The 90 Second Last Ditch Effort That Closes Deals

I closed a deal today that otherwise would have been lost without an incredible sense of personal touch. Spoiler alert – the actual email I sent is included below.

Here’s how it went down:

My competitor had swooped in and was in the end stage of a deal I had been working on for months. I knew we were a better product and long term partner for this customer, but they knew we were more expensive and I didn’t show enough value in my demo. Email and voicemails weren’t doing the trick – so I got creative and went to YouTube.

A few months ago, I introduced ToutApp to a customer that was just starting to define a new sales structure. Several reps on the team tried the product, but with their shifting end of year priorities the timing wasn’t right to move forward.


Some new hires were more familiar with the competitor, and without running another trial, the key differentiators weren’t compelling compared to the convenience of using something familiar.

I heard that the discussion on next steps no longer included my company. I had to prove they were buying more than software – they were buying a partnership that would truly help their team grow. However, my last call to the VP asking for two minutes was politely declined.

It’s end of quarter, with a board meeting coming up, we’ve already decided, thanks but no thanks.

All you need is 90 seconds

Two options: Mark this up as a loss, or do something unique that would convince him the extra work to reverse the decision was an important use of his time. I recorded a 90 second video of myself discussing the three specific reasons why he should reconsider a partnership with ToutApp. I recorded and edited this through iMovie – and only took 10 minutes total.

How I won

In case he didn’t have time to watch the video, I summarized the reasons in the email. The video was completely personalized to him, and included his name and LinkedIn picture in the intro frame. I knew this was my last chance to earn their business, so I wanted to give it a shot.

My email:

Subject: I recorded a video for you {{first_name}}

Hi {{first_name}},

I want to be respectful of your time, so I recorded a quick video message (90s).

In case you don’t have time to watch, I cover:

  1. How [Similar Customer] switched to ToutApp from [Competitor] and 1 rep on their team booked 21 meetings by using [specific feature]
  2. Best long term partner
  3. Innovation leader – our vision

I hope we can jump on one last call before you decide, and would like to introduce you to our CEO to explain further about our product vision.



Why you should try this unique touch for your deals too

By no means was my video particularly compelling, but it was the act of showing I cared about his team, his goals and his time that helped me standout. I’m looking forward to working with this team, and hope this story helps you go the extra mile for your customers.

This article was originally published by Dan on LinkedIn. Add Dan to your LinkedIn network here and follow him @justdansmith

Namely Uses ToutApp for Hyper Growth

Imagine a world where all your HR needs are rolled into one easy to use platform. Luckily, Namely fulfills that need and is building the future of HR. Their full suite of HR tools include a modern HRIS, payroll, benefits, performance management and more.

Chris Flores, Manager of Inside Sales, and his team of sales reps use ToutApp everyday to reach their sales goals and stay productive.

“The first time someone is exposed to something like ToutApp, it blows their mind. If everyone is using technology like ToutApp, we’re going to get better as salespeople, as professionals. And, at the end of the day, the entire company can grow from it and we just get better and better.”

Learn from Chris and his team in our latest video case study:

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.

Don Draper is One of the Best Closers

One of the best salesmen in recent history is rarely seen without his classic and impeccably tailored American suit, a white button-down dress shirt, a pocket square and long trench coat. He’s often heralded as a creative genius and his official title is a Creative Director at an Advertising Agency. Don’t be fooled though – he’s got grit, a razor-sharp insatiable desire to win deals, an incredible sales acumen and the tenacity to take action with any prospect.

Albeit fictional (and technically an Ad Man) – Don Draper has the makings to be one of the best salesmen.

This upcoming Sunday marks the end of an era. We’re closing the books on the 60s, the entire Mad Men gang and Don Draper himself. Before we send off Don & the Gang, let’s recap the five best pitches, speeches and moments that proves that Don Draper is one of the greatest salesman in history.

1. You Are the Product: Mad Men Rules

Watch show creator, Matthew Weiner, and the cast of Mad Men talk about the voice and allure of Don Draper.

2. Don Selling “The Carousel” to Kodak

Mad Men – Selling “The Carousel” to Kodak from Miko Photo on Vimeo.

Quite possibly one of the best moments in TV history. After Don’s emotionally stirring pitch, the Kodak execs are left speechless and awestruck.

3. Don Draper & Lucky Strike

Much of Season 1 revolved around the Lucky Strike account – in his final pitch of “it’s toasted,” Don finally wins them over.

4. Draper, Sterling and Dow Chemical

Imagine if every salesperson said that above line to their clients – think about how that would change the sales world.

5. Don Draper & Life … Cereal

In this episode, we see Don’s life pre-Ad Man. In his previous life, Don was a fur salesmen and a relentless follower of one particular client: Roger Sterling.


When Don pitches a concept, much like a sales pitch, he does it in person. He’s wearing that perfectly tailored suit, his hair is neat and he’s usually standing–giving him the leverage of authority while talking to his clients. In the 1960s, this is how the advertising and sales world functioned. Today, there’s less of the whole business-lunch-handshake song and dance.

Even though we’re no longer living in the Draper era of sharp suits, the core of the sales industry is still the same. It doesn’t matter what you’re doing, there’s always an aspect of selling to it.

We’ll miss you Don.

It’s Q2, it’s time to hire a stellar sales manager

As a growing company – whether you’re a startup with funding or a bootstrapped one – hiring the right sales manager is one of the most important decisions you’ll make as a company. Hiring a sales manager means growth and a welcome shift in responsibilities. So, where do you start?

Depending on the type of sales manager that your company is looking to hire – you should compile a list of responsibilities that will befall upon your soon-to-be-sales-manager. This list could include assembling and managing a SDR team, generating leads through deploying content marketing or managing new business and existing accounts.

We’ve talked extensively about the importance of building a holistic sales team from SDRs to AEs. Now, what about the next step? At the heart of every good sales team is a reliable, resilient and incredibly motivating sales manager.

If you look at the profiles of sales managers, you will find that many of them have a BA in Business Administration, Economics or Finance. It’s certainly not an immediate qualifier, but can be helpful in managing a growing sales team – as those degrees are generally strong in applying data and analysis.

Alongside a formidable education, sales managers typically possesses equally admirable characteristics and traits:

  • High energy and drive to motivate their team
  • Strong managerial skills and prior experience managing a team
  • Steadfast integrity
  • Excellent communication skills and an affinity for mentorship
  • Able to maintain a positive attitude

You don’t need to tell me twice that sales is essential. Every sales team needs to be staffed with the best sales reps and sales managers. Sales managers are in the unique position to influence and empower sales reps to their full potential. And they’re becoming more of a full-company liaison and partner with all parts of the company – from IT, Marketing, Customer Success and of course, Sales.

Don’t just take our word on how to hire the best sales managers, watch our video below on how three sales managers make the most of their day and coach their teams to success.


Image: Nexmo’s Sales team. 

Salespeople are becoming mini-marketers

Think about the daily challenges that a salesperson faces – whether it’s a difficult call, a hard to find prospect, a fierce competitor within your space or an uninterested party. It’s tough out there. Often, a salesperson is juggling more than one challenge at a time. So, how do you combat the daily sales war?

Content Marketing.

We’ve talked extensively about aligning sales and marketing and how the alignment can fuse a stronger bond between the two teams and transform your organization into a well-oiled machine.

But, I’m in sales – why is content marketing important to me?

Well, here are the facts: content marketing has the opportunity to do and be anything. It’s marketing and it’s sales. It’s what you make of it. 79% of CMOs think content is the future of marketing. As marketing evolves, it only makes sense that the sales world evolves alongside it. It’s not a trend, it’s a movement and the movement is this: salespeople are becoming mini-marketers.

Here’s how to evolve and adapt the movement:

Create a Meaningful 5×5 Campaign

Content marketing has become critical for modern marketers in increasing web traffic, generating leads and driving pipeline and revenue into your sales funnel. Wait a minute, I want all those things for my sales process – how can I jump onboard?

It’s time to integrate an effective contact strategy called the 5×5 method that combines all the efforts of a content marketing campaign with your sales savviness.

As the name defines, the campaign consists of five tactical steps of contact that are pre-planned and at a invariable cadence:

  1. Introduce yourself
  2. Provide value
  3. Offer help
  4. Engage for feedback
  5. “The ask”

Each stage of the campaign offers a unique perspective and tailored messaging to the daily challenges that each prospect may face. Your audience reacts to content that builds trust. Content that is human, personable and relevant all help in building trust between you and your prospect. With a meaningful 5×5 campaign, it’s the only way to stop top of mind and build trust.

Create, Engage and Iterate

Once you’ve got a few campaigns under your belt, don’t just stop there. Even if you’ve got an incredibly engaging email templates and are leaning on company-branded content – that doesn’t mean you set it and forget it. Don’t forget to look at engagement data and iterate your campaigns.

Think about it: is your plan of attack for every sales call the same or do you iterate and mix things up based on your specific prospect and their needs? (I hope your answer is yes).

In a report conducted by Sirius Decisions, it defines content as “all information components produced by marketing to communicate ideas and transfer knowledge to buyer and seller audiences [and] plays a critical role in driving demand.”

So, to drive demand – you need to create compelling campaigns, engage with your prospects and company-branded content and iterate on your entire process.

5×5 & Social Selling

Let’s talk about distribution. Email is great. It’s the standard for a great 5×5 campaign. But, what else is out there?

The advent of social selling and connecting via social will do wonders for your 5×5 campaign. If anything, you can look at social selling as your 5×5 method 2.0. If email has got you in a rut – try applying the 5 steps in a 5×5 campaign into your social selling tactics.

Often, the steps required to move content across channels is complex. With conceptualizing and executing a pre-planned and disciplined campaign is the key to being truly effective.

Get Started

So, whether you’re going to start crushing leads via email campaigns of social selling campaigns – don’t hesitate and start right now. Remember, salespeople, don’t be afraid in becoming mini-marketers.

How to Effectively Use Engagement Data to Accelerate Your Sales Process

Engagement is more than a buzzword. When a customer engages with your product, platform, blog, tweet, Facebook post, LinkedIn update or email – it means that you have their attention. And, as we all know, attention is fleeting.

Your product has to be good enough for them stay.

Your content has to be informative enough for them to keep reading.

Your sales call has to be appealing enough for them to continuing listening.

To say the least, engagement data is extremely important. It helps us, whether you’re in sales or marketing, understand how active and interested a customer is with you.

As a modern salesperson, you want to be everywhere your customer is. Being active on LinkedIn, Twitter and Facebook is your opportunity to be exactly where you customer is at any given time. It’s a place where you can join the conversation and contribute in a meaningful way.

LinkedIn, Twitter and Facebook all provide insights into your engagement data–don’t let that Analytics tab go idle, you need to look at the data provide and use it to your advantage.


Your first step in understanding LinkedIn’s engagement data is to engage. Before you share the most engaging content with your network, you have to dig around and identify what that content is.

Look at which LinkedIn posts have the most likes and comments and analyze what are the key points in each piece of content and apply that synthesis to your content creation approach. The secret sauce to effectively using LinkedIn engagement data is to look at the data, analyze it and curate your content, comments and likes to what works.


Twitter is a great place to find potential customers and converse with an audience in real-time. Twitter’s analytics tools does all the heavy lifting and synthesizes your engagement data for you (which can be found on your Analytics tab). Twitter defines engagement as “the number of times a user has interacted with a tweet” — whether it’s a RT, favorite, #hashtag, follow or reply.

Understanding Twitter’s engagement data is a no-brainer. The higher the number = the more engagement. So, what do you do with that data? Analyze the types of tweets and content that’s covering the widest audience net and curate your Twitter feed to reflect that. You can even drill down more in-depthly into the tweets by clicking “View Tweet details” for more information.


In the B2C world, Facebook is known to be the place to get and share information. It’s where individuals go to share about their day, ask for advice and receive pertinent information. It only makes sense that B2B companies move into the platform and share their voice and emerge as the new thought leaders.

Your company’s Facebook page should be findable and credible as a incredibly useful repository of information. When engaging with your customers, the number one rule is to provide valuable content. If you keep a persistent flow of content that your customers want to read, they’ll keep coming back for me. In turn, you’ll gain a credible voice amongst your customers.

Adjust and Repeat

Don’t be afraid to mix content up. Don’t be afraid of A/B testing with tweets. Share different types of content. And even once you’ve figured out what’s working–don’t forget to adjust and repeat the process.

Pose a different question and respond to questions. The process of integrating the analysis of engagement data takes time. But once fully integrated into your workflow, your social effectiveness will grow exponentially.

Mobilize Your Millennials in Social Selling & Content Sharing

Social media is everywhere. It has permeated every part of a company, from HR, Customer Support, Marketing, Corporate Communications, Engineering and Sales. Social selling is here and it’s hard to ignore.

Social selling is the practice of salespeople using social channels to connect with prospects, customers and industry thought leaders to surface content articles of interest, build a personal brand and generate leads. It enables salespeople to position themselves as credible and emerging thought leaders.

We’ve talked about social selling before and we’ve stressed the importance of deciding on your target audience early on in the game. Why? In a 2013 study, it stated that 1 in 4 people will use social media in 2013. It’s 2015 now, and that estimate has gone up. Which means, that’s a lot of people for one salesperson to engage with.

What Does Social Selling Mean for Your Sales Process?

There’s a lot of talk about Millennials and how they’re changing the future. For anyone born from the years 1980 – 2000, they’re a Millennials. And as of today, many millennials are coming to an age where they’re entering the workforce, making buying decisions, they’re your company’s target audience and they’re employees at your company.

In a Goldman Sachs report titled Millennials Coming of Age, it states, “they’re also the first generation of digital natives, and their affinity for technology helps shape how they shop. They are used to instant access to price comparisons, product information and peer reviews.”

How Can You Adapt to the Changing Times?

You don’t have to be a millennial to be a social seller. No matter the median age of your sales team, it’s never too late to mobilize your troops. Social selling isn’t just a trend for your sales team. It should be a company-wide practice that bridges the divide between sales and marketing.

“Given their fluency and comfort with technology, Millennials have more of a positive view of how technology is affecting their lives than any other generation. More than 74% feel that new technology makes their lives easier.” Nielsen Consumer Report, Millennials: Technology = Social Connection

If Millennials lean on technology to make their lives easier, it’s only natural that this fluency translates into their professional lives. Think about it: if individual salespeople are actively listening, engaging and connecting with customers and prospects through social channels–it’s a no brainer for them to leverage company branded, marketing generated content.

Here are the most effective channels for social selling:


Everyone is on LinkedIn. LinkedIn is the medium when it comes to having meaningful conversations with other professionals. In a report conducted by the Content Marketing Institute, it states, “94% of B2B marketers use LinkedIn to distribute content, making it the social media platform used most often (they also say it’s the most effective social media platform).”

As a social sharing best practice on LinkedIn, turn your titles into questions as a way to spark engaging conversations when posted in LinkedIn Groups or your own updates.


In sales, timing is everything. With Twitter, it poses one simple question: “What’s happening?”

Twitter is all about people and ideas in real-time (expressed in 140 characters or less). Success in sales requires knowing when the timing is right to engage. Twitter can help with that.

Every tweet is an active idea. Every RT or @mention is an act of direct engagement. Those are the rules of Twitter, it also happens to be the rules of social sharing and social selling via Twitter. So, arm your Twitter folks with links to blogs, videos and pictures in their arsenal to sell to the 288 million Twitter users.


Facebook has over 1.24 billion users and drives roughly 25% of online traffic through a never-ending stream of updates on your News Feed. The platform is a powerful and complex force, that when used correctly, it can reach over a billion people. What other distribution platform can tout those kinds of numbers?

Start with defining your strategies for engagement, content and conversion. Ask yourself what types of headlines and updates resonate with Facebook users that is different than LinkedIn or Twitter. How are you going to promote and facilitate conversations within Facebook?

The Rules of Social Content & Social Selling

The rules are simple:




The sales world (and the world, generally) has changed. There are 77 million Millennials in the United States and they make up 24% of the country’s population. It’s already common knowledge that today’s buyer is more informed than ever. They don’t need to depend on a sales rep to give them information. So, how do we reach prospects? We reach them by being proactive and social. It’s time to take to mobilize them and empower them with resonating marketing content and social selling tactics.

Top 4 Content Metrics You Should Track & Why

86% of B2B companies use Content Marketing.

80% of Marketing generated content goes unused by sales.

64% of teams that use social selling hit quota compared to 49% that don’t.

What’s the point?

With blogs, social selling, podcasts, newsletters and video series–how do you keep track of what’s resonating with your customers and how do you avoid content fatigue?

Simply, there are tons of content metrics that you can track. A few of those metrics serve vanity purposes, while other metrics serve an actual purpose. So, how do you know which metrics to track? In a webinar for content marketers, Jay Baer, a Marketing Speaker and Business Strategist, boiled down the long list of metrics into just four. Here they are:

1. Consumption Metric

Question Answered: How many people viewed this piece of content?

The word consumption means the reception of information, and as a content metric, it’s an indicator of how valuable your content is to your audience. Was the title of a blog post worthy of a click? Was a video worthy of a view? Was a whitepaper worthy of a download?

This consumption metric directly tells you how worthy a piece of content is to a reader.

Sales Benefit: In understanding what your audience reads and deems worthy of their time–this information can then be used to inform your talking points and prospecting emails.

Marketing Benefit: Traffic to that specific type of content and a clear indicator of what your audience actually cares about. If your audience reads a lot of customer stories, but not a lot of top 10 pieces–it helps you shape your editorial calendar.

How to do better: Create content that is relevant, compelling and overall interesting for your audience.

2. Sharing Metric

Question Answered: Did this piece of content resonate enough for a someone to share it?

Closely related to the consumption metric is the sharing metric. Once your audience has deemed your content is worthy of their click or view, the next step in content worth is if they share a piece of content. Was your piece of content effective and valuable enough for a reader to hit RT, Like or comment?

Sales Benefit: As more and more B2B buyers are looking to social channels, customer testimonials and independent research before talking to sales, they’re becoming a more informed buyer. It’s up to sales to understand the sharing metric and use it to their advantage. Capitalize on the sharing metric to get the upper hand in social selling and thought leadership.

Marketing Benefit: In line with the consumption metric, the sharing metric is a barometer for marketing to fine tune their editorial calendar for content that’s shareable and socially engaging.

How to do better: Make it dead simple for readers to share your content. If blog posts are your main form of content, make sure each post as a Twitter, Facebook, LinkedIn, Pinterest, Pocket, Buffer, etc. button.

3. Lead Generation Metric

Question Answered: How often did a piece of content result in a lead?

In an ideal world every piece of content would convert the reader into a lead, then that lead would turn into a closed deal. However, the world is not like that. Instead, your company can track the lead generation metric through gating (the reader must complete a signup form) before reading, watching or downloading content.

Sales Benefit: With each completed signup form, the lead gets collected and transferred into your pool of inbound leads. Your inbound team can then qualify the leads and thereafter conduct the appropriate process.

Marketing Benefit: Alongside seeing the immediate impact on a specific eBook, webinar, video or whitepaper, you’ll be able to see the cost per lead and instantly see a return on your piece of content.

How to do better: Try out gated content on a segmented number of pieces of content and try ungated for the other portion. Then, compare and contrast the quality and quantity of leads collected.

4. Sales Metric

Question Answered: Did we get a return on investment with this piece of content?

Sales and marketing need to be in sync on this school of thought: if a piece of content doesn’t help close a deal, don’t do it. The sales metric sums up your company’s ultimate goal of growing your business. Remember, that in order to track a sales metric, your pieces of content have to be something that’s trackable.

How do you do this? By taking extensive notes on what types of content a prospect consumed, shared and acquired through lead generation before closing a deal.

Sales Benefit: After doing this a few times, common behaviors and best practices will begin to surface and you can use them to your advantage in your next deal.

Marketing Benefit: By tracking the sales metric, you can then determine actual ROI on a specific piece of content and funnel more resources into curating the type of content that closes deals.

How to do better: Take stock of your company’s content library and phase out the pieces of content that aren’t working and replenish the library with metric-validated content.

Metrics Answer Questions

With those four key metrics in mind and paramount questions answered, it’s a no-brainer to get behind it. The only mistake you can make is not using your company’s own content metrics to your selling and marketing advantage.

Header Image designed by Freepik.

5 Ways to Prevent SDR Burnout

Every SDR knows the feeling. It’s getting towards the end of the month, your quota is hanging over your head, and frustration can start to kick in. SDR Burnout is kicking in. Here are the top five tips on how to avoid it:

Celebrate Small Wins

You’re in a slump. Maybe you had a great week previously, but with no change to your normal outreach it feels like your emails and calls this week are being tossed into the black abyss. While booking a meeting is the end goal, it’s important to count the small successes that occur along the way.

  • Did a prospect finally open a fourth or fifth email of yours after never having viewed one of your earlier ones? Sweet!
  • Did you get a “no,” but they gave you the name of someone else who might be closer to the decision maker? Awesome! You’re a small step closer to your meeting.

When you place value on the small successes during the day, it’s much easier to break up the slump feeling,  giving you more confidence on the phone and drive in your email outreach.

Capitalize on Prospecting Momentum

After settling into the SDR role, it’s easy to get accustomed to a normal cadence of outreach.  As an example:

Day 1 – Call, Send Email

Day 3 – No voicemail, Send Email

Day 7 – Call, Send Email

And so on…

If you have a territory of 100+ accounts, it’s easy to forget the fact that these are actual people behind the Salesforce tasks. If a prospect is viewing your email and clicking on a piece of content you sent them, give them a call or send a follow up! Don’t stick to your cadence just because you’ve found it to be the best way to cover your territory. Momentum is important to capitalize on, and it’s easy for a prospect that may be interested one day to lose interest or priority the next.

Actively Build Team Culture

While the SDR manager is tasked with building the most successful SDR team possible, it’s up to the actual SDRs to build that team element into the culture. Our entire Tout SDR team hangs out outside of work – Tahoe trips, bar nights, concerts, and soon to be Stagecoach. Because we all bought into the team element, not only are we more successful (as we share tips and best practices across the group), but we have more fun! It makes it much easier to deflect the inevitable rejection when you’re surrounded by a supportive group of people that are in the trenches with you (shout out Vince, Nicolette, and Belinda).

Don’t Take Rejection Personally

This one is said all the time, but it’s super important and worth repeating. Remember that when a prospect says “no,” they aren’t saying no to you personally, they are saying no to the product, the company or any other number of things.

I think one of the greatest factors in SDR burnout is that people can’t handle the rejection aspect. I read about a team that uses the number rejections as one of their performance metrics for new SDRs. While we don’t use that at Tout, it’s a pretty novel idea as it stops making rejection personal for newer members of the team.

Have fun with your prospecting outreach

At least once a day, I hear one of our SDRs laughing about a new template they just made or a response they came up with. There is plenty of room in prospecting to inject humor, and if done tastefully, it can be really effective. If you’re bored with the messaging you’re sending out, change it up! Check out Giphy for some awesome images to add to your emails, and let us know if you’ve found some great ones!