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/ --- 📬 For more prospecting and sales development tips, join 3,601 SDRs getting the SDR Game newsletter here: ⁠⁠⁠⁠⁠⁠https://sdrgame.substack.com/⁠⁠⁠⁠⁠ Connect with me on LinkedIn: ⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire/⁠⁠⁠ --- (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. --- Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message