Hi all! Today we will reverse engineer the success of Allie Hudson, from Docebo. I initially had Allie join me for Cold Calling training, that episode will be available soon!
I was so blown away that I asked her to also come participate in the Rockstar SDR series. We've already had Jackie Lipnicki and Sam Silverman participate.
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/
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.
Without further ado, welcome Allie Hudson!
1:10 -> Allie's performance @110% during ramp!
1:50 -> Target market, deal size, and metrics at Docebo
4:00 -> Inbound vs. Outbound team split.
4:40 -> Tools at Docebo
5:40 -> How much data does Allie find for each contact?
6:45 -> Emails and calls. Self built vs. Leadership providing templates
7:45 -> Training at Docebo
8:50 -> Inbound vs. Outbound - Ideal Customer Profiles
10:00 -> The Outbound initiative at Docebo
10:30 -> The compensation structure at Docebo. (link to SDR to AE Handoff)
13:20 -> Quota at Docebo is 6 Qualified Opps. How many meetings turn into Opps?
15:00 -> How hard is it to ramp in 3 months?
17:30 -> Compensation model (SaaStr compensation, Why pay SDRs $200K)
20:40 -> Round robin vs. pod system. How to properly do round robin.
24:10 -> Quick call training example. (Link to cold calling training)
27:40 -> How does Allie get meetings. Phone vs. email vs. social.
34:00 -> Favorite spiffs and other incentives.
38:20 -> How to connect with Allie and Tito.