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

If you’re reading this Monday morning we’re officially out of January

and honestly? Good!

January is always weird

Everyone talks about momentum but most teams are still shaking off:

The real work usually doesn’t start until right about now

Which is why this week I want to talk about something that sounds boring but ends up being the difference between teams that build pipeline and teams that keep talking about building pipeline

Ownership

Not hustle
Not motivation
Not activity

Ownership!

I’ve had a few really solid conversations this past week

One with a founder doing $2m a year who knows outbound matters but also knows their funnel isn’t where it needs to be yet

Another with a former client coming back after six months, ready to re-engage and tighten things up again.

and with my current founder build we’re literally at the handoff point

System built
Keys getting passed
Execution about to begin

Different companies
Different stages
Same pattern

Founder led outbound works…until the founder becomes the bottleneck

Here’s what I see happen over and over:

Not because people are lazy
Not because the system is broken

Because ownership never fully moved

Founder-led is a starting point….not the end state

The shift that matters isn’t
“founder doing outreach” ➡ “rep doing outreach”

It’s this:

Founder context ➡ team ownership

That only happens when three things are clear:

When those aren’t in place
execution gets fragile

One busy week from the founder
One vacation
One internal fire

and the whole motion stalls

That’s not a motivation problem
That’s a design problem

In every build I’m working on lately

The goal is the same:

Make execution boring

Not flashy
Not clever

Repeatable

That looks like:

By the time the founder steps back nothing should feel different to the buyer

If it does….the system wasn’t ready

That’s the bar

Quick pause here because this isn’t a slide, a concep or a future state idea

It’s something I’ve been living inside the last few weeks while building outbound for founders

Here’s the honest truth:

Most teams don’t have a data problem
They have a focus problem

Too many tools
Too many tabs
Too much “stuff”
Not enough clarity on what to do next

What I’ve been using GTM Workspace for lately isn’t “more data”

It’s control

When founders ask me:

“How do I stay close without being in everything?”

This is part of the answer

It’s the layer that sits between strategy and execution

Instead of:

You get one place to:

That micro demo I shared on LinkedIn this week?
That’s exactly how I’d elevate the outbound build I walked through on Monday

Same intent
Same focus
Now everything lives in one place

No fluff
No chasing everyone
No guessing

If you’re already using ZoomInfo this is worth slowing down and actually looking at

and if you’re evaluating your stack heading into 2026 this adds a whole new dimension to how teams think about accounts

👉 See GTM Workspace in action here

This is the direction things are heading 👀

This past Wednesday I joined Leslie Douglas and Lindsey Boggs for a live Sell Better session on multichannel prospecting

Over 1,000 registered
About 180 showed up live
and the questions were real

We broke down:

If you missed it? The replay’s worth your time!

👉 https://sellbetter.xyz/daily-show/prospecting-masterclass-how-to-build-a-repeatable-multichannel-workflow

This week pick one outbound motion you’re running

Email
LinkedIn
Calls
Doesn’t matter

Ask one question:

If I disappeared for two weeks would this still run cleanly?

If the answer is no:

Fix that before adding more activity

January was about intention
February is about execution

Not louder execution
Cleaner execution

The teams that win this quarter won’t be the ones doing the most
They’ll be the ones doing the same thing every week without drama

That’s the lane I’m in and if you’re reading this you probably are too

See you next Monday

🤙

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

- Tom Slocum ✌️

If your outbound motion feels busy but fragile

That’s what I fix

I work with founders and sales leaders who want repeatable pipeline

not hero driven outbound

At The SD Lab we help teams install outbound systems that:

Here’s where I’m most helpful:

Outbound System Builds (4-12 weeks)
For B2B teams (series A-B, 5-20+ reps) that need structure, clarity and execution.

What this looks like:

👉 Best for: founders stepping back, stalled pipeline, messy outbound motions

Targeted Workshops & Power Hours
When you don’t need a full build, just a sharp reset

👉 Best for: fast enablement, team resets, new hire ramp

Outbound Underground
Our private Slack community for reps and leaders building outbound in the real world.

👉 Join here » - free & paid options available

If you’re wondering “does this apply to us?”
It probably does

Book a 20 min clarity chat
no pitch, just alignment 👇