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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

It’s Monday morning
Q4’s here

and if you’re like most sales leaders, founders or RevOps folks your reps are already grinding… but the numbers still feel off

That’s not a “rep problem”
That’s a system problem

The truth? Most outbound teams don’t fail because people aren’t working hard
They fail because the machine around them is cracked

Bad data → wasted dials, bounced emails, ghosted sequences
Tools not talking → missed signals, dropped handoffs, messy attribution
Metrics in silos → marketing flying blind, SDRs guessing, ops stuck cleaning

and when that happens?
Leaders push harder instead of smarter

More pressure
More calls
More “grind”

But hustle can’t fix what RevOps was built to solve

Because when it’s done right RevOps isn’t just dashboards and CRM hygiene it’s the engine that makes outbound actually work

So let’s break down how RevOps can turn your outbound from guesswork to a predictable, well oiled machine this quarter 👇

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RevOps x Outbound: How the Smart Teams Win

A few months back I worked with a SaaS org that was convinced their SDRs were “underperforming”

Low meetings, messy handoffs, dead pipeline…sound familiar?

But look when I got under the hood it wasn’t the reps actually…
It was the system..

Bad data
Broken workflows
SDRs chasing ghosts while leadership was chasing metrics that didn’t mean squat

So for eight weeks we rebuilt it together. From data hygiene to feedback loops and watched their outbound flip

Same reps, better system

That’s why I wanted to talk RevOps today
Because most outbound teams aren’t broken.. their foundation is

What Smart RevOps Actually Looks Like

When RevOps and Sales move in rhythm the top-of-funnel starts feeling like flow not friction

Reps get sharper, handoffs get cleaner, pipeline finally makes sense

Here’s what that looks like in real life 👇

1️⃣ Data Hygiene → Give your reps a fighting chance
If your data’s trash your reps don’t stand a chance
You can’t expect meetings if your CRM’s a graveyard

RevOps should own the cleanup. Validate contacts, fix fields, tag ICPs
Bad data is like sand in the gears. Every dial costs twice the energy

Quick win: Run a “Data Pulse” on Friday. Pull 10 accounts per rep. If 3 are bad fits fix before adding new sequences

2️⃣ Sequence Intelligence → Scalable + Human
You don’t need more emails. You need smarter ones

Ops + Sales should review sequences monthly: what landed, what flopped, what earned replies

Treat sequences like a living playbook not a “set it and forget it” folder

Quick win: Pull your 10 best reply threads this quarter. Study tone + CTA. That’s your new baseline

3️⃣ Feedback Loops → Turn noise into signal
If reps are guessing why something works… you’re flying blind

Marketing learns which pain points hit
SDRs see what earns replies
Ops captures that intel and pushes it back into the system

Quick win: Create an #outboundwins Slack channel. Post real screenshots, tag ICP, tag sequence. That’s live intel your team can learn from

4️⃣ Tool Orchestration → Make the stack flow, not fight
Your stack should feel like one motion

Enrichment → Outreach → CRM → Analytics

If reps are copy-pasting data your system’s broken
The goal isn’t “more tech.” It’s less friction

Quick win: 15 min “stack audit.” Ask “Where are reps doing manual work?” Fix that. You’ll buy hours back

The Traps (and why most teams stay stuck)

⚠️ Spray-and-pray outreach - dirty data kills deliverability
⚠️ Vanity metrics - counting dials ≠ creating pipeline
⚠️ Ops as admins - if RevOps only cleans spreadsheets and is not co-creating strategy you’re wasting firepower

Want a cleaner top-of-funnel? Stop grinding harder. Tighten the system so every rep moves with precision

That’s when RevOps stops being “support”
and becomes your co-pilot

That’s the thing about RevOps when it’s working, nobody talks about it
When it’s broken? Everybody feels it

So this week I pulled a few resources that’ll help your team tighten the screws from smarter systems to better outbound rhythm 👇

Explore. Engage. Evolve.

🎥 Video of the Week: “What Is RevOps? A Crash Course In Revenue Operations”

If you’ve ever tried explaining RevOps to your CEO or your SDR team and got blank stares… this is the clip to send them

It breaks down RevOps without the fluff…what it actually is, when to implement it and how it turns marketing, sales and service into one clean system that actually makes money

My favorite part?

Around the 4:40 mark when they show real examples of how misaligned teams bleed pipeline. It’s simple, visual and it’ll click instantly for your reps and RevOps partners

Watch it here 👇 (or drop it in your team Slack this week) this one’s worth 10 minutes

📚 Book of the Week: Revenue Operations by Stephen Diorio & Chris K. Hummel

This one’s the field guide for leadership teams that actually want RevOps to stick

What I like about it? It’s not theory. It’s packed with examples from companies that broke down silos, unified their GTM motions and got predictable growth from it

If you’re leading sales or ops this will give you language you can literally lift into your next team meeting

Read this with your RevOps partner and highlight one process you could tighten this quarter. Forecasting, data sync or even your lead routing

⚙️ Evolve Habit
End your week with one question

“Did our systems help reps sell more or slow them down?”

If it’s the latter? Fix that before Monday

Bonus Sales Tactics 🤑

1️⃣ The CRM Gut Check (10-Minute Audit)
Pull one rep’s pipeline and trace three deals from lead → opp
How many clicks, manual updates or tool switches did it take?
If it’s more than five steps you’ve got a process leak. Fix it this week

Pro move: Ask your RevOps partner to shadow a rep for one hour. You’ll uncover friction you didn’t even know existed

2️⃣ The Sequence-to-Signal Drill
Take your highest performing sequence and compare it to your lowest
What changed? Subject lines, steps, timing, tone?
Log those findings in a shared RevOps doc and use it to rebuild next month’s cadences

Goal: Create one shared “what works” library so every new rep skips the guessing phase

3️⃣ The “One Source of Truth” Test
Pick a random account and ask three team members the same question

“Where’s the latest conversation or update on this account?”
If you get three different answers your data’s fractured
Tighten it

Why it matters: Alignment between RevOps and Sales isn’t theory. It’s visibility. The clearer the system, the faster the close

That’s your 3 pack of RevOps x Outbound quick wins for the week

Run one of them before Friday and I promise you’ll uncover time, clarity or revenue hiding in plain sight

One more thing before you bounce...

If this week’s topic around smarter systems, SDRs and RevOps got your gears turning you’ll love this 👇

I’m joining Tiffany Gonzales (GTM Expert & Advisor) and Eric Charles (Fractional CMO/CRO, Ohana Operators) for GTM Hot Takes #10: “Outsourcing SDRs Will Be the New Norm”

We’re debating what’s next for sales development and whether keeping SDRs in-house still makes sense as budgets tighten and AI reshapes the motion

Thursday, October 9 — 8 AM PT / 11 AM ET
Powered by RevGenius x Seamless.AI
Register free here

Expect bold takes, real receipts and probably a few “did he just say that?” moments 😅
Would love to see you in the chat. Come rep the outbound crew

Alright now let’s bring this one home 👇

Final Thought

Outbound doesn’t die because reps stop trying. It dies when systems stop supporting them

Every bad sequence, missed handoff and stalled deal is just a symptom of that

When RevOps and Sales move together, everything sharpens

Data gets cleaner
Reps move faster
Pipeline gets real again

So before you add another tool or tell your team to “grind harder” ask one simple question

“Is the system helping them win or making them work harder to lose?”

Fix that and you won’t just see more meetings
You’ll see momentum. The kind that compounds

Let’s go make Q4 clean, fast and friction free 🤙 

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

- Tom Slocum ✌️

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If your outbound’s stalling, it’s not your reps it’s your system
That’s exactly what we fix

At The SD Lab we partner with founders, RevOps leaders and sales execs to build outbound systems that actually scale. Cean data, tight cadences and reps who can finally focus on selling

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Best for: founders, enablement leaders, and RevOps pros ready to streamline processes

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Curious how this could look for your org?
Grab a quick 20-min strategy chat no pitch, just clarity on where your system’s leaking pipeline

👉 Let’s make outbound clean, consistent and RevOps ready

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