41: How this SDR Hits 150% Quota with Security Buyer Personas (Prospecting Strategy) - Stone Gomez, Sales Development Representative (BDR) at Drata

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/

---

📬 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/⁠⁠

---

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

Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe