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 GTM Fam!

As we roll deeper into November I've got some updates to share that are setting us up for an epic close to the year

First off big news—I've teamed up with Magic to finally get some heavyweight support on the daily grind at The SD Lab. That's right we're bringing on a virtual assistant to streamline our operations. After two years of flying solo on the day-to-day having 80+ hours of support each month is going to be a needle mover. Can't wait to kick things off and I'll be sharing all the behind-the-scenes with you!

This past week we wrapped up our first-ever LinkedIn Ad campaign. Thanks to the HubSpot + LinkedIn program we dived deep and let me tell you—it was an eye-opener. Despite having a $1k budget the real power clearly lies in personal branding and community. More on this as we analyze and adapt.

And here's the kicker—I just nailed my first keynote at Vendasta's Connect event! What a rush! We connected with over 1500 folks, shifted plenty of playbooks and even sparked some promising new opportunities for The SD Lab. Check out the recording in the must-watch video section below to catch what you missed.

So let’s dive into this week’s goodies—I promise it’s packed with actionable insights to keep pushing our limits

👇

Sponsor of the Week - Zoominfo

If you haven’t tapped into the power of signal-based selling yet you’re missing out on speeding up your sales cycle.

I recently collaborated with ZoomInfo on a killer piece about leveraging sales signals to supercharge your prospecting game. Check out the full article here and discover how to turn data into dollars faster than ever 🤘

And if you are looking for data + signals +AI look no further than these folks grab yourself a demo here » http://bit.ly/3YxMSak

Leveraging Educational Workshops to Drive Sales

This past week at the Vendasta Connect event I shared some killer strategies on how educational workshops can become a game-changer for your sales process.

Here's a breakdown of how you can implement this in your own sales strategy

1. Host Value-Driven Workshops

• Why Workshops Work: Workshops are a killer way to engage directly with our potential clients by providing them with valuable insights and solutions specific to their industry challenges. Think of it as a way to showcase your expertise and build credibility.

• Execution Tips: Start by identifying the pain points that are most relevant to your target audience. For example if you’re targeting the tech industry a workshop on "Enhancing Productivity with AI Tools" could be a great draw. Make sure these workshops are free and packed with actionable value—this isn’t a sales pitch but a platform to establish your authority and trust.

2. Offer Tailored Audits as a Follow-Up

• Audit Appeal: After providing attendees with a taste of what AI—or any relevant technology can do lets say you then offer a personalized audit of their current processes. This is your chance to dive deeper into their operations and show them exactly where and how improvements can be made.

• How to Implement: Position the audit as a no obligation, high value offering that assesses their specific needs. Use the insights gathered during these audits to craft customized proposals that highlight potential ROI and the tangible benefits of partnering with your service.

3. Convert Workshop Engagement into Solid Leads

• Building on Trust: The relationship you cultivate during the workshop and the audit process lays a solid foundation. Now you’re not just another vendor pitching services; you're a consultant who has demonstrated value upfront.

• Next Steps: Use the trust and rapport built during these sessions to discuss how your solutions can be integrated into their operations. Tailor your follow ups based on the insights provided during the workshops and audits to keep the solutions relevant and engaging.

4. Measure and Iterate

• Track Everything: From attendance rates and engagement during workshops to follow-up conversion rates post-audit keep an eye on what metrics matter the most. This data will help you refine your approach continually.

• Refinement Strategy: Adjust topics, formats and follow-up techniques based on feedback and performance metrics. Perhaps shorter, more frequent workshops work better or maybe your audience prefers deep-dive sessions less often.

By integrating educational workshops and strategic audits into your sales strategy you not only enlighten your potential clients but also seamlessly guide them through the sales funnel with a trust-first approach. Remember it's about providing value first which in turn accelerates your sales cycle naturally.

Let’s take this strategy for a spin this week and see how it transforms your approach to capturing and converting leads. Who’s ready to turn their knowledge into powerhouse sales opportunities?

Explore. Engage. Evolve.

🎥 Must-Watch Video: Vendasta Connect Recap

Missed the Vendasta Connect event? No worries! I kicked off the event with a keynote on leveraging AI in agency settings. It’s a must watch for anyone looking to scale their operations with the latest technology. Check out the full session here and get ahead of the curve! 👇

📚 Book of the Week: 'Mindset' by Carol Dweck

Ever wonder why some people achieve their potential while others who are just as talented don’t? The answer often lies in our mindset. Carol Dweck’s 'Mindset' explores how our beliefs about ability influence our behavior and predict our success. T

his book is essential reading for anyone looking to foster a culture of growth within their team or personally. Grab your copy here

Bonus Sales Tactics 🤑

1. Optimize Your Connection Timing on LinkedIn (Tip by Morgan Ingram) Increase your network with quality prospects as we approach the holidays. Morgan Ingram shares his top times for sending LinkedIn connection requests to maximize acceptance rates:
   

   • Friday afternoons between 2-4 PM

   • Early mornings from Tuesday to Thursday, 6-8 AM

   • Sunday afternoons, 5-8 PM These slots have tripled Morgan's acceptance rates even with blank connection requests. Test these out to see if they boost your networking success!
     

2. Revive Closed-Lost Opportunities with Video: Don't just send another follow up email. Turn on your camera and create a personal touchpoint by revisiting past interactions with a quick 90-second video. Dig into your notes to address specific reasons they may have hesitated previously and offer new insights or changes that might reignite their interest. Tools like Sendspark make it easy to record and send.
   

3. Implement a Weekly Prospect Nurture Day: Dedicate one day a week- Wednesday works well—to exclusively nurture existing prospects. This can include following up on previous communications, sharing relevant articles or simply checking in. Consistent engagement like this keeps the relationship warm and can accelerate the sales cycle by keeping your prospects involved and informed.

That's a wrap for this issue! Have a great week everyone!

Catch you next Monday

P.S. Before you jump back into the grind here’s a fun one for you: What's the one sales tool you couldn't live without? Hit reply and spill the beans—I'm all ears!

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 30 SQLS a month AVG)

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

FORWARD TO A FRIEND 👉 [Click Here]