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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 Squad!

What a ride this October is turning out to be! Just like a quarterback threading the needle in a tight fourth quarter we’re nailing it at The SD Lab with every play

Touchdowns all around! Did you catch that Bucs game? They demolished the Saints 51-27! That game wasn't just good it was the game of the week in my opinion!

On the digital front I’m all in on this video challenge. We are on day 22 and we’ve racked up over 2 million+ impressions. It’s more than a challenge now it’s become a full blown viral storm and I’m riding this wave non-stop. Massive thanks to everyone who’s been part of this journey. Your support is turning this into something epic!

Business is booming too. Martin and I had a deep dive into our pipeline and guess what? We’ve crossed the million mark! Renewals are looking solid and we’ve got some fresh commitments that are about to seal the deal. Q4 is shaping up to be a record breaker!

Got your own victory story or a strategy that’s smashing targets? I’m all ears—hit reply and let’s swap some winning plays

Now ready to dive into some game changing strategies and behind-the-scenes insights that could help you score big this quarter? Keep reading because we’re just getting warmed up!

Sponsor of the Week - Hubspot & Roku

Ready to revolutionize your workday with AI?

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Download the free guide and level up your AI game today!

Run CTV Ads on Roku This Black Friday

Black Friday is Roku’s most-streamed period of the year, marking the start of a month-long holiday streaming (and shopping) frenzy. Roku’s new self-serve advertising tool has a simple UI, advanced targeting options, real-time performance optimization, and engaging ad formats so you can run ads—allowing your brand to appear alongside the TV, movies and sports your audience is streaming over the holidays. You can even run shoppable ads that let viewers transact directly on-screen without ever leaving their couch.

Read the Black Friday guide

Cracking Q4 with a Pro Playbook

As we dive deep into Q4 it’s prime time to sharpen our strategies and close out the year with a bang. Today I’m peeling back the curtain on how I’d strategize to break into a powerhouse like HubSpot with my Revenue Accelerator

Ready to ramp up your game?

Prospecting Plan

Targeting HubSpot means knowing who feels the heat. We’re looking at the CRO, VP of Sales and Directors who are under tight targets. My plan? Show them how we can seriously boost their game

Cold Call Script

Imagine ringing up a HubSpot bigwig

Here’s what I'd say:

"Hi [CRO's Name] this is Tom Slocum from The SD Lab. I’ve been exploring HubSpot’s impressive growth trajectory and something caught my eye that I think we could leverage to further amplify your results. I noticed your team excels at generating a strong top-of-funnel flow but seems to hit snags when it comes to converting these into actual revenue—something a lot of tech companies face

In your experience what’s been the biggest challenge in aligning these two areas?

Voicemail Script
If they don’t pick up

"Hey [CRO's Name] Tom Slocum here. I just sent you an email titled ‘Quick revenue tip?’—it touches on aligning top-of-funnel activities with revenue outcomes something I noticed might be of interest based on HubSpot’s current strategies. No need to call back. Take a look at the email and let me know your thoughts. Talk soon!

First Email Contact

Subject Line: "Quick revenue tip"

Body
You ever see how some teams leave too much dough on the table just because their sales and marketing folks aren’t in sync [name]?

Quick tip: Kick off a simple weekly chat between the two squads. It’s like a secret sauce for speeding things up and nailing those targets.

My revenue accelerator program cranks this up a notch, smoothing out your whole sales vibe to boost meetings and cut down those long cycle times. Think this could jazz up HubSpot’s game?

Would love to hear your thoughts!

Follow-Up Flow
Here’s how I keep the ball rolling after reaching out

• Day 1: I give them a ring and shoot over that first email. Just trying to catch their vibe.

• Day 3: I hit them up on LinkedIn with a quick hello. It's casual but shows I'm all about making their sales life easier.

• Day 5: Time for email number two. I drop a little brag about boosting a client’s pipeline by 40% in just 8 weeks. Who doesn’t want those results right?

• Day 7 & 10: I'm back on the phone trying to catch them live. Also I share a cool insight or two on LinkedIn to keep us on their radar

• Day 14: Last call for the initial push. I send one more email, keeping it light but clear. It’s like “Hey if you’re up for it let’s chat. No pressure though!"

It’s all about staying friendly and persistent without being pushy. Just doing my part to keep the convo alive and kicking!

Breaking In
Here’s my low key way to make sure I get noticed without being too in-your-face

• Warm-up on LinkedIn: I start by liking and commenting on their posts. Nothing too crazy just showing I'm paying attention and appreciate their insights.

• Data-driven insights: I use ZoomInfo, and Evabot to get the scoop on their specific needs. This way I can talk about stuff that actually matters to them not just generic sales pitches

• Showcase solutions: When we finally sit down for a chat I’m ready with a custom 14-week plan that’s all about what they need. I back it up with real results and stories that show I’m not just all talk

Why share this? Because the real magic happens when we adapt these plays to our own games

Think about how these strategies can amp up your Q4

Got a killer tactic or a win to share? Hit reply—I'm all ears!

Person of the Week Feature - Darren Fanton

Ever met someone who’s worked in Hollywood and now kills it in B2B? Meet Darren.

This guy’s taken storytelling from the big screen to the sales screen helping teams create blockbuster demos that capture and convert.

If narrative driven sales tools sound up your alley hit up ScreenSpace. And if you’re around the Colorado Rockies Darren’s always down for a coffee chat.

Check him out here and see how he’s making every pitch award worthy!

Explore. Engage. Evolve.

🎥 Must-Watch Video: Baker Mayfield Goes Undercover as "Gus Swayze"

This week’s top pick is an absolute must see. Check out Baker Mayfield going undercover as Gus Swayze with some Tampa Bay Bucs superfans. This episode dropped on Amazon Prime and let me tell you—it's hilarious and super entertaining. For a Bucs fan like me it was extra special to catch some behind-the-scenes action. Spare 30 minutes for some good laughs. It’s well worth your time 😆

📚 Book of the Week: The AI-Savvy Leader: Nine Ways to Take Back Control and Make AI Work

Ever wonder how to stay ahead in a world where AI is taking over? "The AI-Savvy Leader" by David De Cremer is the playbook every leader needs right now. This book isn’t about coding or algorithms—it’s about leading with vision and strategy in an AI driven world. De Cremer lays out nine crucial actions to harness AI effectively and ethically ensuring your team thrives.

🤑 Bonus Sales Tactics

1. Forecasting Bingo: Mix up your next team meeting with a bit of friendly competition. Set up a bingo game based on forecasting outcomes—deals closed, accurate forecasts or new opportunities identified. It's a fun way to encourage accuracy and engagement with a prize for the winner to sweeten the deal!
   

2. Tag team calling contest: Pair your seasoned reps with newbies for a week long cold-calling challenge. This pairs the experience and tactics of your veterans with the fresh enthusiasm of the newcomers. Track who can drum up the most leads or set the most meetings. Celebrate the pairs that bring in the top results fostering a spirit of mentorship and teamwork.
   

3. Friday power hour: Dedicate one hour every Friday where the whole team focuses solely on making calls. This power hour should be a blitz of energy and effort driving as many connections and follow-ups as possible. Reconvene afterwards to discuss what worked and what didn’t turning it into a rapid learning session that hones your strategies right before the weekend

Hope this peek into my playbook gives you some ideas to spice up your own game as we charge through Q4.

Remember it's all about playing smart and staying genuine—just like chatting with a good friend over coffee

Got your own success story or a fresh strategy that’s lighting up your scoreboard?

Don’t keep it to yourself—hit reply and let’s swap some tales. Let's keep pushing, learning and winning together.

Catch you next Monday. Until then keep those vibes high and the sales rolling!

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 50 SQLS a month AVG)

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

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