How this Sales Rep Hit 150% Quota with Security Personas (Prospecting Strategy)

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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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

[@ElricLegloireOutbound]

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/⁠⁠⁠

[@zushaynafemi3234]

33:09 is a 💎 thanks for this great piece of advice. 👍🏾

[@ElricLegloireOutbound]

Thank you for the feedback, really appreciate it 🙏

[@LukeAvedon]

Is this available as audio podcast also? I want to listen to your podcast at all times.

[@ElricLegloireOutbound]

Yes, it is! - do you use Spotify or Apple Podcasts?

[@LukeAvedon]

I just use pocket casts on android and could not find it. Do you have a link? Thank you so much!