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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

Welcome to the Ghost Zone

It’s Monday July 7th
The fireworks are done
The brisket’s gone

and now? You’re staring at your Q3 pipeline wondering

“Where did everyone go?”

This is the Dog Days of Summer in B2B sales

☀️ Prospects OOO
☀️ Buying teams “revisiting priorities”
☀️ Inbox replies slower than molasses

It’s not rejection. It’s the ghost zone 😱

and here’s the brutal truth

Most teams let it derail their entire quarter

But not us
Not this time right?

I’m sharing exactly how I’m navigating Q3 for The SD Lab and our outbound teams and how you can keep your reps engaged, your deals moving and your pipeline alive👇

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The A.R.C. Revival Framework

Give your team a repeatable framework to re-engage

When prospects ghost the worst thing a rep can do is

❌ Panic
❌ Spam a “just checking in”
❌ Or give up too soon

Instead give them A.R.C.
a proven 3 step revival play

🔹 A – Acknowledge the Status Quo

“Hey [Prospect] totally get how pririorites shift and things get busy especially this time of year”

Start human. It lowers defenses and shows empathy for their reality

🔹 R – Reiterate Shared Goals

“When we talked we agreed getting [goal] in place before Q4 was critical. Does that still feel like a priority?”

This gently pulls them back to why they engaged in the first place

🔹 C – Create a Fresh Value Trigger

“Just saw [Client X] hit [Result Y] with [Approach Z]. Thought it might help your team get moving again before the end of summer”

Fresh context gives them a reason to re-engage without feeling pressured

Bonus: P – Propose a Next Micro Step

“Want me to send a 30-sec video on how we did it? Or should I loop in your [peer/colleague] for a quick gut check?”

Micro steps keep the momentum low pressure but forward

What We’re Doing at The SD Lab This Q3

Here’s how I’m helping my own SDR teams + client teams survive the summer slow down

✅ Weekly Deal Revival Blitzes
Reps pick 5 stalled opps every Monday
We run them through A.R.C., rewrite follow ups and track revival rates Friday

✅ ICP Tightening
Summer isn’t for “spray and pray.” We’re narrowing lists to accounts most likely to need us now (expiring budgets, product launches, hiring signals)

✅ Signal Based Calling
Calls are now triggered by real activity

• Email open + 2 link clicks = call now

• Social post engagement = call now

• Past customer advocacy = call now

Content Assisted Follow Ups

• Embedding Sendspark videos + 1-pager case studies

• Give prospects something valuable to reply to

Explore. Engage. Evolve.

📺 Explore: The Ultimate Sales Pitch That Speeds Up Every Deal – Michael Humblet

Michael breaks down the “Why Now” pitch. How to build urgency into every conversation and land your message every single time. A killer resource for reps trying to wake up ghosted prospects and revive stalled deals

Watch Here 👇

📚 Engage: STRONG: How the Best Sales Leaders Engage, Achieve and Thrive by Glynn

A tactical guide for leading your team through high-pressure quarters and coming out stronger.

Grab the Book →

Bonus Sales Tactics 🤑

1️⃣ “Vacation Auto-Reply Hijack”
When you hit an OOO reply ask for a backup contact

“Saw you’re out out of curoisity who’s the best person to sync with while you’re away?”

Turns ghosting into a warm handoff

2️⃣ “Summer Case Study Drop”
Send a mini case study that aligns with their Q3 challenges

“Thought you’d like to see how [Company] tackled [pain paint] over summer”

3️⃣ “Ping-Pong Follow Up”
If you’ve emailed twice with no reply switch channels (LinkedIn, call or even text if appropriate). Multi-channel = higher chance of re-engagement

Don’t Let Summer Kill Q3

The Dog Days aren’t an excuse
They’re an opportunity

Most reps will coast till September
Your team? They’ll be the ones reviving deals and stacking pipeline now

Use A.R.C.
Run your revival blitz
Make this the summer you closed big

You with me?

— Tom, your sales homie 🤙

Thanks for reading. See you again next week at 8 am MST!

- Tom Slocum ✌️

Step Into The Lab

If you’re tired of spinning your wheels on outbound and need a real sales engine that drives results The SD Lab is built for you

Here’s how we help B2B orgs and SDR teams level up fast ⤵️

1️⃣ Outbound done-for-you – We handle your outbound lead gen booking up to 10-20+ sales qualified meetings a month so your team focuses on closing not chasing. We provide the talent, the tech stack and a process that works

2️⃣ The Revenue Accelerator – 8-12 week consulting, enablement & sales training program built for orgs and sales teams that want to

✅ Book more sales qualified meetings (20-30% lift in SQLs)
✅ Close more deals (better handoffs = better conversions)
✅ Sharpen their process (cold calls, email, social, all dialed in)

3️⃣ Custom Sales Playbooks – Need a structured sales game plan? We’ll build you a tailored playbook in 45-60 days that fits your ICP, messaging and outbound motion

4️⃣ Targeted Sales Workshops – Whether your team needs a cold calling clinic, outbound messaging tune up or social selling boost I run one-off training sessions that deliver actionable, immediate results

Want to see what this could look like for your team? Let’s talk

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