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 Homie In-Laws!

Welcome back to another edition of The GTM Launchpad! As we dive into the final stretch of August it's all about sharpening our focus and playing the sales game with precision. Ever feel like you’re playing chess with your sales targets? That's because the best strategies are about making the right moves at the right time

This week we’re unpacking the art of prioritization—turning the usual sales scramble into a calculated game plan. Whether you're a solo founder, a driven SDR or a strategic CRO getting your moves right means better results with less hustle.

What's new on your end? Hit any cool milestones or maybe you're tackling a gnarly challenge?

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The Strategic Game of Sales Prioritization

Let’s talk strategy and how your sales process can be as calculated and effective as a well-played chess game

Every move should advance your position towards the ultimate win—closing the deal. But the key to this is knowing which pieces to move first right? That’s exactly what account prioritization is all about.

Step 1: Setting Up Your Chessboard – Account and Buyer Persona Prioritization Using the "Account Prioritization Matrix" think of your accounts as different chess pieces each with its strategic value

• Named Accounts (Queens): These are your most valuable players. You pull out all the stops here with fully personalized outreach—think videos, deep-dive research and tailored emails. Nothing is templated because each interaction is crafted to make a significant impact
  

• A-Tier Accounts (Rooks and Bishops): Important but not your aces. These accounts receive a mix of personal touches with a dash of automation—around 80% personalized efforts like targeted emails and 20% automated follow-ups.
  

• Other Accounts (Knights and Pawns): These are your volume play. They're essential for coverage but don't require intense resources. Here you use more templated messages and automated sequences to maintain contact without intensive labor.
  

Step 2: Deploying Your Forces – Sequencing and Campaign Integration Once your accounts are prioritized the next step is to place each tier into tailored sequences that reflect their priority level

• Named Accounts: Deploy entirely manual sequences allowing for high customization and personal touch. This tier might involve more complex sequences that include multiple touch points like personalized videos and strategic follow-ups.
  

• A-Tier Accounts: These sequences are semi-automated. While they still receive a high degree of personalization, certain aspects like follow-up emails or scheduling calls can be automated to enhance efficiency without sacrificing the personal touch.
  

• Other Accounts: Here you leverage fully automated sequences. These are designed to keep your brand on their radar without significant manual effort, using standardized messages that still resonate but require minimal customization.

Why This Strategy Rocks 

It’s all about making your effort count. By strategically segmenting your prospects and tailoring your outreach you convert more by doing less—focusing intensely where it matters most. This approach not only increases efficiency but also enhances the prospect experience boosting your brand’s reputation and closing rates.

Now it’s your turn. Look at your current prospect list through this strategic lens. How can you apply the "Account Prioritization Matrix" to refine your approach? Try this out and let me know how it reshapes your results.

Person of the Week Feature - Scott Leese

Let’s talk about Scott Leese for a minute. If you’re in sales and haven’t crossed paths with Scott you’re missing out on some next level insights. This guy's not just a sales leader. He’s a legend who’s been there, done that and has the track record to prove it—helping companies touch the unicorn status and beyond

Scott’s not about keeping secrets either. He's all about sharing his playbook from GTM strategies to creating killer sales teams. And his LinkedIn? A treasure trove of free advice, seasoned strategies and honest takes on the sales game. Dive into his world and you’ll walk away with more than just tips

you’ll get a whole new perspective on sales 🤘

Plus his personal touch? Unmatched. Scott’s helped me see my potential and beyond making him not just a mentor but a true homie in the sales world. Check him out on LinkedIn and maybe snag a few pointers that could redefine your sales strategy

Explore. Engage. Evolve.

🎥 Must-Watch Video: "30 Years of Business Knowledge in 2hrs 26mins" by Simon Squibb. This isn’t just a video. It’s a condensed MBA on entrepreneurship. A chance to dive deep into decades of business wisdom all packed into a marathon session. Worth every minute if you’re serious about scaling up

📚Book of the Week: "Lead It Like Lasso" by Marnie Stockman and Nick Coniglio. For all you Ted Lasso fans this book isn’t just about feel good leadership. It’s a playbook for making a real impact.

Bonus Sales Tactics 🤑

Voice Memo Vibe: If you’re not dropping voice memos on LinkedIn you’re missing out. It’s like bringing your personality straight to their inbox. Here’s the play: keep it short, like 30 seconds max. Hit ‘em with something spicy that makes them think “I gotta chat with this person!” Be brief. Be Brilliant. Be Gone as KD and Morgan say.

Cold Call Opener – The Insight Probe: Kick off your next call with “I noticed your company recently expanded into [new market/sector]. That’s a big move! How are you planning to tackle [specific challenge or opportunity] in this new terrain?” This approach shows you've done your homework and immediately dives into their current initiatives encouraging a detailed response vs stone wall hang up.

One-on-One Game Changer: Leaders and reps listen up! Flip the script on your one-on-ones by theming each session—think deal deep dives, career moves or skill boosts. Prep for it, own it and watch these meetings turn into power sessions that actually fire up your team’s engines

That's all for today folks! As we power through the last week of the month I want to know—how are you planning to crush those final quotas? Hit me with your plans or let me in on the challenges you’re facing.

Remember it’s not just another week. It’s your opportunity to leave a mark on this month’s targets. What epic wins are you gunning for?

Stay fired up and I’ll catch you next Monday with more insider plays to keep you at the top of your game

Keep grinding and sell smarter not harder!

Tom ✌️

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

- Tom Slocum ✌️

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