🔥 Tom Slocum

The SD Lab

I help B2B sales teams fix outbound and build top-of-funnel engines that actually deliver

Over the last 18 years I’ve been on every side of the outbound game from full cycle sales to SDR, from ops to leadership I’ve built motions from zero, led teams in the trenches and turned broken outbound into predictable pipelines

Since 2022 I’ve partnered with sales leaders across SaaS, logistics, facilities and more to reset their outbound motion and get their teams back on quota

The Outbound Accelerator (8–12 weeks)
This isn’t theory. I embed with SDR teams to coach, train and rebuild their processes. Weekly live workshops. Hands-on sessions. Custom playbooks. By the end your reps aren’t just booking more meetings they’re booking better ones. Leaders leave with a team and a system they can trust to perform

Why leaders bring me in
18 years in outbound across multiple industries
Tactical expertise from someone still on the phones
Proven results: SDR orgs seeing 20–30% lifts in meetings booked within one quarter

From cubicle cold calls to helping companies like Kustomer and ServiceChannel scale outbound systems that last

Founder | CEO

lemlist

Brand Ambassador 

Nooks

Advisor | Brand Ambassador

Sendspark

Since June 2023 I’ve had the pleasure of collaborating with Bethany the co-founder of Sendspark and Ben Wright in supporting, promoting and integrating Sendspark into my daily sales activities. As a brand ambassador I actively use Sendspark for all my video needs—from prospecting and proposals to trainings—and share my experiences through my LinkedIn brand.

Sendspark has become my go-to tool because it genuinely enhances how I connect with clients and prospects. It’s a tool I believe in and I’m excited to represent it. I also get to work closely with the Sendspark team to create engaging and fun content that showcases the power of their platform.

Check em out 🤘

Brand Ambassador

Gartner

Gartner Peer Community is Gartner's next generation online destination designed to increase value through timely answers and meaningful peer connections

I am a Founding Peer Community Ambassador to contribute insights on B2B sales, sales leadership and enterprise go to market among other topics

Peer Ambassador: B2B Sales, Sales Leadership & Enterprise GTM

LinkedIn Learning Community

Hand selected by LinkedIn as one of their 2025 Sales Beacons a community of the most impactful, consistent and credible voices in B2B sales

As part of their invite only Club Navigator program I contribute thought leadership around outbound, SDR development, cold calling and sales coaching helping reps and teams navigate the modern sales landscape

• Featured in the LinkedIn Sales Navigator blog and showcase content
• Regularly share real, tactical strategies that move the profession forward
• Collaborate with top sellers and creators to elevate industry best practices

This isn’t about influence its about impact and creating space for real ones doing real work to lead from the front

Sales Beacon – LinkedIn for Sales

Sendoso

• Collaborated with the team to help develop strategies for personalized engagement and relationship building

• Provided insights and brainstormed ideas to drive creative solutions and initiatives

• Work closely with the CEO and industry advisory group to shape the future of engagement

Strategic Advisor

Humantic AI

- Authentic Selling Evangelist 
- Advising the team on product and positioning
- Attending strategy meetings to share best practices and review current processes in place
- Evangelize and help define a new product category
- Consulting the team on sales and marketing funnel generation

Sales Assembly

As the industry’s only Scale-as-a-Service platform, Sales Assembly is the trusted partner for leading B2B Tech companies on their journey to Scale Better, Scale Faster, and Scale Smarter.

Featured Thought Leader

RevGenius

Member

During my tenure as Program Director, Community Manager and RevLeague Founder at RevGenius I partnered with Jared Robin and the RG team to orchestrate an extraordinary community growth journey from July 2020 to May 2022. Together we transformed a community of 2,000 members into a thriving force of 40,000+ members.

In October 2020 I took a bold stride by creating RevLeague. A micro-community within RevGenius. In an era marked by the isolation of remote work, RevLeague emerged as a dynamic haven for Sales Leaders, SDRs, and AEs seeking collaboration, support, and empowerment. We crafted a vibrant space where walls couldn't confine us. Enabling individuals to connect, share, and thrive.

Guiding RevLeague to over 2,000 members, I fostered a dynamic environment with weekly office hours, stimulating competitions, and collaborations with esteemed sponsors like Ambition, SalesScreen, and ConnectandSell. This journey was a testament to our collective drive to uplift and amplify the growth of sales reps in the evolving landscape.

With my contributions as a Program Director, Community Manager, and RevLeague Founder I embraced the opportunity to fuel connections, inspire growth, and foster an unwavering spirit of camaraderie within the RevGenius community.

Program Director | RevLeague Co-Founder | Community Manager

Your Future Homie- In- Law | Founder @ The SD Lab | Sales Consultant | 7x Strategic Advisor | 4x Sales Leader | SDR Coach | #empathyactivist

Hey I’m Tom I help B2B leaders, SDR teams and founders fix broken outbound when pipeline is dry and reps are stuck spinning

After 18 years in sales from 400+ daily cold calls in a cubicle to building $3M+ in pipeline from scratch I’ve built a repeatable system that gets outbound back on track

Here’s how I help

Weekly workshops (theory + tactical execution)

Rebuilt call flows, messaging and targeting

Sequencing + workflow installation

Call reviews with live coaching + scorecards

Fast performance gains tied to KPIs

Client Wins

Kustomer → 50%+ lift in meetings → 100% SDR attainment in 3 months
ServiceChannel → 30% SQL lift with sharper messaging + coaching
Rockledge, Distran → 10–20 meetings/month booked after outbound reset

I’ve also worked with brands like ServiceChannel, Kustomer, Apollo, ZoomInfo, Smartlead, Surfe and more to coach teams and represent their tools

Outbound isn’t dead it just needs fixing

👉 Want sharper messaging, predictable pipeline and reps who book meetings?

Book an Outbound Strategy Tour (Featured below)

Or join my newsletter (7K+ readers) for free outbound playbooks (below)

Founder

The SD Lab is a top-of-funnel sales consulting agency. The SD Lab offers customized services to help businesses optimize their sales process and achieve measurable results. The SD Lab offers a 14-week Revenue Acceleration program, Custom Sales Playbooks, and Team Coaching packages that cover all things Top of Funnel. If you're looking to optimize your sales process and achieve sales success, The SD Lab is here to help. Let's work together to transform your sales approach

Jared Robin ⏭

Helping Founders & GTM Leaders Go-to-Market Collaboratively | Founder of RevGenius community of 40k+ GTM leaders | Startup Advisor | “The most important thing you can do in sales and life is be a homie” - Bloomberg

The loudest don’t win. The most resonant do.
I help founders turn audiences into movements.

I’ve seen how resonance scales:
•Built RevGenius from 0 → 55,000 members & 7-figure revenue in 3 years
•Scaled multiple startups from 0 → 7 figures, including 2 exits
•Advisor to 12+ SaaS startups

,I work with founders & GTM leaders to:
•Clarify their POV so it resonates
•Build audiences & communities that compound
•Spark movements that define categories

If you’re ready to grow by resonance, not noise, let’s connect.

Writer

Launched a newsletter helping Founders, Fractionals and GTM Leaders go-to-market collaboratively.

wednesday hot takes: 

- I think the end of the crm is coming. the crm was built pre automations and certainly pre ai. we used to leverage it for things more than record keeping, now we only leverage it for record keeping.

if nobody is living in the crm anymore, is there a lighter database that can do the same, reduce the massive overhead, and be easier to use? maybe not yet, but it's coming.

- automations are fun and make for great linkedin posts, but orchestration - how they're all used for a collective gtm goal - is the focus. 

- revops teams are the number 1 growth driver in a revenue org. not every cro recognizes that yet and sometimes (not always) looks at them as systems managers only. sure, the systems are important for them to manage, but freeing them up for actual growth is the biggest unlock. revops' real purpose will continue to be unlocked with the systems they build in ai that give them more leverage to continue to unlock them.

- gtm engineers (or orchestrators) look at the complete gtm and not just top of funnel and enrichment.

- improving data is a bigger concern than ever. many teams are fighting to implement the newest tools before focusing on the core things and that will reduce effectiveness of said tools.

- 95% of ai pilots failed this year. that stat is out there. 2026 will require a FAR lower % for these companies to stay in business. outcomes earn retention.

- every tool is building to replace the crm. some realize it, others don't. 'systems of action' will turn into 'complete gtm solutions'. remember - they have data, signals, and icp flowing in there. missing ingredients? reports, pipeline features, will come fast. as will other integrations and builds needed. the stack is too complex.

- legacy categories like sales engagement and sales intelligence will be easily replaced by this new 'system of action' type thinking.

- many enterprise orgs are still using different tools that do similar things in different departments. the tech companies selling tehm seemingly are doing a mediocre job of upselling for the complete business. as soon as ops has faith in one, i hope they go all in.  

- ai is allowing for the true de-silozation in gtm. previously the tech tools kept siloing alive. i think you're going to see more unification internally.

what did i get wrong? what did i miss?

Jared Robin

I help founders create markets, not fight for them 🏴‍☠️

Startups don’t die when they run out of cash. They die when the founder runs out of energy.

I’ve seen too many startups and founders give up too early.

And I’ve seen ones that have pivoted 6 times and just hit $6 m ARR like Warmly,.

I’ve seen founders build the most popular new GTM SaaS on the planet 4 years after launching like Clay.  

Overnight successes rarely happen overnight.

They happen after time. After effort. After energy. After countless learnings.

To all the founders figuring it out - don’t give up.

If you stay in the game long enough, you will win.

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2026: The Year the GTM Stack Collapses

Your CRM is dead. Your AI stack will be features by Q3. And your GTM playbook is creating noise, not revenue.

I’ve interviewed 150+ revenue leaders. 2026 is going to force a reckoning.

The CRM Is Dead (It Just Doesn’t Know It Yet)

The CRM was built in a pre-automation, pre-AI world. Now it’s where data goes to die in fields nobody looks at.

Why are we paying enterprise prices for a database with a heavy UI nobody uses? A lighter solution could handle record-keeping at a fraction of the cost.

The AI Market Is Compressing Fast

An early-stage founder who exited for 9 figures predicts half the AI companies raising right now will be features in someone else’s platform by 2026.

HubSpot just acquired an 8-month-old AEO startup. They didn’t buy traction. They bought six months of R&D time.

If your AI capability can be replicated in six months, nobody’s paying a premium. The survivors will be companies reimagining buyer journeys, not improving them.

Orchestration Over Automation

Most GTM teams are obsessed with individual automations. Automations without orchestration are sophisticated busywork.
Orchestration is how systems work together toward a collective GTM goal. This is where GTM engineers become critical.

RevOps: The Most Undervalued Team

If you’re treating RevOps as systems managers, you’re leaving money on the table. RevOps should be your number one growth driver.

When you free RevOps from pure systems management, everything changes. The systems they build give them more leverage, more capacity, more growth.

Data Quality Matters More Than Ever

Everyone’s racing to implement the newest AI tool while their data is garbage.
You can’t build a reliable AI system on unreliable data. 95% of AI pilots failed this year. In 2026, that number needs to drop.
Outcomes earn retention. Pilots don’t.

The “System of Action” Will Eat Everything

These new “systems of action” already have data, signals, and ICP flowing through them. What are they missing? The connective tissue CRMs currently own.

Those gaps will close fast. Legacy categories will be absorbed into complete GTM solutions.

The Real Differentiator Isn’t in Your Stack

AI and new tooling haven’t solved GTM problems. They’ve commoditized them.
Everyone has access to the same signals, research, and automation. The result? More noise than ever.

The teams winning in 2026 won’t have the best workflows or tech stack. They’ll be building actual relationships and movements around their products.

This means vocalizing what’s broken. Building community around why things need to change. Showing up at dinners, micro-events, and city meetups.

Door-to-door selling was the most potent form of sales 15 years ago. It still is. We convinced ourselves digital at scale could replace human connection.

It can’t.

The future of GTM isn’t more tools. It’s fewer, better-orchestrated systems. And it’s getting back to real human connection.

What am I missing?

I spent an hour last night talking to Kyle James at Agent.ai about the future of AI being more human native. 

We spoke about how tooling in 2026 is becoming much easier to do more technical builds (agents + workflows) with natural language and that the tools that put the onus on the user to be technical will be on notice. 

The conversation quickly turned to if everything is becoming easier for folks to do more, then what is the true differentiation? 

Tactics already have the shortest shelf life they've ever had. 

What worked 5 years ago no longer works now is turning into what worked 5 months ago no longer works now. 

If it gets easier than ever to build, that tactic period can dwindle to weeks or even days. 

True differentiation won't come from the tools or from traditional gtm as we know it. 

It will come from the creativity and connection of the founder and team. 

Creativity will have to surpass tactics alone. 

Once you execute a creative tactic, there's a record of it that's easier to duplicate than ever. 

Creativity will have to come from rallying against the status quo. 

Naming and framing a villain that the current market is not solving for. 

And creating a new market that is. Then rallying the people around it. 

But here's what most miss: connections will have to be more than LinkedIn connections. It will need to be personal. Connecting with humans creatively around the problem you solve is the biggest unlock.

Think about when Salesforce evangelized against Software. 

Software was clunky, expensive, required massive server costs and more. SAP, Oracle, Siebel owned this market. 

Building a better software wasn't the solution. Educating and rallying the market on the problems with the current market was. Cloud was the solution. 

And the original market that was dominating? Followed Salesforce into the cloud. 

That's the creativity and connection needed today. 

Do you have it?

The biggest myth in go-to-market: AI and new tooling will solve your GTM problems.

Here's the reality. We are playing the wrong game.

AI has streamlined everything. Saved us time. Made us faster.

But it's also commoditized outbound. Commoditized signals. Commoditized research.

Everyone has the same information. Access to the same tools. Doing the same things.

Spam at scale is here. Better workflows might help today, but alone, they won't win tomorrow.

We're stuck in a tactic-driven world. GTM is creating noise, not movement.

The teams that will win in 2026 and beyond? They're not building better workflows.

They're building relationships.

They're making their companies and products actually MEAN something to people.

They're talking about what's wrong with the status quo. Why they're building something different. And then actually connecting with people.

Remember those posts about driving care packages to 100 offices and meeting heads of HR? That always worked. We just got so far from it because digital at scale felt easier.

Door-to-door selling 15 years ago was the most potent. It still is today.

In-person events. Micro dinners in cities. Office drop-ins. Phone conversations where you actually connect instead of following a script.

Not conferences. Real connection.

Look at the old martech landscape charts. Now there are so many tools the logos can't fit on a page anymore.

How do you differentiate in that world?

By building community. By vocalizing why the status quo isn't working. By connecting your company with a movement, just like Salesforce did originally.

AI has brought speed and precision. It's also brought more noise than ever.

For those that dare to be different? For those that dare to actually connect with people and build community?

They're going to have a strategic advantage.

I'm excited to watch and root them on in 2026.

Saw Jensen Huang on Rogan the other day. Joe asked if AI is going to take over the world. Jensen basically called it science fiction.

His point? AI only has what we've given it. It doesn't have the human factor.

That landed different for me because of what I'm seeing in GTM right now. Everyone's hiring "GTM Engineers" like they're going to save revenue. But here's the thing: an engineer can build you a perfect system without understanding what actually moves the business.

They can integrate your stack. They can write the workflows. They can make the data flow beautifully.

But can they tell you why your ICP is wrong? Why your messaging isn't landing? What category you should actually be playing in?

2026 is the year this flips. The tools are finally becoming human-native. They're starting to speak our language instead of forcing us to learn theirs. The gap between having a creative idea and turning it into a live system is closing fast.

Which means the strategists are about to eat. The people who understand customer pain. Who can design a category. Who know what story to tell and when.

Technical skills will still matter, but they won't be the bottleneck anymore. 

Strategy will be.

Agent.ai #humannative

Traditional GTM is dead. You just don't know it yet.

Tactics have the shortest shelf life they’ve ever had. It used to be tactics could work for years; now they can barely make it a month. Soon it’ll be weeks or days.

I spent an hour last night with Kyle James at Agent.ai discussing why: AI tooling is making technical builds (agents + workflows) easier than ever with natural language.

If everyone can execute faster, what's the actual differentiation?

Not the tools. Not traditional GTM.

The creativity and connection of the founder and team.

Creativity will have to surpass tactics alone. Once you execute a creative tactic, there's a record of it that's easier to duplicate than ever.

Real creativity comes from rallying against the status quo. Naming and framing a villain the current market isn't solving for. Creating a new market around it.

But here's what most miss: connections will have to be more than LinkedIn connections. It needs to be personal. Connecting with humans creatively around the problem you solve is the biggest unlock.

Salesforce didn't build better software than SAP, Oracle, or Siebel. They evangelized against Software itself - clunky, expensive, massive server costs. They educated and rallied the market on the problems with the current market. Cloud was the solution.

And the original market leaders? Followed them there.

That's the creativity and connection needed today.

Do you have it?

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The Battle

🔥 Tom Slocum

Jared Robin ⏭

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taplio

The Battle

🔥 Tom Slocum

Jared Robin ⏭

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Jared Robin ⏭'s LinkedIn Performance

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Performance ScoreJared Robin ⏭'s LinkedIn Performance