Welcome to the GTM Launchpad newsletter! Each week, I will share with you a sales play to help you grow your business, level up your sales game, and find success in the trenches. My aim is to provide you with actionable insights. Stay tuned for practical tips on cold calling, lead gen, and closing deals!

Hello GTM Launchpad community! Are you ready to slay the week with some spicy sales advice? This week we're taking on the ever-present always mysterious gatekeeper in cold calling.

Strap in because we're going for a ride!

It's time we acknowledge that gatekeepers aren’t our enemies but the guardians of their bosses precious time. They can be our friends if we navigate the maze correctly.

So let's get to it 👇

Research! Research! Research!

Know about the company, the person you're trying to reach, and most importantly know about the gatekeeper. Names, roles, and key facts are your best friends here. Keep your intro brief, confident, and specific.

Be Respectful and Personable

Don't dismiss the gatekeeper. Instead treat them as a crucial part of the process. Gatekeepers can provide valuable insights and a warmer introduction to the decision-maker if you handle the interaction with respect and authenticity.

Perfect Your Pitch

Your pitch should be crisp, relevant, and convey the value you offer not a salesy dialogue. It’s all about showing the mutual benefit for their organization and yours.

Let's walk through a scenario

Tom: Hi there, may I speak with Mr. Bigwig? This is Tom Slocum from The SD Lab.

Gatekeeper: Sorry, Mr. Bigwig is in a meeting. Can I take a message?

Tom: Absolutely. Could you please let Mr. Bigwig know that Tom Slocum called regarding a strategy that could potentially enhance their sales training process? I read about their recent team expansion and believe we could provide valuable assistance.

See the difference? That's how we navigate the maze!

Feature of the Week - A Star in the Making

This week I’m excited to introduce you to Salman Mohiuddin.

Salman is a sales maestro with a deep passion for guiding others.

With 17 years of tech sales experience and a stellar sales playbook. Salman's journey is a goldmine of insights. Besides his impressive run at Salesforce, IBM, and most recently Asana. He has developed an exceptional record as a sales coach. If you're an AE or SDR looking to close more deals and build your brand check out Salman's LinkedIn profile.

Trust me you won't regret it! 😎

Tom’s Action Challenge

This week's challenge: Engage in a conversation with a gatekeeper. Use the techniques above to get closer to the decision-maker. Share your experiences with me!

Stay Spicy 🌶️

^{Thanks for reading, see you again next week at 8 am MST!}

^{- Tom Slocum ✌️}

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