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 Sales Mavericks! Tom Slocum here with Issue #36 of The GTM Launchpad. Your Monday morning dose of sales wisdom served straight up

Let’s jump right in 👇

The Game-Changer: Effective Lead Scoring Systems

In the sales world we all know too well that not all leads are created equal. The key? Knowing which ones to prioritize.

That's where a rock solid lead scoring system steps in. It's not just about sorting the wheat from the chaff. It's about laser focusing your efforts where they count the most

Why Lead Scoring Matters

Efficiency: Stop chasing dead ends. Focus on leads that show real promise

Sales & Marketing Harmony: Align your teams with a clear understanding of what makes a lead 'hot'

ROI Boost: More conversions. Less time wasted. It’s that simple

🛠️ How to Set Up Your Lead Scoring System

Identify Key Indicators: What behaviors signal a hot lead? Frequent website visits? Downloading a whitepaper? Define these actions

Engagement Matters: Score leads based on their engagement level. The more they interact? The hotter they are

Demographics Play a Role: Factor in job title, industry and company size. Are they your ideal customer profile?

Feedback Loop: Regularly review and adjust your scoring criteria. What worked yesterday might not work tomorrow

Six Steps to Setting Up an Effective Lead Scoring System

Creating a lead scoring process doesn't have to be daunting. Here's a straightforward guide to get you started 👇

1. Identify Your Ideal Lead Profile

Start by pinpointing what your perfect lead looks like. Consider their actions and engagement levels. Are they frequent website visitors? Do they engage with your emails? Understanding this helps you focus on high potential leads

2. Select Criteria for Scoring

Decide on the key factors that will form the backbone of your scoring. This could include demographic information, online behavior, engagement with your content, or interaction with your sales team.

3. Assign Point Values

Allocate points for different actions and criteria. For example downloading a whitepaper might score higher than a website visit. The goal here is to quantify the lead's interest and potential to convert

4. Set a Benchmark for Sales Ready Leads

Define a score threshold that classifies a lead as ready for sales engagement. This threshold acts as a trigger for your sales team to take action, ensuring they focus on the most promising leads.

5. Implement Your Scoring System

With your criteria and points in place it's time to launch. Make sure your marketing and sales teams are aligned on how the system works and its purpose.

6. Continually Assess and Refine

Lead scoring isn't a set and forget process. Regularly review and adjust your scoring criteria to ensure it remains aligned with your evolving sales and marketing strategies

By following these steps you'll develop a lead scoring system that not only identifies your best leads but also streamlines your sales process. Making it more efficient and effective 💪

Feature of the Week: Will Padilla at GRIN

Meet Will Padilla! A dynamo at GRIN and a podcast host with insights that can revamp your sales approach. Check out his podcast "SellthatSaaS" – where I had the honor of being the first guest. We tackled everything from remote work trends in tech sales to cold call strategies.

Tune in here for a deep dive into the state of tech sales in 2023

SellthatSaaS Podcast

🔥 Tool of the Week: Cyber Monday Special on The B2B Sales Playbook

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Don’t miss out on this Cyber Monday deal: The B2B Sales Playbook

What’s in it for you? 🤔

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• Exclusive Bonuses like 1-hour office sessions

Equip your team for success. Get the playbook for half-price now!

🚀 End-of-Month Charge: Make LWOM Count!

As we step into the final stretch of November remember - it's LWOM (Last Week of the Month) folks! This is where the true sales magic happens. Whether you're pacing ahead or hustling to meet your goals!

Your Launchpad for a Stellar Close ⬇️

Revisit Closed Lost Opportunities: Sometimes timing is everything. Reengage those who weren't ready earlier in the month. Circumstances change and a 'no' can turn into a 'yes'

Maximize Every Single Day: With December around the corner and PTOs looming every interaction counts. We've got about 10 solid selling days in December. Make each one matter

Strategy is Key: Plan your days meticulously. Prioritize tasks that directly contribute to closing deals. Efficiency is your ally here

Fuel the Momentum: Stay relentless. Whether you've hit your quota or are striving to reach it now's not the time to ease off the gas pedal. It's clutch time!

Team Synergy: Rally with your team. Share strategies, motivate each other and keep the energy high. Collective efforts can move mountains

Customer Centricity: Focus on providing value. Understand your prospects end-of-year goals and align your solutions accordingly. Be the catalyst in their success story

Let's Hit it Out of the Park!

As you dive into this pivotal week remember - resilience, strategy and a customer-first approach are your best tools. Let's close November with a bang and pave the way for an impactful December

You've got this!

That's a wrap for this week folks. Don't forget next week we're diving into "The Benefits of Sales Enablement".

Stay tuned and let's keep crushing those sales goals!

Until next time ✌️

Tom Slocum

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

^{- Tom Slocum ✌️}

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