Why your Enterprise Sales Team Needs to Get Honest

A Tale of Two Teams

Two teams at competing companies sign up for a productivity app. Both are large, aggresive sales teams with big budgets and overlapping products. One of them takes full advantage of the app's collaboration features with tons of management buy-in; the other team is unable to be truly be transparent and collaborative and suffers from lack of leadership. So who wins? Which company is ultimately more successful?

You know the answer as well as I do: the more collaborative team. In the end, though, it’s really easy to recognize this as a successful model, but it’s really difficult to act on it. At a past employer, I struggled through a corporate job at a major tech company where this was the case; there were many complaints about a lack of internal transparency, but no one really stood up to change this. In the end, though, this is a detrimental cycle that only hurts you, the company, and your job. 

Ultimately, it all comes down to this: someone has to either step up to reshape corporate culture to be more transparent, or the company will flounder.

The latest shake-ups at Yahoo are a clear example of this: the company floundered under weak leadership; now, the appointment of a new CEO has led the company in a far more decisive direction. The decision to “open the kimono” and really communicate across the team doesn’t just lie with management. Each employee has the choice of whether they want to get candid, and this can have far-reaching effects. 

Sales Teams Need to Communicate – Here's Why

Sales is an especially challenging arena to be transparent in. It’s a department that’s traditionally based on competition. But the best salespeople out there can’t just be competitive – they need to be team players. Each salesperson brings a unique strength to the table – whether it be an insight into messaging that works, a secret to better prospecting, or a wealth of connections in their personal network. Uniting these strengths together is what makes a sales team unstoppable and their company more successful.

While working at Tout, I've dealt with a lot of teams with different organizational structures, and I’ve seen that initial model I mentioned of two competing companies with different internal structures. That’s why, in creating a sales productivity app, we’ve gradually shifted our whole ideology from the individual salesperson to the team model. There are a lot of sales team collaboration features in ToutApp – template and group sharing, deep CRM integration, team analytics, and best practices on which templates work best.

I see a ton of startups and smaller companies taking huge, huge advantage of our team collaboration features. It’s the larger companies that struggle with a sense of appropriateness, openness, and clear leadership. And, ultimately, the ones who are able to behave with a truly transparent attitude are the ones that will differentiate themselves from the competition. 

So go ahead and share a “secret” or best practice with your boss or coworker. Help teach them something they didn't already know. Pass on your knowledge and talk frankly. You're not creating competition for yourself or giving anything away – you're helping your company and becoming a leader. 

Toutapp Helps Lawgical Increase Engagement

Our featured Team of the Week entry comes from Lawgical. Every week or so, we'll profile a different user group who uses our app to improve their email productivity. If you would like to be featured in the future, you can apply here.

About Lawgical

Lawgical is an online marketing company that serves select legal niches. We have a number of brands such as ServeNow, PInow, AboutBail, and the Legal Talk Network that are recognized as industry leading networks for the legal communities that they serve. Our activities range from building our networks to actively promoting the products.

How Lawgical uses ToutApp


ToutApp is an incredibly useful tool for outreach and sales productivity. We use it throughout our marketing and sales departments to create and enhance engagement with clients and leads.

An example of how we've used ToutApp is in communications with governmental agencies for marketing projects. The responsiveness of agencies and their bureaucracies can vary greatly. So being able to view whether they opened or clicked on our emails has guided our communications, especially for when and how we follow up. As a result, we've increased the number of responses to our requests and gotten much better project results.

Beyond just tracking, the ability to create and use templates within ToutApp has helped us routinize and refine certain processes to make them faster and more efficient.

Team of the Week: Ambassador always has their Live Feed running

Our featured Team of the Week entry comes from Derek from Ambassador, writing this on behalf of his sales team. Every week or so, we'll profile a different person who uses our app to improve their email productivity. If you would like to be featured in the future, you can apply here.

At Ambassador, we help companies track and manage customer referrals. We'll let you reward your customers (or affiliates) for referring their friends, family, community, or users to you. Once you've tracked referrals, you can issue cash rewards using our integrations with Paypal and Dwolla. We're a hustling Techstars NYC startup in the one and only Detroit, Michigan. I'm managing our sales and customer service communications.

We LOVE ToutApp because we can see how effective our emails are at educating new customers about our product and its features.

ToutApp also lets us see which attachments are opened, when people reference them, and when they go back to review them. Tout also lets us know that a follow-up email has been read or clicked, letting us know that it was compelling to the recipient. Really useful – I always have my Live Feed running!

User of the Week: Eric Wu from Bracket Labs

I'm one of the founders of Bracket Labs. We're a Boulder, CO startup building enterprise software apps for the Salesforce AppExchange. Our apps are TaskRay and Campaign Calendar, and together they're helping thousands of sales and marketing people around the world work more productively in Salesforce.

We're a small company, so as a founder I wear a lot of different hats. One of my primary roles is sales, so I spend a lot of time talking to customers who have found our apps through the AppExchange and are looking for more information so they can make a purchase.

I love ToutApp for three big reasons:

1) It helps me do more faster! We have a set of emails we send to new leads to help them understand the apps and determine whether there's a good fit for their team.

ToutApp has allowed me to send (and schedule) my emails in a way that has reduced my time per lead by about 30%.

2) The ability to deliver nicely formatted, trackable follow-up email responses from within the Salesforce Leads tab but sent from my own email address (rather than Salesforce's mailer) is great because I don't always trust the deliverability of the Salesforce mailer.

3) The Live Feed of activity on my sent emails is awesome and gives me new insight on customer engagement with my emails. I can prioritize my follow-ups based on their activity and interest level, timely response to an engaged customer is a big part of showing them you're paying attention and you are ready to help.

Every other week, we'll profile a different person who uses our app to improve their email productivity. If you would like to be featured in the future, you can apply here.

User of the Week: Reese Miller from Superhero IT Services

Hi, I'm Reese Miller, the head of Business Development for Superhero IT Services. I help identify and reach out to people who could benefit with some help with their IT infrastructure.

We do everything from cloud consulting to email marketing, so I need to stay productive and organized with my emails. Once I have a list of leads to reach out to, I'll send them each a personalized, templated email.

Seeing which leads have the most engagement through ToutApp lets me prioritize them.

I'll usually give a call to the people who have the most views or clicks on an email, and this helps me close a lot more deals. We've been using Tout for nearly six months now, and it's made a huge improvement to our sales process.

If you are a small to medium-sized business and need help with your IT, shoot me an email and I'll connect you with one of our superheroes. 

Every other week, we'll profile a different person who uses our app to improve their email productivity. If you would like to be featured in the future, you can apply here.

User of the Week: Creighton Green


I co-founded a startup company called Aptivada. We work closely with TV stations, radio stations, and other media outlets to help them quickly grow their social presence. Our apps, tools, and media-specific consulting drives exciting results.


We send a LOT of the same e-mails every day for customer service, sales, and marketing.

ToutApp helps us work smarter, and much faster by providing a suite of tools and features to make sending e-mails better.

We use ToutApp's templates to save time on the daily hours that we were using to write the same type of email over and over again. One of our favorite features is being able to track opens and clicks. This helps us know who we need to follow up with or send another email to. ToutApp is also very simple and easy to implement. Everything ties in easily to Gmail and Outlook. If you're not using ToutApp for your startup or business, you should check them out.

You can get in touch with Creighton through Twitter: @creightongreen

Every other week, we'll profile a different person who uses our app to improve their email productivity. If you would like to be featured in the future, you can apply here.

Tout was Featured as one of Entrepreneur Magazine’s 7 Essential Apps for Sales Teams

This week, we were honored to be featured by Entrepreneur Magazine as one of the 7 Essential Apps for Sales Teams. And of course, we're in great company. As the article points out, there are a lot of small details required to for a salesperson to close a sale. If you can't manage the tiny details, there's no way you will be able to be a successful sales person.

A Better Way to Work

Luckily, tools like Tout will help you increase your productivity and manage each step in a smarter way. For example, the ability to schedule emails means that as soon as you've left a meeting, you can follow up immediately, but you won't seem over-eager. The fact that Tout will automatically update your CRM with not only a copy of the email, but also analytic data on that email, means that you have one more step you don't have to worry about. People are raving about it.

A browser plugin automatically scans for any email addresses listed on a Web page, helping you quickly find the person you need. 'Click the [contact] you want, click the template button and you're sending an email in two minutes,' says Beth Morgan, vice president of marketing for Palo Alto, Calif.-based healthcare tracking site Simplee.

It's all about streamlining the process. If we can find ways to help salespeople close deals faster and more efficiently, we ultimately help salespeople partner with their customers to bring them more of the products and services they need, without losing a bit of the personal touch.

Want to streamline your sales email process? Try Tout for free today.

And of course, a big thank you to Entrepreneur Magazine for helping us share our love of workplace productivity with the world!