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

Hey Sales Family!

Ready to kick off another powerhouse week? Let's dive deep into the art of the follow-through after demos and discovery calls

Trust me this could be the game-changer you've been looking for

🌟 Special Event Alert! 🌟 Join me this May 8th at noon ET for an exclusive session with Sell Better & James Buckley. We'll be dissecting "High-Converting Follow-Up Techniques"

What You'll Learn:

• What to do during the call if you want follow-up to go well

• How to use memes and mini case studies in follow-up

• The P.S. hook (and how to use it)

Grab your spot now! Can't wait to see you there!

Now let’s get into it!

Sponsored by: Oliv AI

🚀 Big Moves Ahead with Oliv AI! You’ve seen me talk about how Oliv AI has been a game-changer for our operations at The SD Lab. Well now it’s your turn to get in on the action because Oliv is making its grand debut on Product Hunt on May 16th!

Click here to support them on thier big day!

Why Mark Your Calendar?

By hitting that link and setting an alert for their launch you’ll not only be supporting a tool that can reshape your workflow but you'll also tap into some sweet launch day perks

Check these out 👇

⚡️ Double the Fun, Double the Perks: Join Oliv through the Product Hunt link and unlock exclusive benefits—just for you!

 🚀 Double Your Connections: Experience Oliv joining twice as many calls during your trial

📤 Twice the Follow-Ups: Send 20 follow-ups instead of the usual 10. Keep the conversation going and make every interaction count!

📝 Double the Prep: Get ready to meet your prospects with not just 10 but 20 comprehensive prep dossiers. Know more, and perform better!

 ⏰ Extra Time, Extra Value: We're giving you an additional week to explore what Oliv can do for you. More time, more insights all on them!

I've personally seen the impact of leveraging Oliv in our sales process, and I'm all in on their success. So let’s show em some love! Click here to set your alert for May 16th and unlock these exclusive offers 🤘

Boost Your Close Rates: Make Every Demo Count

Feeling like your demos end with a "we'll get back to you" and then... crickets? You're not alone. Trust me it's a common headache in the sales world but what if you could flip that script?

What if your follow-ups could be so effective they practically compel a yes?

Here at The SD Lab we've been there. After some trial and error we revamped our follow up game and watched our close rates shoot from an average of 25% to an impressive 50%.

Want to know our secret sauce?

Here’s the scoop 👇

1. Deep Client Understanding

   • Importance: The key to effective follow ups is not just knowing who you’re talking to but understanding their needs, challenges and goals. This depth of understanding turns a standard follow up into a compelling, tailored process that resonates.

   • Tool Integration: We use Oliv AI to ensure no critical detail from our discussions is overlooked. This tool helps us capture and analyze the essence of every interaction, enabling us to craft follow-ups that hit right at the heart of our clients needs

2. Engaging Proposals

   • Importance: In a world with short attention spans your proposal needs to grab and hold attention while delivering your value prop crisply and clearly

   • Tool Integration: PandaDoc allows us to create dynamic, interactive proposals that are visually appealing and easy to navigate and understand. This has helped us keep our potential clients engaged and moves them closer to a positive decision

3. Personal Connections through Video

   • Importance: Personalization can make or break your follow up efforts. A personalized video can convey sincerity and dedication, making your proposal hard to ignore

   • Tool Integration: Sendspark is our go to with this and helps us add a personal touch with video explanations of our proposals. Demonstrating commitment and clarity which text alone might not convey

4. Consistent and Insightful Follow-Ups

   • Importance: The dialogue shouldn’t end with the demo. Consistent follow-ups keep the conversation going, clarify any doubts, and keep your proposal top of mind

   • Tool Integration: By maintaining open lines of communication and involving all decision makers we ensure that our follow ups are not just reminders but are value adding interactions that build trust and drive decision-making

5. Building Lasting Relationships

   • Importance: Every interaction with a potential client is an opportunity to build a relationship, not just close a deal. Showing appreciation for their time and consideration can set you apart from competitors

   • Tool Integration: Sendoso allows us to express our gratitude in a tangible way. Sending personalized gifts that remind our prospects of our values and dedication regardless of the immediate outcome of the proposal

By integrating these tools and strategies we have not only streamlined our post-demo process but also enhanced our engagements. Making every follow up count.

Ready to transform your follow-ups into successful close-ups?

Consider integrating these tools and tactics into your sales process and watch your engagement—and results—soar! 🔥

Explore. Engage. Evolve.

Must Watch Video

Jamie Kern Lima's billion-dollar journey is nothing short of inspirational. From Denny's waitress to L'Oréal's first female CEO, Jamie’s story on YouTube is a must-watch for anyone looking to be inspired

Book Spotlight

Dive into Rand Fishkin's "Lost and Founder" (grab your copy here). It’s a brutally honest field guide to the startup world packed with invaluable lessons on navigating the highs and lows of startup life

Fun Fact

Did you know that the first webcam was invented purely to keep a check on the coffee pot? Talk about priorities!

Sales Insights Bonanza

1. Catch the Early Bird

   • How it works

     • Keep an eye on intent signals using tools that track what your prospects are researching online. When you spot a prospect sniffing around topics related to your product, swoop in with a tailored pitch

   • Why you should care

     • It’s like having insider info on who’s window shopping for what you sell. This means your pitch lands right when they’re curious, boosting your chances of getting a reply.
       

2. Play the Field Smart

   • How it works

     • Don’t put all your eggs in one basket. Use LinkedIn Sales Navigator to connect with several folks from the same company.

   • Why you should care

     • More connections mean more allies whispering your name in the meeting rooms. It’s about creating a buzz from the inside out, so when decision time comes, your name is already on their minds.
       

3. Give a Little, Get a Lot:

   • How it works

     • Next time you follow up, attach something useful—a guide, a case study, or industry insights that aren’t just Googleable.

   • Why you should care

     • This isn’t just about being nice; it’s strategic. You’re showing you’re here to add value, not just chase a contract. It sets you apart and makes that next conversation just a little bit easier to start.

Alright that's a wrap for this week y’all! Just a quick reminder: every step in your sales process is your stage to shine and really show what you’re made of.

Grab these strategies, tweak them to fit your style and I promise you’ll start seeing some solid wins. Let’s keep turning those maybe's into definitely's!

See you next Monday with more nuggets you won’t want to miss.

Until then keep knocking it out of the park!

Catch you on the flip side

Tom

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

^{- Tom Slocum ✌️}

Ready to Boost Your Sales? Let's Make It Happen!

At The SD Lab we’re all about making your sales strategy work smarter and harder.

Here’s how we can help you and your team hit those ambitious targets:

1. The 14-Week Sales Accelerator: Think of this as a power-up for your business. Over three months, we’ll work closely with you to refine your sales processes, enhance your tech, and strengthen your team. Whether it’s mastering the art of cold calls, social selling, or crafting the perfect cold email, we’ve got your back. Don't have a sales strategy yet? No worries, we’ll help you build one from the ground up.

2. Custom Sales Playbook Creation: Within 45-60 days, we can craft a tailor-made sales playbook that fits your unique business needs like a glove. Perfect for when you’re ready to expand your sales team or move beyond founder-led sales, this playbook will be your team's blueprint for closing deals and driving growth.

3. Targeted Team Coaching: Choose from our range of workshops to boost your team's skills in cold calling, social selling, handling objections, and more. Each 2-hour session is packed with practical advice and personalized tips to help your team excel.

4. Outsourced Appointment Setting Services: Free up your team and let us handle your outbound sales efforts. For a flat rate, we provide 15-25 hours a week of expert support, using top-notch tools like Salesfinity and Zoominfo to supercharge your sales motions. Expect a significant uplift in meetings booked and overall sales pipeline growth.

Connect with us to explore how we can elevate your sales game and achieve sustainable growth. The SD Lab is here to transform your sales process and empower your team to succeed

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