Summary: <p>Hi all! Today we will reverse engineer the success of Allie Hudson, from Docebo. I initially had Allie join me for <a href="https://www.linkedin.com/pulse/cold-calling-training-4-docebo-tito-bohrt/" target="_blank">Cold Calling training</a>, that episode will be available soon!</p> <p>I was so blown away that I asked her to also come participate in the Rockstar SDR series. We've already had <a href="http://www.linkedin.com/pulse/superstar-sdr-2-jackie-lipnicki-from-ion-interactive-tito-bohrt/" target="_blank">Jackie Lipnicki</a> and <a href="http://www.linkedin.com/pulse/superstar-sdr-series-1-sam-silverman-from-outreachio-tito-bohrt" target="_blank">Sam Silverman</a> participate.</p> <p><strong>If you want to join the series or nominate a colleague, please send an email to podcast@altisales.com or just message me on LinkedIn at https://www.linkedin.com/in/titobohrt/</strong></p> <p>The topics covered, are indexed below. I have highlighted my favorite answers. If you don't have 30 minutes to watch this, just jump around.</p> <p>Without further ado, welcome Allie Hudson!</p> <h2><strong>Topics covered:</strong></h2> <p>1:10 -> Allie's performance @110% during ramp!</p> <p>1:50 -> Target market, deal size, and metrics at Docebo</p> <p>4:00 -> Inbound vs. Outbound team split.</p> <p>4:40 -> Tools at Docebo</p> <p>5:40 -> How much data does Allie find for each contact?</p> <p>6:45 -> <strong>Emails and calls. Self built vs. Leadership providing templates</strong></p> <p>7:45 -> <strong>Training at Docebo</strong></p> <p>8:50 -> <strong>Inbound vs. Outbound - Ideal Customer Profiles</strong></p> <p>10:00 -> The Outbound initiative at Docebo</p> <p>10:30 -> The compensation structure at Docebo. (<a href="https://www.saleshacker.com/sdr-ae-handoff/" rel="nofollow noopener" target="_blank">link to SDR to AE Handoff</a>)</p> <p>13:20 -> <strong>Quota at Docebo is 6 Qualified Opps.</strong> How many meetings turn into Opps?</p> <p>15:00 -> <strong>How hard is it to ramp in 3 months?</strong></p> <p>17:30 -> Compensation model (<a href="https://www.saastr.com/a-framework-and-some-ideas-for-your-first-sales-comp-plan/" rel="nofollow noopener" target="_blank">SaaStr compensation</a>, <a href="https://www.linkedin.com/pulse/why-i-pay-my-best-outbound-sdrs-more-than-most-aes-you-tito-bohrt/" target="_blank">Why pay SDRs $200K</a>)</p> <p>20:40 -> Round robin vs. pod system. How to properly do round robin.</p> <p>24:10 -> <strong>Quick call training example. (</strong><a href="https://www.linkedin.com/pulse/cold-calling-training-4-docebo-tito-bohrt/" target="_blank">Link to cold calling training</a>)</p> <p>27:40 -> <strong>How does Allie get meetings. Phone vs. email vs. social.</strong></p> <p>34:00 -> Favorite spiffs and other incentives.</p> <p>38:20 -> How to connect with Allie and Tito.</p>
