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!

Happy Columbus Day Y’all!

As we dive into another week of sales innovation and mastery we are not only remembering Christopher Columbus’s journey but are also navigating our own path in the bustling world of sales.

Amidst the echoes of closed deals and conquered quotas, let’s take a moment to pause and leverage the unsung hero of sales - referrals!

The Secret Weapon: 'Nearbound' & GTN

We've all heard the term "inbound" and "outbound" being thrown around like confetti. But let me sprinkle a little magic word into the mix - "Nearbound."

Now what in the world is that you ask? It's the power of referrals my friends and the golden ticket to unlocking an untapped reservoir of potential clients through GTN - Going to Network.

Why Referrals are Your Best Friend

Imagine stepping into a room where everyone already knows your name, trusts you, and is ready to listen. That’s what referrals feel like.

According to Nielsen sales conversions through referrals are 4 times higher! It’s like walking into a party and being the guest of honor.

Leveraging ‘Nearbound’ and GTN

Your current clients are treasure troves of potential referrals. They’re connected to people, who are connected to more people – it’s a whole web of opportunities!

And this is where GTN steps in. Taking you directly to these connected networks. It’s working smarter, not harder.

You're not cold calling; you’re warmly welcomed because you’ve been referred.

The Path to Mastering Referrals

1. Identify Your Advocates: Start with your satisfied clients. The ones who sing your praises and have experienced the incredible value you bring. They're your ticket to quality referrals.

2. Seize the Moment: Timing is everything. Catch them at their happiest, right after they’ve seen the magic you bring. That’s when they’re most likely to spread the word.

3. Make it Effortless: Guide them. Be specific about the type of referral you’re looking for. The easier you make it for them, the more likely they are to follow through.

4. Gratitude is Golden: Never underestimate the power of a heartfelt ‘thank you.’ Appreciation goes a long way and keeps the door open for future referrals.

5. Referrals are Starters, not Main Courses: Treat every referral with the same vigor, enthusiasm, and professionalism as any prospect. They're warm leads, not guaranteed deals.

Feature of The Week: Morgan J Ingram

We’re turning the spotlight inward this week. Shining it brightly on the man who’s usually behind the magic - Morgan J Ingram.

A 4x LinkedIn Top Sales Voice and the brain behind AMP (Ascension Media Production) Morgan is a narrative-led growth maestro.

His fearless approach to brand amplification and content creation has cemented his place as a luminary in the sales and marketing landscape.

Check out his LinkedIn Learning Course for insights on crafting a compelling posting strategy on LinkedIn.

Closing Note

As we wrap this issue let’s also take a solemn pause to acknowledge the unfolding events in Israel and Gaza. In these moments we're reminded of the fragility of life and the imperative for peace, understanding, and unity in our world.

Stay safe, stay strong and remember - every connection we make, every referral we give or receive is a testament to the interwoven fabric of our humanity.

Until next time ✌️

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

^{- Tom Slocum ✌️}

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