47. PLG Prospecting Playbook: Strategies from a Top-Performing SDR - Dorothy Huynh, SDR at Gretel.ai, and SDR Coach at SDR Nation

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:

• Ent 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: https://www.linkedin.com/in/dorothyphuynh/

Dorothy newsletter: http://dnaprospecting-newsletter.beehiiv.com/

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Connect with me on LinkedIn: ⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/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. Look up Dropbox's PLG strategy for insights.

(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, learn from them.

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