Superstar SDR 2: Jackie Lipnicki from ion interactive

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. Jackie is a self taught SDR who has mastered the craft. If you want to join the series or nominate a colleague, please send an email to [email protected]. The topics covered, are indexed below. Without further ado, welcome Jackie Lipnicki! Topics covered: 0:50 -> What is ion interactive? 1:20 -> inbound vs. outbound? How's it all split. 2:05 -> How do you find your data for contacts to reach out to? 3:15 -> How much research do SDRs do? 3:50 -> How many calls do SDRs make a day? 4:40 -> Email templates and calling script strategy. 6:00 -> How ion uses the 10-80-10 rule and how they started using a new awesome email template 6:45 -> dissecting why that email is working for them and how to test emails. 12:00 -> How ion interactive compensates SDRs and why their changing it soon. 14:25 -> Jackie reveals that she hit ~195% of quota 15:50 -> Where Jackie's meetings come from (hint: 75% via phone) 16:50 -> Who is the ICP and Buyer Persona for ion interactive? 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!) 23:30 -> How Jackie is training BDRs and helping them have executive conversations. 25:30 -> Pod system vs. round robin. What does ion interactive use? (cool innovative round robin per SDRs rather than a company round robin) 27:00 -> Spiffs at ion interactive. 28:30 -> Would Jackie go work from Cancun and set up a team there? 29:15 -> How to get in touch with us