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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

March Madness (But for Sales)

New month. Last month of Q1

We’re officially in crunch time

For some of you the pipeline is flowing, deals are moving and you’re just stacking wins. For others? It’s feeling a little too quiet and you know you’ve got to pick up the pace to finish the quarter strong

That’s where perfect timing comes in. Because even the best outreach, the best pitch, the best offer won’t land if it hits at the wrong time

This week we’re diving into why timing matters in sales and how to optimize it so you stop getting ignored and start catching prospects at the right moment

Meanwhile I am on my way too Chilipalooza 2025 with Chilipiper! Linking up with GTM leaders, soaking up the good vibes and having real convos. If you’re there let’s connect

Alright let’s get into it 🔥

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Because even the best pitch won’t land if the timing is off.

Leaders let’s be real great sales isn’t just about what you say it’s about when you say it. You could have the most compelling value prop in the world but it won't move the needle if your prospect isn’t in the right buying cycle. Timing is everything

So how do you ensure that your outreach reaches decision makers when they are actually ready to engage? Let’s examine this question

The 3 Keys to perfectly time outreach

1️⃣ Read the buying signals
Cold outreach is a gamble. Smart outreach is data driven. The best sales teams track trigger events like funding rounds, leadership changes, product launches and regulatory shifts to time their outreach when the need is urgent

Strategy: Set up Google Alerts, follow target accounts on LinkedIn and use tools like 6sense, Apollo, Evabot to catch buying signals in real time

2️⃣ Know their sales calendar
Your prospects don’t make big decisions on a whim. Budgets, planning cycles and buying windows all dictate when they’ll take action. Reaching out at the wrong time equals instant ghosting

Strategy: Understand industry specific buying patterns. If Q4 is budget planning season Q1 is when the money moves. Align your outreach accordingly

3️⃣ The follow up formula
Most deals aren’t lost after one “no” they’re lost because the follow up was weak. If you’re not staying top of mind when priorities shift you’re leaving money on the table

Strategy: Build a multi touch follow up cadence. Mix in value driven emails, LinkedIn touches and strategic calls over weeks or even months. Be persistent but always add value.

Final Thought: Right Message, Right Time = More Wins

Your pipeline doesn’t need more leads it needs better timing. When you engage the right prospects at the right time you’re not selling you’re simply helping them say yes.

What’s your best timing strategy?

Explore. Engage. Evolve.

🎥 Must-Watch Video The Best Time to Cold Call a Prospect! (Backed by Data) 📞 #coldcalling

This video delves into data-driven strategies to determine the most effective times for cold calling, enhancing your chances of connecting with prospects.

You can watch it here

📚 Book of the Week: "More Sales, Less Time: Surprisingly Simple Strategies for Today's Crazy-Busy Sellers" by Jill Konrath

In "More Sales, Less Time," Jill Konrath addresses the critical aspect of timing in sales outreach. She offers practical strategies to help sales professionals manage their time effectively, ensuring that outreach efforts align with prospects' availability and receptiveness. Konrath's insights are particularly valuable for optimizing the timing of your sales activities to enhance engagement and conversion rates.

Why grab this book?

• Time management techniques: Learn how to structure your day to maximize productivity, allowing you to reach out to prospects at optimal times.

• Behavioral insights: Understand the science behind decision-making and how to align your outreach with prospects' natural rhythms.

• Actionable advice: Konrath provides step-by-step guidance on implementing strategies that can immediately improve your sales effectiveness.

By adopting the methods outlined in this book you can enhance your outreach timing leading to more meaningful connections and increased sales success

Bonus Sales Tactics 🤑
Mastering the timing game – 3 power plays for the week

 1️⃣ The “Trigger Event Tracker” – strike when the iron’s hot!
Timing isn’t luck—it’s strategy. The best sales reps aren’t just dialing down a list they’re tracking key trigger events that signal a prospect is ready to buy

Run this play
✅ Set up Google Alerts for top target accounts & industries
✅ Follow LinkedIn company pages & execs for leadership changes
✅ Use 6sense, Apollo or Evabot to track funding rounds, expansions and product launches

When a trigger event drops be the first call they get. If you’re late someone else already started the conversation

2️⃣ The “Golden Hour” Cold Call Rule – call when they actually pickup
Not all hours are created equal. You could have the best pitch in the world but if you’re calling when they’re slammed it won’t matter

Run this play
✅ 8-10 AM & 4-6 PM are prime cold calling windows decision makers are less distracted
✅ Lunch hours & mid-day? Your call is just another interruption avoid it
✅ If you can’t get through try after hours voicemails some execs check and respond later

The goal? Catch them when their guard is down and your call isn’t buried in the daily chaos

3️⃣ The “Not Yet” Follow-Up System – stay top of mind
A “not now” isn’t a hard no it just means “not the right time.” Most sales reps hear it and move on. The closers? They track those responses and show up when timing shifts

Run this play
✅ Every “not now” gets a follow up date in your CRM tied to budget cycles, contract renewals or seasonal needs
✅ Before re-engaging bring fresh value—new case study, industry insight or competitor shift
✅ Send a light LinkedIn touch before the next outreach stay familiar without being pushy

Deals are won by the reps who stay in the game longer than the competition. Outlast. Outwork. Close

Pick one run it this week and see what happens. Timing isn’t about luck it’s about execution

Timing turns “Maybe” into “Yes”

Great sales isn’t just about showing up it’s about showing up at the right time

When you reach prospects in their moment of need you’re not interrupting you’re exactly who they’ve been looking for

So before your next outreach ask yourself: Is this the right time?

Nail the timing and the deals will follow

What’s your best timing trick? Drop it in the replies I’d love to hear what’s working for you

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

- Tom Slocum ✌️

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