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 [email protected] 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!

Topics covered:

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.