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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 GTM Fam

Happy Monday! Hope y’all had as much fun this weekend as I did. We’re kicking off October with some cool autumn vibes and even cooler wins over here at The SD Lab

So here’s the lowdown:

• Martin’s on fire! Scooped up 6 new meetings and one’s shaping up really nice its a company struggling with cold calling who is thinking about bringing us on board. Super proud of Martin he’s not just hitting numbers; he’s about to step up big time with a new role we’re prepping for him.
  

• Family fun: Week one of the kiddos fall break is in the books and we’re still smiling. Bella’s got a new bunk bed (which we built together and she loves!) and Adam’s been gaming hard with his buddies—had to enforce a few screen time breaks though! 😂
  

• Client cheers: Our clients are killing it—big shoutout to one team that’s smashing their Q3 goals after some intense workshops we’ve rolled out.
  

• Bucs watch: Thursday Night Football was a heartbreaker. Bucs put up a good fight but darn it Kirk Cousins had to go and have a career night. We’ll shake it off and come back stronger!
  

• Viral vibes: Dived into Jared Robin's #Video30 challenge and—boom!—one of my clips just blew up. Thanks to some slick editing by Ilija (more on him below) we hit over 220k views! Who knew a little video could make such a big splash?

As we dive into the last stretch of the year let’s hit it hard and wrap up strong. We’ve got fresh strategies and insider tips coming up to help you close out October with a bang.

Ready to roll? Let’s dive in!

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Crushing Q4

It’s Q4 and it's crunch time y’all. This quarter can be a wild ride with year end targets looming and holiday distractions.

Here’s how we’re tackling the big game and why you should too

1. Embrace the objections: We all hear them—“It’s too expensive” “No budget left” or “We’re already with another vendor.” Sound familiar? Q4 brings them out in full force.

Here’s the deal: Every objection is a golden ticket to dive deeper. Use them to understand your client’s real hurdles. For example if someone says “It’s too expensive” they’re opening a door to discuss value not just cost. Break down the ROI in a way that’s too good to ignore. Got a “We’re locked into a contract”? Show them the long-term benefits of switching now maybe with a sweetener to offset any switching pains

2. Strategy sprints: Each week let’s gather around just like a sports team reviewing their game tapes. We’ll pinpoint our key plays and adjust our strategies in real time. Think of this as our weekly tactical huddle—what’s working, what’s not and how we can pivot. These quick sessions keep everyone agile and focused on the same end goal closing strong.

3. Boost engagement: With holidays on the horizon personal touches matter more. Customize those communications—whether it’s emails that resonate with seasonal themes or calls that acknowledge how busy they are. Make your clients/prospects feel valued not just another name in the CRM. For instance sending a quick personalized video message to check in can make a world of difference.

4. Handling sticky objections: Here’s a quick breakdown on flipping the script

• “I’m too swamped right now”: Acknowledge their crunch time and offer a quick demo or a summary that respects their schedule.

• “We’re happy the way things are”: Highlight what they might be missing out on or better yet offer a no-risk trial that shows off your solution’s ease and effectiveness without the heavy commitment.

• “Just send me some information”: Instead of just an info dump include a personalized insight or a case study that relates directly to their business pain points.

These months are not just about pushing for the close; they’re about setting the stage for a stellar year ahead. Every interaction should reinforce the value you bring to their table. So let’s use these final weeks not just to meet our targets but to build lasting relationships that pay dividends well into the future.

Got any personal wins or tips? Share them! Together we’ll make this quarter the best one yet. Let’s close out the year with a bang and set the stage for an even better one!

Person of the Week Feature - Ilija Blazhevski

Meet Ilija the co-founder of IDN Creatives and the wizard behind the edits that took my LinkedIn video viral

Ilija’s not just a tech whiz he’s a storyteller who knows how to make the content pop. After a cool editing showcase he’s got my full endorsement

If you're looking to jazz up your content or need some killer marketing strategies hit up Ilija. You won’t be disappointed. Check him out here and consider giving his profile a follow!

Explore. Engage. Evolve.

🎥 Must Watch Video: My Evidence-Based Guide to Making Money Online

Curious about which online platforms can really boost your sales game? Check out Alex Hormozi's breakdown of social channels ranked by their potential for acquisition. This tier list isn't just informative—it's a roadmap to optimizing your digital strategy for maximum impact. A big thanks to Morgan Ingram for the tip-off on this one! Trust me it’s worth your time if you're aiming to level up your online presence and sales effectiveness.

📚 Book of the Week: Made to Stick by Chip Heath

Ever wonder why some pitches just work and others flop? I’ve been diving into "Made to Stick" to sharpen how I communicate ideas that not only catch attention but really last. Chip and Dan Heath unpack what makes ideas memorable—super useful for anyone looking to make their sales pitches or marketing messages unforgettable. Highly recommend grabbing a copy if you want your ideas to really resonate and well stick. Grab your copy here

Bonus Sales Tactics

1. Localize your leads with Sales Nav: Here's a cool feature in Sales Navigator I’ve been using a lot lately: the postal code search. It's perfect when you're trying to connect with local businesses. Say you’re reaching out to restaurants - mentioning that you’ve successfully helped another spot just around the corner can really strengthen your pitch. It shows you get the local vibe and care about the community—exactly what small businesses want to hear. At The SD Lab this tactic has opened doors that seemed pretty tight at first. (S/O to Sell Better for this add)
   

2. Elevate with early engagement: Ever wonder how much you can get done before the world wakes up? I started setting my alarm an hour earlier and it’s been a game changer especially for those tasks that need deep focus or reaching out to clients across different time zones. It’s quiet, no pings or rings just me and my coffee. This small shift has boosted my productivity and allowed me to handle international clients more effectively
   

3. Partnership power play: Remember no one’s an island especially in sales. I've been actively connecting with other vendors who target similar markets as we do at The SD Lab. We swap insights and sometimes leads. It’s like having an extended team where everyone’s rooting for each other. These partnerships have not only broadened our reach but also deepened our understanding of the market
   

4. The Consultant approach: This one’s close to my heart. More than selling I believe in solving problems. Whether it's adjusting a strategy or sometimes pointing a prospect to another solution that’s a better fit—this approach has won The SD Lab trust and respect in the long run. It’s all about making genuine connections not just closing a sale. When you focus on being helpful you build relationships that might not pay off today but often lead to opportunities you never expected

And that’s how we’re rolling into October!

Full of energy, loaded with strategies and ready to take on whatever comes our way right?

How are you kicking off Q4?

Drop a line

let’s share some wisdom and wins

Remember every day is a chance to turn it all around

Catch you next Monday for more insights and more power moves.

Keep pushing, keep growing and let’s make this quarter the best one yet!

Catch you in the next one

Tom ✌️

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

- Tom Slocum ✌️

Step Into The Lab

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