How this Sales Rep Hit 150% Quota with Security Personas (Prospecting Strategy)
Вставка
- Опубліковано 26 чер 2024
- 3 things you'll learn in this episode:
- The different prospecting sequences used by Stone
- How he creates prospecting messaging
- How to prospect security personas
Stone Gomez is Drata's top-performing Sales Development Representative (SDR).
Stone's results:
- Crushed it with 150% in Q1.
- Did it again in June with 150%.
- And yep, hit 100% more than once.
Connect with Stone: /
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Connect with me on LinkedIn: /
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Timestamps:
0:00 Top performing SDR at Drata
0:46 Stone prospecting sequences
2:25 The different prospecting sequences used by Stone
3:54 Sequence based on whether they use SOC 2 framework
5:28 Sequence based on the size of the company
7:48 The pains for a 500 people company
8:52 Thinking about your different buyer personas
11:33 Customer stories
12:26 Prospecting messaging: impact vs pain
13:33 Lessons about prospecting companies with different sizes
15:58 Lessons from A/B tests
17:56 Where Stone thinks can improve
19:21 The reality of social selling with prospects who are not active on LinkedIn
24:32 Hyper personalization
26:52 Security buyer personas
28:29 Using links in your outreach with security personas
32:27 Tips to improve your outreach and tips to avoid
What was your biggest takeaway from this episode? Let me know!
If you enjoyed this video, you might like my weekly newsletter, where I share actionable prospecting tips, join 3,311 SDRs getting the newsletter here: sdrgame.substack.com/
33:09 is a 💎 thanks for this great piece of advice. 👍🏾
Thank you for the feedback, really appreciate it 🙏
Is this available as audio podcast also? I want to listen to your podcast at all times.
Yes, it is! - do you use Spotify or Apple Podcasts?
I just use pocket casts on android and could not find it. Do you have a link? Thank you so much!