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

It’s Good Monday. Easter just passed. Family’s fed. And the inbox is full again

We had 13 people at our place Sunday. Spiral ham, chaos and even the legend Morgan Ingram hanging with the fam

But now it’s Monday and we’re back to it

And if you’re anything like me this time of year has a way of slowing you down just enough to finally hear what’s been off

Last week (April 7–11) I hit pause
No content. No calls. Just quiet

And in that silence I realized something

Our outbound didn’t need new copy
It needed a better story

So this past week (April 14–20) I dug deep calls, notes, emails, buyer language and rebuilt everything from scratch

This issue?
It’s the story of how that reset happened
And how you can run the same play to get your outbound humming again

Let’s dive in 👇

Fix the Story. Not the Script

This week wasn’t chaotic
It was deep

I spent it doing what most leaders avoid

Reflecting. Rebuilding. Re-centering the narrative

Last week (April 7–11) I hit pause like I said
No noise. No content. Just silence
Not because I was stuck but because I needed to see clearly again

So this past week I got real intentional

→ Pulled 30+ discovery calls
→ Reviewed win/loss notes
→ Dug through Slack threads, inbox replies and rep convos
→ Sat with the real reason we’re winning (or not)

And what surfaced?

We’d lost the plot

Our messaging had drifted into “we hope this works” territory
Not buyer led. Not clear. Not rooted in truth

This is the recap of how I caught it
The reflection that helped me rebuild it
And the call forward for you to do the same

The “Fix the Story” Process

1. Listen to your top 10 call recordings

Don’t assume. Don’t scan summaries
Actually sit down and listen to the buyer’s voice

What to listen for

• What pains do they mention unprompted?

• What language do they use?

• Where do they light up?

💬 “Yeah… that’s exactly what we’ve been struggling with this quarter”

That sentence is worth more than 1,000 cold emails

2. Highlight every moment of resonance

Pay attention to shifts in tone
The long pause
The moment they say

“Can you tell me more about that?”

That’s your narrative signal
Highlight it. Save it. Use it

Messaging isn’t written. It’s stolen from the buyer

3. Flag where your reps stumble

If your rep
• Hesitates
• Rambles
• Can’t explain what you solve…

That’s not a skill gap
That’s a clarity gap

Your reps are mirrors
When they’re unclear it’s because your story is unclear

You don’t need to coach harder
You need to tighten the narrative

4. Rebuild your outbound from the truth you uncovered

Take the buyer’s own words and build from there
No more “we help teams do more with less” nonsense

Speak to

• The real friction they’re living

• The urgency they feel

• The outcomes they actually want

And build your outbound motion around that

The Bold Call Forward

You want
✅ More meetings
✅ More consistency
✅ More conviction on the phones

Then stop handing your reps another script every week…
…and start handing them a story that actually lands

A story built from
→ Buyer language
→ Real problems
→ Truth, not theory

Because your reps don’t need more scripts
They need clarity
They need belief

And that starts with you

So here’s the call forward

This week carve out space
Pop in the AirPods
Queue up 10 calls
And go find the story again

Because when you fix the story → The scripts take care of themselves

Explore. Engage. Evolve.

🎥 Video of the week - “You Will Never Be Able to Sell Until…” – Myron Golden

This one’s a masterclass in mindset. Myron shares how he went 18 months without a single sale then became the top rep in his office month after month. What changed? Not the product. Not the pitch. His posture

“The #1 mistake new salespeople make is… they WANT the prospect to buy.
Sales is about detachment. Not Disinterest. Just detachment. When you understand the law of averages and teach to the transformation they want… sales becomes easy.”

Required watching if you're struggling with conviction, over attached to the outcome or just want to sharpen how you show up to every conversation

📚 Book of the Week -“Do the Work” by Steven Pressfield”

This one’s a punch in the gut in the best way possible
No fluff. No theory. Just one message: Start. Keep going. Stop whining

Perfect for anyone who’s stuck second guessing content, delaying projects or avoiding hard decisions (aka... most of us at some point) I read this every few months to get back in motion

Bonus Sales Tactics 🤑 - Tactical AF

1. The “Nurse, Not Doctor” Call Coaching Model

Reps lose the cold call at the pivot not the opener

Coach them to
→ Get vitals
→ Ask 2-3 context questions
→ Determine urgency
→ Book or bounce

Don’t let them overexplain or prescribe. Just qualify and move

2. The Inbox First Framework

If your cold emails aren’t getting replies it’s not your copy—it’s your delivery

Run this check

• Use Maildoso to warm new mailboxes across fresh domains

• Run deliverability tests BEFORE tweaking messaging

• Track placement (primary, promotions, spam) not vanity opens

Because if nobody’s seeing it? Nobody’s replying

3. The 30/30/30 Review Ritual

Each month carve out 1 hour and run this

→ Review 30 discovery calls
→ Log 30 phrases buyers used (pain, desire, objections)
→ Refresh 30% of your outbound messaging to reflect that

This simple ritual will keep your messaging sharp and your pipeline flowing

This past week was a reset for me

Not just for my content
Not just for our outbound story
But for how I want to lead—loud, clear, unfiltered

We talk a lot about “optimization” in sales
What if we talked more about alignment?

This issue wasn’t just tactics
It was a peek behind the curtain. Into how I work, what I wrestle with and what I’m building

If it helped you in any way
Shoot me a reply
Forward it to your team
Or just take one tactic into your week and see what happens

You don’t need perfect conditions
Just space
Just truth
Just one small step to get momentum back

Have a restful Monday
I’ll see you on the field 💪

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

- Tom Slocum ✌️

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