Welcome to the GTM Launchpad newsletter! Each week I will share a sales play to help you grow your business, level up your sales game and succeed in the trenches

This week we’re not talking about the call
We’re talking about after the call

Because let’s be honest

→ How many “great conversations” turn into ghosted threads?
→ How many “sure things” fall apart in the follow up?
→ How often do we lose to... nothing at all?

Here’s the truth

It’s not the pitch that loses the deal
It’s the gap between calls that kills the deal
When reps get passive, vague or reactive

Let’s fix that 👇

Sponsor of the Week - Lemlist

AI that actually helps reps not just adds more noise

If you’ve been sleeping on Lemlist now’s the time to take a second look

I just spun up my first AI-powered campaign in under 15 minutes! Lead list built, messaging generated, and full sequence launched. No fluff. No friction. Just clean outbound infrastructure that works

But here’s the real reason I partnered with them

I’ve used Lemlist before. Back in 2022 at Trainyo.
It was solid then it’s way sharper now.

✅ Campaigns that stop automatically when a lead replies
✅ LinkedIn + email + manual task workflows
✅ AI that writes intros you'd actually send

We’re testing it live
Sharing the wins, misses, and real results right here
No hype. Just truth from the trenches

👉 Want to see what we’re building with it?
Check out Lemlist here and follow along

P.S. Got something you want me to test, break or benchmark Lemlist against?
Reply to this email or DM me on LinkedIn. Let’s build better outbound together

Why Most Follow-Ups Fail

Your reps wrap a solid call they get a “yeah let’s touch base next week”...
…and then send a generic “Just checking in any updates?” email

That’s not follow-up
That’s follow-off

Here’s what high impact reps do differently

→ They own the next step don’t just wait for it
→ They restate the value not just the ask
→ They build momentum not just reminders

🔁 The C.L.E.A.R. Follow Up Framework

Give your reps this 5-step template for every post-call touch

C – Confirm next steps with mutual agreement
→ “Just to confirm we’re aligned on reviewing the proposal Thursday sound right?”

L – Link back to the value that landed
→ “You mentioned the priority is increasing rep adoption. That’s what our enablement plan is built for”

E – Establish a reason to re-engage
→ “By Thursday I’ll share a rollout schedule tailored to your onboarding timeline”

A – Anchor the conversation with a resource
→ “Attaching a 2-min video of how [Client] got similar results with the same team setup”

R – Reinforce trust and momentum
→ “Appreciate your time today looking forward to building this together”

Explore. Engage. Evolve.

 🎥 Video of the Week

A quick 5 minute breakdown on how to stop sending cookie cutter follow ups and start personalizing with real impact. Great for reps looking to stand out and spark replies after the call

Why it’s worth it

• Shows how to reinforce value without sounding needy

• Simple tweaks that change the game in your email follow-ups

• Fast watch, easy to action

📚 Book of the Week - Follow Up Sales Strategies by Wanda Allen

This one’s a classic and criminally underrated. Wanda breaks down why most reps give up too soon and how a consistent, thoughtful follow up process drives compounding pipeline results

What you’ll learn

• How to build a sustainable follow up system

• The shocking stat: 80% of sales happen after the 5th touch

• How to follow up without being pushy or annoying

Bonus Sales Tactics 🤑

1. The “Day-After” Video Touch 🎥
Have reps record a short personalized video recap within 24 hours of a key call
→ Builds trust
→ Reinforces alignment
→ Differentiates your team fast

2. Momentum Metrics Tracker 📊
Track 2 simple KPIs
→ Time between call and next scheduled step
→ % of follow ups that include mutual action plans

You’ll start seeing patterns and coaching moments fast

3. Deal Recap Comp 🔥
This week run a team contest
→ Best C.L.E.A.R. follow up email
→ Best personalized video
→ Best live re-engagement message that brings a ghosted deal back

Winner gets bragging rights + a prize
The team gets sharper. Everyone wins

Closing

This isn’t about being pushy
It’s about being intentional

Deals die in the gray zone
Follow up is how you keep them alive

So this week don’t let a good call go to waste
Make your reps masters of the after call moment

Let’s close the loop and finish Q2 strong 💪

Thanks for reading. See you again next week at 8 am MST!

- Tom Slocum ✌️

Step Into The Lab

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✅ Book more sales qualified meetings (20-30% lift in SQLs)
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3️⃣ Custom Sales Playbooks – Need a structured sales game plan? We’ll build you a tailored playbook in 45-60 days that fits your ICP, messaging and outbound motion

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Want to see what this could look like for your team? Let’s talk

FORWARD TO A FRIEND 👉 [Click Here]