The GTM Launchpad Issue #54: Cold Calling Recharged

Unlock the Power of Effective Cold Calls

Author

Tom Slocum
May 20, 2024

Welcome to the GTM Launchpad newsletter! I will share a sales play each week 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!

We had a hell of a week last week at The SD Lab! We’re seeing some serious momentum with six new deals in the pipeline—things are definitely clicking into place.

Martin and I are beyond excited to welcome Jamie Neubeck as our Founding SDR. With over three years of SDR experience under her belt Jamie is perfectly poised to supercharge our outbound efforts. Bringing that much needed consistency we've been aiming for.

As we ramp up for Jamie’s onboarding over the next couple of weeks I've been deeply involved in shaping our strategies and refining our operations. The energy here is electric and I'm all in stepping fully into my CEO shoes to scale our impact and reach more clients

And on a personal note a conversation with Morgan earlier this week sparked an interesting reflection on balancing hobbies that challenge us and enrich our lives. He shared and asked me:

Find 3 Hobbies

- One that makes you smart

- One that makes you wealthy

- One that makes you fit

For me it’s all about staying sharp with YouTube deep-dives into founder stories, boosting my financial game through real estate investments and keeping fit with daily gym sessions.

Curious are you hitting the trifecta and embracing some hobbies?

Now let’s dive into this week's insights starting with some powerful cold calling strategies that might just revolutionize your approach.

Ready to turn up the heat on your sales game?

🚀 Big News with ZoomInfo Copilot

I'm stoked to share that I've partnered up with ZoomInfo and got an early peek at their new AI solution ZoomInfo Copilot. This tool is all about selling smarter and winning faster and it’s the real deal

With Copilot you get:

  • Insights: Combines your customer data with ZoomInfo’s beefy database for next-level insights

  • Personalized Dashboards: Shows you top accounts and what your next move should be—thanks to their slick AI

  • AI Email Assistant: Crafts personalized outreach so you can cut through the noise effortlessly

Stay tuned and I’ll keep you posted on my hands-on experience as this bad boy rolls out!

Crank Up Your Cold Calls

Cold calling still gets a bad rap but it’s all about how you do it.

After putting in 500K+ cold calls here are five ways you can shake things up and actually make those calls count

  1. Prospect Smarter: Only ring up folks who actually want to solve the problems you fix. If they're not looking to solve it move on

  2. Educate, Don’t Interrogate: Kick off your calls by informing, not grilling. Make it a conversation, not an interrogation

  3. Master the Pause: Slowing down and pausing lets your prospect digest what you’re saying. It turns pitches into conversations

  4. Question Stack: Craft your questions to get engaging responses. Aim for 2-3 questions that keep them talking, not just yes or no

  5. Secure the Action: End with a clear next step. Something like “Does it make sense for us to chat further about this?”

Implement these tips and watch your calls turn from dreaded dials to genuine opportunities.

Person of the Week: Cynthia Handal

Meet Cynthia Handal - Sales Leader Extraordinaire

This week I want to shine a huge spotlight on Cynthia Handal from Simera.

We’ve been pals for a couple of years now and every time we chat I come away with new ideas.

We recently talked about bringing some killer LATAM SDRs onboard here at The SD Lab and I’m pumped about what this means for us.

Plus her sales content is top-notch. Definitely hit up her profile for some solid insights!

Explore. Engage. Evolve.

Sales Insights Bonanza

  1. Evabot - Your New Best Friend: Check out Melissa’s post on how Evabot is changing the game

  2. The Spider-Man Cadence: Morgan Ingram's outbound strategy is something you gotta try.

  3. Short & Sweet Emails: Less is more. Keeping emails under 80 words has been a game changer for us—more replies, less fluff.

Closing Thoughts

That’s it for this week! Remember it’s not just about making calls or sending emails

It’s about making each interaction count. Dive into these tips and let’s make those sales conversations really matter.

Got questions or want to chat about any of these strategies? Hit me up anytime

Catch you next Monday for more tools, tips, and talks that will help us all sell better. Until then keep crushing it and remember—every call could be that next big breakthrough. Let’s make every conversation count!

Cheers,

Tom Slocum ✌️

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 appointment setting, 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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