PLG Prospecting Playbook: Strategies from a Top-Performing Tech Sales Rep

4 things you'll learn in this episode:
- The importance of data leverage, customer pain-point understanding, and meeting customers in their buyer journey.
- How to accomplish tiered prioritization of accounts based on product usage.
- Insights on unifying data sources, mining new insights, and building useful reports for PLG (product-led growth).
- Dorothy's personal experience and essential approach towards account expansion and buyer enablement.
Join me in this episode with top-performing Sales Development Representative Dorothy, as we unpack the power of PLG (Product-Led Growth) strategy in sales.
Dorothy's results:
- Enterprise SDR at DemandBase: $786,875 in qualified pipeline generated within 2.5 months
- Lavender: Generated $1,350,501 in pipeline for SMB, MM, & ENT segments, Co-wrote Account Based Cadencing with Will Allred
- Top 100 Powerful Women In Sales 2023
- Top 25 SDRs To Follow 2022
Connect with Dorothy on LinkedIn: ⁠ / dorothyphuynh
Dorothy newsletter: ⁠dnaprospecting-newsletter.beeh...
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Connect with me on LinkedIn: ⁠⁠⁠⁠⁠⁠⁠ / elriclegloire⁠
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00:00 Top sales rep Dorothy excels in PLG environment.
05:42 PLG Prioritization
08:09 Enable buyers, offer demos, do discovery.
11:06 Sharing signals potential champion influencers for PLG strategies.
15:31 Collaborate with multiple teams to understand metrics and ensure success.
17:35 Restart trials to bring back old users.
21:22 80% conversion rate, targeting right titles, higher chance of close.
26:34 Different use cases for marketing agencies, consultants, and internal businesses.
28:44 Be friends with your CSMS, and learn from them.