Introducing: Tout Phone 2.0

At Tout, we strive to make your selling process easier and more productive. Last week we introduced Recommended Templates – an industry first – that predictively bubbles up the right messaging at the right time. Shortly before that, we launched Command Center, a single mission control for salespeople, which leverages all your Tout data to help you take the next step.

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 offered the functionality to quickly click to call your prospect from the Live Feed, Command Center or directly from a contact – we realized a few shortcomings in current functionality.

For example, when using click to call directly from a contact record, you weren’t able to see your prospect’s name or any additional context while you were on the phone.


Tout Phone 1.0


Today, that changes. Welcome to Tout Phone 2.0.


With Tout Phone 2.0, you’re still able to quickly click to call from the Live Feed, Command Center and directly from a contact. However, you now have the aid of contextual history of your relationship with that prospect.


Tout Phone 2.0

And, you can continue to look at that context while you take call notes. Just like before, your call will automatically be saved to your lead or contact record in Salesforce. As sales teams evolve and crave better tools to manage their workflow, we’re constantly improving our platform.

Tout Phone 2.0 is made available today to all ToutApp customers. Please check it out and let us know what you think as this enhanced functionality is a direct result of customer feedback.

The Best Sales Team in the World is at Dreamforce

Day #2 of Dreamforce is in the books. And as Marc Benioff, Salesforce CEO, mentioned in his keynote earlier this afternoon, this year’s Dreamforce event is currently hosting 170,000 people and ten million guests online. That’s a lot of thought leaders, prospects, customers and peers all under one “roof.” No matter if you’re in Moscone West, Moscone North or roaming through the the conference grounds–there’s always something to learn, topics to talk about and someone to meet at Dreamforce.

Dreamforce is all about networking, sharing ideas and learning about new products that will help you grow your business from five employees to 100 or from $1 in revenue to $1M+. Many of us attendees, whether we’re in Sales, Operations or Marketing–we’ve all sold something in our lifetime. It could have been scrunchies on the playground, candy bars door-to-door or even your SaaS product. Even if we’re not all in Sales, we’ve all closed deals. At this year’s Dreamforce, we’re asking you to stop by (Moscone West #121) and take the Sales Challenge:

What’s the greatest deal you ever closed?

Why? Because we want you to share your sales story and we want to learn from you.

If you’re in Sales, we want to know where you got your start and how you’ve transitioned from selling peanut butter and jelly sandwiches to closing serious deals as a Account Executive. We want to learn about you and tell you about the best Sales team in the world.

As we all head out of the Dreamforce floor and into our night filled with dinner, parties and events–let’s gear up for Day #3 of Dreamforce and crush it by sharing the greatest deal you ever closed at the ToutApp booth.

ToutApp Customers: Welcome to Dreamforce #df15

This is Dreamforce week. I like to think of it as the Burning Man for B2B companies. Others have referred to it as the Super Bowl for SaaS. No matter how you look at it, with nearly 145,000 registrants, 75,000 paid attendees, a cruise ship to serve as an annex to supply adequate housing, there is nothing quite like it out there.

As a fast growing B2B startup, you’re always wondering how you want to spend (or blow for some companies) your marketing budget. Dreamforce is a money making machine for Salesforce and it’s quite easy to drop $500k on a 4 day conference.

Over here at Tout, we’ve always favored the creative approach to marketing. We’ve always favored intimate conversations with our customers, celebrating sales culture, and teaching our prospects how to navigate the space and solve their problems as our mantra for great marketing. And this year, we’ve applied the same approach at our presence at Dreamforce.

If you’re here at Dreamforce this week, here are the different ways you can hang out with Touters and learn more about the future of Sales.

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#1 – Share your greatest sales story at our booth in Moscone West #121

What’s the greatest deal you’ve ever closed? What’s the most outrageous sales story you’ve got? And our favorite, what’s the first thing you ever sold? We’re celebrating salespeople at our booth in Moscone West #121.

Come share your story and get one of our incredibly sought after I Close Deals t-shirts.







IMG_4695#2 – Come hang out at the Tout Cave

Want to dig deeper into ToutApp’s offering? Maybe you just want a quiet place to sit and have a drink of scotch. We’ve blocked out some space at the W Hotel where you can come, relax, and get to know us.

You can schedule time here or just tweet at us @toutapp to coordinate.





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#3 – Party at Thirsty Bear

We’re co-hosting a party with InsightSquared, Datanyze, Sales Hacker and others at the Thirsty Bear. Drinks on us. You can register for the party here.







#4 – Lunches and Dinners

For every lunch and dinner times throughout this week, we’ve got tables booked. While Dreamforce meals are Free, they’re not that great. Come have lunch or dinner with our executive team. No sales strings attached!

To coordinate, just email or tweet @toutapp.


#5 – Happy Hour at The Dream Lounge

Our offices are on the 29th floor of 1 California Street. Come enjoy our gorgeous views of the Bay, the Ferry Building, and enjoy some great food before you head over to the Dreamforce Gala.

Happy Hour starts at 4pm. To coordinate, just email or tweet @toutapp. No registration is necessary.



Dreamforce is an incredible opportunity to connect, learn, and party. Just remember to pace yourself! For more information about ToutApp’s Dreamforce presence, see here.

Release Notes: Improvements to ToutApp Performance

Since our last update, we’ve been working on several improvements to the ToutApp performance across the platform including and Outlook:

  • Various improvements to team organizations
  • Live Feed performance upgrade
  • Fixed an issue in Outlook causing crashes
  • Fixed an issue causing the Outlook live feed to not properly update after a long period of time
  • Improvements to tracking system to prevent abuse

Every new release of ToutApp includes improvements to our infrastructure and overall performance. As new features and bug fixes get rolled out, we’ll let you know. Thanks for your feedback!

Tout Tips: Social Selling Talk with Meghan O’Donnell

What is your definition of Social Selling?

I’d say that Social Selling is about having a professional presence on social media and also having an awareness of what’s going on. You don’t have to be engaging all the time, but having a persistent professional presence on a few social channels to keep in touch with prospects or opportunities is the key to Social Selling.

Which social channels do you use in Social Selling and how do you use them?  

Professionally, I use LinkedIn and Twitter.

On LinkedIn, I connect with every person I have a conversation with or meet in person. Some people are picky about who they connect with, whatever is right for you go for that. And don’t forget to write a personal note, even if it’s simple. Taking the time to personalize your note will go a long way. Over the years, LinkedIn has changed their UI and now they make it effortless to stay updated with people when they get a new job or a work anniversary.

On Twitter, I’ve seen a lot of success and have developed a large number of relationships by RTing, commenting on tweets and thanking people for sharing content. Those activities have turned into great relationships and friendships where we’ll DM (direct message) each other and stay on each other’s radar.

How did you get involved in Social Selling?

I had just started my career in Sales and Koka Sexton came into the ToutApp office and did a training on Social Selling for our small team. At the time, I only had a LinkedIn for my digital resume and barely used Twitter. Koka’s training was inspiring as he told us all about Social Selling, how to stay relevant and told us how he built his social presence.

As an internal ToutApp fun fact, I also started on Social Selling because I wanted to get more followers than Daniel Barber. Between Daniel, myself and two other reps, we had an internal competition of who could get a hundred followers in a day, then a who could break a thousand followers, etc.

As Sales moves towards an Inside Sales model, how do you think Social Selling is bringing back the 1-to-1 communication?

I think in our generation, social media is huge–with Instagram and Facebook, we’ve been conditioned to update those personal networks and engage with other people’s updates as well. Since staying connected is a huge part of our personal lives, bringing that mentality to a professional setting is transferrable. On these professional networks, a new sales rep can learn a lot and gain a lot of valuable insight without having to have 1-on-1 communication.

Social Selling allows you to get to develop relationships that you’re not able to make just by talking business on the phone or right after a demo. When you’re able to go onsite and talk to the team you’re selling to–people are more likely to open up and you can interact them easier, and so Social Selling gives you that 1-to-1 insight and allows you to have outside conversations.

Many people aren’t fans of the term Social Selling, what’s your take on the term?

I don’t mind the term, but for my strategy it’s not about selling. I utilize these platforms to build relationships, understand people’s priorities, and be social. And so, if opportunities come in later or if there’s a way to leverage those relationships, then the selling part comes in.

How do you fit Social Selling into your workflow?

Having the right tools to help you stay updated on the topics you care about is really beneficial to keeping Social Selling part of your workflow. Blocking off time at least once a day to go through your Twitter feed to read, comment and share is a great process. The third thing I do is whenever I get off a phone call with someone, I connect with them on either LinkedIn personalize the message based on our call.

Even before calls, I use LinkedIn to research who I’m about to talk to on the phone and I look at if we have mutual connections or where they went to school, etc. I bring the information that I find on LinkedIn into my calls and sales cycle.

Any final tips for people who want to get started on Social Selling?

For all the social channels that you decide to use professionally, you should have the same handle and picture across all the channels. This goes into building your professional brand and makes it easier for other people to find you.

Lastly, tell me why you’re Meghan “Oops I Close Deals” O’Donnell.

When I was an MDR and I’d always ask if I could close a five-seat deal because they were ready to buy ToutApp as an inbound lead, so TK started calling me Meghan “Oops I Close Deals” O’Donnell. Then we all went to New York in April 2014, and TK spoke at the Sales Hacker conference and we all wanted to live tweet the event–so I created a Twitter handle and landed on @oopsiclosedeals.

Release Notes: Improvements to Tout Integrations

Since our last update around product speed, we’ve made a serious of improvements across Tout and our integrations with platforms like Gmail, Outlook and Salesforce.

Over the past few weeks, we’ve resolved:

Gmail Specific Issues:

  • Additional logging for an issue where Gmail drafts are lost

Outlook Specific Issues:

  • Inconsistency with the Live Feed loading
  • Memory issues

Salesforce Specific Issues:

  • Using Push to Tout in Salesforce wasn’t working consistently for some customers

Every new release of ToutApp includes improvements to our infrastructure and overall performance. As new features and bug fixes get rolled out, we’ll let you know. Thanks for your feedback!

Release Notes: Speed Performance

Today, we’re happy to tell you about an improvement to that increases speed, load time and performance site-wide.

At Tout, we have a number of background workers that process everything. They do all of the work for us, so you don’t have to sit around and wait for your email to send.

Or for tracking events from your big fish prospect to filter into the Live Feed.

Or for your reps activities to post in your CRM. Or for you to share a template with the CSM team.

Or for your post to get shared in Salesbeat.

Or… you get the point.

Lately, though, you’ve been having to sit around and wait for those things to happen.

And you know what? That sucks.

But We’re not going to let you sit around and wait for a minute more.

We’ve added significant capacity to the workers that process those actions and events. We’re committed to make sure that everything happens lightning fast.

Here’s to not sitting around and waiting.


Every new release of ToutApp includes improvements to our infrastructure and overall performance. As new features and bug fixes get rolled out, we’ll let you know. Thanks for your feedback!

Tout Tips: Social Selling Talk with Dan Smith

In our newest series, we’re talking to Social Sellers and their origin story with Social Selling, how it fits into their workflow and how it benefits them. We’re calling it Tout Tips: Social Selling. Stay tuned every week for a new interview with an Account Executive, Sales Development Rep or Market Development Rep. 

Read our first talk with Dan Smith, Account Executive. Follow Dan on Twitter and Connect with him on LinkedIn.

What is your definition of Social Selling?

I define Social Selling as a way to have a better conversation based on what I know about what a prospect cares about. Social channels like Twitter, LinkedIn or Facebook allow me to see different facets of their life and understand what’s valuable to them. I think the problem with Social Selling is that it’s easily abused by people who don’t focus first on building strong relationships or they think this is another way to get in front of their prospects and start stalking their prey instead of actually creating a mutually beneficial relationship with them.

How did you get involved in Social Selling?

I got into Social Selling through Koka Sexton. I liked what he was doing and he came into ToutApp for a training. At the time I was brand new to Twitter and knew that people were using it – but I didn’t know how to get started with it on a professional level. Koka described the types of conversations that you can have through Social Selling as being unique that you can’t get on any other medium. I was intrigued.

I tried Social Selling on Twitter and started following people who wrote interesting articles that I cared about, and so that was my early taste for Social Selling. With that early taste I realized that Social Selling isn’t about adding noise or reading a lot of content, but it’s about starting a conversation and interacting on a different medium other than phone or email.

Usually all relationships start off with a cold outreach, but a good way to start a conversation is to show interest with that person and Twitter gave me a great way to start that conversation. It gave me another way to touch base with someone. You can see who people are based on what they post, what they care about and what they comment on. And so having conversations directly about what they care about is a powerful way to build great relationships.

Do you have a preferred social channel?

LinkedIn is my preferred channel. I sell to sales people and I think there’s more valuable content on LinkedIn because people display themselves in more professional way and you can see what they care about very easily. If someone is strong on LinkedIn they’ll have a summary page, videos about themselves and projects they’ve worked on. I can now do better research on the company and person while knowing a bit more about where their focus lies.

There’s a stronger engagement rate on LinkedIn than on Twitter. Unfortunately InMails are becoming more like Twitter DMs and it has become so over automated by so many people, they usually get instantly deleted or declined.

LinkedIn is also a fantastic place for individuals to start their own blog. Some of my posts have kicked off some of my strongest professional relationships, started conversations in companies or people I’ve never heard of, and allowed both my personal brand and the company I represent to flourish.

When did you realize that Social Selling was right for you?

I think the moment that I realized Social Selling was really successful was when I tried something new to win a deal. I went to video to try and re-engage with a lost customer. It was an interesting learning experience that’s a bit outside of Social Selling because it was a different 1-to-1 touch point. But the part that is aligned with Social Selling is when I wrote a blog post and explained how I went about creating it, the philosophy around it, what happened and how other people can learn from it. For me, the goal of the blog was to start conversations and it ended up being a really powerful conversation starter and it inspired other Salespeople that I didn’t have a relationship with directly.

It’s a huge step to go from curation to creation. There’s no way to harness it, you put it out there, people talk about it and learn about it if it’s helpful. When the content is helpful and you start adding value, it starts unique conversations that helps grow your brand and your company’s brand. When someone has a question – they’ll remember that blog post and they’ll come back to you.

That is what’s powerful about Social Selling.

How do you fit Social Selling into your workflow and what kind of content is compelling to you?

I have emphasized Social Selling in my daily routine. I spend about 5-10 minutes specifically on Twitter and 20-30 minutes throughout the day on LinkedIn. The morning is about getting interesting articles, seeing if my connections have posted a blog post and checking out what people are talking about. Then periodically throughout the day I’ll go back and read through LinkedIn.

When I do find interesting articles, I use an social automation tool called Buffer and space out my posts so people can find value throughout the day. I constantly post about things that I’m passionate about, which are sales related, email related, best practices in Sales and time management.

I balance my articles between 90% business and 10% personal so people know that I’m a real person.

But it’s still all related to this brand that I’m building because I want to be consistent both on how I’m displaying myself and what it would be like if we had a real conversation. I want people to know what the conversation would be like before they talk to me. It’s important to be authentic when you’re doing Social Selling.

Are there etiquette rules involved since not all Social platforms were created equal?

Absolutely and that was the scary part about getting into Twitter for the first time. I knew LinkedIn and used it for job hunting. Twitter is very interesting and I don’t think you should follow all your prospects. I think that if they tweet specific things that are interesting to you, you can follow them. But I don’t think you should follow them just so you can have another way to DM them because they’re not picking up your phone calls or responding to your emails.

But, if you genuinely start a conversation based on what they wrote about, then that’s fine. I don’t think you add someone on LinkedIn and your first message to them is trying to sell them. That’s poor form. For LinkedIn, the only time you should ask for a connection is when you feel that there’s a strong connection there. It’s like a first date, you don’t want to get married on the first date, you want to figure out who they are, what they care about and if there’s a strong fit.

Like any tool, it’s important to learn how to use it and not just get the basics and run with it. There are rules and a right way to do something, and I think people should try and be willing to try it out, be uncomfortable and possibly fail. But it’s dangerous to do something that would impact your personal brand negatively. You have to care about what you post and share as it will impact how the world will see you. And if you don’t take that seriously, you’re just going to create noise when Social Selling is all about creating value and bringing something to the table with your perspective.



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!


Release Notes: Tidying Up


This week, we’re happy to share an array of positive improvements to our product – from UI glitches to feature enhancements. These upgrades to Tout are a direct result of your feedback, so please, keep it coming. Read on to get the specifics around what went out in our latest release.

Bugs Fixed:

  • We fixed a lone comma that appeared if a contact has a company but no title
  • There was an error that would prevent users from accurately filling out our Sign-Up form
  • We now allow for 50 contacts to be bulk-selected in Relationship Groups – which is the maximum number of contacts allowed to be sent a custom group email
  • We improved delays in posting event data in Salesforce
  • We fixed an error around CSV uploads to the Relationships page

UI Glitches Resolved:

  • When refreshing a Relationship Group, a styling issue with the number of contacts in the group was fixed.
  • It is no longer possible to accidentally delete the ‘Failed Delivery’ or ‘Delivery in Progress’ filters in the Conversations page.
  • In the Settings page, Step 4 now accurately takes users to the page to set up their Email Delivery Channel
  • Notes on a contact now consistently appear on Contact Details
  • You’ll now visually see when your changes in your Salesforce Settings are saved in Tout
  • Templates that use numbers and characters (ie -3×3 04/2015) are now linkable


Every new release of ToutApp includes improvements to our infrastructure and overall performance. As new features and bug fixes get rolled out, we’ll let you know. Thanks for your feedback!