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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

Let’s be honest

It’s easy to coast right now

Summer’s heating up. Q2’s winding down. Half your team is mentally on PTO already

But here’s the thing

Deals are still being done. meetings are still being booked and outbound still works if you actually run it with precision

This week I worked with reps across 4 different companies. I rewrote cold call openers. I reshaped ICPs. I watched what happened when we made the smallest tweaks

The lesson?

When outbound breaks it’s almost never about effort. It’s the inputs!

Let’s break down the signs to watch for, the tweaks to make and the wins that follow

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Fixing Broken Outbound Starts Here

Outbound isn’t dead but half the reps running it might as well be

Here’s what I mean

This week I had a VP tell me her top rep doesn’t believe in discovery and that her whole team thinks 100 dials = progress

I’ve seen it a million times
Here’s what usually happens

• You spray instead of aim

• You pitch before you connect

• You rely on job titles instead of signals

The result? Low connect rates. Surface level convos. Ghosted deals

So we made three key moves

1. We fixed the list

Carlos and I saw a 2% connect rate targeting VPs and CMOs. Switched to Managers? Jumped to 6%! Booked 3 meetings

Your list is your strategy. If your prospects aren’t answering you’re probably calling the wrong people

2. We rewrote the openers

I’m calling it now Apple’s new call screening feature is the cold call subject line moment You get one line to make them care

Start with curiosity. Not credentials

• “Quick one…”

• “Saw the team just launched something can I ask you about it?”

And please don’t say “This is Tom Slocum calling regarding…”

3. We timed the outreach right

Outbound is all about timing

This week we booked 13 meetings in a day at Business Bricks. Why?

• Mid-June signals were popping

• Reps stopped saying “swag” and started saying “branded kits”

• We hit them right as a new round of hires hit LinkedIn

Great outbound isn’t magic. It’s inputs. Get the right titles, write better openers and reach out when the moment is hot

Explore. Engage. Evolve.

🎥 Explore: Video of the Week

"The 4Rs of Outbound That Actually Converts"

If your reps are still doing spray-and-pray send them this clip. This is how we break down

• Right Person

• Right Message

• Right Time

• Right Channel

With real examples of signals and live outreach that landed replies.

➡️ Watch the full clip

📚 Book of the Week: The Unsold Mindset by Colin Coggins & Garrett Brown

If you’re trying to teach your team how to think like modern sellers this is the one

What I love about it? It’s not about tips or hacks. It’s about the mindset shift from "how do I close?" to "how do I serve and understand?"

Perfect complement to those trying to fix broken discovery and re-humanize their outbound motion

Bonus Sales Tactics 🤑

1. Subject Line Opener Check → Take every phone script and ask would I open this as a subject line? If not rewrite it

2. Buyer Signal Slack Channel → Create a shared #signals channel. Every time a buyer posts, hires, raises, etc drop it. Use it for daily outreach fuel

3. Anti-ICP Sweep → Audit your sequences. How many people shouldn’t even be there? Remove titles, functions and segments that never reply

Final Thought

Outbound isn’t dead

But lazy inputs are

As we head into Q3 sharpen the edge

• Clean your lists

• Watch your openers

• Respect the buyer’s timing

You don’t need more activity. You need smarter execution

Let’s finish Q2 strong

Catch you next week

Tom

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

- Tom Slocum ✌️

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