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: https://www.linkedin.com/in/stone-gomez-347b71135/
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📬 For more prospecting and sales development tips, join 3,252 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/
Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/
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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
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