Welcome to the GTM Launchpad newsletter! I will share a weekly 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 Fam!

I hope you all had a fantastic weekend. Whether you were celebrating Mother’s Day or just enjoying some downtime I'm glad we're kicking off another productive week together 🤝

Speaking of Mother’s Day I spent it surrounded by family! Kicking off with our tradition of morning donuts. We also continued our quirky tradition of gifting squishmallows—my wife received a Sally from Nightmare Before Christmas to match my Jack Skellington. It’s our favorite movie and our squishmallow collection is growing! Thanks to our daughter Bella 😊

Later in the day, we headed to my mother-in-law’s for a bomb brunch

I hope y’all also had the chance to celebrate or reach out to those special folks in your life. And for those who might have had a quieter day, maybe because Mother's Day brings different memories or emotions—I get it.

I didn't grow up in a traditional setting myself. My grandma stepped in as a caregiver after my mom had to step away when I was young. Whether you called, celebrated or reflected I hope the day was meaningful for you ❤️

This past week at The SD Lab was packed too. My partner in crime Martin and I upgraded our email infrastructure—gearing up for more outreach opportunities.

I had an insightful chat about content strategies with Josh Norris from Saleboat and mid-week, enjoyed a blast of a show with The Sell Better gang & James Buckley discussing follow-ups in the sales process, with over 126 attendees sharing the vibe! Catch the recording here

And the cherry on top? I’m gearing up for a new project that even scored me a trip to Croatia this August! Plus, our client’s latest email campaign is starting to show some promising early results.

Now let’s dive into this week's focus on tracking sales efforts effectively

Its a real game changer for any sales team

 Sponsor of the Week: Saleboat

Check Out Saleboat—Your next level in tracking sales efforts

I'm excited to highlight Saleboat this week, a tool that’s shaping up to be a game-changer in how we track and optimize sales efforts.

I recently got involved with Saleboat as an advisor and let me tell you I wish I had something like this back in my early sales days!

Watch this quick video clip where I share why I think Saleboat is a tool we’ve all been waiting for

Why Sign Up?

- It’s FREE right now: You can dive right in without spending a dime and we shape its future with your feedback

- Make your life easier: Say goodbye to the old manual tracking and spreadsheets. This tool is here to simplify your life

If you have questions or feedback as you try out Saleboat hit me up anytime

your insights are super valuable as they build this out!

Tracking Sales Efforts - More Than Just Numbers

When I first stepped into a sales leadership role I drowned in spreadsheets

Every day I’d track everything manually—calls made, emails sent, meetings booked. It was tedious and honestly, it sucked the energy right out of me.

But over time I noticed patterns in the data that helped us refine our pitches and close more deals.

Here’s the thing—tracking your sales efforts effectively can transform your team's performance, even if you're not using fancy tools.

Here are some actionable insights and simple methods that you can start using today👇

- Start Simple: You don’t need complex software to begin. Use a spreadsheet to track key activities like the number of calls, emails, and follow-ups. Over time you’ll start to see which activities are leading to more successful closes and meetings

- Measure What Matters: It’s easy to get caught up in vanity metrics. Focus on metrics that directly correlate with sales outcomes. For example, track how many calls lead to a meeting rather than just the number of calls made

- Use the 'Rule of Five: Every day have your reps pick the top five leads to focus on based on their interactions from the previous day. This keeps the team focused on quality over quantity.

- Regular Reviews: Make it a habit to review these metrics with your team regularly. This not only keeps everyone accountable but also allows for sharing best practices that emerge from the data.

- Celebrate Wins and Learn from Losses: Use your tracking to highlight successes within your team. Celebrate those wins and dissect why they happened. Similarly, look at missed opportunities not as failures, but as chances to learn and grow.

This approach isn't just about numbers. It’s about fostering a culture of continuous improvement and support 🤘

Person of the Week: Gabrielle Blackwell! A Sales Leader with a Mission

This week I want to shine a light on Gabrielle Blackwell or GB as many of us know her

GB isn't just amazing at what she does in the realm of sales she's also fiercely dedicated to advocating against workplace bullying and trauma

Check out her recent post that went viral- here

Gabrielle's efforts extend beyond just making sales. She's about making the sales environment healthier and more supportive for everyone.

If you're not following her yet you're definitely missing out on some crucial conversations about shaping better workplace cultures and meeting an awesome human 🤘

Explore. Engage. Evolve.

- Must-Watch Video: Simon Sinks "Start With Why” — This talk really changed how I think about my business and life. Definitely worth your time if you haven't seen it yet

- Book Spotlight: Dive into "Drive" by Daniel H. Pink. It’s a fantastic read about what really motivates us at work and in life. Eye-opening stuff that can help you tweak your management style for better results

- Fun Fact: Did you know the first thing ever sold online was a Sting CD back in 1994? Yep, that’s where e-commerce kicked off!

Sales Insights Bonanza

- Embrace the Pause: On calls don’t rush to fill silences. Sometimes letting a moment of silence linger can encourage the other person to fill it, often revealing more about their thoughts or concerns

- Keep It Threes: When you’re explaining something or pitching, group your points in threes. It’s a structure that’s easy to remember and packs a punch.

- Timing Is Everything: Strike while the iron is hot. Follow up on your initial contact within 48 hours. Keeping the momentum going shows you're attentive and greatly increases your chances of a response.

That's a wrap for this week folks!

Remember every tool, tip and piece of advice we discuss here is aimed at not just boosting your sales numbers but also at improving the quality of your daily sales grind.

It's not just about selling. It’s about thriving together in an environment that values each person’s contribution.

Thanks for tuning in and as always feel free to hit me up if you have questions, need advice or just want to chat about sales

Let’s keep turning those challenges into opportunities and those maybe's into definitely's!

See you next Monday with more insights 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 Ramp Up Your Sales? Let's Dive In!

If you're looking to make your sales efforts more effective without the usual runaround The SD Lab is your go-to spot

Here’s what we can do together:

1. Sales Accelerator Program: In just 14 weeks, we'll power up your business by refining your sales process, spicing up your tech and beefing up your team’s skills

2. Custom Sales Playbooks: Need a game plan tailored just for your team? We’ll craft a sales playbook in about 45-60 days that’ll fit your business needs perfectly and help your team close more deals efficiently

3. Targeted Coaching Workshops: Pick from our workshops to sharpen your team's skills in key areas like cold calling, social selling, and more. Each session is designed to deliver immediate, actionable tips

4. Outsource the Grind: Let us take the wheel on your outbound sales. We offer dedicated support to handle your lead gen, leveraging top tools to boost your meetings and sales pipeline significantly

Curious to see how we can help you hit those ambitious targets? Let’s chat!

We’re all about empowering your team and transforming your sales process

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