ToutApp Hosted Customer Success Meetup Wrap Up

Last night, we hosted the August edition of the Bay Area’s Customer Success Meetup, a group that connects Customer Success professionals through sharing and learning best practices for their fast-growing field. The group of 35+ attendees and ToutApp’s own Customer Success team, were a passionate, energetic and highly focused bunch that were eager to hear from speakers from Optimizely and 1factory.

The mission of every Customer Success Manager is to make sure that their customers are successful on their platform, whether it’s optimizing their website or quality control – all CSMs want the best for their customers. And all CSMs do this by educating and sharing best practices with their customer community through trainings, webinars, onsites and effective collateral. Just like the customers that they train and interact with, the customer success community too likes to learn and share best practices – this time from their peers.

Pamela in action. 

The night’s first speaker was Pamela Ongchin, Solutions Architect at Optimzely with a presentation on the role of customer success in new product launches. Pamela talked about the role her Customer Success team played in launching products, specifically Mobile SDKs, and how the Customer Success organization changes as the company deploys new products.

The second speaker of the night was Ward Greunke, Director of Product Marketing at 1factory, who spoke about aligning product with customer success to increase customer adoption – which is an industry wide CS metric.

All the attendees walked away from the meetup with insights and tips that they can then integrate into their daily roles as CSMs. Thanks to everyone for coming out and a special thanks to Scott Massey, Justin Webber and Junan Pang, our meetup organizers.

Customer Success Managers networking, enjoying the view and eating. 

See everyone at the next one!

ToutApp’s New Digs: We’ve Taken Over 16,000 sq. ft at Salesforce’s One California

ToutApp has seen enormous growth over the past year and a half, nearly doubling our team to meet the growing demand for our software. To sustain that growth, we just established our new home-base at One California, right in the heart of downtown San Francisco.

To give you a tour, we’ve put together this fun tour video!

Ironically, while we have done and will continue to invest in our integration to Salesforce’s software platform, this move represents a deeper physical integration into their eco-system, since we’re now subleasing our office space from them.

This new space is great for our employees, but we plan to make it even greater for our customers, as well. Along with awesome perks such as the coffee lounge, beer-on-tap, catered lunches, we’ll also be dedicating space for customer workshops, lunch-and-learns, happy hours for salespeople and more. Just as our software has become a digital hub for salespeople and sales teams, we want to reflect that in our new home, becoming a physical hub to help you close deals. Remember — our goal is to not just sell you software; it’s to partner with you and build the absolute best sales organization possible.

Enjoying the new space at a recent Customer Success meetup. 

This latest step in our journey would not have been possible without the support of our great customers. We look forward to building an even deeper partnership with you at our new home.

If you’re in Sales, we are building out our Sales Team. Learn more at our Careers page.

What Teaching Yoga Taught Me About Sales

I’ve been teaching yoga for the past 3 years and have been slinging sales software for almost a year now. The two have more similarities than you might think.

Every class (and sale) needs something different

As far as yoga classes go, I never know what I’m going to get. Students vary in experience, excitement, and what they hope to achieve. Going in with a single talk track and set of cues leaves many students lost or ignored.

I’ve learned to constantly check on how students react and progress (and yes, check on the 100 degree room as well so I don’t completely cook people).

Same thing goes for sales: one set message doesn’t work for everyone. The best salespeople personalize, listen, and adjust at every stage of the sales cycle. You don’t need to rely on a script, nor will you even be very successful with one.

The uncomfortable stuff is probably what you need most

Tight hamstrings are usually not big fans of forward folds and wobbly ankles get frustrated real quick with balancing postures. Something feels difficult because it comes unnaturally or is a weaker area of your body. The most uncomfortable postures are the biggest opportunities for growth, and actually the most enjoyable to work on because you can so quickly see improvement.

Asking the tough questions? Well yeah, they’re tough for a reason. It’s definitely not in my nature to get into the nitty-gritty off the bat or come back swinging when hit with a difficult objection – I’m the kind of gal who wants to be buds with all my prospects and avoids the awkward moments at all costs.

Yet you definitely need to be able to handle objections and get to a yes or no as quickly as possible to be successful in sales. So practice the tough stuff over and over. As my favorite yoga instructor always says,

“You have to get comfortable with being uncomfortable. Comfort zones are great, but nothing grows there.”

Be your most authentic self

I remember thinking that I’d be a good instructor if I used a ‘yoga voice’, something slow, soothing, calm, a replica of the quintessential yoga teacher you imagine couldn’t possible get stressed or flustered. When I tried, I sounded bored, awkward, and like I’d rather be doing just about anything else.

I get the best feedback when I’m truest to my personality: goofy, enthusiastic, and outgoing. I pump the jams, laugh whenever possible, joke around, and keep it upbeat. I realized I didn’t need to be anyone other than my truest self and that was when I really hit my stride as an instructor.

Delivering an authentic sales pitch comes in a very similar way. Mimicking my colleagues verbatim didn’t work for me because it didn’t showcase my personal flavor and eccentricities. There’s no one way to sell or connect with others – but what I can tell you is that being yourself is going to work better than just about anything else.

I may not be a pro at teaching yoga, and I am definitely not a pro at selling. But keeping it authentic and pushing myself past limitations make it a fun adventure. I love the everyday challenge of honing my sales skills and trying to be a better yoga instructor every time I step into the studio.

So hey – maybe the next down dog you do will inspire a kick-ass pitch, at the very least make you a little more creative and authentic as you hop on your next call.

This post was originally published on LinkedIn. You can Connect with Belinda here or follow her on Twitter @belindakraemer.

Introducing: Team Management

Sales Development Reps, Account Executives and Customer Success Managers all use ToutApp. While we help each of these teams collaborate with each other with Sales Beat and shared templates & analytics, there wasn’t a way to collaborate within each of these teams… Until today.

Today, we’re announcing Team Management. It lets you segment your Tout subscription into distinct teams. It makes Sales Beat that much more powerful, and every other aspect of the platform that much more contextual.

Also… it was a lot of fun making this video!

While Tout has always had the functionality to share templates and groups with your subscription, your templates and groups were either shared with the entire company or not at all. As our customers have continued to grow their teams, we saw a need to create sub-teams within Tout so managers and team leads can drill in and focus on the right reps and get the most accurate analytics.

Today, we’re introducing functionality that will not only increase collaboration across your team, but will also give you visibility into analytics at the company-wide, team or individual rep level.

Best of all, when you’re sharing messaging with your team or teams, you can provide context about why you’re sharing the template, best practices and use cases. You’ll have the same functionality in the Relationships page, too.

And, you can even share updates in Sales Beat with just the team or teams you belong to.

Now, your account can have individual users, Master Administrators and Team Administrators in your subscription. And, we’ve made significant improvements to inviting team members to your subscription, as well as to specific subteams.

If you were using Tout prior to today, don’t worry – we haven’t touched your subscription. Everything will still be in place and your team will be called the “Everyone” team. You cannot have someone as part of your Tout account if they do not exist in this group.

As sales teams evolve and crave better tools to manage their workflow, we’re constantly improving our platform. Team Management is made available today to all Enterprise customers. Please check it out and let us know what you think and let us know if we missed anything!

 

ICP + TAM = A Sales Qualified Lead Machine

In the modern world of Sales Development, high quality and high velocity Sales Qualified Leads reign supreme. We find ourselves in a new era of Outbound. Sales Development teams are transforming from Clark Kent’s (suits in a phone booth) to Iron Man’s (suits full of high-tech accessories).

Never before in the history of sales have we really had this big of an advantage.

But listen, it’s not just because the technology is being built for us. Or because data is cheaper and more accessible than ever before. Or because there’s a whole new level of transparency to it. Or because we have unique ways, like social media, to get in front of buyers. No. All of that is awesome, but without knowledge and know-how, it’s just clutter and spam.

So that leads me to the focus of today’s knowledge bomb which is: qualifying leads.

Here are the four most important tactics to build a sales qualified lead (SQL) machine:

  1. Find your Ideal Customer Profile (ICP)
  2. Define your Total Addressable Market (TAM)
  3. Enrich your customers
  4. Meet your future customers

Now let me tell you about the traditional, 1.0 way people qualified leads in the past.

Step 1 – Buy a list (non-exclusive, so a ton of other people are calling it) and likely unqualified other than the fact that they are a business.

Step 2 – Call these people. One by one. Maybe email them a canned message. Both basically spam.

Step 3 – IF you get a hold of someone, ask for more of their time. (Usually in a call/second call, which they’ll likely duck because they just wanted to get off the phone with you the first time and felt uncomfortable saying no).

Step 4 – You call over and over. Maybe send a few emails.

Step 5 – Realize you’ve wasted a ton of time and move on.

Now if you’re 2.0, maybe you’ve done this and added some automated emails and social media in there. But you’re still missing the big picture. Because whether you buy, build, or pull a pretty little list out of your…office drawer, without defining you ICP and your TAM correctly, you’ll just waste time; and time is the most valuable resource for a salesperson.

So why are you here? You’re here because you don’t have a true grasp on your customer profile, and you don’t know who the best people to contact are. This leads us to two very important concepts.

  1. ICP – aka your Ideal Customer Profile
  2. TAM – aka your Total Addressable Market

Here’s how you can use your ICP and your TAM to build leads lists that are pre-qualified, saving you tons of time on those pesky qualification call questions that will likely result in a disgruntled and disengaged prospect.

Finding Your Ideal Customer Profile (ICP)

The ICP is broken into two parts: Company and Job Title. This can be broken out even further as you get more advanced for Company Size or Industry.

For example, your target buyer at a 200-person company is the VP of Marketing, but at a 2000-person company, it’s the Digital Marketing Manager. As organizations grow, they hire out for more focused roles.

The better you can target and more granular you can get with your ICP, the more successful your Outbound Campaigns will be.

Here are a few questions to ask yourself when trying to identify your Ideal Customer Profile:

What products are my customers using that I compete with, complement, or that might translate to interest in my product?

  • E.g., if you have a Mailchimp-style service, you want to speak to Mailchimp customers.
  • E.g., if potential customers are running Facebook Ads, they might also be interested in Ad Optimization or Analytics software.

Where are these people living on the web?

  • E.g., someone interested in your e-commerce service might have a store hosted on Shopify or built with Magento because these services are built to host online vendors.
  • E.g., if you want to find people to create video courses online, go find people who have already created content on the subject in written or audio form and are selling it on Amazon. Then convince them to try video content.

What do I consider my low-hanging fruit?

  • These are the people already doing what you want them to do, just somewhere else.
  • E.g., An individual who is buying or selling a service on Craigslist that your company provides. It’s easier to get the person to use you over Craigslist than to create a new buyer/seller from scratch. Pinterest has emerged as another way to source potential customers that are already playing ball.
  • E.g., you’re going after their budget focused on ad spend and you see that a potential buyer has a testimonial on a competing company’s website. You know they have budget and are already spending it somewhere else. Time to go get your slice or even the whole pie!

What can I decipher from my previous closed deals that I can use in new ones?

  • You keep closing deals with companies, so take a moment to ask yourself, what do these companies have in common and how can I apply this when speaking to companies with the same common variables?

Once you’ve figured this out, you’ll want to build massive lists of these companies.

Here are some good places to look to start building lists of your ICPs:

  • LinkedIn and Facebook groups
  • Meetups
  • Industry conference websites
  • Trade association forums and directories
  • Job boards such as Indeed, LinkedIn, etc.
  • Public Legal Filings
  • CrunchBase
  • AngelList
  • Glassdoor
  • Yelp
  • Shopify
  • Etsy
  • Kickstarter
  • Any company database or marketplace

There are plenty of databases out there for you to use to inquire about these companies and find even more information! Things to look for might include:

  • Amount of money raised to date (for startups)
  • Timing of last round raised (for startups)
  • Employee head count
  • New employees recently added
  • Job titles and new titles added
  • Company headquarters
  • PR announcements, such as product, funding, key hires, or partnerships
  • Legal filings

For more actionable insights to build your Ideal Customer Profile, check out the book  Hacking Sales.

Now What?

Sounds cool, huh? But we’re not at the finish line yet. Use your ICP to build targeted lists that you know will convert because you know it’s the right person, at the right company, that almost certainly has budget at that moment. Once you have a clear sense of your ICP, it’s time to work out how to define your total universe of potential accounts.

Defining Your Total Addressable Market (TAM)

Enrich your Customers

Your customers chose to partner with you for a reason. Tapping into the commonalities across your customer base will leverage enormous value and build a more complete picture of your customer.

Once you understand the profile of your customer, you can determine how deep the market is for companies with a similar background. Moreover, taking a step back and looking at the customer base will inform you of outlying trends that could support a move into a new industry or market segment.

Map your customer base, using a tiered data framework:

Tier 1: Sales Cycle, Average Contract Value (ACV), Win Rate

The goal of this tier is to understand the sales velocity (i.e. the number of opportunities multiplied by the ACV multiplied by the win rate divided by the sales cycle) of your customer base.

  • These data points will form the basic foundation and expose any outliers in the customer data
  • Invest time to validate your data integrity

Tier 2: Industry (and Vertical), Employee Size, Growth Score, Location, and Technology Stack

The goal of this tier is adding an additional layer of firmographic data that will form the basis for your size and scope analysis.

  • There are a number of large data sources to validate Industry, Vertical, Employee Size, Growth Score, and Location including: Mattermark, FactSet, and Hoovers. When evaluating your potential database partner, the following criteria will help to guide the choice:
    • Matching percentage (i.e. number of your customers that are present in their list)
    • Number of additional data (commonalities) points
    • Data integrity – check third party sources to validate
  • Industry and Vertical are interdependent (and often confused). An example of the relationship (Box is in the Cloud Storage vertical within the Technology Industry)
  • If your customers have adopted a set of technologies, surfacing this data at scale will provide an additional proxy. For the Technology Stack, there are several sources to capture this data:Datanyze, Ghostery Enterprise, BuiltWith, and SimilarWeb. Using these providers you can determine if your customers are using Website Analytics,  Marketing Automation, PPC advertising, A/B Testing, etc.

Tier 3: Company specific data

  • Using freelancers (Upwork, CrowdFlower, etc.) you can add valuable data from competitors websites, the AppExchange, or any website. If you have a hypothesis that you’d like to test (e.g. your buyer is a VP of Marketing), you can have the freelancers do a pass against your customer list via LinkedIn.
  • The scope of this collection is broad, so identify a few hypotheses and you can validate them from your Tier 1 data points

Meet Your Future Customers

Once you’ve collected extensive data on your existing customers, it’s time to flip the magnifying glass onto your future customers. Assuming you invested in one of the databases mentioned earlier, this process will be fairly straightforward.

This next set of steps will draw on your customer list and extrapolate the data across the dataset of your database partner.
Step 1: Map your customer data<

  1. Using Excel, create a datasheet for each Tier
  2. Form a consistent list of your customers across each sheet
  3. Cluster (and sort) the companies with high concentration across each variable – specifically those that perform well across the Tier 1 data points

Step 2: Identify the Early Adopters and Mainstream (see Crossing the Chasm)
Place your customers into two buckets:

  1. High number of variables and high performing characteristics from Tier 1
    1. This list will surface companies that are early adopters and have a faster than average sales velocity
  2. Outside your (assumed) ICP but possess high performing characteristics from Tier 1
    1. This list will provide companies that have a faster than average sales velocity, however may not be in your present ICP.

Step 3: Validate the size and scope

  1. Based on your two customer sets, use the confirmed variables to export companies from the largest database available for your given Industry and set of Verticals
  2. Separate the two distinct buckets (from Step 2) to ensure you can test performance

Make It Actionable

Now you’ve collected all this data – what do you do with it? Empower the Sales team with the same insight you’ve collected.

Step 1: Confirm the variables
When you check the weather, are you interested in the barometric pressure? Probably not, so applying the same logic for the fields you expose. The goal in this step is to understand the optimal information that can be effectively positioned to personalize their outreach.

  1. Take a holistic approach to how the team can use this data
    1. Industry/Vertical will align future customers (see Geoffrey Moore: bowling pin strategy)
    2. Geographical concentration adds degrees of separation and can be valuable for marketing events
    3. Technology providers will allow easy dynamic fields within emails
    4. Competitive takeaways will give great talking points
  1. Limit the variables to 4-5 (to avoid paralysis by analysis)
  2. Choose your filters (for the Dashboard) so that you have overarching segmentation

Step 2: Create custom fields within the CRM
Add a collection of custom fields and be particular about how you present the data (i.e. on the Account record and/or Contact record). This will involve using a feedback loop with the Sales team around what they would find valuable – specific to the sales process.

Step 3: Mapping the fields to reports in Salesforce
In this section, you want to think about the optimal method for presenting the data so that 1) the Sales team can quickly interpret the chart and 2) you are telling a story with each data point.

My advice for this section is use a combination of different charts, and leverage feedback from the Sales team on how they interpret each report. The longer it takes for individuals to understand the context of the report, the less valuable the report.

Refine & Optimize the Entire Process

Finding your ICP will ensure you’re having the right conversations. Defining your TAM will uncover the breadth and depth of your market. The two exercises are not designed to be set-and-forget. As your customer evolves and you test your outliers, you’ll need to tweak and adjust the model.

In order to create and maintain this process you should have a qualitative feedback loop from your Customer Success/Account Management team; and a quantitative feedback loop to continually improve the ICP and TAM.

This post was originally published on Mattermark’s blog. Mattermark launched in 2013 as a data platform for venture capital companies to quantify signals of growing startups. 

Max Altschuler is CEO of Sales Hacker, an organization dedicated to helping B2B companies and sales reps build modern sales processes that generate more revenue. 

Sales & Marketing Alignment Through Content Podcast

Sales and Marketing are the two most crucial teams for every B2B company. Alignment between the two revenue generating teams is therefore paramount. True alignment is achieved when both teams share a definition of an ideal customer and come to a consensus on how to define, acquire and nurture leads.

However, alignment isn’t that easy. Many organizations cite that collaboration and communication between the two teams is too difficult. In an Aberdeen Group study, it reported that aligned organizations experience an average of 31.6% year-over-year growth in annual company revenue and less aligned companies experience a 6.7% growth.

During these past months, we’ve been working on a research project around the idea of Sales and Marketing alignment. We’ve compiled our research into a forthcoming book titled Sales & Marketing Alignment Through Content. To gear up to the book’s release, we’ve cobbled together a podcast that includes subject expertise from:

  • Koka Sexton, Content Marketing and Social Media Team – Corporate Communications at LinkedIn
  • Nick Christman, Marketing Director at Namely
  • Ali Boehler, Sales Effectiveness Leader at HackerRank

Listen to our podcast below:

Tout’s Command Center Introduces Mission Control for SDRs and Closers

A few weeks ago, as part of our Jarvis initiative, we announced Sales Beat to help sales teams collaborate in a whole new way to close deals. Today, we’re announcing Command Center — a streamlined interface within Tout that allows closers and SDRs to effectively manage a multi-touch outbound process.

With more and more of our customers, we’re starting to see sophisticated, multi-touch, multi-channel (email and phone), semi-automatic (some automated drips and some personalization) outreach campaigns both for sales development reps and for closers.

While Tout has always done a fantastic job of managing an outbound campaign, and for helping to manage a salesperson’s day in terms of tasks, reminders and follow-ups — up until today, we never had a single unified interface to manage all of it.

Customers had to go to the Scheduled Emails tab, or the Most Engaged tab, and use custom filters in the Sent Emails tab to hone in on the right next steps.

Until today.

Today, we’re announcing the next iteration of our Jarvis initiative which introduces Command Center, a single mission control for salespeople, which leverages all your Tout data to help you take the next step.

Whether it’s your Tasks for the day, identifying the most engaged people or personalizing a set of automated drip emails that are already scheduled, you can do it all right from Command Center.

Best of all, the idea of a “next step” is just a click away. Tout’s Click to Call functionality, and your ability to email someone as a follow-up is embedded right into the view.

As sales teams evolve and crave better tools to manage their workflow, we’re constantly improving our platform. The idea of running a workflow is top of mind for us, along with a plethora of other platform features part of the Jarvis initiative that we’re working hard on.

Command Center is made available today to all ToutApp customers. Please check it out here and let us know what you think as this is the first iteration of many to come as part of this release.

Watch the video for Command Center below:

5 Custom Sales Beat Updates You Can Share With Your Team

What Is Sales Beat?

In our last post we talked about Why Your Sales Team Should Use Sales Beat and gave you 10 creative ways to use it within your team. Now, we’re adding to that list.

Sales Beat transforms your Sales team into a streamlined and connected team that thrives on collaboration. With the Custom Update card, it’s your opportunity to make Sales Beat the true nerve center of your team.

Here are 5 custom Sales Beat updates that you can share with your team:

1. Give a Shout-Out

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People love shout-outs. It’s a positive public acknowledgement of respect and good work. In Sales Beat, you can give multiple kinds of shout-outs. You can spotlight a top performing rep who’s crushing their deals or boost team spirit at the end of the month.

2. FYI

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Your company has just hired a new Sales Development Representative – congrats! Use a Custom Update card on Sales Beat to announce the new hire to your entire Sales team and get them excited about their new colleague.

3. Marketing Announcement

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As Marketers, you’ve worked hard on a brand new Case Study, now it’s time to share it with your Sales team. (More on Sales and Marketing alignment here). In Sales Beat, you can seamlessly slip in new marketing collateral right into your Sales team’s workflow.

4. Share Relevant Articles

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Your team shares a lot of articles, whether through email or group chat. Until now there hasn’t been a centralized place to share articles and learn about closed deals in one feed. In Sales Beat, you can do just that. Now you can inform your entire team with the latest and most relevant articles straight into their workflow.

5. Ask a Question

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Sales isn’t just about asking customers and prospects the right questions, it’s also about asking your colleagues for the right answers. In Sales Beat, you can do just that. Need to ask Marketing a question or need help with a deal? Ask on Sales Beat.

 

How does your team use the Custom Update card? Let us know in the comments section below. For more information on how to get your team on Sales Beat, watch this video and contact our Sales team.

Why Your Sales Team Should Use Sales Beat

What’s Sales Beat?

It’s the nerve center for the modern, collaborative sales team that gives you real-time insights on what’s going on across your sales floor. Reps will know what messaging works and managers are better informed to coach their team with the advice they need to close every deal.

There are ten pre-existing cards that your team can deploy on Sales Beat. Here are 10 ways to get creative with those cards:

1. Deal Alert: Get Your Team Excited About the Future

Card1

Congrats, you closed a deal and rang the gong! As a sales rep, this is a huge win for you. For a manager, the Deal Alert card is the opportunity to track the future of your company’s sales with revenue and deal size metrics while adding a competitive motivator amongst your sales team.

Think about it – if you close a deal today for $5,000 and that company grows within the next three months, that deal could double – if you play your cards right that means more $$ for your company.

2. Top Reps Across Your Team: Ramp Reps Faster

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You’re a new hire, it’s your first sales job and you want to get to know your new company. Where do you start? Well, start looking at the Top Reps Across Your Team card and talk to those reps about best practices. Those top reps are doing it right. And you’re hungry to get to the top – so put time on their calendars and get on that leaderboard now.

3. Top Templates Across Your Team: Get Behind the Scenes

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Sales reps everywhere want to know the secret sauce that makes an email irresistible to a prospect. With the Top Templates Across Your Team card, you can get a behind the scenes look on what’s working for your peers, improve your writing and ultimately climb up the leaderboard.

4. Deal Alert: Prep for a Call

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A fellow sales rep just closed a deal, don’t simply congratulate them on their win – learn from their win. Analyze and use the information provided on the Deal Alert cards to prep for an upcoming call. If you’ve got a similar company in your pipeline, use this Deal Alert as ammo and leverage for similar deals.

Example talk track: “Your competitor just bought our product and said they’re going to use it to ramp the 10 new reps they hired last week.”

5. Most Used Team Template: Have Some Fun

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Sales Managers want to keep a pulse on what’s happening within their sales team. Instead of guessing what’s going on, look at the data provided on the Most Used Team Template and learn what’s popular and working for your team. Take that information and coach them along and provide actionable next steps.

6. Your Top Performing Template: Boost Your Productivity

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Stop copying and pasting your emails. Instead, save two minutes per email and use a template. Keep a lookout for the Your Top Performing Template card to amplify your productivity throughout the day.

7. Top Reps Across Your Team: Eye on the Competition

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Sales reps are naturally competitive. They want to get ahead on their deals and climb up the leaderboard. Great sales reps will have their eyes glued to the Top Reps Across Your Team card to see who’s moving through the ranks and where they land.

Make a game of it – send more emails, improve your messaging and stay hungry for the top of the leaderboard.

8. New Template Shared With You: Help Others in Their Day-to-Day

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Even if sales reps are competitive, some still want to help their peers out. Winning sales teams however will share their most creative emails to see what works.

9. Your Top Performing Email: Get Insightful Research

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You already use Tout’s tracking, templates and analytics in your sales process. With the Your Top Performing Email card, get all the research and information you need (because this card is all about you). Get hyper-personalized and real-time insights on how this particular email is your secret weapon and know exactly when to use it next.

10. New Shared Group: Be Strategic

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Here’s the use case: a sales rep closes an upsell deal and shares a new email group to that company’s Customer Success Manager to facilitate the onboarding process. Cross-team collaboration for the win.

 

Have an even more creative way to use Sales Beat? Add yours in the comments below. And for more information on how to get your team on Sales Beat, contact Sales or watch this video:

The Key is Company Culture (And Why It Matters)

Work isn’t easy. It should be a challenging and rewarding experience all at the same time. But what makes it all worthwhile is your company’s culture. Culture sustains and breathes life into every employee – and it’s one of the top reasons an employees joins and stays on your team.

We here at ToutApp highly value and covet our company culture. We’ve adopted the #iclosedeals mantra and have applied it to every role at the company. Yes, every role. I’m the company’s storyteller – but with every piece of content, tweet or product write up – I’m closing a deal. For an Engineer, every time he deploys a new feature or writes new lines of code into the database – he’s closing a deal. #weclosedeals at ToutApp.

So what does a sustainable company culture mean to the evolving roles within sales and marketing? And why does it all matter?

A Common Purpose

Sales and marketing share a common purpose in their respective roles at the company – they want to bring in new customers and add to the company’s revenue. It’s the leadership’s responsibility to make that crystal clear for every new hire from day one. If everyone has a common core understanding of their purpose, it leads to a collaborative environment across teams and the entire company.

Employees, no matter department, want to know that what they’re doing is making true impact and adding value to their company. They want to feel valued for their work and contributions.

Training and Competency Check

The words “work training” for any employee have the connotation of being boring and dreadful. A three-hour long training session in the middle day on a Tuesday? No thank you. But, if it’s already ingrained in your company culture to have collaborative and effective trainings – employees will flock to these meetings as a chance to top off their skill levels and check up on their product competency.

For sales and marketing, a cross-training session is step one in aligning the the two teams and bridging the vast divide between them. So, leadership team – don’t be afraid of scheduling those long meetings – in the end they matter and lead to high productivity for all parties involved.

Two-Way Communication

Communication is the key to happiness. Sales happiness, customer happiness or engineering happiness. An open, two-way communication channel between sales reps to managers, sales reps to marketing, managers to leadership and even employees to leadership – it’s important.

Employees should look forward to walking through your company’s office doors in the morning. While the work that do during the day should be challenging, company communication should not be. An open culture of communication leads to happy employees that are more willing to break the mold, be more productive and are more likely to go above and beyond.

Growth Path

As we’ve discussed in length the importance of instilling a common purpose for all employees, an efficient training method and keeping an open channel of communication – all of this is great and needs to lead somewhere. Employees want to know that when they join a team, there’s a potential for growth.

Make it a priority. If you’ve got an entry-level Market Development Representative who is fresh out of college – let them know of the opportunities that lay ahead for them, should they succeed in their role. If you’ve just hired your first Marketing Coordinator, ask them early on what they’re interested in and align their goals with their future.

In Conclusion

As your company continues to grow, don’t lose track your identity. Company culture is more important than you think. Develop a culture that will never stop evolving together as a team.