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!

Tips for Effective Prospecting 🚀

When you're sifting through a mountain of potential leads you know that feeling - unsure which ones are gold and which are just well, rocks? Prospecting is an art and not everyones got the brush strokes down.

But fear not! This week we’re diving into some tried-and-true tips to master the art of prospecting. And by the end, you'll be panning for gold like a pro 🥇

1. Know Your Audience: Before you dive in, understand who you're speaking to. Are they decision-makers? Do they have the pain points your solution addresses? If you're selling software for marketers your pitch to a CMO will differ from an IT head.

Here are some examples showing how to refine your ICP 👇

2. Quality Over Quantity: It's better to have 10 highly qualified leads than 100 lukewarm ones. Focus on depth not wideness.

3. Engage With Empathy: Everyone has their battles. Approach each lead as a human first. The connection will follow. Remember it's always connection before conversion!

Scenario:

Say I am reaching out to a VP of Sales named Alex. Instead of diving straight into my pitch I've done some LinkedIn digging. I noticed that Alex recently shared an article about the challenges of remote sales teams.

My message might look something like this 👇

______

Hey Alex,

I recently came across the article you shared about the complexities of managing remote sales teams. It really resonated especially the part about fostering team cohesion from afar. With The SD Lab we've seen similar concerns from many sales leaders.

Have you implemented any strategies or tools that have made a significant difference? Always looking to learn from fellow VPs in the trenches.

Talk soon, Tom
_________

The beauty of this approach is two-fold:

• It shows Alex I've taken the time to understand his challenges.

• By asking for his insights I am positioning him as an expert making it more likely to engage in a genuine conversation.

4. Mix It Up: Prospecting channels are evolving. While emails and calls are the foundation it's crucial not to neglect newer avenues like social selling, video messages or even webinars.

Data Insight: According to the LinkedIn State of Sales report 76% of buyers are ready to have a sales conversation on social media.

In a separate study by InsideSales.com it was found that social selling can increase deal closure rates by up to 5% and deal size by 35%.

And a report from HubSpot indicated that 54% of consumers want to see more video content from a brand or business they support.

5. Keep Learning: The landscape of sales and prospecting is ever-evolving. What worked yesterday might not work today. Make it a habit to consistently educate yourself about new industry trends, tools, and best practices.

6. Personalize: No two leads are the same. Customize your outreach. If you show you've done your homework you're already ahead of 70% of the competition.

7. Be Persistent, But Respectful: Follow-ups are crucial as I say “ the battle is won in the follow-up. But there's a fine line between persistence and annoyance. Find that balance.

8. Analyze and Iterate: Every interaction is a learning opportunity. What worked? What didn't? Adjust and refine your approach.

Feature of the Week: Jesse Ouellette

Let me introduce you to Jesse Ouellette. From climbing the ranks to VP/Head of an Enterprise Software Team to launching his own SaaS, this guy has done it all. And today, he’s focusing on what many find challenging: Outbound Strategy. With profound expertise in B2B Sales Email Delivery Jesse has been a beacon of knowledge on numerous podcasts & within the sales community.

Having dedicated 15 years to mastering RevOps, Marketing, and Sales intersections Jesse now thrives on incorporating AI and Automation into growth strategies. If there's someone who knows a thing or two about the art and science of sales - it's him.

Check out his profile, connect, and absorb some of that wisdom. And if you're struggling with your own outbound strategy give him a shout. He’s the real deal.

👉 Jesse's LinkedIn Profile

Stay tuned for next week's issue where we dive into the heart and soul of sales - The Role of Emotional Intelligence.

Because trust me it's not just about numbers and metrics. It's about connections, emotions, and understanding.

Until then keep rocking and keep selling! 🤘

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

^{- Tom Slocum ✌️}

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

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