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.

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