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Henry Schuck

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Senior VP of Sales & General Counsel, DiscoverOrg

60 points

Henry is Vice President of Operations and General Counsel at DiscoverOrg where he manages inside sales, marketing, legal affairs, and strategic development for the company. In the last three years he has helped grow the company by more than 1000 ...

Henry is Vice President of Operations and General Counsel at DiscoverOrg where he manages inside sales, marketing, legal affairs, and strategic development for the company. In the last three years he has helped grow the company by more than 1000% in annual revenue. A Cum Laude graduate of the University of Nevada - Las Vegas he received Bachelor of Science degrees in Hotel Administration and Accounting with Honors, holds a Juris Doctorate degree Cum Laude from The Ohio State University Moritz College of Law and studied Comparative Law at Oxford University in England. He is also admitted to the bar in Nevada.

As part of his roles in lead generation and sales, Henry manages technologies which include Salesforce.com, Microsoft Dynamics CRM, Infusionsoft CRM, Eloqua, Campaigner, SMTP Relays, Microsoft Exchange Server, Automated Dialers.

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July 19, 2011

Henry Schuck is now following Manuel Jaffrin and 17 other people

May 18, 2011

Henry Schuck and 2 other people answered this question

What impact do you think direct dial numbers have on the productivity of Inside Sales teams?

Some new research from AA-ISP, InsideSales.com, and Vorsight shows that for every 1% increase in Direct Dial Phone Numbers your reps have, they set 2.06 more appointments a week - that's 100 more appointments per year per rep! more

Inside Sales Teams

May 15, 2011

Henry Schuck and 2 other people answered this question

What are some tactics that are considered "dirty" for email marketing?

Everyone has their own definition of Dirty. Here is two things that I find people miss frequently that are required by CAN-SPAM: 1) Make sure to have an Unsubscribe link or explanation somewhere in the message - this is as easy as creating a Mail ... more

Email Marketing

May 3, 2011

Henry Schuck and 1 other person answered this question

What is Okta and what do they do?

Okta is a cloud identity management company for cloud and SaaS applications which full integrates with Active Directory. Okta provides a secure single sign on homepage that allows users at companies to log into all of their SaaS / Cloud applications with one click. So ... more

Information Technology

Cloud Based Applications

Cloud Computing

May 3, 2011

Henry Schuck and 8 other people answered this question

What are some good ideas for increasing the number of "likes" on a company facebook page?

Make sure that each of your posts include something of value to your fanbase - a discount, a whitepaper, something that your fanbase will get value out of seeing. more

April 16, 2011

Henry Schuck and 7 other people answered this question

What don't they teach you in sales training that you really want to know?

Probably the biggest thing we find lacking in sales training is teaching someone how to take product features and turn them into client benefits. For example, we sell a product that has all sorts of bells and whistles, but none of those matter unless you ... more

April 9, 2011

Henry Schuck and 2 other people answered this question

What are some good sales 2.0 recommendations for smaller companies (i.e. $1-$3 MM/year in sales)?

I would also recommend the following tools - these tools were incredibly useful in our startup phase:
InfusionSoft (CRM, Email Marketing, Marketing Automation)
Campaigner (Email Marketing)
AtomPark Mail Sender (Internal Non-Hosted Email Marketing)
Glance (Easy On the Fly Web Meetings as well as Webinars)
Tungle.me (scheduling application) more

Sales 2.0 Adoption

April 3, 2011

Henry Schuck and 5 other people answered this question

Do you still find email marketing effective? If so, do you use text or fancy html? or mail chimp?

Email Lead Generation is still very highly viable. There are some very important steps you should take to avoid having your email deleted or blocked by spam filters. Here are the slides to a presentation we put on for our technology vendor customers highlighting some ... more

April 2, 2011

Henry Schuck recommends this answer by Scott Thornton

Which vendors offer a service that guarantees a live conversation?

Lauren,
I think you might be looking for a service like ConnectAndSell. I've not used it myself, but as I understand it, you provide them who you're looking to connect with, set aside time to accept calls, and they'll attempt to reach your audience and ... more

April 2, 2011

Henry Schuck recommends this answer by Gary Hart

Sales lead distribution: Given evenly to the entire sales team, or more leads to the top performers?

David, the first 3 go without saying, however, the only value in a round robin approach is a reduced workload for sales managers. The better a manager can pair lead type and workload with sales personnel, the better the performance one can expect. Individual pipeline ... more

April 2, 2011

Henry Schuck recommends this answer by Adam Blitzer

What are the reasons Salesforce.com has not acquired a marketing automation vendor?

Here are a few ideas:
1. Marketing doesn't put "butts in seats" (e.g. sell users), which is how SFDC makes money. For every 10 sales and support licenses they sell, they sell one marketing license. That doesn't mean they won't figure out how to monetize marketing, ... more

March 12, 2011

Henry Schuck and 5 other people answered this question

Who are the top SMB CRM vendors?

Although we use Salesforce.com, we also heavily rely on Infusionsoft. Infusionsoft combines both the traditional CRM functions and marketing automation. They have a great Microsoft Outlook Integration which allows you to work directly out of Outlook and have a nice API function as well. Their ... more

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