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 podcast@altisales.com.

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