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

Sales Pipeline Radio

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.

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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.