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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
Sales shouldn’t feel like a rollercoaster
One month you’re flush with deals the next? Feels like you’re chasing ghosts
We’ve all been there. The stress of an empty pipeline, scrambling for leads wondering where the next deal’s coming from. But the best sales orgs? They don’t rely on luck. They build pipelines that feed themselves.
This week we’re breaking down how to create a self-sustaining sales engine. One that keeps leads flowing, deals closing and your team from burning out.
Let’s get into it
Sponsor of the Week - GodModeHQ
Outbound teams you know the drill
You spend hours finding the right prospects, more time researching them and then even more time crafting personalized outreach… just to hope someone bites
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Here’s what it did for me
✅ Sourced 21K prospects based on my ICP. No manual digging
✅ Researched 50 contacts—scraping insights I’d normally have to Google for
✅ Drafted and sent personalized outreach with context rich messaging
It’s like having a full-time SDR assistant doing all the heavy lifting so you can focus on what actually moves the needle: closing deals
💰 Who should check this out?
Outbound teams looking to scale without hiring more SDRs
High ACV dealmakers who need deep personalization without wasting hours on research
Founders & sales leaders who want predictable pipeline without drowning in manual work
Bonus: They’re letting you test it for free with your first 50 prospects. Try it and see if it makes your life easier.
🔗 Check it out: https://gmhq.app/tomslocum
Scaling sales without the burnout
Sales leaders let’s talk about predictability
If your pipeline isn’t predictable neither is your revenue and that’s a problem. You can’t scale a team when deals come in sporadically leaving you scrambling every month.
The best organizations don’t rely on luck—they build systems that generate, nurture and convert leads on autopilot. Here’s how you can do the same
3 Steps to a self-sustaining sales pipeline
1️⃣ Create a Lead Gen machine
The best sales teams don’t just chase leads—they attract them. Instead of relying only on outbound set up inbound funnels that bring in qualified leads 24/7
Do this now
✅ Create a weekly LinkedIn post sharing industry insights (target the pain points of your buyers)
✅ Publish a simple “State of the Industry” report with key data—people love free insights
✅ Offer a lead magnet (a short PDF, webinar or checklist) in exchange for emails—start building your own database
Pro Tip: The best inbound strategy? Get your buyers to see your name before you ever cold call them. Familiarity = higher response rates
2️⃣ Automate & optimize follow-ups
Most deals don’t die because of pricing—they die because you stopped following up
Do this now
✅ Set up a 5-touch follow-up sequence in Apollo, HubSpot or Salesloft and make sure it’s actually running
✅ Use LinkedIn voice notes & video DMs—it takes 30 seconds and feels 100x more personal than another email
✅ Have a ‘Re-engagement List’ of cold leads—set a reminder every 90 days to circle back with new insights or company news
Pro Tip: When following up don’t ask "Just checking in"—instead reference something relevant
❌ "Hey, just following up." (Generic and easy to ignore)
✅ "Hey [Name] I saw [Competitor] just raised funding. That usually means budget shifts—worth a quick chat?" (Context makes it valuable)
Your happiest customers are your best salespeople. If you’re not actively getting referrals and testimonials you’re leaving easy revenue on the table
Do this now
✅ After every closed deal ask: “Who else in your network could benefit from this?” Make it part of your process
✅ Run a monthly customer spotlight—highlight a client’s success on LinkedIn (and tag them)
✅ Use video testimonials instead of written ones—prospects trust people not quotes on a website
Pro Tip: Create a VIP referral list—incentivize existing customers with exclusive perks for every intro they send your way
Final takeaway: Build a machine not a one-off campaign
The difference between struggling and scaling? Systems
If you automate lead gen, stay on top of follow-ups and leverage referrals your pipeline will run itself and your team won’t burn out trying to keep it full
Now over to you—what’s your go-to strategy for keeping your pipeline predictable? Reply and LMK!
Explore. Engage. Evolve.
🎥 Must-Watch Video
You may want to check on this video discussing how automating your sales processes can lead to timely follow-ups, fewer errors, and more closed deals. It emphasizes the importance of streamlining your pipeline to maintain consistency in sales and revenue.
📚 Book of the Week: "Sales Pipeline Management: The Sales Operations Manager's Guide to Consistency in Sales" by Jeff Nguyen
For this week's "Book of the Week," let's delve into a resource that offers actionable strategies to automate your sales pipeline and ensure consistent revenue
Why grab this book?
If you’re tired of inconsistent sales and struggling to keep your pipeline full this book is your go-to playbook. It breaks down
✅ How to streamline your pipeline for predictable revenue
✅ The best strategies for prioritizing high-value leads
✅ Data driven methods to improve sales performance
✅ How to automate and scale your sales process
By implementing these tactics you’ll spend less time chasing deals and more time closing them. If you want a pipeline that works on autopilotthis is a must read!
Bonus Sales Tactics 🤑
💡 Shift from “Hunter” to “Architect” – Instead of just chasing deals design a system that brings them to you
Action step: Build a repeatable outbound playbook
Set up 3-5 evergreen email sequences for nurturing prospects
Block 90 minutes daily for targeted outbound
Use a content strategy (LinkedIn posts, case studies, industry reports) to attract inbound interest
💡 Make data driven decisions – Gut instincts are cool but pipeline analytics don’t lie.
Action step: Run a weekly pipeline review
Identify where most deals stall (first call? proposal stage?) and fix that gap
Track response rates on outbound emails and calls—double down on what works
Use a tool like Gong, Apollo or Salesforce reports to analyze top performers and replicate their process across the team
💡 Empower your team – Reps don’t need more pressure they need better tools and support.
Action step:
Automate follow-ups with HubSpot sequences or Apollo workflows so no lead falls through
Give your team access to real-time battlecards (objection handling, competitor insights, industry pain points)
Role-play key conversations twice a week so reps stay sharp under pressure
Sales shouldn’t feel unpredictable. By systemizing lead generation, follow up and referrals you build a pipeline that fuels itself giving your organization the consistency and scalability it needs to grow
What’s your go-to strategy for keeping your pipeline full?
See you next week Sales Homies!
Thanks for reading, see you again next week at 8 am MST!
- Tom Slocum ✌️
Step Into The Lab
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