OC Talk Radio

Tony is the Associate Executive Director, has attended 5 of these IMN conferences, and discusses the issues facing this industry at this time.  Those in the industry will recognize the importance of working thru regulations and handling various issues.

This interview is part of an on-going series that asks executives to share the lessons they have learned in business and life. 

 

More from Hopkins:

The Four Must-Have-Tools Every B2B Marketing Department Needs

Women, if you want to achieve more, DO something about it.

Top 3 challenges of managing a small IT Team

Investing in innovation in IT analytics.

About Jeanne Hopkins, Executive Vice President and Chief Marketing Officer at Ipswitch

Jeanne Hopkins joined Ipswitch in 2016 and leads the company’s worldwide marketing organization, focused on building a metrics-based powerhouse to fuel demand. Prior to Ipswitch, Jeanne held executive marketing roles at HubSpot, SmartBear, Marketing Sherpa, Continuum Managed Services, and MEC Labs. At HubSpot, Jeanne’s leadership helped the company land on the number two spot on the Inc. 500 list of fastest growing companies by generating 50,000 net new leads per month.   Jeanne is an accomplished writer, advisor and speaker. Jeanne co-authored “Go Mobile”, a top-selling mobile marketing book on Amazon.com. Jeanne also serves on the Advisory Boards of Bedrock Data, BrightInfo, and the Sales Lead Management Association, and as the Co-Chair of the MassTLC Sales and Marketing Group.   Jeanne has won several industry awards for her achievements as a marketing leader and was most recently named to CRN’s 2016 Power 100, an elite subset of the annual Women of the Channel list. Additionally, Jeanne has been honored four times by the Sales Lead Management Association (SLMA) as one of the 50 Most Influential Sales Lead Management professionals. She was also named to their 40 Most Inspiring Leaders in 2015, and 20 Women to Watch five years in a row, most recently in April 2016.  Ms. Hopkins is on the Advisory Board for the Sales Lead Management Association.   About  Ipswitch

Today’s hard-working IT teams are relied upon to manage increasing complexity and deliver near-zero downtime. Ipswitch IT and network management software helps them succeed by enabling secure control of business transactions, applications and infrastructure. Ipswitch software is powerful, flexible and easy to try, buy and use.

The company’s software helps teams shine by delivering 24/7 performance and security across cloud, virtual and network environme

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 da

Marketing Intelligence and software may be the rage right now, which isn’t a surprise for anyone in thedatabase business, and yet few companies have stepped forward with hardcore proof of how MI and its application with accurate data sets is improving the life of the salesperson.  Fewer still are able to claim how it improves the ROI for marketing.  In this interview with Katie Bullard, Chief Growth Office at DiscoverORG,  Bullard shows exactly how a marketing intelligence platform is currently giving users a dramatic ROI for salespeople and marketing operations.

The interview discusses:

How a salesperson’s productivity jumps with the right database platform

How marketing can apply the marketing intelligence platform and get an ROI that is hugely measurable

Why the cost for the platform is easily returned in productivity for sales and marketing

Chief Growth Officer

Katie is responsible for leading the global marketing, product management, and partnership functions at DiscoverOrg. She brings 15 years of marketing, product, and strategy experience in global, high-growth technology businesses to her role at DiscoverOrg. Prior to joining DiscoverOrg, Katie served in executive leadership roles at Mitratech, Accruent, and Hoover’s. She has a bachelor’s and masters degree from the University of Virginia.

About DiscoverOrg’s 

DiscoverOrg is the leading global sales and marketing intelligence tool used by 4,000 of the world’s fastest growing companies to accelerate growth. The company itself has been named an Inc. 5000 fastest-growing company seven times. DiscoverOrg’s award-winning solutions provide a stream of accurate and actionable company, contact, and buying intelligence that can be used to find, connect with, and sell to target buyers more effectively – all integrated into the leading CRM, SDR, and Marketing Automation Tools in the market. DiscoverOrg’s team of over 250 researchers refreshes every data point at minimum every 60 days – ensuring customers reach the right buyers with the right message at the right time.

 

SLMA Radio Sponsorship

 Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Call 888 784 2929 or visit us at www.validar.com

In one minute and 15 seconds Jill Konrath talks about a defining moment in her early sales career that put her on a life-time pursuit of serving the customer well.  This is number three of five extracted from her interview “The Most Important Things Jill Konrath has learned in business and life.”  Hear the full interview here. 

Konrath’s sincerity comes through in this heartfelt advice.

 

The full interview contains: 

Reframing Failure: how to do it and why it is important

Problems are really just challenges which is another form of reframing

Why focusing on the customers changed her life!

How being a master of technology is no longer an option!

And why Silence is Complicity and it is a meaningful message for today

About Jill Konrath

Jill Konrath is also a frequent speaker at sales conferences and kick-off meetings. Sharing her fresh sales strategies, she helps salespeople to speed up new customer acquisition and win bigger contracts. Her clients include IBM, GE, Microsoft, Wells Fargo, Staples and numerous mid-market firms.

Jill is the author of three bestselling, award-winning books. Her newest book, Agile Selling shows salespeople how to succeed in a constantly changing sales world. SNAP Selling focuses on what it takes to win sales with today’s crazy-busy buyers. And Selling to Big Companies provides step-by-step guidance on setting up meetings with corporate decision makers.

As a business-to-business sales expert, Jill’s ideas and insights are ubiquitous in multiple forums, both on and offline.

Widely read.Jill’s newsletters are read by 125,000+ sellers worldwide. Her popular blog has been syndicated on numerous business and sales websites.

Sales Fellow.In 2014, Jill was honored to be selected as a Sales in Residence at HubSpot Sidekick, providing insights, guidance and direction to the new Sidekick offering.

Jill has been recognized for many achievements. Most recently, InsideView named her to their list of the 25 Influential Leaders in Sales for the third consecutive year in 2013, and she was named to the Sales Lead Management Association's lists of the 50 Most Influential People in Sales Lead Management in 2009, 2010, 2011 and 2012. She has also won many other awards.

To learn more about Jill, you can read about her professional background, personal insights and sales philosophy. Check her out on Wikipedia, and don't forget to connect with her on LinkedIn!

 

SLMA Radio Sponsorship

 Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Call 888 784 2929 or visit us at

It took a high school business teacher's stock market competition to inspire the interest of Danny Merkel, a portfolio manager and founder of the 'The Momentum of Now' C2 trading strategy. Danny's successful 10-year career in trading (mostly individual stocks of a wide variety, across many sectors) is methodological and rules-based: cut losers, let winners ride. 

In Episode 11 of Top Trader Radio, Charley explores Danny's rigorous systematic approach to trading, the best advice he's ever received, the benefits of varying stocks across many sectors, and even dives into the future of Bitcoin from a trader's perspective. At the end of the day, Danny says, you need to learn to think in terms of the next 1,000 trades; position sizing and a little perspective is everything.  

"When it comes to Bitcoin, you need an exit strategy. If you don't manage the risk, it could end up really bad."

Danny Merkel

Trade Leader, The Momentum of Now

Danny Merkel is a trader from Toronto, Canada with over 10-years of experience. He applies Trend Following strategies to individual stocks and ETFs. You can connect with him on Twitter or follow his 3 strategies on Collective2.

Marilyn is a consultant who is passionate about engaging leaders and teams to create collaborative work environments and increase performance. She has built her career on practical application of best practices and believes that we have the ability to add to our skill set to meet the demands of the future and step up to the challenges ahead.

This powerful and insight interview includes a discussion on the importance of rowing together as a team and learning to "balance the boat."  We also discuss practical strategies for organizations and women to deal with the current negative sexual misconduct happening in companies around the world. 

Listen ... Learn ... Lead!!!

This week our host Charley Wright welcomes David Stephens, a Silicon Valley software director and C2 trade leader to the podcast to discuss his background, start in trading, and his popular long-only strategy SystematicBlue SP500.  David prefers indices over individual stocks, an approach that he believes to be of much lower risk with less dependency on ‘market noise’. It’s important, David says, that every trader find what works for them. 

According to David, whose day job has him working regularly with the likes of Nasa, BMW and Boeing, the amount of trading advice out there can be overwhelming. At the end of the day, be it mean reversion or price action, nobody can argue with what is working for you.

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

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

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

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

 

Follow Mark on Twitter

The competitive edge of success for B2B and B2C marketing and sales departments today is undoubtedlythe databases the company uses, maintains and accesses.  It isn’t an understatement to say it’s all about the database.  Good databases save marketing budgets, increase salespeople’s measurable productivity and lower the cost of customer acquisition.  Our guest to discuss how this is accomplished is Anna Fisher, Senior Director of Marketing at ZoomInfo.  Anna, who has been voted the most inspirational leader in the Lead Generation category of the Sales Lead Management Association’s annual 40 Inspiring Leaders election tells us why the database you use can make a difference between success and failure. The host is Jim Obermayer.

About Anna Fisher

As Senior Director of Marketing and Head of Lead Generation at ZoomInfo, Anna Fisher is directly responsible for lead nurturing strategies, lead generation and brand awareness.   In 2016, under Anna’s leadership, 86% of closed won business came from marketing generated leads. Anna is also credited for using her leadership skills to spearhead ZoomInfo’s internal alignment initiative between sales and marketing. Under her guidance, ZoomInfo changed their lead routing process and established an agreed upon framework for sales and marketing. This helped easily monitor the sales process and follow-up, and significantly improved company visibility, which led to an increase in the number of demos and free trials set up. She also was a key player in revamping the lead scoring system, which has helped sales prioritize their outreach narrowing in on key personas.

About ZoomInfo

For over a decade, ZoomInfo has helped companies achieve their most important objective: profitable growth. Backed by the world’s most comprehensive B2B database, our platform puts sales and marketing professionals in position to identify, connect, and engage with qualified prospects. 

Headquarters: Waltham, MA

Founded: 2000

6 Patents

223M Business People

13M Company Profiles

47M Direct Dials

SLMA Radio Sponsorship

 Whether you're producing a seminar series, user's conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Call 888 784 2929 or visit us at www.validar.com