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!

Hey there!

Remember when you first started in sales and the word "cadence" sounded like some mysterious, arcane concept? Turns out it's not a mythical creature but the lifeblood of your sales process 💪

In simple terms it's the systematic pattern of touchpoints you establish with your prospects

Let's get real here crafting an effective sales cadence is like cooking a perfect dish. It requires the right ingredients, the right timing, and a dash of creativity.

It's the secret sauce of your sales strategy, the rhythm that gets your prospects moving. But as we all know not all rhythms are created equal.

So let's dial it up to 11 and make sure your cadence hits all the right notes 🤘

Targeting

Start by knowing your audience. Yeah this is Marketing 101 but it's shocking how many of us miss this. Your Ideal Customer Profile (ICP) and Buyer Persona aren't just some fancy buzzwords. They're your guiding star. Get to know them intimately.

Research says that targeted communications can drive up to 77% of your overall sales growth!

Timing

Comedy has timing so does sales. As a sales rep it’s not about your time. It's about your prospects. When are they most likely to answer an email? When's the best time to catch them for a call? Various studies suggest Tuesdays and Thursdays are the best days to send emails. However your mileage may vary.

Test it out!

Multichannel Approach

It's 2023 and we ain't limited to just emails and phone calls. LinkedIn, Twitter, and even Instagram can be goldmines for prospecting. A multi-channel strategy can help you increase your reach by 287% 🔥

By adding more channels to your prospecting toolset you:

• Show up where your prospects are

• Tell your value story across rich media

• Open opportunities to scale with automation

…which increases the chance your value story is heard, understood, and turned into meaningful conversations

Different channels, different vibes 😎

Personalization

No one wants to feel like they're talking to a robot (unless it's ChatGPT)

Personalized emails can improve your click-through rate by 14% and conversions by 10%. Inject personality into your outreach but keep it genuine.

No one likes a faker 😡

Value Proposition

Everyone has problems; you've got solutions. So spell it out for them! What's the unique value that your product brings to their table? Be concise. Be clear.

Businesses that communicate their value proposition effectively can see a sales boost of up to 127%

Follow-up

Persistence is the name of the game. 80% of sales require 5 follow-up calls after a meeting but did you know 44% of sales reps give up after just one?!

Find that sweet spot between persistence and spam.

Always bring something new to the table with each follow-up

Engagement

Sales isn't a monologue. It's a conversation.

Engage with your prospects. Ask about their needs and their challenges. Share relevant content. Encourage them to talk to you not just listen.

Engaged prospects are 57% more likely to consider your product/service

Consistency

This is the beat that holds your sales cadence together. Consistent communication fosters familiarity, and familiarity breeds trust.

On average consistency in your sales cadence can boost your conversion rates by up to 103% 👀

Remember there's no one-size-fits-all.

Your cadence should reflect you, your product, and your prospects.

So experiment, iterate, and keep rocking! 🤘

Now I know we've talked a lot about theory and strategy but y'all know me I'm about practicality too. To really put the pedal to the metal I want to give you a sneak peek at something I’ve been perfecting inside The SD Lab

First up here's a glimpse of the Master Sequence I use.

This is the blueprint of a cadence that's been tweaked, adjusted, and optimized based on countless trials and errors, data, and consistent results.

Take a look, study it, but remember this is just a starting point. Your cadence should be a living thing that evolves with your audience and market dynamics.

Next I want you to see a full-blown Momentum sequence. This is a cadence in action baby! It's the embodiment of the strategies we've been discussing and it's been battle-tested in the field.

If you're looking for a real-world example of a cadence that works here it is 👇

Remember these are not just sequences. They're sequences that have been tried and tested, reworked, and refined to the point of sheer sales poetry.

Consider them as templates to inspire and guide your own cadence creation. Be flexible, learn from your prospects, and always be willing to tweak and improve. That's the magic sauce 🔥

Feature of the Week

In the spotlight this week is Ashleigh Early a sales coach who values empathy, humanity, and science.

With over a decade of experience at Silicon Valley icons like Okta, FireEye, Mattermark, and early-stage startups Ashleigh emphasizes the individuality in each coaching engagement.

What makes her unique? She's known as 'The Other Sales Coach' because her coaching style doesn't subscribe to any specific methodologies.

Instead she tailors her approach to the unique intersection of product, people, and industry. She provides her clients with a safe place to get creative, be honest, and GROW their sales skills.

I am thrilled to share that Ashleigh has now partnered with me and The SD Lab as a Strategic Advisor!

Also don’t miss her live show "Across the Pond and Over the Rainbow" where she discusses life lessons, sales and marketing tips, career advice, and plenty of hilarious anecdotes with our dear friend Evan Patterson!

Check out her LinkedIn profile here: [link]

Tom's Action Challenge

This week choose one of these 8 elements that need a tune-up.

Draft a plan, put it into action, and observe the results. The difference might surprise you!

Until next time keep selling like a rockstar!

P.S. Get ready for GTM Launchpad #24: "Tips for Effective Prospecting".

We're gonna dive deeper into how to catch the right fish in the sea of prospects 🎣

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

^{- Tom Slocum ✌️}

Are you looking to level up your sales game or launch a successful GTM motion? The SD Lab has got you covered. Here are three ways I can help you transform your sales process and empower your team:

• The Revenue Accelerator Program: Choose from three tailored packages for a 14-week intensive collaboration to supercharge your GTM motion. Together, we'll optimize the key pillars of People, Process, and Tech to maximize your sales results:

  • Basic Package: Benefit from in-depth analysis, recommendations, and essential tech stack evaluations to improve your sales process and team performance.

  • Standard Package: Enjoy a customized sales playbook, advanced tech stack optimization, and priority support for a more comprehensive solution.

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• Custom Sales Playbook Design: Collaborate with me to create a tailored playbook that aligns with your unique value proposition, target audience, and sales process. Equip your team with the knowledge and strategies they need to close more deals and boost revenue.

• Team Coaching Packages: Elevate your team's performance with my 4-week, 8-week, or 12-week coaching programs. Focusing on the top of the funnel, I provide personalized feedback and actionable tips to help your team reach their full potential and achieve up to a 20%+ increase in meetings booked and pipeline generated.

Unlock the power of the SD Lab and start your journey to sales success today!

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