Podcasts about discoverorg

This episode features an interview with Tom Studdert, Senior Vice President of Customer Experience at Payscale. Tom has extensive experience in customer experience, education, and leadership development. Prior to Payscale, he held leadership roles at ZoomInfo and DiscoverOrg, overseeing customer onboarding, education, support, and employee training. Tom also worked in higher education at Texas Christian University and University of Southern California, focusing on student development and orientation programs.In this episode, Kailey and Tom discuss parallels between education and customer experience, mapping the customer journey and maturity curve, and strategies for measuring adoption.-------------------Key Takeaways:Mapping the customer journey can reveal gaps and opportunities for enhancing the customer experience, leading to better retention and satisfaction.AI and other technologies can provide tailored experiences and support, thereby meeting customers' demands for immediate and personalized help.Making informed decisions requires various data sets to drive customer experience strategies and effective outcomes for customers.-------------------“That individual experience of that customer are how I think we're going to meet the needs of each customer. As opposed to just saying, ‘We offer a best-in-class customer experience.' We do, but we offer a best-in-class customer experience for this customer, which is different from this customer, which is different from this customer.” – Tom Studdert-------------------Episode Timestamps:‍*(02:18) - Tom's career journey*(04:21) - Trends impacting customer experience*(13:29) - Mapping the customer journey and maturity curve*(19:59) - How Tom defines “good data”*(27:00) -  Strategies for measuring adoption‍*(39:50) - Tom's recommendations for upleveling customer experience strategies-------------------Links:Connect with Tom on LinkedInConnect with Kailey on LinkedInLearn more about Caspian Studios-------------------SponsorGood Data, Better Marketing is brought to you by Twilio Segment. In today's digital-first economy, being data-driven is no longer aspirational. It's necessary. Find out why over 20,000 businesses trust Segment to enable personalized, consistent, real-time customer experiences by visiting Segment.com

  Have you ever wondered about the myths surrounding AI-driven sales engagement strategies? Let's talk about three common myths and uncover the truth behind them. But before we dive in, let's explore the real strategies that are revolutionizing sales engagement using AI. Stay tuned for the secrets! If you're feeling overwhelmed by the time it takes to gather and analyze data for your sales strategies, then you are not alone! Are you tired of juggling multiple tools and platforms to make informed decisions? It's time to streamline your sales process with AI-driven insights. Let's revolutionize the way you engage with potential customers and boost your sales efficiency! Henry Schuck, the founder and CEO of Zoom Info, shared his remarkable journey with Mario in this Modern Selling Podcast Episode. Starting the business from his law school dorm with a bold move of putting $25,000 on his credit card, Henry's vision was clear - to build a data asset and a platform to deliver high-quality data to sales and marketing professionals. I'm no longer then just thinking of Zoom info as the platform that's going to give me names, contact information, titles, data enrichment. I am now thinking of it as a tool that's helping with account research, account insights and, or buying and signals or prioritization. - Henry Schuck My special guest is Henry Schuck Henry Schuck is the visionary CEO and founder of Zoom Info, a prominent figure in the sales and marketing industry for over 17 years. With a strong foundation in building a data asset and platform, Henry has successfully provided high-quality data on companies and business professionals to over 35,000 customers. His strategic focus on leveraging AI-driven strategies for efficient sales engagement has been instrumental in driving the company's success. Henry's expertise and achievements position him as an authoritative voice in the realm of sales efficiency and scalable growth, making his insights invaluable for sales teams looking to optimize their strategies. Henry's commitment to leveraging AI-driven strategies for sales engagement has not only transformed Zoom Info but has set a benchmark for the sales industry as a whole. His wealth of experience and innovative approach make him a compelling source of insights for sales professionals seeking to enhance their sales plan's efficiency and growth at scale. In this episode, you will be able to: Harness the power of AI-driven sales engagement strategies to supercharge your sales process. Unlock the potential of personalization in C-suite sales tactics to build stronger, more profitable relationships. Discover the game-changing impact of multi-threading in sales processes and how it can revolutionize your approach. Navigate the transition from a service to a SaaS business model with expert insights and key strategies for success. Gain valuable insights into evaluating sales tool effectiveness in driving revenue and optimizing your sales tech stack.   The key moments in this episode are: 00:00:08 - Introduction to Vengreso and FlyMSG 00:01:17 - Special Guest: Henry Schuck 00:02:18 - Establishment of Zoom Info 00:05:29 - Discoverorg-Zoom Info Connection 00:09:47 - Henry's Legal Background and Risk Management 00:14:56 - Personalized Messaging in Sales 00:17:53 - Targeting Different Organization Sizes 00:21:08 - Targeting High-Level Executives 00:24:25 - Getting C-Suite Involvement 00:27:50 - Navigating Trust and Involving C-Suite 00:28:26 - Leveraging Champions for Meetings 00:29:18 - Connecting at Different Levels 00:30:40 - Building Strong Relationships 00:32:34 - Fostering Partnership with Clients 00:33:45 - Contrasting Sales Tactics for Different Segments 00:41:55 - Importance of Multi-Threading in Sales and Marketing 00:43:24 - Utilizing AI for Efficient Sales 00:45:05 - AI-Driven Account Briefs 00:48:07 - Revolutionizing Go-to-Market Strategy Timestamped summary of this episode: 00:00:08 - Introduction to Vengreso and FlyMSG Mario Martinez introduces himself as the CEO and founder of Vengreso, creators of FlyMSG, a free personal writing assistant and text expander application. He sets the stage for the podcast's focus on helping sales leaders grow their sales numbers at scale. 00:01:17 - Special Guest: Henry Schuck Mario introduces Henry Schuck, CEO and founder of Zoom Info, as a special guest. He expresses excitement about having Henry on the show and highlights their shared interest in the evolution of service companies into SaaS companies. 00:02:18 - Establishment of Zoom Info Henry provides a background on Zoom Info, detailing its founding in 2007 and the company's focus on building a data asset to deliver high-quality data to sales and marketing professionals. He emphasizes the importance of identifying companies in the market for products and services. 00:05:29 - Discoverorg-Zoom Info Connection Henry discusses the acquisition of Zoom Info and the subsequent name change from Discoverorg to Zoom Info. Mario shares a story about using Discoverorg's data to demonstrate the ROI and effectiveness of sales tools, ultimately leading to the decision to discontinue data.com. 00:09:47 - Henry's Legal Background and Risk Management Henry reveals his legal background as a licensed attorney in two states, highlighting the credibility it brought to his role as CEO and the value of understanding and managing business risks. 00:14:56 - Personalized Messaging in Sales Henry emphasizes the importance of personalized messaging in sales. Generic messages are ineffective, and it's crucial to tailor the pitch to address specific problems a company is trying to solve. 00:17:53 - Targeting Different Organization Sizes Henry discusses the differences in engagement when dealing with smaller versus larger organizations. As a company grows, decision-making is delegated, and it's essential to adjust the messaging and approach accordingly. 00:21:08 - Targeting High-Level Executives Henry shares his perspective on engaging high-level executives in the sales process. He emphasizes the importance of building trust and partnership with the company's champion first before involving C-suite executives. 00:24:25 - Getting C-Suite Involvement The challenge of involving C-suite executives in the sales process is addressed. Henry advises leveraging the champion in the business to facilitate C-suite involvement and transition from a seller-buyer dynamic to a unified team dynamic. 00:27:50 - Navigating Trust and Involving C-Suite Henry provides insights on navigating trust when involving C-suite executives in the sales process. He highlights the importance of maintaining trust with the champion and offers strategic ways to involve executives without undermining the existing relationship. 00:28:26 - Leveraging Champions for Meetings Henry advises pressing your champion to secure a meeting instead of assuming they will seal the deal. He suggests asking the champion to arrange a meeting with decision-makers and leveraging executives to assist in the process. 00:29:18 - Connecting at Different Levels Henry highlights the importance of connecting with individuals at different levels within the company. He suggests using platforms like LinkedIn to establish connections with managers and managers' managers, showing familiarity with the company's operations and competitors. 00:30:40 - Building Strong Relationships Mario shares an anecdote about building a strong relationship with a CIO at a global pharmaceutical distribution company. The CIO valued vendors who could help improve the business and stand out from competitors. This emphasizes the importance of understanding the client's business and offering solutions. 00:32:34 - Fostering Partnership with Clients The discussion emphasizes the concept of partnership with clients. Henry emphasizes the goal of being a strategic advisor to clients, where they feel comfortable reaching out for assistance with go-to-market problems. Building such relationships leads to continuous growth with clients. 00:33:45 - Contrasting Sales Tactics for Different Segments Henry discusses the differences in sales tactics for small and medium-sized businesses versus enterprise sales. He emphasizes that enterprise sales require relationship-building and understanding the decision-making process, while mid-market sales are more velocity-driven. Sales leaders need to manage metrics differently for each segment. 00:41:55 - Importance of Multi-Threading in Sales and Marketing Henry discusses the importance of multi-threading in sales and marketing at ZoomInfo, emphasizing the need to involve both sales and marketing decision-makers for a more effective approach towards target accounts. 00:43:24 - Utilizing AI for Efficient Sales Henry explains how ZoomInfo uses AI to prioritize target accounts based on collected signals, making the sales process faster and more efficient. He also discusses the use of AI to gather account insights and research, saving time for sales reps. 00:45:05 - AI-Driven Account Briefs Henry elaborates on how ZoomInfo's AI function brings together various data sources, including third-party data, to provide comprehensive account briefs, enabling sales reps to access valuable insights without spending hours on manual research. 00:48:07 - Revolutionizing Go-to-Market Strategy Henry and Mario discuss how ZoomInfo's journey of acquisitions has led to the development of a total solution for the marketplace, impacting their go-to-market strategy. Henry shares how the company's vision has evolved and expanded to deliver a comprehensive offering to customers. Henry Schuck's realization that most companies lack comprehensive data on existing and potential customers led to the evolution of Zoom Info's data asset, now comprising 100 million companies and 300 million business professionals. Henry's passion for leveraging data to identify companies in the market for specific products and services is truly inspiring. He emphasized the importance of personalization in sales engagement, drawing from his own experience and the pivotal role of legal education in understanding risk and business decision-making. This journey not only highlights Henry's entrepreneurial spirit but also offers valuable insights into leveraging data and personalization in the sales process. Henry Schuck, has been at the forefront of revolutionizing sales and marketing strategies for over 17 years. His relentless pursuit of high-quality data solutions has empowered over 35,000 customers to engage with their next best customers, identify key decision-makers, and understand market segments. The resources mentioned in this episode are: Connect with Henry Schuck on LinkedIn or Twitter to engage in further conversation about sales strategies and AI implementation. Download the FlyMSG extension for free to save 20 hours or more in a month and increase productivity with a free text expander and personal writing assistant. Reach out to Henry Schuck via email at shuck@zoominfo.com to connect directly and discuss sales strategies, AI implementation, or any other related topics. Give the Modern Selling Podcast a five-star rating and review on iTunes to show support and help the podcast reach a wider audience. Watch Shawshank Redemption, Henry Schuck's all-time favorite movie, for an engaging and thought-provoking cinematic experience.

Modernizing Go-to-Market Strategies: An Insightful Dive with Zoominfo Dominik Facher and Nicolas De KouchkovskyIn this episode of the Sales Tech Deep Dive podcast, host David Dulany is joined by Dominik Facher, Chief Product Officer at Zoominfo and Nicolas De Kouchkovsky of CaCube Consulting to do a deep dive on Zoominfo. The conversation delves into the evolution of Zoominfo, a pivotal player in the sales technology space, and its impact on modern sales strategies. Dominic outlines Zoominfo's journey, beginning with its roots as DiscoverOrg, highlighting its focus on quality data and the evolution of its data sets, including the integration of intent data and advanced analytics. The discussion sheds light on Zoominfo's unique approach to solving critical sales and marketing challenges, such as identifying and engaging potential customers, harnessing the power of data orchestration, and leveraging AI to enhance go-to-market strategies. They also explore the importance of human elements in sales, despite advancements in technology and automation. The conversation extends to Zoominfo's acquisitions, illustrating its expansion into operations, talent acquisition and employer brand analysis. This episode provides a comprehensive understanding of how Zoominfo's solutions are reshaping the sales technology landscape, offering valuable insights for sales and marketing professionals.

My guest today is Henry Schuck, the founder and CEO of ZoomInfo. I've gotten to know Henry over the past year by virtue of him being on the board of Tegus, where I'm a board observer. I meet a lot of people and Henry is one of my favorites. His energy is unmatched and he knows his business down to the tiniest details. He has tenacity and curiosity in spades. ZoomInfo is a go-to-market software and data solution for B2B sales. Henry founded the business as DiscoverOrg in 2007 and bootstrapped it for the first 7 years of its life. Today, it's an $8.5 billion public company with a database of over 140 million business contacts. We delve into the science of great sales, Henry shares some awesome stories, and we talk about his business philosophy more broadly. Please enjoy my great conversation with Henry Schuck. ZoomInfo Business Breakdown Founders Episode 136 - Estee Lauder Founders Episode 288 - Ralph Lauren For the full show notes, transcript, and links to mentioned content, check out the episode page here.  ----- This episode is brought to you by Tegus. Tegus is the modern research platform for leading investors, and provider of Canalyst. Tired of calculating fully-diluted shares outstanding? Access every publicly-reported datapoint and industry-specific KPI through their database of over 4,000 driveable global models handbuilt by a team of sector-focused analysts, 25+ industry comp sheets, and Excel add-ins that let you use their industry-leading data in your own spreadsheets. Tegus' models automatically update each quarter, including hard to calculate KPIs like stock-based compensation and organic growth rates, empowering investors to bypass the friction of sourcing, building and updating models. Make efficiency your competitive advantage and take back your time today. As a listener, you can trial Canalyst by Tegus for free by visiting tegus.co/patrick. ----- Invest Like the Best is a property of Colossus, LLC. For more episodes of Invest Like the Best, visit joincolossus.com/episodes.  Stay up to date on all our podcasts by signing up to Colossus Weekly, our quick dive every Sunday highlighting the top business and investing concepts from our podcasts and the best of what we read that week. Sign up here. Follow us on Twitter: @patrick_oshag | @JoinColossus Show Notes (00:03:19) - (First question) - The story of Henry's famous email about building a championship team (00:07:01) - Dealing with pressure in business (00:09:14) - Applying pressure from the top down as a CEO (00:10:28) - How ZoomInfo's C-suite was constructed and how it operates (00:13:17) - A high-level picture of their product philosophy (00:19:29) - Rating the effectiveness of the average B2B go-to-market engine (00:21:25) - An anecdote about meeting with the head of commercial banking at one of world's largest banks (00:23:06) - What separates the good from the great B2B go-to-market strategies (00:27:30) - Specific questions for screening potential salespeople; characteristics to look for (00:31:39) - The story of bootstrapping his startup (00:36:05) - His view on the process of pricing (00:40:54) - The importance of M&A in building the business (00:47:01) - The story of how ZoomInfo was acquired (00:50:06) - The ever-shifting goal posts of mergers and acquisitions (00:53:15) - Anecdotes of hustling in the early days (00:59:34) - Another story from the early days of selling (01:03:40) - Using information to influence a potential lead into a sale (01:04:57) - How companies can prepare for the advent of generative AI (01:12:10) - The stages of what it means to be a CEO (01:13:15) - Learning how to execute M&A (01:16:43) - What it means for a company to work in unison at scale (01:18:26) - His advice on M&A, company core values, and corporate communication (01:26:57) - Tips for going public with a company (01:28:33) - Lessons learned from leading a public company (01:34:47) - The kindest thing anyone has ever done for him

In this episode: How to Bridge The Gap Between Sales and Procurement with Jill Robbins https://podcasts.google.com/feed/aHR0cHM6Ly93d3cuYnV6enNwcm91dC5jb20vNTgwMjYucnNz/episode/ZmYzNzc3YjAtNWIzMC00NTM4LTljYTMtNDNmNDlmNmYzMTdj?sa=X&ved=0CAUQkfYCahcKEwiY_O2s4cv-AhUAAAAAHQAAAAAQAQ How to Negotiate Internationally (International Procurement Negotiation) With Rebecca Howard https://podcasts.google.com/feed/aHR0cHM6Ly93d3cuYnV6enNwcm91dC5jb20vNTgwMjYucnNz/episode/ZDYyZDExZTYtMDM2My00ZGIxLTg0M2ItODJiOWNkZGE1YTM0?sa=X&ved=0CAUQkfYCahcKEwiY_O2s4cv-AhUAAAAAHQAAAAAQAQ How to Handle Digital Negotiations with Liz Milan, Director of Procurement of DiscoverOrg https://podcasts.google.com/feed/aHR0cHM6Ly93d3cuYnV6enNwcm91dC5jb20vNTgwMjYucnNz/episode/QnV6enNwcm91dC0xNTAzMDk3?sa=X&ved=0CAUQkfYCahcKEwiY_O2s4cv-AhUAAAAAHQAAAAAQAQ

In this episode: How to Bridge The Gap Between Sales and Procurement with Jill Robbins https://podcasts.google.com/feed/aHR0cHM6Ly93d3cuYnV6enNwcm91dC5jb20vNTgwMjYucnNz/episode/ZmYzNzc3YjAtNWIzMC00NTM4LTljYTMtNDNmNDlmNmYzMTdj?sa=X&ved=0CAUQkfYCahcKEwiY_O2s4cv-AhUAAAAAHQAAAAAQAQ How to Negotiate Internationally (International Procurement Negotiation) With Rebecca Howard https://podcasts.google.com/feed/aHR0cHM6Ly93d3cuYnV6enNwcm91dC5jb20vNTgwMjYucnNz/episode/ZDYyZDExZTYtMDM2My00ZGIxLTg0M2ItODJiOWNkZGE1YTM0?sa=X&ved=0CAUQkfYCahcKEwiY_O2s4cv-AhUAAAAAHQAAAAAQAQ How to Handle Digital Negotiations with Liz Milan, Director of Procurement of DiscoverOrg https://podcasts.google.com/feed/aHR0cHM6Ly93d3cuYnV6enNwcm91dC5jb20vNTgwMjYucnNz/episode/QnV6enNwcm91dC0xNTAzMDk3?sa=X&ved=0CAUQkfYCahcKEwiY_O2s4cv-AhUAAAAAHQAAAAAQAQ

Aaron Schmookler shares practical, hard-won wisdom on how to delegate wisely to minimize time, and frustration. — YOU'LL LEARN — 1) How to get over the resistance to delegate 2) What you need to do before delegating anything 3) The simple trick to ensuring follow through Subscribe or visit AwesomeAtYourJob.com/ep825 for clickable versions of the links below. — ABOUT AARON — For nearly 30 years, Aaron has helped people find their intrinsic motivation, their capacity to collaborate, and the fulfillment that comes from harnessing their creativity. As the co-founder and CEO of The Yes Works, he specializes in supporting business leaders who believe that people are their greatest asset to create environments that bring out their best. Aaron and The Yes Works serve clients across the country and across industries including Microsoft, MOD Pizza, DiscoverOrg, Burkhart Dental Supply, SOG Knives, 9th Gear, and Textainer to make work good for people and people good for work. • LinkedIn: Aaron Schmookler • Website: TheYesWorks.com — RESOURCES MENTIONED IN THE SHOW — • Book: Who Not How: The Formula to Achieve Bigger Goals Through Accelerating Teamwork by Dan Sullivan and Dr. Benjamin Hardy • Book: Joy at Work: A Revolutionary Approach To Fun on the Job (Pocket Wisdom) by Dennis Bakke • Book: Never Split the Difference: Negotiating As If Your Life Depended On It by Chriss Voss and Tahl Raz • Past episode: 497: How to Prevent Burnout by Shifting Your Focus with Aaron Schmookler See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

You know who you need to get in front of – do just that with a highly accurate and reliable way to reach influencers across your target accounts and business segments. Business targeting uses precise, business demographics, to ensure you can target and reach the decision-makers that matter to you. Predict the right message, channel, and timing for each customer experience and inform critical business decisions by using all available customer data. Henry Schuck will share his advice on effective techniques for re-targeting and predictive intelligence.Check out upcoming DigiMarCon Digital Marketing, Media, and Advertising Conferences & Exhibitions Worldwide at https://digimarcon.com/events/

While working at a small sales intelligence firm in Las Vegas, Henry saw an opportunity to leverage technology to unlock opportunity for go-to-market teams. In 2007, he started DiscoverOrg from his law school dorm. Brick by brick, he scaled DiscoverOrg, leading the company through 11 acquisitions (including of Zoom Information, from which the business takes its name). Thirteen years after founding the company, ZoomInfo became the first tech company to go public during the Covid-19 pandemic. Henry shares why he believes in the American dream, what it was like to take a company public in a fully remote environment, and why the practice of gratitude journaling makes him a better founder.

Every year, ZoomInfo CEO Henry Schuck writes a memo to his executive team, which is made to look like a letter to the board of directors. Even though he founded DiscoverOrg — the company that bought and became ZoomInfo in 2019 — Henry pretends in the memo to be a new CEO who has just been hired to clean up the old guy's mess. The reason, he explains, is simple: It gets everyone focused on the problems that have to be fixed.In this episode, Henry and Joubin discuss the difference between wearing a hoodie and a suit; the nuances of Henry's background that aren't obvious from LinkedIn; how he has encouraged his employees and shown them (and their families) his appreciation; The CEO's biggest fear: “Is this it?”; injecting tension in an organization; the gap between monetary and professional validation; ZoomInfo's COVID IPO; and why the work of a founder-CEO is not supposed to be fun.In this episode, we cover: Being emotionally vulnerable as a leader, and the limits of Henry's openness (02:46) What his single immigrant mother taught him about hard work (08:54) The competitor to which Henry tried to sell DiscoverOrg — before beating and buying them instead (16:10) The relief of taking ZoomInfo public after years of making promises to employees (19:42) Getting passed over by venture capitalists, and why Henry sold half of the business to a private equity firm (27:40) Learning how to work with a board of directors, and Henry's overwhelming desire to not lose (32:11) The “existential threat” to the business that gave Henry a panic attack (41:27) Going public during the darkest days of COVID (48:34) Why Henry writes a memo to his executive team every year, pretending to be a new CEO (55:29) Being happy, present, and maintaining discipline between work and personal life (58:31) Links: Connect with Henry Twitter LinkedIn Email: henry.schuck@zoominfo.com Connect with Joubin Twitter LinkedIn Email: grit@kleinerperkins.com  Learn more about Kleiner Perkins

Although company growth is influenced by many factors, today's guest on Coffee with Closers believes that the heart of everything is teamwork. People who continue to evolve and change see no ceiling, and so does the business they work on. Meet Henry Schuck, the CEO of ZoomInfo. Henry built his first company DiscoverOrg from his college dorm and took it from zero to 380 million in annual recurring revenue. He went on to acquire many of his competitors including ZoomInfo and took the company public in the middle of a global pandemic. “Think of a business as a person”, says Henry. “As the CEO and founder of the business, you are responsible for listening and reacting to what the business is telling you. And when it is telling you that this person is not going to work out in this role, you've got to make a move.” Stay tuned for our conversation with Henry where we are talking about leadership, the future of data privacy, building profitable fast-growing business, and the importance of teamwork. Coming up: • Why is choosing the right business model extremely important for business growth? • Where data is headed? And what will those changes mean for digital marketers? • What is the secret of succeeding in business in times of crisis? • How to hire the right people? And how to help them achieve their full potential? • How to avoid distractions and stay productive? Enjoy! ------------------------------------------------------------------------------------------------------------------------------- ►Find Henry Schuck on LinkedIn https://www.linkedin.com/in/hschuck/ ►Visit ZoomInfo at https://www.zoominfo.com/ ------------------------------------------------------------------------------------------------------------------------------- This series is brought to you by OneIMS - a leading digital marketing agency helping businesses win new customers. ►Request your FREE marketing ROI audit at https://www.oneims.com/ ►Subscribe to our channel here: https://www.youtube.com/user/oneims ►Listen to our podcast https://open.spotify.com/show/0rq9sO5hIdnMlsY3M7jqYf?si=fLmIEu88QMi6QFU8p6h_Gw ►Visit our website here: https://www.oneims.com/ ►Follow OneIMS online: Facebook:https://www.facebook.com/OneIMS/ LinkedIn: https://www.linkedin.com/company/oneims/ Instagram: https://www.instagram.com/oneims/ Twitter: https://twitter.com/oneims?lang=en

From Arron's Linked in. https://www.linkedin.com/in/schmooklerWhat's a Culture Engineer? I'm an ally to People-First leaders, helping their teams to commit their full talents to the job at hand and to bring out the best in those around them.TEAMIFICATION: Your new culture operating system for legendary teaming.We promise: Your team is capable of more. And they want to bring it.If your team pulls together and becomes MORE cohesive under pressure, you know you're teaming.When the chips are down, when you disagree, when the pressure's on, you need to lean on unconscious competence. Is your team unconsciously competent at teaming?Our clients (including SOG knives, Microsoft, MOD Pizza, Smile Software, and others) see immediate improvements in:

In this episode of “True Confessions of a Sales Leader,” we explore how to create a successful sales team and scale it to grow and perform within the company. We're excited with this episode's guest, Henry Schuck co-founder, CEO, and Chairman of the Board of ZoomInfo. Henry joins Scott Olsen, founder of the Olsen Group, and Gary Brashear, managing partner of the Olsen Group. If you don't know the story behind ZoomInfo, it's a great success story. Henry co-founded the company (formerly DiscoverOrg) in 2007 in his law school dorm and has been growing the successful company ever since. Last summer, ZoomInfo became a Nasdaq-listed company and is one of the dominant players in the sales enablement technology space.Listen in to find out how Henry got on the path to build his sales teams and how he continues to do so today. 

Today, we will be breaking down ZoomInfo. Founded as DiscoverOrg in 2007, ZoomInfo is a go-to-market software & data solution for B2B sales. When a sales rep gains access to ZoomInfo, they gain access to a database with over 130 million contacts. The ZoomInfo platform assists in finding potential customers, contacting those potential customers, and refining each phase of the workflow.   To help break down ZoomInfo, host Jesse Pujji is joined by its CEO, Henry Schuck. Henry founded DiscoverOrg and acquired ZoomInfo in 2019. During our conversation, we cover how ZoomInfo differs from traditional CRM businesses, its unique gross margin profile, their special go-to-market muscle, and Henry's approach to M&A. As a founder, I love stories about bootstrapped businesses, and Henry's does not disappoint. I hope you enjoy this breakdown of ZoomInfo.   For the full show notes, transcript, and links to the best content to learn more, check out the episode page here.   -----   This episode is brought to you by Canalyst. Canalyst is the leading destination for public company data and analysis. If you enjoy our exploration of what makes a company tick on Business Breakdowns, Canalyst should be the foundation for your quantitative analysis. For more information and access to the Canalyst model on the business we break down in this episode, go to canalyst.com/breakdowns. -----   Business Breakdowns is a property of Colossus, Inc. For more episodes of Business Breakdowns, visit joincolossus.com/episodes.   Stay up to date on all our podcasts by signing up to Colossus Weekly, our quick dive every Sunday highlighting the top business and investing concepts from our podcasts and the best of what we read that week. Sign up here.   Follow us on Twitter: @JoinColossus | @patrick_oshag | @jspujji | @zbfuss   Show Notes [00:02:35] - [First question] - What is ZoomInfo and their current scale [00:04:19] - The problem that ZoomInfo solves and an overview of their product [00:07:23] - A consumer-friendly description of what ZoomInfo is  [00:11:13] - The value unlock their database provides salespeople [00:13:28] - Big milestones when bootstrapping the business and their history [00:19:20] - Big problems that had to be solved when building the business [00:21:26] - Giving us a sense of the data market today [00:23:58] - Whether or not they play in a competitive landscape [00:26:36] - The P&L of ZoomInfo and metrics he pays attention to  [00:28:18] - Getting the data for their database and the costs associated with it [00:30:03] - Improving their service the more data they accumulate [00:31:48] - Overview of their contracts when offering the service to a business [00:32:35] - Various components of their sales and marketing strategy [00:35:35] - Same day sales cycles and how that manifests itself in ZoomInfo [00:38:48] - What separates ZoomInfo; they sell to sellers and their velocity  [00:40:31] - Their approach to M&A in strategy, valuation, and funding  [00:44:16] - Things they say no to when it comes to M&A  [00:47:19] - How they approached the funding side of their acquisitions [00:48:06] - Why they chose to go public [00:49:52] - Notable moments in how the business responded to the pandemic [00:52:24] - Key factors that would allow ZoomInfo to double their market cap in ten years [00:54:03] - Potential opportunities in AI and data science sectors [00:55:20] - What keeps him up at night in regards to their future success [00:57:12] - Ways he invests in his abilities that other CEOs could learn from [00:57:54] - Whether or not BigTech poses a threat to their data accumulation [01:01:48] - Lessons for builders and investors when studying ZoomInfo's story [01:03:28] - Learn more about their space; A World of DaaS Podcast  

This episode of The Jake Dunlap Show features Henry Schuck, CEO & Co-Founder of ZoomInfo. Hard work, when done consistently, will reward you in the end. Henry learned this very early on when he ran for student body president, worked two jobs, and eventually founded his first company, a nightclub promotion business.Working in iProfile exposed Henry to the world of tech, earning him valuable experience which would be instrumental in the founding of DiscoverOrg and acquisition of ZoomInfo.Henry went to Ohio State for law school as a deliberate choice for its great atmosphere and scholarships to boot. It was during his time here that DiscoverOrg would be created.It was not an easy journey as Henry's time was split between law school and running his new business. His trademark drive for success however allowed him to finish and lead his company from $300,000 in its first year to 35 million in just 7 years.   As Henry became more entrenched in his role as CEO, he learned that he must adapt as the needs of a $50 million company are vastly different from the needs of a $100 million company.Listen to the full podcast and find out more about Henry Schuck's inspiring story of working hard until you reach your goals.QUOTES:09:06 On work: "I just really believed in the value of hard work and I just believed it would pay off."12:59 On mental health: "I just at some point decided that okay, I'm going to need to feel better about this. So what am I going to do? So I signed up to go talk to a counselor."14:12 On taking the initiative for change: "If I'm going to bitch and moan about how much I don't like the UNLV community, then I should probably go try and do something about it. And so I said, well, I'm going to run for student body president."17:17 On never having regrets: "It was about having no regrets around not working hard enough. I will lose fair and square but I won't lose because I didn't work hard enough."33:26 On altruism: "When you have some professional success, you should probably take some time to think about what things along the way were hands that helped you get to that point."55:36 On being an adaptable CEO: "As long as you're convicted about the fact that you want to be that next CEO, you've got to continue to evolve your role."More about HenryHenry Schuck is a leading entrepreneur in sales intelligence and lead generation. Before founding DiscoverOrg, Henry managed marketing and research at iProfile, eventually leading the private equity sale of the company. He then founded DiscoverOrg back in 2007 while he was still in law school. Soon after he acquired rival ZoomInfo and decided to take on the former competitor's name. After taking ZoomInfo public, shares zoomed from $21 to more than $50.Henry led the company on a rapid growth path including funding investments from TA Associates, Goldman Sachs BDC, FiveW Capital, and NXT Capital. Henry's business sells subscriptions to a database of sales and marketing intelligence. Their databases contain corporate contact information, company organizational structures, and “technographics,” a profile of all the technologies used by different companies.DiscoverOrg has been awarded both a Stevie® and a CODIE award in recognition of the quality of their datasets. It was also named a Leader and ranked Number One in customer service by G2 Crowd.Find out more about Henry Schuck through the following links:LinkedIn - https://www.linkedin.com/in/hschuck/Website (ZoomInfo) - https://www.zoominfo.com/Learn more about Jake Dunlap and Skaled by visiting the links below:Jake Dunlap:Personal Site - http://jakedunlap.com/LinkedIn - https://www.linkedin.com/in/jakedunlap/Twitter - https://twitter.com/JakeTDunlapInstagram - http://instagram.com/jake_dunlap_Facebook - https://www.facebook.com/JakeTDunlap/Skaled:Website - https://skaled.com/LinkedIn - https://www.linkedin.com/company/skaledYouTube - https://www.youtube.com/channel/UCsw_03rSlbGQkeLGMGiDf4Q

Today we talk to Henry Schuck, Co-Founder and CEO of ZoomInfo (formerly DiscoverOrg) about best practices for steering the ship of a startup and scaling it until it goes public. ZoomInfo provides subscription-based sales and marketing intelligence to its clients in the form of accurate B2B content and company information to accelerate the growth of their marketing teams! Henry starts by summing up his education and career, sharing the story of co-founding DiscoverOrg, wearing multiple hats while scaling it to the point of going public, and then acquiring ZoomInfo. From there, we get into some of Henry’s habits that took him from startup CEO to public company CEO. He talks about mastering the skills needed to see DiscoverOrg through its first five years, how to let go of staff who served their purpose but are now holding the company back, and how bringing on investors changed the internal dynamics of the firm for the better. Henry also gets into his ‘pebble in the shoe’ method for aligning his teams with his vision, what goes into ZoomInfo's growth engine, and the people and resources he consults to stay sharp and constantly get better. For all this and more on the topic of continuous improvement and directing a publicly owned company from Henry, be sure to tune in. TIME-STAMPED SHOW NOTES: [00:21] Before we jump into today’s interview, please rate, review, and subscribe to the Leveling Up Podcast! [01:00] Henry’s education and how he co-founded DiscoverOrg and acquired ZoomInfo. [03:11] Wearing multiple hats, imposter syndrome, and the first five years of DiscoverOrg.  [05:00] Why Henry decided to bring on investors and what he learned about hiring after. [07:25] How Henry dealt with being accountable to people other than his co-founder after going public. [08:21] Dealing with letting go of employees who aren’t good enough to help you scale. [12:35] How Henry handled scaling so well; constantly mastering the skills involved. [14:00] Get great at something, train somebody else to do it, and then move on. [15:36] How Henry steers the ship by pointing out what’s wrong with existing systems.  [16:52] Winning by constantly iterating versus ‘that’s how it’s always been done’ thinking. [19:02] ZoomInfo’s growth engine and how it works using a specialization sales funnel. [20:41] Figuring out how to get, and take action on, metrics for one’s business. [22:50] People Henry consults with to get advice on how to be a better CEO. [23:52] Why the reMarkable tablet is a tool that’s made a recent impact on Henry. [24:28] Henry reads analyst reports to get better and stay informed. [25:27] Two must-read book recommendations from Henry. [27:17] The most compelling thing Henry recently read: Every analyst report on ZoomInfo! [28:03] How to find Henry online, get in touch with him, and learn more about him.     Resources From The Interview:   Henry Schuck on Twitter Henry Schuck on LinkedIn Henry Schuck Email ZoomInfo DiscoverOrg University of Nevada Ohio State University The Carlyle Group The E-Myth YPO EO Oura Ring Evernote reMarkable Smartsheet Morgan Stanley Ben Horowitz Must read book: Ogilvy on Advertising, The Hard Thing About Hard Things   Leave Some Feedback:   What should I talk about next? Who should I interview? Please let me know on Twitter or in the comments below. Did you enjoy this episode? If so, please leave a short review here Subscribe to Leveling Up on iTunes Get the non-iTunes RSS Feed   Connect with Eric Siu:    Growth Everywhere Single Grain Eric Siu on Twitter

As CEO of DiscoverOrg and now ZoomInfo, Henry Schuck has achieved many major milestones. From starting DiscoverOrg at the age of 23 to later acquiring ZoomInfo and now taking it public, Henry has experienced and lead all the different stages of growth that can take place within an organization. Tune in as Henry shares his lessons for growing highly successful companies, what it’s like running a public company for the first time, and his vision for ZoomInfo in 10 years from now.

Feeling replaceable is tough. Unless you're moving up. That's what Katie Bullard, president of DiscoverOrg, did. Throughout her career, she has been shrewd enough to actually hire her replacements so she can move on to bigger roles. That's pretty boss. In this episode - kicking off a new series of #TakeoverTuesday - we cover transitioning up, the definition of a high-performing marketing team, and more. ----------------- Join me for weekly special LinkedInLive sessions where I interview your favorite guests like Pat Lencioni, Seth Godin, Whitney Johnson, and Kim Scott — LIVE. Here's the one-click invite: https://evt.mx/mSGV4Ka8

Katie Bullard is the president of A Cloud Guru, a cloud education platform. She’s also a board member at Conservice, ChildCareCRM, and Journyx, Inc. Katie previously served as president and chief growth officer at ZoomInfo (formerly DiscoverOrg), VP of marketing, product and corporate development at Mitratech, director of marketing at Accruent, and chief of staff and leader of corporate strategy at Dun & Bradstreet, among other positions. Join Corey and Katie as they discuss Katie’s tenure at A Cloud Guru, how three months feels like both three weeks and three years at the same time, how everyone has a different learning style and what A Cloud Guru is doing to accommodate all of them, how not knowing something makes us vulnerable whether or not we want to admit, what it was like for Katie to accept a new position only to find out six days later A Cloud Guru was acquiring Linux Academy, how A Cloud Guru has both B2B and B2C products, what it’s like to run a company founded by other people, and more.

Henry Schuck founded his company, originally named DiscoverOrg, in 2007 at the age of 23. The company IPO’d on June 4th, 2020.   After acquiring ZoomInfo in 2019, they took the new name and consolidated their position as one of the leading sources of business information and now drive the go-to-market initiative of over 15,000 companies worldwide.    Henry sees ZoomInfo changing the way every company goes to market, the way sales reps engage with buyers, the way marketing targets, and the way HR recruits.   In this episode, Henry and Aaron discuss bootstrapping the company to $25 million, the IPO roadshow during a pandemic, and Henry’s skills as a sales trainer.   Pittsburgh’s best conference to Expand your Mind & Fill your Heart happens once a year.   Henry Schuck’s Challenge; The professional you are today, isn’t who you need to be to accomplish your goals. Take an inventory of where you need to improve and go execute on it.   Connect with Henry Schuck Linkedin Twitter Website henry.schuck@zoominfo.com   If you liked this interview, check out episode 361 with Jason Wolfe where we discuss building multiple businesses that earned 8-figure and 9-figure exits. Text Me What You Think of This Episode 412-278-7680 Underwritten by Piper Creative Piper Creative creates podcasts, vlogs, and videos for companies.    Our clients become better storytellers.    How? Click here and Learn more.   We work with Fortune 500s, medium-sized companies, and entrepreneurs.   Follow Piper as we grow YouTube TikTok Instagram Subscribe on iTunes | Stitcher | Overcast | Spotify

During this episode of Tech Qualified, Tristan Pelligrino and  Justin Brown chat with Jess Otero, CMO at BI Tech. The interview focuses on how the company uses a predominantly ABM-focused approach to marketing and ensures content answers big questions from customers. Jessica also breaks down some of the key technologies the marketing team uses - from researching accounts with DiscoverOrg to maintaining nurture sequences in Hubspot. Episode  Highlights Jessica started out studying to be an English teacher before getting into a marketing profession. Jessica starts the conversation by sharing her past experiences as a marketing associate with a company named Paris Technologies where she worked for ten years. A leader in the finance department who has a lot of import and export data processes is the ideal customer for BI Tech. BI Tech’s consulting helps companies connect with almost any kind of data source or ERP system.  Jessica discusses her approach to reaching out to companies by trying to understand the company’s problem and if they’re looking to bring automation to some of their finance workflows. BI Tech uses a marketing intelligence tool called DiscoverOrg to find people who might be good candidates for their solutions.  Jessica talks about how BI Tech has been ahead of the curve a bit with technology and now customers seem to understand their solution a bit more. One of the biggest shifts Jessica has seen over the years is how they package and ultimately sell their solutions - BI Tech has migrated away from traditional licensing. As a marketer, there is a lot of automation and tools available. However, for finance professionals, the same level of automation doesn’t really exist. SEO is not a big priority for Jessica and BI Tech right now because a lot of their target customers are not actively searching for their solution. The company has placed a big focus on researching prospects before writing emails or doing any outbound communication. Rather than going to large industry events, BI Tech has shifted their focus to smaller events where there’s a bigger opportunity for in-person engagement. Jessica points out how LinkedIn played an important role in changing the game for B2B business overall. When attending events, it’s important to do some research about the people you plan to meet in person so that you have background and context to any conversations. HubSpot is the most important tool for BI Tech’s content-based marketing efforts. BI Tech is connecting with its audience by sharing content on LinkedIn and gets engagement by asking questions of the day and reusing content from their blog posts. Jessica is a big fan of podcasts and often listens to them on her way to work. One of her favourites is Groundup. Key Points Jessica talked about the evolution of BI Tech’s marketing and said “the biggest change though has been how we sell. We used to sell software products and people would have a perpetual license and they would pay maintenance every year. And that model is out of date now. People just want to subscribe to things.” Jessica said, “we have this outbound to an inbound idea where we do a big export from our marketing intelligence tools where we can say companies have a certain size who are looking for a forecasting solution.” Resources Jessica Otero: LinkedIn Discover.org: Website Groundup: Website BI Tech: Website

Lou Wolf, VP of New Business Sales at Zoominfo (powered by DiscoverOrg), shares how he uses data to inform every decision, the #1 signal a deal isn't going to close, and how he managed his team through a blockbuster acquisition.Explore Revenue Intelligence here: https://www.gong.io/revenue-intelligence/

Blaire’s debut on Learning Life comes at an important time- the start of Black History Month.  Blaire G. Hervey is the Director of Training and Sales Enablement at ZoomInfo powered by DiscoverOrg, a B2B database and contact directory. She is also a change management leader, making history of her own, paving the way for Diversity & Inclusion initiatives to focus on the advancement, empowerment, and visibility of underrepresented employees at ZoomInfo.  Championing inclusion, she works to enhance the culture of learning with a “Build the People” mentality developing relevant, engaging, interactive programs to delight customers and shape tech professionals into thriving high-performers who can accelerate their careers. She speaks to Jon about her experience in launching a company Diversity Day introducing their first Global Inclusion & Diversity Initiative (GIDI) and the launch of their employee resource groups: ZoomInColor, ZoomInfo Womens' Initiative Network, Zoom Around the World, ZoomInfo Pride and ZoomInfo Military & Family. ZoomInfo's dedication through these initiatives has built new relationships with their recruiting team identifying diversified talent and diversifying teams at record speed!  To Blaire, working towards diversity, equity and inclusion is a labor of love– with real work, real people and real emotions. Blaire is all about building meaningful connections between people + data. Want to learn more about Blaire G Hervey?  Find her on LinkedIn: https://www.linkedin.com/in/blairehervey/

Henry Schuck is the Co-Founder and CEO of ZoomInfo, formerly known as DiscoverOrg. Henry and his close friend Kirk Brown bootstrapped ZoomInfo into the massively successful tech company it is today. Funding the project with nothing but their own money, Henry and Kirk chose what many would consider the harder, but smarter, path to starting a business. Today, ZoomInfo has won hundreds of awards within the industry and has donated a considerable amount to charities in Washington State. On this episode of Mission Daily, Albert and Henry discuss how he made the quick switch from law school to creating his own award-winning tech company, the rewards of working hard to meet your goals, and the importance of listening to the business. — Mission Daily and all of our podcasts are created with love by our team at Mission.org. We own and operate a network of podcasts, and brand story studio designed to accelerate learning. Our clients include companies like Salesforce, Twilio, and Katerra who work with us because we produce results. To learn more and get our case studies, check out Mission.org/Studios. If you’re tired of media and news that promotes fear, uncertainty, and doubt and want an antidote, you’ll want to subscribe to our daily newsletter at Mission.org. When you do, you’ll receive a mission-driven newsletter every morning that will help you start your day off right! 

Blaire was born in Dallas, TX, raised in Louisville, KY and launched a career as a highly competitive Sales Professional in Atlanta,GA. There, she was consistently presented with challenging opportunities which contributed to her unique blend of Sales, Training, Operations and Performance Management expertise. She started with DiscoverOrg leading a metric-focused team who focus on technology proficiency, adoption and continuous application for external customers. She has since moved into a newly established role as Director of Training & Sales Enablement at ZoomInfo powered by DiscoverOrg, leading a team who motivates our revenue generating teams to stretch their skillset & bloom into consistent high performers. Blaire has gained a reputation as an energetic motivator, disruptive innovator and inspirational leader who other leaders lean on to develop Sales Operational & Training Excellence within their rapidly growing organizations and implement strategies to increase diversity company-wide.

Marketers have many skills and insights that can be valuable to companies at every level of their organization, and not just within the marketing team. So how do marketers make the leap from being marketing leaders to becoming organizational leaders? To find out, we spoke with Katie Bullard, President of DiscoverOrg. Katie started out as CMO at DiscoverOrg, before quickly transitioning to Chief Growth Officer and eventually to President. On this episode, Katie also discusses why product marketing needs to be rethought, how she evaluates new channels, what to do to be successful as a new CMO, and much more.   Links: Full Links, Quotes, & Notes: http://bit.ly/2pmBEqR  Katie’s LinkedIn: linkedin.com/in/katiebullard/  DiscoverOrg Website: discoverorg.com/   3 Key Takeaways: - Product and marketing are inextricably linked because new products need to meet customer needs that can be identified by marketing. - As a new CMO it’s important to get quick wins, but also to be realistic and honest that everything is not going to happen right away. - Focus on having really great relationships with your peers and establishing open communications between marketing and other departments.   --- Marketing Trends is brought to you by our friends at Salesforce Pardot, B2B marketing automation on the world’s #1 CRM. Are you ready to take your B2B marketing to new heights? With Pardot, marketers can find and nurture leads, close more deals, and maximize ROI. Learn more by heading to www.pardot.com/podcast. To learn more or subscribe to our weekly newsletter, visit MarketingTrends.com.

Aaron Schmookler discusses how a service-oriented mindset keeps you from burning out.   You'll Learn: A powerful phrase for de-escalating conflict How to stop feeling so self-conscious How to make work more fulfilling   About Aaron: For over 20 years, Aaron has been striving to help people find their own intrinsic motivation, their capacity to collaborate, and the fulfillment that comes from harnessing the creative impulse in us all to serve others. In 2014 Aaron and business partner, Adam Utley, co-founded The Yes Works and developed the Adeptability Model of collaboration and leadership training and the Adeptable Culture Audit. Aaron and The Yes Works serve clients across the country and across industries including Microsoft, MOD Pizza, DiscoverOrg, Burkhart Dental Supply, SOG Knives, 9th Gear, and Textainer to make work good for people and people good for work. Aaron’s LinkedIn: Aaron Schmookler Aaron’s website: TheYesWorks.com Aaron’s podcast: Mighty Good Work   Resources mentioned in the show: Product: Plantronics Voyager 5200 Wireless Bluetooth Headset Book: “Good to Great: Why Some Companies Make the Leap and Others Don’t” by Jim Collins Book: “Multipliers: How the Best Leaders Make Everyone Smarter” by Liz Wiseman Book: “The Culture Code: The Secrets of Highly Successful Groups” by Daniel Coyle   Thank you Sponsors! FabFitFun Get $10 off your curated subscription box delivering happiness with the best in beauty, fashion, home, wellness, and tech with the promo code BEAWESOME Blinkist: Learn more, faster with book summaries you can read or listen to in 15 minutes at blinkist.com/awesome Eyeconic. Get name-brand eyewear easily and affordably from eyeconic.com/awesome.   View transcript, show notes, and links at http://AwesomeAtYourJob.com/ep497 

Co-Founder & CEO. Bootstrapped the company to $25M in ARR. Now 3 Acquisitions later backed by The Carlyle Group and TA Associates at $165MM ARR.

Today on Churn.fm we have Jenny Campbell, Vice President of Customer Experience at DiscoverOrg.In this episode, we discussed the functions of customer marketing inside a customer success team; three essential things that move the customer retention needle; and how to define your customer segments.We also talked about DiscoverOrg's systematic approach when it comes to customer onboarding, how they continuously iterate the onboarding process, and how they measure the impact and effectiveness.Jenny also shared unique insights on the challenges she faced when DiscoverOrg acquired and merged with their competitors, and how DiscoverOrg "eats their own dog food" by using their own product for sales, marketing, and customer success.As usual, I'm excited to hear what you think of this episode, and if you have any feedback, I would love to hear from you. You can email me directly on Andrew@churn.fm. Don't forget to follow us on Twitter.

In early 2019, DiscoverOrg acquired ZoomInfo which is further evidence that big things are taking place in the world of data. This week was the official rebrand and launch of their new platform. Returning guest, Henry Schuck, CEO of DiscoverOrg and now ZoomInfo, joins me back on the podcast to share the story behind the acquisition and what it means for those using data to power their marketing programs and go-to-market strategies. Listen as we also dive into the importance of data, why you need to develop ideal customer profiles, and how to implement strategies for successful data management.

On this special episode of the Hey Salespeople podcast, we not only have a guest but also a guest host. SalesLoft’s CEO Kyle Porter sits down with Zoom Info and DiscoverOrg’s CEO Henry Schuck to discuss how to scale a sales organization. The two share tips on everything from hiring and demos to email optimization and getting in on the ground floor as executives. You won’t want to miss Jeremey Donovan’s five takeaways from Kyle and Henry’s conversation.

Henry shares his story of being broke in college, working in sales intelligence to becoming the founder of a data-centric tech startup success. Henry shares his experience going through multiple mergers & acquisitions, each with their own flavor. Henry contends that there are two things important to a successful startup — 1) constantly be learning and listening to the business, and 2) search for and hire the best talent. Learn more and connect with Henry: discoverorg.com zoominfo.com

Steven Bryerton and the team at DiscoverOrg jumped from just under $1 million in revenue to $70 million in around 7 years. Learn the specific tactics they implemented to organize and their sales team and process to launch such tremendous growth.

Feeling replaceable is tough. Unless you're moving up. That's what Katie Bullard, president of DiscoverOrg, did. Throughout her career, she has been shrewd enough to actually hire her replacements so she can move on to bigger roles. That's pretty boss. In this episode - kicking off a new series of #TakeoverTuesday - we cover transitioning up, the definition of a high-performing marketing team, and more.

“When we first decided to get serious about ABM, we were amazing at it.” “That's the one lie I will tell you.” Everything else, was action-packed truth. For this episode, We listened in on Katie Bullard's presentation at the #FlipMyFunnel Conference, and have the breakdown here. In 6 powerful minutes she threw out 3 fundamental truths every marketer needs to understand ( and she even gave an easy math formula to determine the ideal mix of ABM vs. Inbound strategy). Katie is the Chief Growth Officer at DiscoverOrg, where they're delivering dynamic data that connects B2B sellers with their ideal buyers. Get ready for 3 truths and a lie (ABM style).

A significant portion of our negotiations occur via email, phone, and video conference. In this episode, Liz shares how best to handle these negotiations. We cover persuasion, deception, and much more! Request a Custom Workshop For Your Company   Connect with Liz Learn More about DiscoverOrg Download Your Negotiation Preparation Guide

A significant portion of our negotiations occur via email, phone, and video conference. In this episode, Liz shares how best to handle these negotiations. We cover persuasion, deception, and much more!Request a Custom Workshop For Your Company Connect with LizLearn More about DiscoverOrgDownload Your Negotiation Preparation Guide

In this episode of AI Marketing, I’m talking with Chad Burmeister of ScaleX.ai who shares a proven methodology for 2-3X conversion rates from lead to opportunities. Deep down, every sales manager out there knows that having a highly converting plan for winning new business is crucial to success, but most are keeping their fingers crossed that they’ll be able to get by on older, traditional methods. Chad is here today to share exactly how he does this. (2:50) AI helps salespeople comply with the right messages and content (3:29) How to train the AI to avoid getting the messaging wrong (4:50) Training AI bots for scale (5:25) What does ScaleX do? (7:58) If you deploy AI for email, things get interesting fast   (9:20) How this company gets 300 prospective touches a day with AI (9:48) Use case for AI leads (13:20) Why the market is going to AI Assisted sales and not human replacement (16:27) Which company is doing AI best? (19:20) Mark summarizes interview IN 100 words or less, what is your chatbot or AI Voice app and why? ScaleX.ai What company are doing it best? Discover.org the best data Chorus.ai Where can the audience find out more? Guest – AI For Sales Book featuring DiscoverOrg, Chorus and 20 companies that use AI in their products. Follows the Vendor Neutral categories.. will be on Amazon.  Mark – Explore the Fanatics Media chatbot on Facebook marketing.  https://m.me/fanaticsmedia?ref=w6471331   BIO The thing I'm most passionate about - helping sales professionals get to the top 10% of the pack consistently so that they can realize their dreams and desires! ScaleX.ai delivers Sales Acceleration as a Service. BDR.ai delivers sales technology that 10X's a BDRs outbound. SDR.ai delivers sales technology that will 2-3X conversion rates from lead to opportunity. I was the Founding Chapter President of the AA-ISP Silicon Valley Chapter and Colorado Chapter President. I was voted Top 25 Most Influential Inside Sales Professional by the AA-ISP 10 years in a row (2009 - 2019). I also helped launch the Denver Enterprise Sales Forum with Mark Birch in early 2016.

While we can all see that the sales field is evolving at a rapid pace, it’s easy to overlook that there is a new age of buyers as well. How do you create connections with this new breed of decision-makers? What’s the best way to bring them value? How have budgets changed, and what’s the best practice for navigating these deals? Have you got it figured out? In this episode of INSIDE Inside Sales, Darryl speaks with Will Frattini, the Rockstar Director from ZoomInfo. Darryl and Will discuss how best to navigate the buying process, touching on imperative topics such as creating levels of confidence and trust with your buyer, to getting through the labyrinth of closing an internal deal. They also talk about how best to empower your team to sell to the right people, and how to find the path to success through using delicate qualifying questions. The sales world is changing quickly, but we’ve got you covered on this episode of INSIDE Inside Sales! About Darry's Guest: Will has been at ZoomInfo for 4 years and in that time has held and excelled in almost every sales role the organization has to offer. He started in 2015 as a new business AE during which time he achieved 213% to quota as an individual contributor before being promoted to team lead. As the Manager of New Business in 2017 and Senior Manager in 2018, Will led his team to 168% and 165% to quota respectively, all while doubling his sales team, recruiting new hires, and representing ZoomInfo all over the country at several Summits, Conferences, and Webinars. As Director of New Business Sales at ZoomInfo, Will leads three New Business Managers, one Team Lead and their respective teams, and has also been heavily involved in the integration of systems, processes and teams post DiscoverOrg acquisition in February 2019. Will can understand (and sort of speak) French and Spanish enough to travel within native speaking countries (when he and his wife stayed in Normandy, their host family thought they were Canadian and tried to give them directions to the Canadian cemetery instead of the American cemetery). In his free time, Will enjoys spending time with his wife, Abbey and daughter, Elle. He is also an avid golfer, cook, and piano player.

As DiscoverOrg's Director of Marketing Operations, Franklin Bear has played a key role in maintaining strategic process and sales/marketing alignment through phases of rapid change. In this minisode, Franklin shares more about the role of marketing operations, plus how to maintain excellent facial hair.

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. ----more---- 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.  

  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.  

There are 4 main parts to a successful outbound campaign: List Optimization, Email, Phone, and Social Media. Sure, you could argue paid media might also fall into this as a channel, but let's stick to the basics. This episode 022 with Blake Johnston, CEO at OutboundView, is less focused on messaging and more focused on reducing friction within the tools and channels that help us have conversations. There is a category of technology called "Sales Acceleration" tools that the IT Channel needs to understand, because they can drastically transform your ability to connect with buyers to drive attendance to events, webinars, and other key marketing content for the purposes of educating buyers on complex IT solutions.   01:30 - Recap episode 017 with Blake Johnston on "Personalized Content Promotion", which is using Inside Sales resources to drive attendance to events, webinars, and to get engagement on content like white papers, recorded video, or demos. 02:00 - This episode is a partial case study, since Aaron and Blake did pilot for an IT manufacturer/ reseller in May 2019. What did we learn? In this episode we will put it into 4 parts: list building, email, phone, and social media. 04:00 - List building/ data cleaning fundamentals. Inside Sales team get ZoomInfo or DiscoverOrg lists. Even if the data is good, still need to do levels of validation. First, who are the specific contacts and job titles? Are some contacts a higher priority than others? Second, for events in a few weeks, how many people can you really engage? So second level validation, have people call all the way through the list to figure out direct line/ extension. THEN, third, put the sales team after everyone has been called through. 06:30 - Phone: Auto Dialing and tools that help have more conversations about your events and marketing. Let's say you only have one Sales person. First, that person could just manually dial, which takes forever and is fatiguing. Second, take a a little more automated approach by uploading leads to a tool that sits on top of a Salesforce leads or contacts report. As soon as it dials, it hangs up and moves to the next until you get a connect. Three, next level of dialers, people are calling down the list (sometimes 4-6 contacts simultaneously) and the second a contact picks up, you get the conversation in your ear. Some of these AI tools (like "ConnectandSell") take the stance, "...if you're going to be dialing, focus on conversations, not dialing itself". If event is good enough, the messaging resonates with buyers, then the more conversations you have the more you'll drive marketing engagement. 09:30 - Have Execs sit on ConnectandSell and have conversations (because they're not thrashing on the mechanics of dialing itself). How much would you pay for your VP to talk to X-job title in exact target market? 12:30 - Email: Outreach.io, a Sales Engagement technology for emailing 1:1. How is this different than Marketing Automation technologies? Making emails that look like they come from an actual person in a multi-touch sequence. When you look in your "sent" folder, you see them going out AND it's a consistent message so you can pull data off the efforts. 17:00 - How using videos paired with LinkedIn+Phone+Email can work together for Marketing to Drive attendance. Tools like Vidyard will integrate with these efforts. 21:00 - Don't over-architect process and workflows, but rather know your lists and audience and just start the outbound (making the calls, emails, and social touches). Learn, and then iterate on the first initiative. Closing remarks.

In this episode we finish our conversation around best practices for procurement and use of buyer intelligence data. Joining us is Katie Bullard, President and Chief Growth Officer at DiscoverOrg, a solution that provides a constant stream of highly accurate and actionable company contact and buyer intelligence data that can be used to find, connect with, and sell to target buyers more effectively. Yesterday, Katie discussed why and how B2B brands are collecting and using customer data, and today she walks us through her company's market expansion acquisition of ZoomInfo. Show NotesConnect With: Katie Bullard: Website // LinkedIn The MarTech Podcast: Email // Newsletter // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In this episode we finish our conversation around best practices for procurement and use of buyer intelligence data. Joining us is Katie Bullard, President and Chief Growth Officer at DiscoverOrg, a solution that provides a constant stream of highly accurate and actionable company contact and buyer intelligence data that can be used to find, connect with, and sell to target buyers more effectively. Yesterday, Katie discussed why and how B2B brands are collecting and using customer data, and today she walks us through her company's market expansion acquisition of ZoomInfo. Show NotesConnect With: Katie Bullard: Website // LinkedIn The MarTech Podcast: Email // Newsletter // TwitterBenjamin Shapiro: Website // LinkedIn // Twitter

Today we discuss the best practices for procurement and use of buyer intelligence data. Joining us is Katie Bullard, President and Chief Growth Officer at DiscoverOrg, a solution that provides a constant stream of highly accurate and actionable company contact and buyer intelligence data that can be used to find, connect with, and sell to target buyers more effectively. To start our two-part conversation, Katie walks us through why and how B2B brands are collecting and using customer data. Show NotesConnect With: Katie Bullard: Website // LinkedIn The MarTech Podcast: Email // Newsletter // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today we discuss the best practices for procurement and use of buyer intelligence data. Joining us is Katie Bullard, President and Chief Growth Officer at DiscoverOrg, a solution that provides a constant stream of highly accurate and actionable company contact and buyer intelligence data that can be used to find, connect with, and sell to target buyers more effectively. To start our two-part conversation, Katie walks us through why and how B2B brands are collecting and using customer data. Show NotesConnect With: Katie Bullard: Website // LinkedIn The MarTech Podcast: Email // Newsletter // TwitterBenjamin Shapiro: Website // LinkedIn // Twitter

It’s marketing vs. sales! On the marketing side, our guest Natalie Nathanson, CEO of Magnitude Consulting, is been a marketing consulting for small and mid-sized tech companies. On the sales side, Host Steve Bryerton, DiscoverOrg’s VP of sales, has also seen his share of growth.Listen to the Growth Perspective, from both sides of the house. About our guest: Natalie Nathanson is the Founder & CEO of Magnetude Consulting. Magnetude is a marketing firm that helps B2B companies looking to scale more rapidly and compete more effectively by providing fractional marketing department services spanning marketing strategy, messaging & content development, demand generation, sales enablement, and visibility. They specialize in working with cybersecurity clients, as well as the broader B2B tech sector. She can be reached at 617.755.5061 or Natalie@magnetudeconsulting.com or you can find her here on LinkedIn

David Sill, Speaker, Coach, B2B Inside Sales Authority, and Head of Sales Enablement at DiscoverOrg.com, joins me on this episode.

Henry Schuck is the CEO and Co-Founder of DiscoverOrg and CEO of ZoomInfo. Under Henry’s leadership, DiscoverOrg has delivered unprecedented growth and innovation – landing on the Inc. 5000 list over the past 8 years and earning multiple awards as the top sales and marketing intelligence tool in the industry. Leading a talented team, he is focused on constantly enhancing DiscoverOrg’s proven ability to accelerate pipeline and revenue growth for its customers.Henry 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.Check out what Henry is up to at: https://discoverorg.com/ and https://www.zoominfo.com/

Henry Schuck is a fan favorite at The Sales Development Podcast. In just a few short years he’s built up the data powerhouse at Discoverorg and sees no end to it’s ambitions. His focus, talent and relentless attention to detail is paying off with a rush of recent acquisitions. Listen in as we explore his decision making process, how he considers the data landscape and what’s next for Discoverorg. This a must listen! PS Henry’s video from The Sales Development Conference is the highest viewed video on the Tenbound Youtube site. Worth every minute. https://youtu.be/PpMf09k1zRoComing up! The Sales Development Conference 2019, August 23rd in San Francisco. Early Bird tickets are almost sold out so grab them before they’re gone too, right here → https://tenbound.com/conference/ Big thanks to @Darryl Praill of @VanillaSoft for making this podcast possible. Check out their new Sales Engagement solutions here... https://www.vanillasoft.com/solutions/business-function/sales-engagement-platform/#SDR #BDR #salesdevelopmentrep #salesdevelopment #prospecting #coldcalling #salesloft #outreach #sales #tenbound #salesforce #salesappointment #revenue #salesops #salesdev19#marketingops #salesforce #tech #salestech #marketingtech #salestraining #brighttalk#salesenablement #discoverorg #leadgeneration #accountbasedmarketing #abm

We’re excited to welcome a VERY special guest into the #GROWTHBOUND studio! Hila Nir is the CMO of ZoomInfo … and DiscoverOrg! Following DiscoverOrg’s acquisition of ZoomInfo, Hila is leading both marketing teams. Our host and DiscoverOrg President Katie Bullard asks: How do two fierce competitors come together?  and DiscoverOrg is welcoming someone very special into our studio today. Hila Nir heads the highly energetic marketing team. Nir is responsible for lead generation and branding strategy through inbound and outbound marketing, including email campaigns, website optimization, content marketing, advertising, social media, webinars, and events. With an accounting background, Nir is the definition of a data-driven marketer.  ___________________________________________ GrowthBoundB2B Radio is sponsored by DiscoverOrg and hosted by DiscoverOrg president Katie Bullack. 

How are some companies using account-based marketing to shorten the sales cycle, increase penetration in key accounts, and improve customer NPS scores? This week onThe Inbound Success Podcast, Terminus Co-Founder Sangram Vajre shares his insights on the past, present, and future of account-based marketing, including who it is right for and how the sales and marketing teams of the future will be able to use buyer fit and intent data to laser target the accounts with the highest likelihood of closing. This week's episode of The Inbound Success Podcast is brought to you by our sponsor, IMPACT Live,  the most immersive and high energy learning experience for marketers and business leaders. IMPACT Live takes place August 6-7, 2019 in Hartford Connecticut and is headlined by Marcus Sheridan along with keynote speakers including world-renowned Facebook marketing expert Mari Smith and Drift CEO and Co-Founder David Cancel. Inbound Success Podcast listeners can save 10% off the price of tickets with the code "SUCCESS".  Click here to learn more or purchase tickets for IMPACT Live Some highlights from my conversation with Sangram include: Sangram says that the easiest way to think about ABM is that it is focused marketing and sales activity. The best use cases for ABM are for companies with larger transaction value sales or those who are going after a smaller audience within a larger marketing strategy. ABM solves for a challenge that many companies experience. Specifically, it is a way to address situations where a company might be generating a lot of leads, but the sales team feels they are of poor quality. ABM 1.0 was about identifying the top 100 target accounts and going after those using targeted ads, custom landing pages, and direct mail campaigns. ABM 2.0 takes it a step further and uses buyer fit and intent data to automatically identify the best fit companies - the ones that are most likely to close - and then develop ABM campaigns around them. The ABM of the future could use artificial intelligence to take that buyer intent and fit data and then automatically build landing pages and ABM campaigns for those prospects. Sangram believes that in the future, marketing is actually going to own setting sales quotas because they will be the team that has that fit and intent data, which will make them more accurate in forecasting what can actually close. ABM is best suited to companies with a high degree of organizational readiness (meaning they are bought into the approach from the CEO down and they have a "one team" kind of mindset) and with larger sales transaction values. The three primary use cases for ABM are for acquisition, pipeline velocity, and customer satisfaction. Resources from this episode: Save 10% off the price of tickets to IMPACT Live with promo code "SUCCESS" Visit the Terminus website Visit Sangram's personal website Listen to the #FlipMyFunnel Podcast Connect with Sangram on LinkedIn Follow Sangram on Twitter Get Sangram's book Account-Based Marketing For Dummies Join the #FlipMyFunnel Community Listen to the podcast to learn how ABM is evolving and what the most successful ABM campaigns do to get results. Transcript Kathleen Booth (Host):Welcome back to the Inbound Success Podcast.I'm Kathleen Booth and I'm your host and today my guest is Sangram Vajre from Terminus. He is the chief evangelist and cofounder. Welcome Sangram. Sangram Vajre (Guest): Thank you, Kathleen. Excited to be on the show. Sangram and Kathleen recording this episode Kathleen: I am excited to have you here. I have not had anyone come on and talk about account based marketing before. Before we jump into that though, I would love it if you could tell our listeners a little bit about yourself and about Terminus and also ABM in case people don't know what it is. Abount Sangram and Terminus Sangram: All right. Sure. And as you said, I started to cofound Terminus about four years ago and prior to that I ran marketing at Pardot, which took me to this to acquisition within a year of Exact Target acquiring Pardot and then Salesforce acquiring Exact Target. So all of a sudden I went from running marketing for 100 people company for 10 million revenue all of a sudden to running it at Salesforce which was just incredible. It was a moment where I think I realized, I think I understood the meaning of scale. At Salesforce, I really had no idea before that. Kathleen: Trial by fire, right? Sangram: Totally. Totally. It's an incredible machine. And then co-founded Terminus. Ended up writing the first book on account based marketing that was published in 2016, believe it or not. So I'm about to write my second book this year and along the way started and really built this community called #FlipMyFunnel, which is all about challenging the status quo of marketing and sales. We have about 10,000 people in that community and a lot of really fun. It's awesome to see so many people doing some level of account based marketing. And I'm happy to share more through examples or stories of how incredible things are happening in companies. Kathleen: I was really impressed with the community that you all have built. I had Nikki Nixon, who was the head of the Flip My Funnel community, on one of my earliest episodes and community is something that we at IMPACT are very focused on and so it was really interesting to me to hear that story of how it got started and how particularly through some of the events you've held, that community has grown over the years. Sangram: Community is something, I have a saying on the #FlipMyFunnel podcast we talk about is really that without a community you are simply a commodity. "Without a community you are simply a commodity" - Sangram Vajre Click to Tweet this quote And if you think about anything like Hubspot for example, is an investor in Terminus. And I remember spending time with both Brian and Dharmesh then they became an investor in our company and I asked him why are you spending so much time and money on inbound? And they said, look, if somebody has to go build somebody that's going to compete with Hubspot toe to toe, first thing they need to go need to go and do is build a 20,000 plus community and hundreds of thousands of other people that are not even at this event but are online, they have to go build all that moat around them in order to even start to begin to compete with them at that level. So there is so much power in community and so do and Salesforce and Drift. And so I don't think we did anything new. I just felt like we definitely stumbled on this idea and thankfully and gratefully have been able to nurture it. Kathleen: Yeah, and it might not be something new, but I am amazed at how much we as marketers talk about the importance of community but so few brands and companies actually bother to truly invest in doing it. Kudos to you for following through. Sangram: I appreciate that. What Is Account-Based Marketing? Kathleen: So #FlipMyFunnel, I've always liked that name, too, because to me it so perfectly defines in marketing speak at least what ABM is in a way that anyone can understand. But to to rewind a little bit, let's go back to account based marketing. That's really what I wanted to talk to you about. How do you define account based marketing? Because I've heard it defined many different ways. Sangram: Yeah. So I'm not gonna give any analysty kind of definition. I think everybody can find a million different answers for that. I think quite simply to me it is focused marketing and sales activity, and that's all it is, really. So if you were in B2C where you are selling Nike shoes to any and everybody in the world, it makes sense to go after any and everybody in the world. But if you're selling to, let's say Fortune 500 financial services company for your supply chain product, guess what? There are only maybe 50 of them. So why in the world do we want to create content and qualification and all the processes that we all have created that has a roadblock to it? Why not start with the best fit accounts to begin with and then expand within the reach within them and then engage them and then turn into advocates. Why not focus on the 50 as opposed to 5,000 to find the 50? B2C has that problem. B2B thankfully does not have that problem. So that's why I think ABM is so cool. Kathleen: Yeah, it definitely makes sense that that larger transaction value that small audience, or the small audience within the bigger marketing strategy. So Terminus as a platform enables companies to more effectively do account based marketing. For the person listening who is either familiar with ABM or maybe not familiar but interested in learning more, tell me a little bit about what kinds of successes you've seen companies have with it. And honestly like how does it work? So if somebody says, I want to do focused marketing, what does that really mean at a practical level? Sangram: Well. So let's walk through an example of your document before we started to record, which is a company called Masergy is great customer of ours. They are in cloud communications and computing so I think most people can relate to that as a technology company and Malachi who runs their marketing is a phenomenal guy. We had him speak at a lot of the conferences and podcasts and all that stuff. So let me walk through almost status quo ABM 1.0 if you will and ABM 2.0. And I think as audience is listening to this and maybe they can figure out where they belong in this journey that you may be or may not be right now and trying to figure out to be on. So Malachi was in one of these incredible inbound marketers where he generated 25,000 leads, got 25,000 leads and he heard all the time from the sales team is like, well, they're not qualified. They're not relevant. They're not the right people and as you might know, Forrester came out with the research in 2016 I think that less than 1% of the leads are turning into customers. Kathleen: I was going to say, I'm pretty sure every single marketer that is listening has heard exactly that complaint from their sales team before. Sangram: And that's purely because we are going after again first trying to get any and everybody and then try to qualify it as opposed to going after the right people. So the problem is something that I think we have to own that we have created to begin with. So in a status quo world, I feel if you are marketing it and that's how the challenges you feel like at think of it as the status quo, that is pretty much what's happening in 90% of the company and it's unfortunate. I think we all need to wake up and look at it and think like, hey, it's not really sales problem. It's actually a marketing problem that we need to fix. So that's kind of where I feel he found himself as well a couple of years ago. Then he moved into this, what I would call AB 1.0 where I think more and more companies are finding themselves now who are jumping on the bandwagon of ABM which is saying, okay, well that's not working. Sending these 25,000 leads is not working. What do I do? Let me find the right people. Let me just go and select top 100 accounts that my sales and marketing team can focus on. That might be on a vertical, that might be based on sales stage that you are having difficulty converting, or it might be a sector or whatever it might be. So I think most people are now finding a top 100 accounts that I want to focus on. And to your point like, well how do you do it? What you really do and most companies are doing, they're running one to one campaign for each one of these hundred accounts. That means they'll have an ad that talks to that exact company and all the people in that company. So you're running advertising through platforms like Terminus and Google or whatnot. Then you are taking them to a landing page that doesn't ask for their mother's maiden name. It actually gives them the whole information about how you can actually help their industry and them and others in their industry be successful. So there's no gating of information. It's actually now your customers are going to spend more time on that page because you're literally taking to a page that is custom made for them and then you can add direct mail or stuff like that, too, to kind of engage them. Now you can do all of these things because you're only focused on top hundred. You're not focused on everybody. So you can do a digital advertising, you can do a Linkedin campaign, you can do a direct mail campaign, you can have a landing page that is focused on them, a stream of content videos for them. It's all possible when sales and marketing is working together at 1.0 level. And the results of that one, just in case of Malachi and Masergy they have over 250% penetration rate within the accounts they want to go after compared to any other account that they're targeting. Right? I think they knocked off a month in the sales process. So now they're closing deals much faster. Now you can imagine what kind of revenue impact you have in your organization when you're actually taking one month off your sales process. So how many more opportunities can your sales team work on? So their results are fantastic, but that's just because they're able to focus on the top hundred accounts. Right? Kathleen: So if I understand correctly, I'm a company and let's say I want to land Coca Cola as an account. I might set up ads via either Google or Linkedin or what have you that are targeted just at people who work for Coca Cola and then those ads are going to direct them back to a landing page that's either about the beverage industry or I guess it could specifically be about Coca Cola. Sangram: It actually should be. It could literally say your company plus Coke equals whatever because we do x,y,z. Kathleen: Yeah, and then potentially as you said, other items like direct mail, et cetera and the goal of all this is to get in front of and raise brand awareness amongst as many people within Coca Cola or at least within the right parts of Coca Cola as possible. Is that accurate? Sangram: Exactly and the reason you want to do that at that level is because we all know in B2B the decision making is by committee where there are five, seven, nine, 10 people are the decision making process. If all 10 people have heard about you and have seen your message and they may never fill up a form but they all have some sort of input in the buying process. Well if the CFO, the CEO, the head of sales, the head of procurement, and all of them have seen your brand chances as are you going to have somewhat of an in in that company because of the brand awareness you've created, but you can't create that level of brand awareness unless you are focused on them. Kathleen: Now, how do you do this without having the intended target feel like it's creepy. Sangram: It's creepy beyond creepy. But I think we all have sold our rights to privacy in many ways when we sign up for Facebook, when we signed up for websites that have over digital kind of body language to it. So in many ways, I'm one. So we do Terminus, one of the things beyond analytics and all this stuff that we do for canvas marketing as a platform, but one of the things we do is we do is digital advertising and I'm not someone who typically clicks on a lot of ads or digital advertising. I actually hate it. And I've told the founder of this company, but I loves ad when it actually does and serve a purpose for me. So for example, if I am looking for something and if I get the right message at the right time, it is an awesome thing. Otherwise it's annoying to me. Kathleen: I was just saying this, I was taking the train home on Saturday from a week away for work and I had, this is such a side story, but it's relevant. For Christmas, I wanted this one pair of slippers. Sangram: Yeah. Kathleen: And I didn't get it. And all of a sudden on the train, on the way home, this ad pops up and the slippers are on sale and darned if I didn't buy them within like five minutes of getting the ad. And it's exactly what you're talking about. I mean, this is it more of a B2C example. But yeah, I mean they knew I was interested. It was the right time and it was immediate, it was an easy yes. Sangram: Yeah. Kathleen: And I don't like ads either for what it's worth. Sangram: Exactly, none of us do, but we all value whatever is timely and convenient for us or the needs that we have. So I may not like a cupcake ad that pops up randomly for me, but I would love an ad for the right book or the right thing that I want. And B2B software is no different. If you're looking for it and you find the right connection, then you will spend time. So a company like Masergy is finding true success because these people are not converting on their website like the status quo thing. They're actually spending more time looking at oh this is good, this is great for our financial. They seem to have a great case study with a similar customer in our industry so they get our problem. They know what the messaging is exactly what you would create because you know enough about Coke so the messaging is going to be about it so they care. Like those are the feelings that you invoke in your future customer that standard marketing doesn't really do. So that's 1.0. And 2.0 sorry, go ahead. ABM 2.0 Kathleen: Yeah, no, that's what's going to be my next question is, all right, so what's 2.0? Sangram: If that's exciting enough for be people. If you're dipping your toes that already may feel overwhelming, but the reality is that if you truly care and if the deal size is big enough and if you can truly forward the velocity, it's really worth it. Now, if you're a transactional business where you're spending like 10 bucks a month subscription, it probably is not worth doing all the effort on it. Now ABM 2.0 is really interesting because now you go from this silo approach off like everybody and anybody and I need to go in and figure out who I need to go after and see less than 1% of the customers to the top hundred accounts and now it's super targeted, super engaged and connected and all that stuff. But now I'm getting proactive around my outreach and all that stuff is to this idea of running my entire business like that. Right? Imagine all of the target accounts that you want to go after now, not just hundreds, but maybe let's say your total addressable market is 3,000 accounts, right? And you know that your product or service is suited for those 3,000 accounts. Imagine having the ability to have a fit and intent score where you will say, okay, these 3,000 accounts have fit. These are great accounts. I just want to know whenever there is intent to buy any of these accounts somewhere online, if they're researching on G2 Crowd for a similar software. I want to know if somebody in that company is reading articles that have the keywords that I care about, I want to know. Right? So the fit and intent if you can combine that beyond the hundred accounts and say of these 3,000 accounts, any account that is the right fit and intent, I need to be alerted so that my sales can be prioritizing the experience for them. And then the same play that we talked about at 1.0, I can replicate it in a prioritized way for the accounts that are in market right now. And I think that's when you're running your business on a very hyper targeted, hyper personalized at scale. Kathleen: Now how do you, you talked about intent and some of the examples you gave were things that would happen off of your own web assets. So not on your website. It might be like you said, G2 crowd, for example. How are companies able to access this kind of intent data? Sangram: Oh, there's tons of providers right now in the market place. Like G2 crowd themselves would provide the intent.  Terminus connects with like you know Bombora. Bombora is another good one. DiscoverOrg would give you that information. Linkedin will give you that information now. Even G2 crowd as a set. And so there are tons of companies who are starting to pull all this information together and we as a platform, we are trying to hook up into all of them and say, okay, well we can run this for 100, but the beauty would be then you can run this for 3,000 and not leave anybody out there who's the right fit and has the intent right now because that's when you're going to win faster at a much higher level when you know the company that's in market. So all of these companies, they're more and more companies actually coming up with this data. Kathleen: That's interesting what you said about that you're really trying to hook up with all these different platforms. Because the first question that was going to come into my head was, I'm hearing a lot of companies talk about using CDPs, customer data platforms, in order to tie together the data they have in all different places. But it sounds like the direction you're moving, that wouldn't be necessary. You essentially would be the CDP. Sangram: Sure. I mean that's exactly right. Like we, I remember the really early days. Initially our thought was, hey, we're going to look at all the people in everybody's CRM and start helping them do advertising to them. What we quickly realized, everybody's data is shit. Like it's crap. And there's nothing in there. Like a lot of them are not updating data and there's all kinds of, there's the same companies alert seven different ways in CRM, like we all have the same issues. I'm like, okay, that's not gonna work. So we only get the names of the companies from our customers and the type of persona they want to target. Then we use our own intelligence by partnering with Linkedin and D&B and NetProspex and so many different data providers so that we have a clean set off information and then we are proactively targeting them and giving intelligence back to our customers. They're like, whoa, that's great. So I think you're absolutely right. I think we are relying a lot on good data from third party sources because most CRMs and most marketing automations, the data is not clean. Kathleen: Amen to that. It's terrible. It really is. It's my biggest pet peeve is just the garbage that's in these databases. Sangram: Yeah. Kathleen: So interesting. Okay, so it sounds like the key shift there from ABM 1.0 to 2.0 is in 1.0 you're manually creating your target list and in 2.0 you have a system in place that feeds your targets to you that is essentially automated. Is that accurate? Sangram: Exactly. Right, and now you're going back to okay, you want to automated, but now you want to automate it or you want to create this personalized experience, but now you are creating that personalized experience for anyone that is in market that has the right fit as opposed to this arbitrary hundred companies that I have decided because they sound great or my sales team said that this is important. Now I'm actually running my business on the smart content. What Will ABM Look Like In the Future? Kathleen: Well now I'm really curious to hear what your predictions will be for what ABM 3.0 will look like. Cause I have some ideas that I've gotten as I've listened to you talk and I'm curious to know if they're going to be similar to what you come up with. Sangram: I don't know. I just came up with 2.0. I don't know what we get going. Kathleen: I mean the first thing I thought of was if the second step is the system basically feeds you, these are the companies you should go after. In my head, I'm thinking, well the third step is then you have a system, an artificial intelligence system, that just spins up the landing pages. Sangram: Oh yeah. Kathleen: From your relational database. It says, oh they're financial services. Well we have that template. Pop their name in and then it's really truly the robots are doing our jobs for us. Sangram: Oh you, you are spot on when it comes to personalization of this whole experience. I mean right now people are throwing bodies at it. Kathleen: Yeah. Sangram: Hey, you know what? Go create 50 landing pages. We have a customer Snowflake for example. They're running 500 one to one campaigns. 500. They have 15 people now I think six and by end of Q one, so by end of Q one they're supposed to have 15 people with the title of account based marketing. So you can think about how they are because they're like, well, does every one of them have regions and then helping to personalized experiences for it. So we are actually in some ways putting bodies in place because we don't know if there is a way to automate all of this experience because it's so rich and so valuable and so unique in many ways right now. Kathleen: I'm sure we're not far off from it. Sangram: Oh, no. Kathleen: So talk me through the one thing we haven't really touched much upon. We've talked about ABM from the marketer's standpoint. Walk me through at what point in this process in an ideal world, should sales enter into the equation and what does that hand off look like? Are they involved the whole way? The Marketing To Sales Handoff In ABM Sangram: There is no handoff. I think that's where we got it wrong. I feel like some of the blame is on me as well as part of that, that old group of people. I feel like there is no hand off. Sales and marketing hundred percent has to agree on the way this is going to work. Otherwise you can't create a personalized experience. If the sales person's not going to call as soon as the direct mail is hit to the right person, then you know it's not gonna work. If the sales person is not going to follow up when they see an increased activity of the right accounts on your website because you have get rid of all the forms and now you have five kind of right people on their website if they don't do that work that's needed to follow up on, then in the B2B world, it's still not going to work. People are not going to just come and swipe credit cards if you're selling a $100,000 product. So sales are super important. What's bigger difference I think if you want to go the predictions route is I think marketing is going to own the process of figuring out who to go after because they're going to have fit and intent data. So imagine as a marketer and you could say, hey, we want to open an office in, we want to expand our business, great. Based on the information that I have from all of these different technologies that I'm able to cobble up together, I can see that in Boston there is the highest concentration or best fit future customers. There is a lot of intense action going on over there, too. So we should open a sales office in Boston and put two people in there because based on the quota that we are hitting, it makes sense that two sales people. So imagine that a marketer can set up sales quota and not only that, a marketer can figure out the forecasting of which deals are going to close. Because a lot of times the sales would say, oh, I think 30% of them are going to close. And a lot of times, quite honestly they have no clue. Nobody has any clue why somebody went dark or what happened there. Right? But now marketer can say, hey look. And we have seen this happen at Terminus and a lot of customers say, look of these 10 deals that you planned that they're going to close this month, let me tell you, 7 of them have not even spent a minute on our website in the last month and a half. So let's get rid of the bullshit. There are only 3 that we can have a full opportunity to close. Why not just focus on these three? We know there's interest in there. Let's do more campaign. Maybe do a in house dinner over there and try to close the deals with these three because the seven, the chances are they're not going to close this month in the next two days, right? So that level of intelligence in the front portal, from fit and intent and then forecasting, is unique and new and I think the marketer is going to be in the driver's seat. Kathleen: I feel like all the sales people who are listening are going, "No way. Marketing's not going to set my quotas." Sangram: I think they want it. If they are smart to recognize the power in this thing, I think they would want it because they can actually have a higher quota at a much higher velocity and they would actually be doing what they're the best at, which is influencing the deal and closing it. But marketers can now, we are all going to be more of an intelligence provider. Here's the intelligence of who you should go after. Here's the intelligence who can close faster, so maybe focus. We are really helping sales team to do their best and I feel like the future really is going to be where sales fully embraces marketing's role in helping them win more deals. ABM and GDPR Kathleen: Interesting. One thing that came to mind as I was listening to you describe all the disparate sources of data, especially the intent data, the first question that came into my head is how does this all fit within the increasing movement towards giving users more control over their information and privacy and GDPR? Can you talk a little bit about that? Sangram: Yeah, I think it's great because you're no longer emailing people without their permission. And the advertising that you're seeing are proactive advertising and interest that you have already shown interest for, which is why you bought those slippers because you kind of wanted that. Kathleen: They had my number, I'll tell ya. Sangram: They had all information that you have willingly provided to them. So I think as long as it is helpful, I think people are going to be okay with it. I think the reason GDPR is actually good is because people are spamming, right? People send a newsletter which is all about it and people want a newsletter that's all about who is getting the email is coming too. So it's such a different thing. I think all of that is happening because we just don't know who can bite the bullet. We don't know who's going to pay the bill. We don't know who's going to buy the product or service. In this model, because you're focused on a few that actually matter, that's why you heard me never say or use the word "prospect" in the process. You're prospecting is dead because the only prospect that you don't know if they're going to be a customer or not. In this case it's all future customers because you've already done the homework to figure it out if they're best fit and can you serve them or not? Have you served other people like them or not? If it's not best fit, you shouldn't be spending any time with them at all. Who Is Account-Based Marketing Right For? Kathleen: Yeah. So there are a lot of companies that are practicing account based marketing. Tell me a little bit about who this is right for in terms of the type of company, because they're obviously, it does take a certain degree of manpower to build out these assets. There's an investment on the front end especially if they're going to buy a platform like Terminus. Sangram: Yeah, totally. So I think there are two ways of thinking about that, Kathleen. One is the organizational readiness, because no matter how many resources you have, I've seen it fail tremendously in many, many ways. And one of the one was that the organization is not ready to adopt that. So I'll talk about that in a sec. And then the other way is also to figure out like are we selling and do we know who we're selling to and as the audience really open to it? So I'll get into that as well. So organizational readiness, meaning if you have a sales driven quota or marketing, sales driven culture or marketing driven culture, then this is not going to work because it has to have a "one team" kind of mindset. This will only work when organizations fully understand the importance of doing it. And believe it or not, it starts with the CEO, not CMO or CSL. It actually starts with the CEO because it's a business transformation that we're talking about. We're talking about clarity around having aware of what your total addressable market is. I'm sure if you ask your audience right now, I would guarantee, majority of them will not know what their total addressable market looks like. How many exact number of customers they can potentially sell to this year. That was like, these questions are not something marketers jump into. Typically they are like siloed in the sales world or maybe. Like everybody, the CEO to the board, to the CFO to the CMR, everybody has to agree on the total addressable market and that's organization readiness. So if you don't have that kind of stuff, I think it's going to fail and I've seen it fail. It might succeed. but I've seen in fail more than not. And the other part is around the idea that are you selling like let's say you're selling $50,000 product which has an annual subscription which you can upserve in the next couple of months or a couple of years to $100,000 or $150,000, ABM is perfect for you. That makes perfect sense. But if you're selling for like 10 bucks, Dropbox kind of subscription fee kind of stuff, unless it has a tremendous potential then it won't make sense for you to do it because the cost of acquisition will go off the roof. So this is really for accounts that that do matter and have a higher revenues. Mid market, if you're selling to mid market and enterprises, even if you're a small shop, so this is, I want to really clarify, I've seen companies that are really small, like 10 people shop be wildly successful because they sell $100,000 $200,000 worth of services or product. And I've seen companies that are big companies, even public companies that are selling to SMB, they are not successful at all because if your target audience is smaller and it just won't work, you'll have to scale so much. What Kinds of Results Can You Expect With ABM? Kathleen: Right. And what about results? Like do you have some examples of what companies have seen as a result of doing these types of campaigns? Sangram: Well, I mean, some of it, what we talked about Masergy where their engagement rate and I think penetration within the right kind of targeted council is up by 250%. They knocked off a sales month from their entire sales process because they were able to do that. To me, that that sounds like millions of dollars. Even beyond that, 85% of their revenue came from one product and they have three more products to sell. So they have to figure out a way to upsell the other two products and they just were trying to create awareness. So now you're going apply ABM to customer marketing. So you already know the customers that have this one product, let's say cloud computing. You say, okay, now I want to run the same ad to other business units or other personas in that company making your customer like somebody in their company look like hero and show how you're helping that business owner. So if you're selling to GE and you have one business unit and you want to sell it or the business unit, it's awesome. Like that's a hundred percent ABM. So what they found out that they are creating more sticker products line and business line for them, but most importantly, and this was this was the best, that they found that their NPS score, which is the net promoter score for the customers who bought more than two products after they launched the ABM because they knew so much about them already as the best fit, went up from 70% to 90%. So think about that for a second. You're not only serving your customers and upselling your own process services, because you're serving the right people and because your focus again is on the right people, you're able to serve them, you really are able to solve their problems so you're not trying to close more deals, you're trying to close the right deals. So they're going to be more delighted than ever before because they're not going after everybody. Kathleen: That is really interesting. I have never actually heard anybody talk about using ABM for upsells and cross sells. Sangram: Actually that is the best use case than demand generation. I think because we're in marketing, we think we need more acquisition. It's actually parsed into three - acquisition, pipeline velocity and customer marketing. If you were to start ABM, if you have never jumped into ABM at all, I would say jumping into pipeline velocity or customer marketing first. Pipeline velocity, which means if there is a deal in play and you know when it's going to close, let's say 30 days or 60 days, perfect. Your sales is going to be cooperative, the finance team is going to be looking at those deal, your CFO, CRO, everybody's in it. So if you can show movement there, you get by in there, so that's the best place to start 100% because that's where you're going to see you already have a good customer, why not get more of the from the good customer? But pipeline velocity, Kathleen I think is a very understated area of focus and if you're piloting with the top accounts, it's not actually acquisition, that's the last place you want to go because you have no idea when they're going to be ready to truly buy. Pipeline velocity, customer marketing, I think that's where gold is. Kathleen: Yeah, the customer marketing stuff is so interesting to me, because we always even, I mean we're not a huge, huge company. We're probably 65 people. But we always have this challenge as an agency when we offer a new service for the first time of how do we, you know, yes, can we send an email to every client we have? Absolutely. But what's an effective way to keep reminding them that we do this now? Like for example, in the last year we added a full fledged video production and training department and some of our clients are really aware of it and others aren't. And it's just interesting to think about even just running an ad to clients saying, "did you know we do this" and directing them back to a landing page for customers only. Lots of ideas spinning now. Sangram: I think that's beauty. ABM is not a tactic. It's a strategy. It's not a tool. If somebody says that, "Hey, we use Terminus and we're doing ABM" I would say you're not, because we're not doing direct mail, we are not doing call cadences. We are not doing a lot of the other things, the landing pages. So that's not it. We're not ABM. We play a wider role in helping you enable an ABM program, but ABM is a strategy that you and your organization need to really care about and focus in the area of that you need the most help. And your use case of saying just, I mean that's the cheapest, the amount of, if you were looking at a dollar return, that's the best place to kind of put in. But we end up putting more money in acquisition than actually getting more from our own existing customers. Kathleen: Absolutely. And if you have a tiny targeted audience, it's worth spending more per click or whatever the metric is because they're warm, so interesting. So you mentioned a couple of companies. Was it Masergy? I want to make sure that everyone knows how that's spelled so they can see it. Sangram: Yeah. Masergy and Snowflake is another company. Phenomic is another company. We actually do something called internally called customer in the office. So every month we try to bring in a customer and have them share with you. That's why these stores are so fresh for me because every month I'm hearing from them literally how it's transforming their team, their sales and marketing relationship and their organization. Kathleen: I love that customer in the office thing, that's great. Keeps me really close to not only the successes but some of the challenges people are facing. So definitely if you're listening go check out those companies to see some examples. It might not be obvious on their site, I'm guessing, because a lot of this is sort of happening behind the scenes under the curtain specifically directed towards their target customers. Kathleen's Two Questions Kathleen: Changing gears for a minute, I have a couple of questions that I always ask everyone who comes on this podcast. Curious to get your take on this. The first one is company or individual? Who do you think is doing inbound marketing really well right now? Sangram: Well, I mean the company probably comes to mind is Drift. I'm sure others have mentioned that as drip, like what David Cancel and David Gerhardt are doing. I feel like they're building a great category and it reminds us a lot of what we have done in the past, but I feel like they're doing it better then what we have done to be very honest. So it really, really feels good to see what they're doing. Kathleen: Yeah, their names definitely come up a lot. And I did get to interview Dave Gerhardt. I was like, "I keep hearing your name, you have to come on the show." Sangram: He's great and the team is awesome over there. Kathleen: Second question, with the world of digital marketing changing so quickly, we kinda touched on this earlier with ABM even changing so quickly, how do you personally stay up to date and on top of all these new technological advancements and trends in marketing? Sangram: I mean, just like you, I feel like I have, I think the podcast is a great way to learn. So I listen a lot of podcasts. I listen to Inbound. I listen to Donald Miller's podcast. And I almost sometimes go back to we need older books but instead of newer ones, because I think what hasn't changed is that we are all humans, thankfully, and what hasn't changed is the emotions and the feeling. And I feel like the more I go back to that, the better it gets. So like podcasts is like the radio. It's back to radio. You're recording this thing and it's going to go live. That is crazy that it is the new thing right now. So I feel like podcasting is like the new white paper of the world. Videos are like the new blogs of the way. In many ways you're just going back to some of the older ways of communicating just one to one in a very authentic way. So wherever that authenticity line goes, I try to follow that. Kathleen: Right. And thank you for mentioning the specific podcasts that you like cause I'm always on the hunt for new ones. Sangram: Yeah. Connect With Sangram Kathleen: So I'll definitely check those out. Well, if somebody has a question, wants to learn more about Terminus, or has a question about ABM, generally, what's the best way for them to find you online? Sangram: Well, so I post on a very regular basis on Linkedin, so just find me, Sangram Vajre on Linkedin. Terminus is terminus.com. You sort of join the community, #FlipMyFunnel. Kathleen: Great. And I'll post the links to all of those things in the show notes. If you're listening and you found value here, you know what to do, leave us a review on Apple Podcasts or the platform of your choice. And if you know somebody who's doing kick ass inbound marketing work, tweet me at workmommywork because I would love to interview them. Thank you, Sangram. It was great talking to you. Sangram: Thank you so much. Thanks for having me.

Show highlights: 01:00 - Shane Healy talking about what got him interested in enterprise software, sales, and marketing. He introduced automation to a job that allowed him to do other work instead of manual processes. 05:00 - Using an alumni network and LinkedIn to get a job. 09:00 - How did college athletics make Shane successful in the Account and Sales Development Representative (ADR or SDR) role? Practice and constantly working on your craft as a baseball pitcher takes a lot of work. ADR role is the same and you have to decide you're going to be the best, or very, very good. 12:00 - How did Shane get interested in Customer Service and how those workflows can be improved by software? Especially customer service in software and how we can do better making it easier on the customer with data and predictive analytics and connecting siloed departments with workflows to connect the back end. 18:00 - Positioning value props as an SDR to different buyer personas. For example, in software it's that the buyer can get a better Net Promoter Score with improved customer service. Shane recommends working our way backwards from what problems the customers are trying to solve. 20:00 - Reps get too caught up in personalization. Shane empathizes with reps who have to get a lot of volume in their outreach, because his greatest success was leveraging 10k Annual Reports. "We solve a similar problem and helped a similar company with their Net Promoter Score. Outreach.io has a piece of content that helps reps leverage 10k reports. "Don't think these people are too big to respond if there's a problem to solve." 23:30 - Being careful in how you mention information you find in your research and having empathy in, say, a cybersecurity breach or an outage. 25:30 - Hand-off between ADR and Sales Rep. Shane supported product line team with shared quota with some district managers. When in doubt, loop everyone in internally. 30:00 - Shane walks through his ADR process and workflow for breaking into accounts. Shane used targeted accounts and similar case studies that made sense to the other accounts with similar companies. Then, he breaks it out across multiple emails for his cadence, so example: 2 emails problems we solve for similar companies, 2 are trends in the industry, and 2 initiatives with the company over a time period build out in Sales Loft. THEN, LinkedIn and DiscoverOrg are good cross-reference, then everything goes into the CRM. 34:00 - Philosophies on calling cell phones. Shout out to Jeremy from LeadIQ. The fact they have cell phone numbers is powerful. Not intrusive if it's not abused. 37:00 - Getting promoted from ADR to quota-carrying Inside Sales Executive. His mindset was that if he was close to or at quota, Shane spent time focusing on the toughest meetings his sales reps needed, which helped his internal brand at the company. 41:00 - First impression of quota carrying and leading demos, first meetings, deep dives to deal close. One, Shane says understand who you bring in and when (e.g. partner ecosystem). Two, the best sales reps don't know every nook and cranny about the product, but they know how to listen and bring in resources. Two, is time management. Shane has a lot of customers and some have more upside than others, so a sales rep has to choose where he or she spends time. 45:00 - Personal branding and Shane's take as a sales rep that they themselves get their views about the industry out there. Shane says you have to bring value as a sales rep other than taking orders, expressing ideas, and being a human is the new form of marketing.

On Episode 8 of The Lunch Break Podcast, Customer Success Manager at DiscoverOrg, Samantha Pierce joins the show. Samantha lives in and works remotely in New Jersey with her Fiance and Golden Retriever Holly (she's the best). She's been in various sales positions, both new business and account management for the past 5 years and is currently enjoying great success in her current role. On this episode- Samantha and I talk about how she got started in sales from being a teacher, how the experience she gained in teaching has helped her in sales. Then we dive into the awesome google search she used to find a new opportunity, and how surprised she was that she was a natural sales person. We talk about her growth in her first sales role, her move to management, desire to be on the front lines again and after that- ending up in Customer Success. Samantha provides GREAT insight on how she has used her sales mindset to succeed in Customer Success, her thoughts on how CS leaders can empower their managers and reps to drive new business and tips for any one looking to get into Customer Success (or any new role for that matter). This one is chock FULL of value from beginning to end!

Podcast Show Notes A big problem he has come across while advising other startups has been that the founder does not have a sales background and will read a sales book and try to implement the ideas without fully understanding the sales process itself. The kind of first hire you should have for sales really depends on the type of personality the CEO and founder has. Are they wanting a gunslinging cowboy or someone that is more thoughtful of the process and methodical. So the fit with the leadership is important as well as relevant experience with the product which is being sold. Having list builders to compile a list of contacts to the SDR team has made great improvements in the efficiency of the SDR as well as a more even/predictable pipeline for the account executives. It also makes is so that the SDR can not pick and choose who they call based on their strength and weaknesses (ie. a particular industry), as well as they now have to call the correct person, not someone lower level causing the account executive to have to take more time to work up the ladder. To be more efficient they are using Outreach, Salesforce, Linkedin Sales Navigator, DiscoverOrg and Zoom Info. Looking for humility and coachability when interviewing for a new sales person to join his team. He will give the potential candidate a situational assessment and tell them beforehand that he will critique them and give them another opportunity to improve their response. This will allow him to see if they are coachable and to see if the way he coaches and explains fits their personality type. His assessment is to give the candidate a small list of potential companies for them to use linkedin to find the right contact person in the company and draft the first few emails and voicemails. LinkedIn: https://www.linkedin.com/in/sethlist/ Final Five What is your favorite sales or leadership book? The Five Dysfunctions of a Team by Patrick Lencioni Do you have someone that you follow/read for sales/leadership ideas? HBR Management tip of the day and Seth Godin Are you available 24/7? Do you have strict personal time boundaries? No he is not available. What is your favorite tool used for sales? Salesforce and OutreachIO What one piece of advice do you have for all the founders/CEOs/VP Sales out there? Dont be afraid to ask for help. Ask early and ask often.

As sales pipeline continues to be the biggest problem in sales, marketing and sales leaders search for answers to some of the biggest questions in sales. . . Where is their untapped value? Who is most likely to buy from me? What is the next best action to take? In the sea of sameness, little progress is being made as companies scramble to compete with little to no improvement. Do you have a sales development team? Yes and so does everybody else Do you have marketing and sales technology? Yes and so does everybody else Are you running an account-based sales model? Yes and so is everybody else If you’re doing the same thing but just trying to do it better or just doing what everyone else is doing how do you expect to win? That’s sounds like the definition of insanity. The answer to the above questions and the solution to the biggest problem in sales is not the more of the same. The solution is breaking open the black box of predictive and and successfully operationalizing artificial intelligence. Artificial intelligence is the next big thing for sales and marketing and although AI will not replace marketing or sales, marketing and sales leaders who use artificial intelligence will replace those who don’t.

I hope you like to hear stories from winners and how they overcame great challenges. While Henry Schuck might not seem like an ordinary 23-year-old after creating a $150M company called DiscoverOrg, he certainly felt like one. Fear and self-doubt troubled Henry early on after starting the company. There were even a few times he was even willing to step down as CEO if investors thought that was the right thing to do. Fortunately, they didn't. Henry and his vision has been exactly what the company has needed and I know you'll enjoy hearing his story. In 2017, DiscoverOrg achieved what no other company has done so far by winning 4 Codie Awards in one year including Company of the Year, CEO of the Year, Marketing Team of the Year, and Sales Team of the Year.

Every company wants to know how to GROW but growth is not an easy task. To learn more about this topic, DiscoverOrg surveyed leaders in sales and marketing on growth at their companies and factors accelerating it or inhibiting it. Survey questions delved into team structure, budgets, strategies, technologies stack, and more with the objective to uncover current trends leading to high growth success. Links and Resources Mentioned in This Episode: DiscoverOrg Research Katie's LinkedIn State of Sales Research In This Episode You'll Learn: Is cold calling dead? Or, is it alive? How many hours of training does a sales team need each week? Should I focus marketing investment on inbound or outbound lead generation? What attributes of my sales team are undermining growth? What are the most important strengths to have in a marketing team?

Patrick Purvis, Chief Revenue Officer at DiscoverOrg and Bridget Gleason, VP of Sales for Logz.io and my regular partner, join me on this episode.

The Top SDR at DiscoverOrg - Josh Sutton - Grit & Doing What Others Aren’t Willing To Do Full show notes complete with shareable clips and links to items mentioned in the show available at: http://top1.fm/41 After a rough first 90 days as an SDR at DiscoverOrg, Josh Sutton found his footing and became the top Sales Development Rep in the company. In 1 year he generated over 300 completed meetings that resulted in nearly $2M in closed business. He even set a company record by scheduling 10 meetings in a single day. In this episode of the Sales Success Stories Podcast you’ll hear how he did it.

Inside Sales Team VP Sales Brian Vital joins the podcast to discuss what it's like leading the dedicated outsourced Sales Development Team used by DiscoverOrg, Adobe, Ambition and more to build pipeline and scale at warp speed. https://ambition.com/blog/entry/2018-04-23-navy-seals-sales-development/

The data we refer to as “sales intelligence” is one of the most frustrating necessities for sales teams. It’s information you have to have in order to do your job effectively, but it can be a Catch 22. You can only be as effective as the data you have, and the data is changing all the time and often difficult to find. Steve Bryerton and the team at DiscoverOrg are changing the way that sales data and intelligence is gathered, and have a team of 300 people who are curating data for salespeople by hand, every day. You’ve got to hear what has motivated this unprecedented step and how the DiscoverOrg team is able to offer a 95% accuracy guarantee. It’s on this episode of In The Arena. @SteveBryerton: How To Get 95% Accurate #Sales Intelligence, Every Time - Episode #107 OF #InTheArena @DiscoverOrgClick To Tweet What’s the most important piece of sales intelligence that sales reps are in need of? Believe it or not, it’s an accurate phone number. It’s amazing how many incredible startups or progressive companies that are poised to change the world, force interested customers, clients, and partners to connect with them through a web form. Period. No phone number is even available on their website. Both Anthony and his guest, Steve Bryerton believe the day will come when these world-changing companies will rethink that decision and begin to provide a phone number to make a connection with their company more easily accessible. But until then, what do sales reps do? There are only two choices… you do the legwork of finding the contact data yourself, or you make use of those who make the task their business, literally. Listen to find out how you can make use of a professional team of sales intelligence detectives. Sales Intelligence is a moving target. But you’ve still got to hit it Every salesperson has experienced the scenario: You spend time on social media, scouring the internet, and researching company websites to find the exact right email or phone number for the person you want to speak to. But you can’t find it. Why? People move from one position to another within companies, they are hired away by competitors, their IT department changes the format of email addresses but hasn’t had time to update the website to reflect the changes. Lots of reasons. Spending time trying to find contact info is not the best use of your time, but what else can you do? Steve Bryerton and the DiscoverOrg team have an option for you… let their team do that legwork for you. On this episode, you’ll hear how you can get a free trial of their service and experience the relief and power of instant, accurate sales intelligence, every time. #Sales Intelligence is a moving target. But you’ve still got to hit it @SteveBryerton @DiscoverOrgClick To Tweet What kind of accuracy does your sales intelligence contain? Suppose you’ve spent hours gathering data to contact the right person within the company you’re about to pitch. You make the call. You send the email. And it’s the wrong number or extension. The email is returned as inaccurate. Going back to square one has never been so painful. Is there a better way? Steve Bryerton says there is. In fact, the team at DiscoverOrg are focused on finding solutions that problem every day. In this conversation, you can hear how Steve and his team are providing 95% accurate data to sales leaders all around the world. Accurate, actionable, comprehensive data on your target buyers is available Anthony’s guest on this episode of In The Arena, Steve Bryerton is a Sales Leader at DiscoverOrg, a company that provides datasets that contain the most accurate and robust sales and marketing intelligence available in the market. The company uses a proprietary combination of technology, tools, and integrations and then human-verifies the data at least every 60 days. That enables them to guarantee a level of accuracy no other data provider can deliver. Toward the end of this episode,

Brian Remington is the guy I lean on when I need advice, counseling or just a sounding board about Sales Development. He's a tremendous listener, has great advice and is a proven leader in our industry. Brian's approach to Sales Development management is timeless; hire the best, truly care about the people who you work with, support your team and bring passion to your work every day. And he wins consistently. Listen and learn to this wisdom! Episode brought to you by our good friends at @discoverorg check out discoverorg.com/sdr for more information. I have a few Early Bird Tickets left for The Sales Development Conference on August 30th, 2018 ... grab yours here. Agenda coming soon! tenbound.com/conference

Sangram Vajre, is the Co-Founder & CMO at Terminus, Author of "Account Based Marketing For Dummies", and the Founder of the #FlipMyFunnel movement, among many other successful endeavors. Definitely someone we need to learn from. Over the past few years, Sangram has defined a vision, created a framework, and rigorously executed that vision. In the process, he has carved out a niche in our market and ultimately helped define the movement known as Account Based Marketing. Listen behind the scenes about how he created this movement, how the Account Based mindset can help you set more sales appointments and make more $$$$! Book: https://www.amazon.com/Account-Based-Marketing-Dummies-Business-Personal/dp/1119224853/ref=sr_1_1?ie=UTF8&qid=1518715463&sr=8-1&keywords=account+based+marketing+for+dummiesEpisode brought to you by Discoverorg! Check them out here www.discoverorg.com/SDR#salesdevelopment @tenbound #SDR #salesdev18Early Bird Pricing on The Sales Development Conference almost sold out! Get in there today https://tenbound.com/conference/

What if you could crack the Secret Code to sales success? Mark Ridley set out to do just that. Based on interviews and analyses of over a 1000 of the world's leading salespeople, across a mix of industries, cultures and context, his new book presents the most rigorous evaluation of how salespeople behave and how they are driven.Check out the book here: https://www.amazon.com/dp/1911498002/_encoding=UTF8?coliid=I1GEJ2ZX38A72F&colid=35GYH79IS5YO7&psc=0Mark is one of the Founding Partners of Transform Performance International, where he works with Fortune 500 companies to change their workplace beliefs and behaviors, and turbo-charge their performance and results. LinkedIn here: https://www.linkedin.com/in/markridley1/Definetly someone to learn from! Episode brought to you by Discoverorg! Check them out here www.discoverorg.com/SDR#salesdevelopment @tenbound #SDR #salesdev18

Henry Schuck is the Co-Founder and CEO of DiscoverOrg a platform for finding, connecting, and selling to more prospects using a accurate high-quality contact database. The company was founded in 2007, and Henry has led it through rapid growth going from the original three employees to over 500 today. Henry is the list expert, so put your seatbelts on. We have a great conversation about lists. In this episode, he shares the story of how he and a friend founded DiscoverOrg and how they grew the company. They even had to refine their product to meet their own sales needs. Once they got the process down, their sales numbers went through the roof. Episode Highlights: DiscoverOrg is a sales intelligence tool that profiles who's who in about 175,000 corporations. They use a mix of proprietary technology and a team of 300 human researchers. Maintaining the data is one of the most difficult aspects. It takes 70 hours to count to a million. They profile almost 3 million contacts across their database. Henry has been in this space for more than half of his life. He began with a small intelligence company called iProfile. Then he went to law school. In 2007, Henry and a friend from iProfile started DiscoverOrg and grew it organically. They were missing projections by 6 million dollars in 2010. They started thinking about how to plug that hole. Working backwards to reach a goal. They found the resources they needed, but they needed to build the list datasets for themselves. They realized they needed a team of English speaking humans to solve their information gap in their lists. They would score fits on a scale of 1 through 5 using what they called fit rank. Then they would have the human team build out the lists of the companies that fit. Knowing what companies and people to talk to and their contact information and what tools they use and then target the approach to them. Once they got the processes into place to deliver high quality information, they blew their sales numbers out. The biggest lever you have to pull is the data you feed your SDR team allowing them to focus on messaging and follow up. You want your datatool to cleanse and maintain the numbers, emails, and contact info. This is an investment that pays off through everything in your organization. They looked at performance metrics to see how many calls needed to be made to hit sales numbers and then worked backwards to provide that amount of contacts. If a company doesn’t respond, you still continue to call them. They are still in your market. Organization priorities are constantly changing. List fatigue and a 30% attrition rate. Refreshing the lists is absolutely critical. Resources: DiscoverOrg henry.schuck@discoverorg.com 360-783-6800 Henry Schuck on LinkedIn @HenryLSchuck on Twitter Salesforce Marketo HubSpot Pardot Outreach SalesLoft PersistIQ Yesware Steven Covey

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.

Henry Schuck, Co-Founder and CEO at DiscoverOrg, joins me on this episode.

In the old days we'd just buy a list, call top to bottom and call it good. That doesn't work anymore and you know it. Jake Shaffren is the Director of Sales Development at DiscoverOrg, and he's a master about thinking through how reps can find, identify, and quality their leads and target contacts. It's all about the leads. If reps are spending a lot of time trying to figure out who to pursue, they'll lose. Companies need human verified data to know that their target audience has the right information to contact and qualify them.

Steve Martin, technology sales author, sales researcher, Founder of Heavy Hitter Sales Training, and adjunct Professor at USC, and Katie Bullard, Chief Growth Officer at DiscoverOrg, join me on this episode.

Henry Schuck, Co-founder and CEO of DiscoverOrg, is a first-time entrepreneur who has bootstrapped his company to $25 million ARR, and then raised private equity financing from TA Associates. Henry sees a clear path to $100 million. Very inspiring story!

Katie Bullard, Chief Growth Officer at DiscoverOrg, joins me on this episode.

I am excited to bring you a fellow CEO who made his way up through the function of sales. It’s rare to find a Chief Executive Officer with sales and marketing expertise.  Get ready to take notes of these rare insights from the owner of the corporate strategy who knows exactly how to leverage the sales function to achieve growth objectives.  Today we are going to demonstrate how to fill the funnel with real sales opportunities.  Our new Revenue Growth Diagnostic tool gives you the ability to test your corporate strategy’s ability to hit the number, and determine if you are likely or unlikely to make your number.  Our guest today is Henry Schuck, the CEO and co-founder of DiscoverOrg, a sales and marketing intelligence platform. DiscoverOrg solves one of the biggest problems facing sales and marketing teams, and that's getting great data on the companies they're targeting. This includes the prospects at those companies, getting that flowing through their CRM and marketing automation systems and making it actionable for their reps to call on for their marketing teams to send campaigns on and to really drive the funnel.  Why this topic?  Marketing is going to contribute ~30% of the pipeline, which means sales needs to generate ~70% of the sales opportunities. Pipeline per rep varies too much without a standard prospecting process used by all. Lead quality and lead-to-opportunity conversion rates suffer when prospecting is left up to each individual sales rep.  We begin the show by learning about Henry’s sales and marketing team.  The marketing team at DiscoverOrg contributes 50% of the leads and 52% of the revenue, which is well above the benchmark of 40% for world class marketing organizations.  The sales team at DiscoverOrg is 100% inside sales. We discuss the organization structure and approach to drive revenue.  Listen as Henry describes the prospecting process that SDRs use at his company to drive qualified leads.  “At a point last year, we brought in a sales ops person who went through the entire prospecting process and really dialed it in. The prospecting process today starts with data that flows into Salesforce, leads that come from marketing that flow into Salesforce, get distributed to the right SDRs, go inside their queues. We use FrontSpin as a dialer. We use Outreach as an outbound email system. Leads sort of flow through that process and get followed up on and then go to an account executive. Each SDR, whether inbound or outbound, is responsible to hit a certain number of demos each day, really over the month, but each day. We're tracking that every single week.”  Henry demonstrates how to fill the funnel with real sales opportunities by executing a prospecting methodology that helps sellers facilitate the investigation of their problems early in the purchasing process.  Listen as Henry share his team’s recipe for success, and provides a comparison view on how his team compares to the competition in terms of sales cycle length, lead to opportunity conversion, and average pipeline per rep.   In the final segment of the show we discuss what resources the sales team needs to successfully execute the prospecting process. Henry describes how his team leverages technology to make the prospecting process easy to execute.  Finally, we conclude the show by outlining the key metrics to track to indicate success and/or failure of the prospecting process.  This is a show you will want to take notes and forward to your entire leadership team. 

This week on DisrupTV, we interviewed Joanne Moretti, SVP & Chief Marketing Officer at Jabil and General Manager Radius Design, Henry Schuck, Co-Founder & Chief Executive Officer at DiscoverOrg, and Scott Santucci, Director of The Alexander Group and Founder of Sales Enablement Society. DisrupTV is a weekly Web series with hosts R “Ray” Wang and Vala Afshar. The show airs live at 11:00 a.m. PT/ 2:00 p.m. ET every Friday. Brought to you by Constellation Executive Network: constellationr.com/CEN.

In this episode we talk to Katie Bullard, Chief Marketing Officer at DiscoverOrg. Resource - 2017 Growth Drivers Report: Unlock the Sales and Marketing Secrets of the Fastest Growing Companies

Anders Fredriksson. He’s a Swedish, serial entrepreneur who recently moved to San Francisco to build his sales technology startup, ProLeads. He’s an engineer with a business mind and currently holds both CEO and CTO titles. Previously, he built and scaled ArrivalGuides.com as the founding CTO. Prior to that, he was the founder and CEO of Tablefinder.com, which he sold. He studied computer engineering and management at Chalmers University of Technology, but dropped out before getting his degree when he got funding for his first startup, Table Finder. Additionally, in 2007, Internet World named him the most prominent entrepreneur in Sweden. Famous Five: Favorite Book? – The Lean Startup What CEO do you follow? –  Marc Benioff Favorite online tool? — Google Inbox Do you get 8 hours of sleep?— Yes If you could let your 20-year old self, know one thing, what would it be? – “I really wished I knew how easy it is to start a business, but also I wish I didn’t know how hard it was”   Time Stamped Show Notes: 02:20 – Nathan introduces Anders to the show 03:25 – Anders got $75K when he started Table Finder 03:50 – ProLeads is a platform that aggregates service data to optimize workflow 04:07 – ProLeads is a SaaS model with annual subscriptions 04:40 – Average customer pay per month is around $75 05:20 – ProLeads was launched in the USA, in 2014 05:40 – Anders was in 500 Startups, Batch 12 05:43 – Anders was turned down 4 times 05:58 – What Anders said to convince 500 startups to accept them 06:10 – ProLeads was doing $5K per month when they were just starting 06:53 – There were 2 co-founders and now they have 3 07:20 – Average MRR 07:50 – The amount ProLeads receives from 500 startups 08:08 – ProLeads also raised funds during the program 08:20 – ProLeads totaled $500K from their fundraising 09:15 – Zesty is a longtime customer of ProLeads 09:38 – Zesty has 50-70 seats in ProLeads 10:45 – ProLeads’ lowest pricing is $300 per month 10:55 – ProLeads’ focus is mid-sized companies 11:14 – 2017 MRR goal 12:10 – Gross customer churn per month 12:49 – ProLeads was growing their MRR 12:56 – ProLeads had a problem during close demo day churn 13:35 – ProLeads had monthly contracts 13:51 – Average monthly churn is quite low 14:22 – Team size 14:36 – CAC 14:48 – No paid marketing 15:20 – The tools ProLeads uses: 15:30 – Clearbit, Full Contact, and DiscoverOrg 15:41 – DiscoverOrg was on The Top: Episode 512 17:10 – The Famous Five   3 Key Points: BELIEVE in your own product—this will make it easier to convince other people to believe in it as well. Problems arise at the start of any business, learn from it and move on. Starting a business has both its hard and easy moments; either way, it’s worth the jump.   Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to the quality of Toptal Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. The Top Inbox  – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences Jamf – Jamf helped Nathan keep his Macbook Air 11” secure even when he left it in the airplane’s back seat pocket Freshbooks – Nathan doesn’t waste time so he uses Freshbooks to send out invoices and collect his money. Get your free month NOW Show Notes provided by Mallard Creatives

How do you go from SDR to Manager? What should you be doing to excel your career and build an awesome future? Join me in a lively conversation with Jake Shaffren, Manager of Sales Development at Discoverorg as we go into detail on how to be an unstoppable SDR and position yourself to be next in line for promotion!

The Top Entrepreneurs: B2B SaaS DiscoverOrg Passes $70M ARR with CEO Henry Schuck by Best Of Tech & Startups

Henry Schuck, CEO of DiscoverOrg. He’s a leading entrepreneur in sales intelligence and lead generation. Under his 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. Famous Five: Favorite Book? – Good Boss, Bad Boss What CEO do you follow? –  N/A Favorite online tool? — Gmail Do you get 8 hours of sleep?— I do If you could let your 20-year old self, know one thing, what would it be? – “Work harder than you could ever imagine working”   Time Stamped Show Notes: 01:40 – Nathan introduces Henry to the show 02:13 – DiscoverOrg provides deep intelligence on the company and the contact information of buyers of 60,000 companies worldwide 02:38 – DiscoverOrg is selling the data on a subscription basis 03:09 – Henry worked for a company similar to DiscoverOrg when he was an undergrad 03:28 – Henry’s colleague asked him to build a similar company which is now DiscoverOrg 04:04 – Henry’s acquired iProfile 04:40 – DiscoverOrg is owned by TA Associates 04:58 – DiscoverOrg was self-funded in annual contract value in 2014 05:56 – Henry was approached by different private equity firms in 2012-2014 06:26 – Henry shares the reason why they chose TA Associates 07:45 – Customers pay annual access to the platform which is a SaaS platform and they pay for specific data 08:22 – Average annual RPU 08:46 – Average ARR 09:20 – How Henry manages churn 10:46 – CAC 11:16 – Henry and his team are based in Vancouver, Washington 11:27 – Team size is 315 11:40 – Lifetime value 11:55 – Customers stay with DiscoverOrg for 3-4 years 12:23 – What keeps you motivated in doing this? 12:30 – Henry has a 6 month old daughter and he wants her to see that he works hard, he also wants to make it a success for TA 13:29 – Connect with Henry through LinkedIn and Twitter 15:27 – Annual renewal rate is over 90% 15:46 – DiscoverOrg is continually building new data 16:00 – The Famous Five   3 Key Points: Teach users not only how to use a platform, but how to utilize it to INCREASE their revenue. Have a business that is profitable. Work harder than you could ever imagine working, that’s where you add value.    Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to the quality of Toptal Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. The Top Inbox  – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens and follow-up with email sequences @HenryLSchuck – Henry’s Twitter handle LinkedIn – Henry’s LinkedIn account Show Notes provided by Mallard Creatives