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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

What's good everyone? As we start winding down the year it’s been nothing short of a wild ride

Reflecting over a cup of coffee this week Martin and I couldn't help but marvel at how far we’ve come since he joined the team a year ago—yeah it’s been a whole year! From those early days to now having knocked out over 120+ discovery calls and partnering with more than 20 companies it's been intense but super rewarding

We've dialed in our offerings, hit some major renewals (which was epic!) and honestly every step has taught us something new. And with Pamela on board helping us streamline everything? We’re seriously pumped to see what twists and turns 2025 will throw at us.

With just about a month to go our focus is laser-sharp on delivering solid results for our clients, bringing a few more into the fold and setting them up for a killer 2025. It’s crunch time and we’re here for it.

So as you dive into this week's edition think about this: amidst all the hustle how are you setting the stage for your own 2025? Let’s make these final weeks count!

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Lessons from 100+ Discovery Calls

Let’s chop it up about discovery calls. I’ve hit the 120+ mark this year chatting with everyone from Sales Leaders and VPs to Founders and CMOs. Here’s the real deal on what I’ve learned and yeah it’s been a bit of a ride.

Back when I was more in the ENT space I could get a meeting but wrapping it up with a bow well that is another story for another day. Now in the thick of running The SD Lab I’ve managed to bump those close rates up to 25% sometimes even 50%. It’s been all about tweaking the approach.

I used to dive straight into the features and benefits pitching our services like it was the next big thing since sliced bread. But let’s be honest that's not what today’s B2B buyers are about. They want conversations not pitches. They want to see you get their world before you start talking solutions.

Here’s what’s worked—switching up those discovery calls from a scripted pitch to a genuine dialogue. I spend the first chunk of the call just vibing with them, understanding their story. No agenda just talk.

Then we get into the nitty gritty. What’s been tough? What are they aiming to change in the next quarter? This isn’t just ticking boxes it’s about getting a clear picture of their needs and how we might help fill those gaps.

After we’ve laid down the groundwork that’s when I tie in what we do at The SD Lab. I’m talking sharing client stories, discussing potential ROI—real stuff, no fluff.

And when it comes to follow-up I’m quick. Everything we talked about gets a recap in their inbox within a couple of hours—meeting notes, next steps, and a video walk-through via Sendspark of the proposal. It’s about making it as easy as possible for them to say yes.

Moral of the story? Sometimes going back to basics—really listening and adapting to what the buyer needs today—is what seals the deal. It’s not about the hard sell. It’s about the smart sell.

Here are three tips to take into your next discovery call

• Ask the right questions: Start with questions that show you’ve done your homework. Ask about their recent challenges or achievements to show you’re in tune with their current situation.

• Listen more than you talk: Make the call about them. The more you listen the better you can tailor your pitch to address their specific needs and concerns.

• Follow up fast: Keep the momentum going with a quick follow-up that recaps the conversation, outlines next steps and includes any additional resources or documentation that can help them make a decision.

And hey if you’re about to jump on a discovery call this week try flipping the script. Make it about them not about the sale. See if it changes the game for you like it did for me 🤘

Catch you next Monday!

Explore. Engage. Evolve.

🎥 Must-Watch Video: Ever feel like cold calling’s a drag? Check this out "35 Minutes of Expert Cold Calling Tips" It’s straight from the pros over at Sell Better and it’s a game changer. Whether you're brushing up or just diving in they've got everything from shaking off those jitters to landing that yes. Give it a watch and start calling like a boss!

📚 Book of the Week: Stepping up your sales game or pushing your startup to new heights? “Founding Sales” by Peter Kazanjy is like the ultimate playbook for anyone in the B2B SaaS space. It’s all about nailing those sales and growing your biz. Grab a copy and start turning those no’s into yes’s! Grab your copy here

Bonus Sales Tactics 🤑

Check out these three slick moves to boost your sales game this week

1. Revive those closed-lost deals (Shoutout to Morgan Ingram)

   • Ever look back at those deals you almost had? Now’s a killer time to hit them up again. Drop a note like “Hey saw you got promoted—congrats! Been a minute since we last chatted and thought you might dig this new thing we’re doing.” It’s all about catching up and showing them what’s new. You never know they might be ready to jump on it now.
     

2. Get smart with AI (Inspired by Elric The Outbound Chef)

   • AI isn’t just sci-fi; it’s your new sales buddy. Use it to dig into what your ideal customers are all about. Do you have a tool that tracks market trends or buyer personas? Perfect let it tell you who’s who and tailor your pitch to hit just right.
     

3. Time your talks

   • Timing is everything right? Find out when your peeps are most likely to hit you back. Maybe it’s first thing in the morning or right after lunch. Use your past chats as a guide and plan your messages when they’re most likely online. Keep it chill and just slide into their schedule when it suits them best.

That's all for Issue #80! Dive into the strategies, stir up some leads and don’t forget to share your wins. We're in this together and every small victory counts.

For those in US have a great Thanksgiving and catch you next Monday

P.S. Before we all dive into our Thanksgiving feasts I've gotta know—what's your must have side dish? Hit up this quick poll and let's see which dish reigns supreme!

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

- Tom Slocum ✌️

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