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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

Hey fam hope your weekend was top notch! Over here at The SD Lab we’re still riding high from some solid wins and prepping for even bigger things. Martin's snagging meetings and Tajay’s keeping our clients more than happy. And yeah we celebrated The SD Lab’s second birthday—can you believe it’s been two years?

As for the Buccaneers this week was a tough one. Bo Nix and the Broncos really brought it leaving us at 2-1 after a 26-7 loss. It stings a bit but every game is a learning opportunity right? Just makes us all the more determined!

With the last week of the month upon us it’s time to bring our A-game. Let's close out Q3 strong and get ready to tackle Q4. We’ve got this!

As we dive into the final week of Q3 it’s all hands on deck. Lets finish strong and set up for a killer Q4. Ready to turn up the heat with me?

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What sales pros can learn from athletes 

This week we’re stepping off the sales floor and onto the field to see what sales pros can snag from the playbook of top athletes.

Just like in sports, in sales, the games all about strategy, agility and yep stamina. So let's lace up and break it down

1. Training like a pro: Just like athletes have their pre-game rituals, we at The SD Lab start our days with quick team huddles to nail our targets and strategies it’s our version of a warm-up. Every week I meet with Martin and the SDRs to fine tune our approach, from refining call scripts to perfecting our discovery questions. We keep the lines open in our Slack channel for real time coaching which keeps everyone sharp and ready

   For you whether you’re leading a team or hustling on the front lines consider setting aside regular times for skill sharpening. Maybe it's revisiting your pitch, practicing your calls or sharing a win or learning point in your team chat. Staying at the top of your game means regular practice and open communication. How are you keeping your skills fresh?
   

2. Game day mindset: You know that intense focus an athlete harnesses right before the big game? That's how I gear up for crucial meetings. Last week I spent a quiet half hour before a major pitch just visualizing success and going over key points.
   
   Try this next time you have a big meeting or call. Taking those minutes to center yourself can make a huge difference in your performance
   

3. Reviewing the game tape: After each sales call I scribble down what rocked and what didn’t. It’s like athletes watching their game tapes. In our team meetings we all share our notes learning from each other’s highs and lows.
   
   Think about implementing this in your routine. Regular review sessions can help turn good into great.
   

4. Teamwork makes the dream work: Athletes like Lebron thrive on great teamwork and so do we. A recent win came from Martin pointing out a client’s interest that we almost missed. We tweaked our approach and boom—deal closed.
   
   Remember sales isn't a solo sport. The better you sync with your team the more wins you'll rack up

Ready to bring some of that athlete’s determination to your sales strategy?

Lets make this end of quarter one for the books! 🤘

via GIPHY

Person of the Week Feature - Oliver Johnson

Meet Oliver Johnson a BDR at ServiceBell and a real breath of fresh air in the sales world. Oliver's out here not just hitting numbers but also making cold calls cool again with his straight-up honest approach.

He’s just being himself sharing tips that feel more like chatting with a buddy than a sales lecture. If you’re looking to shake things up or just want some solid sales convos you gotta check out his stuff.

Catch his latest moves here and maybe steal a page or two from his playbook for your next pitch!

Explore. Engage. Evolve.

🎥 Must-Watch Video: Peep this killer tutorial by Marcus Chan on LinkedIn Sales Navigator. It's a 2024 refresh perfect for anyone trying to up their LinkedIn game

Watch it now!

📚 Book of the Week: Check out "Deep Work" by Cal Newport. It’s all about harnessing focus in this wild, distracted world. Perfect for anyone looking to boost their discipline and get more done. Grab your copy!

Bonus Sales Tactics

1. Second voice magic: Got some deals that just didn’t cross the finish line? It’s time for a tag team! Bring in a fresh voice—maybe your manager or a coworker to give those closed/lost or to-be-revisited leads a new spin. Sometimes a different perspective can light up that spark and turn 'almost' into 'nailed it!'
   

2. Objection judo: This week objections are just opportunities in disguise. Flip those "not sures" into "let’s do this" by really dialing into your response game. Understand their hesitations, agree where it makes sense and come back with solid, clear reasons why now’s the right time.
   

3. Status quo’s your enemy: Make sure your prospects know what sticking to the status quo could cost them. Lay it out clear and compelling—what will they miss out on by not acting? Use real numbers, stories or a vivid picture of the risk of inaction to make them think twice about staying put.
   

4. Ramp up the urgency: End of the quarter means it’s now or never (not really but you get the point). Frame your discussions around immediate benefits and short-term gains. Ask reflection questions that make them consider the timely advantages of moving forward right now.

Let’s hit those end-of-quarter targets with a bang! What’s one tactic you’re going to try first? Let me know and let’s make these last days count!

And that’s the whistle for this week’s issue of The GTM Launchpad!

As we sprint into the last week of the quarter remember—it’s your moves now that set the pace for the closing sprint. Whether you’re dialing in those calls or crafting precision emails every play counts

Got a quick win or a snag you're grappling with? Slide into my inbox—I’m all about sharing the highs and troubleshooting the lows together

Stay sharp, stay stoked and let’s knock those targets out of the park. Who’s ready to turn these last few days of Q3 into a highlight reel?

Catch you next Monday with more tools, tales and tips to keep us all scoring big. Go smash it and hey let's show Q4 what we're really made of!

Cheers and let’s make this week legendary!

Tom ✌️

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

- Tom Slocum ✌️

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