Summary: <p>Hi all! Today we will reverse engineer the success of Jackie Lipnicki, from ion interactive. I was shocked when I talked to Jackie, a total A-player both at work and outside of it. She hit almost 200% of quota at her company while being a player-coach, she is currently hiring SDRs in Boca Raton, FL.</p> <p>Jackie is a self taught SDR who has mastered the craft.</p> <p>If you want to join the series or nominate a colleague, please send an email to podcast@altisales.com.</p> <p>The topics covered, are indexed below.</p> <p>Without further ado, welcome Jackie Lipnicki!</p> <h2><strong>Topics covered:</strong></h2> <p>0:50 -> What is ion interactive?</p> <p>1:20 -> inbound vs. outbound? How's it all split.</p> <p><strong>2:05 -> How do you find your data for contacts to reach out to?</strong></p> <p>3:15 -> How much research do SDRs do?</p> <p><strong>3:50 -> How many calls do SDRs make a day?</strong> </p> <p>4:40 -> Email templates and calling script strategy.</p> <p>6:00 -> How ion uses the 10-80-10 rule and how they started using a new awesome email template</p> <p><strong>6:45 -> dissecting why that email is working for them and how to test emails.</strong></p> <p>12:00 -> How ion interactive compensates SDRs and why their changing it soon.</p> <p>14:25 -> Jackie reveals that she hit ~195% of quota</p> <p>15:50 -> Where Jackie's meetings come from (hint: 75% via phone)</p> <p>16:50 -> Who is the ICP and Buyer Persona for ion interactive?</p> <p><strong>18:15 -> Doing a mock call and dissecting Jackie's success!! (Hint: I was a pain in the butt to her and she still got me!)</strong></p> <p>23:30 -> How Jackie is training BDRs and helping them have executive conversations.</p> <p><strong>25:30 -> Pod system vs. round robin. What does ion interactive use?</strong> (cool innovative round robin per SDRs rather than a company round robin)</p> <p>27:00 -> Spiffs at ion interactive.</p> <p>28:30 -> Would Jackie go work from Cancun and set up a team there?</p> <p>29:15 -> How to get in touch with us</p>
