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

Hey Sales Fam!

Hope you're all having a smooth start to your week! Here at The SD Lab we're still buzzing from a week of solid wins and real challenges. From ace discovery calls to some unexpected hurdles it's been a ride!

Jamie's been killing it on Reddit landing meetings like a boss and digging deep into ZoomInfo Copilot— tech we can't recommend enough

Martin's on the mend at home after his surgery and we're all cheering for his speedy recovery

And in personal news the kids are back to school! It’s a mix of nerves and excitement here as we navigate new grades and new adventures

Now let’s dive into this week’s insights and make it another week to remember!

Sponsor of the Week - Zoominfo

This week’s spotlight is on ZoomInfo Copilot. If you haven't checked out ZoomInfo lately you're missing out

Their AI-driven Copilot is transforming how we manage our sales process helping us focus on the right accounts and close deals faster

Trust me it’s worth a demo. Check it out here: ZoomInfo Copilot

Empathy: The Sales Superpower

What sets apart top sales performers? It’s not just skills or strategies; it’s empathy.

After almost two decades in sales, building and managing teams I've seen firsthand how empathy drives success

It’s about seeing things from your prospect's perspective, genuinely understanding their challenges and crafting solutions that resonate on a personal level

Here’s a quick breakdown of how to leverage empathy in your sales process

• Listen Actively: Understand the true needs behind the words

• Personalize Your Approach: Tailor your message based on what you learn about each prospect

• Show Genuine Concern: It’s not about closing a sale, it’s about solving a problem

Empathy isn’t just a nice-to-have; it’s a must-have that can transform your results

Try stepping into your prospects' shoes during your next call and watch the magic happen

Person of the Week Feature - Daniel Kading

Big shoutout to my guy Daniel Kading

A master at turning blue-collar business owners into local celebs on LinkedIn

Dan’s unique approach to LinkedIn branding and his dedication to community support make him someone you'll want to follow

Check out his profile and get inspired!

Explore. Engage. Evolve.

🎥 Video of the Week: Check out Simon Sinek’s talk on Selling with Empathy. Simon dives into how understanding can not only improve your sales but can also enrich your personal connections

📚 Book of the Week: “How to Talk to Anyone” by Patrick King is a fantastic read if you're looking to boost your conversational skills and charm. King’s insights can help you become more engaging whether in sales or daily interactions. Get the book here

Bonus Sales Tactics 🤑

1. Competitor take-away sequence: Address why your solution outperforms others directly in your outreach to immediately capture interest - Shoutout to Sell Better for this one!
   
   Here’s how to do it in 3 steps
   

   • Find features you have that your competitors don’t have

   • Determine what problems might occur as a result of not having those features

   • Ask if those problems are relevant in your messaging
     

2. Engagement through education: Use insights from interactions to educate your prospects, not just sell to them
   

3. Dynamic scripting: Adapt your pitch in real-time based on feedback and cues during your conversations. Even take an improv class (highly recommend)

That’s all for this week! As we all dive deeper into the summer, remember to keep empathy at the forefront of your interactions

It’s not just about understanding others—it’s about connecting in ways that drive meaningful success

Stay tuned for more tips and insights next Monday. Here’s to making every interaction count!

Catch you on the flip side ✌️

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

- Tom Slocum ✌️

Step Into The Lab

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 for you within 45-60 days that’ll fit your business needs

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 pipeline by up to 30% in 3 months (10 to 50 SQLS a month AVG)

Curious to see how we can help you hit those ambitious targets?

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