sales career to the next level. Points to include:

  • Where to start if you want to take your sales career to the next level
  • Four traits or skills needed to make it in sales management.
  • How to position yourself for the next opportunity to advance your sales career.

If you don't know Maureen yet, here's a bit about her: Entrepreneurial senior sales management and operations leader with a record of achievement and demonstrated success driving customer acquisition and multimillion-dollar sales growth in an inside sales and call center.

The Wizard of Mox Shares SEO Secrets for 2018

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Join Matt as he and Rand Fishkin, The Wizard of Moz, will take away the misconception of what SEO does to affect marketing. The first thing is to blow up the myths, then understand how you can use it to your advantage, and finally how to interpret the information and apply it to more growth and success. Rand says, "My goal is just to help their audience understand SEO and web marketing. Whatever they think is most useful/important is where I'd love to assist."'ll also be talking about Moz Explorer. It's the one tool to discover and prioritize the best keywords to target. Try out it before the show: https://moz.com/explorer

Predictable Pipeline with Robert Pease

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Guest host, Robert Pease,talks about predictable pipeline. Some of the point covered include:

  • Have you built the marketing plan around the revenue plan?
  • We really need to accelerate. Basically we need more customers.
  • Someone who comes to your website and downloads a white paper, that's a content lead. That's not remotely sales qualified.
  • If you don't know who you're selling to, you don't know that there's a market or that there's a need in the market for what you sell, that's going to wound you.