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
  

Mario Martinez Jr. is the CEO and founder of a fantastic company called Vengreso. They are a B2B digital sales transformation company and they do their magic through content marketing, social selling, and a variety of things. Mario spent 82 consecutive quarters in B2B sales and leadership roles growing hundreds of millions of dollars in revenue annually.

Mario is one of 19 sales influencers invited to appear in the Salesforce documentary film "The Story of Sales" to be launched in 2018. He is recognized as the Number 1 Top Sales Performance Guru in the world, named 2018's Top 10 Sales Influencers by The Modern Sales Magazine, and in 2017 he was named the Top 25 Inside Sales Professional and the 6th Most Influential Social Selling Leader globally.

As a renowned digital sales evangelist, Mario teaches marketing and sales professionals how to develop an engaging personal brand to attract today's modern buyer using the digital sales ecosystem. Mario is the host of the popular Selling With Social Podcast. He's been featured in Forbes, INC., the Examiner.com and is a contributor to the Huffington Post. He's a highly sought-after Keynote Speaker with brands such as LinkedIn, SAP, and Cisco. He is also known to open a keynote with a Salsa dance.

Episode Highlights:

• Social versus digital and how social selling to engage, build relationships, and create conversations will just become selling.
• Digital is just using your online presence to establish and create a personal and professional presence.
• It’s about discovering a platform to engage with your clients.
• After engaging with clients, we need to connect with them to sell to them.
• Feeding your network isn’t just putting content in your feed, it is also providing customized information to individual prospects and clients.
• It’s also a good idea to automate what you can.
• The sales job is to prospect one-on-one. Marketing is one to many.
• The five steps to digital selling. Have the right brand. Correctly initiate, engage, and maintain a relationship. Do the research and use tools to effectively connect with buyers. Feed your network regularly. Measure your prospecting success through the number of conversations you have.
• The two, three, and four-week meeting request rule: “Here are three dates and times that work for me.” Also look for when in the day the buyer likes to meet.
• Asking for a 30 minute as opposed to a 15 minute appointment.
• The sole purpose of identifying whether a prospect has a problem that you can solve.
• Three by three rule. Research the person, the company, and get to know the prospect a bit before the meeting. Find three things in three minutes to incorporate into the conversation that show that you did your homework.

Resources:

• Vengreso Home Page
• Vengreso Personal Branding
• Vengreso Content Sharing
• Mario Martinez Jr on LinkedIn
• Vengreso on YouTube
• @M_3jr on Twitter

Account based marketing or ABM is an alternative to B2B. It’s a strategy where an individual account is treated as its own market of one. Brandon Redlinger manages growth at Engagio which provides software products for account based marketing and account based sales.

Brandon is going to share his experiences and strategies working in this funnel. I’m hoping that you will come away with some key takeaways and educational points that you can apply right away. Brandon also shares how account based everything may be more appropriate because bigger companies are now pushing account based success in all aspects of sales and marketing.

Episode Highlights:

• The account based approach is strategic marketing that is personal and relevant coordinated between different functions.
• It can be used in the top of the funnel to open doors or lower in the funnel for account expansion, upsells, and more.
• This concept is similar to strategic selling targeted at a smaller set of accounts but at bigger deals.
• Technology is enabling marketing to help sales open doors by using intelligence, predictive modeling, and engagement scoring.
• Casting a wide net with marketing, inbound, content, demand generation, and ABM.
• How account based marketing helps in all five levels of awareness.
• Large companies have global accounts with many divisions. This is why working with relationships within the accounts is important.
• How engagio allows tracking with a different customer touchpoints like SalesForce, Marketo, your CRM, or Google Apps.
• The importance of retention and how many VCs are looking at these numbers over growth numbers.
• How a lot of people will jump into ABM and get it wrong. How important it is to look at if it is right for you and fits within your business model.
• The importance of not executing before you have a plan.
• The co-founder of Engagio was actually the co-founder of Marketo, and he left because he feels that account based marketing is the future of B2B.

Resources:

• Engagio
• Engagio on Facebook
• @Engagio on Twitter
• Brandon Redlinger on LinkedIn
• Brandon@Engagio.com
• The Clear & Complete Guide to Account Based Marketing
• Salesforce
• Marketo

Having issues with mindset and skill set can amplify issues that we may have at the top of the sales funnel. Will Barron the host of The Salesman Podcast is here today to talk about mindset. He has so many skills and there are so many topics that we can talk about, but I wanted to hone in on mindset because having the right mindset can amplify our sales success.

Will has interviewed so many people and has had so many conversations that he brings a wealth of knowledge to the show. The Salesman Podcast is the most downloaded award winning B2B sales show on iTunes. The reason Will started his podcast was because he was hitting his sales marks, but he wanted to go beyond that and smash it. Now he shares some of his deep dive sales knowledge with us here today.

Episode Highlights:

• How Will has personally beat his chronic procrastination through habits.
• His biggest sales mind hack was actually understanding why he wanted to work in sales in the first place.
• He worked in sales because he wanted to save up cash to start a business.
• Once he made this plan he worked harder, put his head down, and got things done.
• Having an end goal can be an underrated sales tool.
• How he started asking the questions of what he wanted to achieve through his sales work throughout his life and minimize regrets.
• Projecting your future happiness and asking if what you are doing now will lead to your happiness.
• Marginally acceptable goals, acceptable goals, and whoopie goals!
• Focusing on blocking out time for productive single focused goals.
• Will’s passion is getting people excited about science. His motivation for doing the sales podcast is leading to his goal of starting his new Excited About Science podcast.
• He wants to break the mundaneness of life by giving people fun facts about science every morning.
• Will shares his routine and how he timeblocks and protects himself from distractions. Then it is habit and process.
• How getting a 25 minute pomodoro task done helps to build momentum.
• It is easier to carry on with the work then to change the task.
• Start in small blocks and work your way up. Start with 25 minutes and work up.
• Being specific with our goals and making sure you physically have the time to fill in the slots or else you have to be more efficient.
• Use trial and error to move your blocks around until you find the best nuggets of time to get stuff done.
• It’s about highest impact and lowest effort.
• Working the way your prospects work to have those conversations.

Resources:

• Awaken the Giant Within
• The Pomodoro Technique
• Marinara Timer
• The Salesman Podcast
• Will Barron on LinkedIn