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The Best Sales Training I Never Knew I Needed

In preparation for this year’s Dreamforce conference, Sales Happiness Officer, Jess Green shares her reflections and lessons learned at last year’s Dreamforce. It also happened to be her very first day at ToutApp.

There are so many different sales training methods and strategies on how to ramp a new rep. I now believe I’ve experienced the best training a sales person can have Week One on the job — manning a booth at Dreamforce, or better yet, TWO booths!

Talk about jumping out of your comfort zone to allow yourself to truly grow. I experienced this first hand! I left a fantastic company that I had been very comfortable with over the past 5 ½ years. As I’m sure every person does when they start to consider a career move, I weighed my options of being “comfortable” and successful at my current company against taking a risk that could lead to even greater financial and personal success. I made the leap. And when I did, I didn’t realize how much I would enjoy not only getting my feet wet the first week but diving in headfirst and not looking back.

My first day at ToutApp was on Friday, November 15, 2013. I figured with the presence and buzz ToutApp had for the upcoming Dreamforce conference, I knew I couldn’t pass up the experience to be a part of the team as they launched into the week.

Here are the 3 best training tips I have for your 1st week, whether it’s in an office or at this year’s Dreamforce.

1. Listen, Do, Reflect, Iterate

Take in as much as you can when listening to the team around you. This really applies to everyone, everyday. You never know when you are going to hear in an interaction that changes your perspective or is an “Ah-Ha!” moment of understanding. It could become the secret sauce of your sales process!

2. You don’t have to know everything

You JUST started, put your best foot forward, be confident, and when you don’t know an answer give yourself a break. Take note of the question, promise a follow up and here’s the big one…actually follow up!

3. Build relationships

In the end isn’t that what sales is all about? If you don’t know everything about the product get to know the people you chat with and what their challenges, goals, and focus is day to day. Once you finish ramping up you can apply your new knowledge to the conversation you had previously and I’m going to bet that relationship goes a lot farther than it would have if you just spewed feature after feature at them.

All I can say is, what a week! Remember these are not only key tips for week one but remind yourself throughout your career. Good luck to all of those who are currently in transition mode, I hope this helped :)

Unsubscribe Update: When Your Prospects Ain’t Got Time for That

Starting today, we’ve revamped how unsubscribes function in Tout, so you can better manage your email communication with your prospects.

So what has changed?

Block Unsubscribes

You’ll now have the ability to take unsubsribes one step further and “block” email communication. This action prevents anyone across your team from emailing that person using Tout.

 

Unsubscribe Management

When a recipient unsubscribes from a link in a Touted email, they’ll automatically be removed from all groups they belong to in the Relationships page and all scheduled emails to that recipient will fail.

If you’re not using unsubscribe links in your email and a prospect asks to not be emailed again – you can quickly unsubscribe them from the contact details view in ToutApp.com.

 

 

And, you can now bulk-unsubscribe recipients from the Emails page and from the Relationships page.

 

 

Visibility

Along with tighter unsubscribe parameters, you’ll now have better visibility into who unsubscribed from your emails and when – right from the relationships page.

 

 

What stayed the same?

As the saying goes, “some things never change.” Here’s what hasn’t changed with email unsubscribes.

Salesforce Sync

Any lead or contact that has clicked on an unsubscribe link in a Touted email will automatically be marked as Opt-Out in Salesforce. Additionally, if you are using Push to Tout in Salesforce any lead or contact that is marked as Opt-Out will not be created in your new Tout group.

 

Basic Functionality

All recipients that have unsubscribed from a Touted email will be placed in the Unsubscribe group in the relationships page in ToutApp.com and any emails scheduled to someone who has decided to unsubscribe will not go out.

 

 

Don’t worry – all of your current unsubscribe links in your templates and email signature don’t need to be redone – and the way you those links are created in Tout haven’t changed either. If you run into any trouble or have additional questions, please let us know!

User of the Week: How Client Management Teams Work with ToutApp

User of the Week: Dana Bakich

Company: Omnigon

1. What’s your company/role?

I work on the client management team at Omnigon. We’re a digital consultancy that conceptualizes, designs, develops and delivers digital solutions for sports, media and entertainment companies.

2. Why do you love ToutApp? How do you use it for your job?

  1. Easy to use interface
  2. Integration with Salesforce
  3. Analytics to gauge the success of each template

We use ToutApp’s tight integration with Salesforce to reach out to potential new leads and track that relationship.

3. Why Tout vs. other sales tools in the market?

The ability to add groups, customize templates and track the success of those templates was key.

4. What was your journey into sales?

My two passions have always been sports and non-profit work. In Florida, I started my career in non-profit working closely with sponsors and managing campaigns/events throughout the year. When I moved to New York City, I decided to focus on the sports space and was lucky to find a job working with some of the biggest brands in the business (PGA Tour, NASCAR, Fox Sports, WWE, etc.)

My role at Omnigon is split between managing accounts and creating new relationships/ opportunities. It’s great to be a part of the entire process – from the pitch to the finished product.

5. What’s one of your favorite sales tricks?

It’s simple but successful:

LinkedIn is one of my favorite resources. If you can find a way to connect with someone, there’s a greater chance to start building that relationship. You’ll want to make sure that you adjust the connecting message to something more personal. This will show you have a legitimate reason to be reaching out.

6. Favorite email you’ve ever received?

Always the ones that begin with…”We’d like to partner with Omnigon on…” :)

**Congrats to Dana + Omnigon for winning this week! We couldn’t be happier to have you on board with ToutApp. If you’re interested in being the next featured superstar, please apply here. **


Taken by Tout: Why I hopped on the Tout Bus

Change is afoot. Disruption is brewing. Investment and consolidation are the buzzwords of the day. Cloud computing – specifically marketing technology – is one hot target: speculation around IBM’s Silverpop take-over,

Oracle’s 1.5B Responsys acquisition and SFDC nabbing ExactTarget for a cool 2.5B. This is a trend, not a flash in the pan. The “Marketing Cloud” is proving itself to be not just a catchphrase – but a corporate necessity.

The real question is where will the capital flow next? Analysts are talking about the evolution of the CDO, and the impending battle of the CMO vs. CIO. While I agree that marketing is earning more seats at the table, and organizations need the right leaders to architect strategy in the age of the customer – but what about the sales organization? The organization that’s tasked with executing the growth plan and building brand relationships beyond the scope of marketing.

What about the sales person?

How has sales changed in the last 20 years? How has the process evolved for a rep at Pfizer? Before you respond with Salesforce.com – think about the audience Salesforce serves. Salesforce.com caters to one stakeholder within the sales organization: the manager. While Salesforce.com does allow the sales person to create Activities and Opportunities, both are used primarily to provide better transparency for management – forecast pipeline and assess win rates.

Salespeople matter. These teams drive revenue, take the hard beatings and thrive on challenge. They’re hungry. They need and want anything that ensures success. They’re ready for a “Sales Cloud”. How do we begin addressing this thirsty desire? ToutApp is ready and waiting with some hydration — and I’m thrilled to be on this thirst quenching train.

In just over twelve months, we’ve seen VC’s begin to address the disruption of sales: 50M C-round for ClearSlide, 40M C-round for RelateIQ, and 35M B-round for Insidesales.com. The revolution in sales began with the social selling movement via Jill Rowley, Koka Sexton, and others; but, will gain momentum around the empowerment of the sales person through the effective use of technology.

Sales leaders educate, engage, and leverage social networks to deliver relevant insight that creates relationships. The problem? How do you know what’s working? That’s where ToutApp fits in – exposing engagement data, thus, empowering the sales person to make effective decisions. ToutApp is centered on the sales person, and provides the ability to test and optimize content delivery at the individual and collaborative level. Management can finally answer the $64M dollar question: what messaging generates more Opportunities.

Why I hopped on the bus? ToutApp has a kick-ass team with a vision of changing the face of sales.

How I met my top prospect in the bathroom line and other tricks to figuring out who’s worth it at Dreamforce

The best way to conceptualize Dreamforce is a Vegas for SaaS. Just like a casino, Moscone Center blasts the A/C to keep it nice and cool. Time is irrelevant and there is no sign of a clock anywhere in the building.

Here are three tips to surviving at a conference, in everyday sales or anytime you’re in a crowd of people:

1. Put down the darn scanner

Photo Courtesy of neogaf.com

Dreamforce felt like an extreme game of laser tag. Free you say? Do you want want a nifty pair of headphones, a water bottle, a little trinket? You’ll have to pay with getting scanned.

I faced two options. I could enjoy the competitive game of laser tag and scan away or spend four whole days networking, building relationships and having meaningful conversations to actually sell.

Thank you John Barrows for this tip. Get cards, take out your phone and set up a meeting right then and there.

2. Don’t let the time wasters suck you in

How long does it take you to figure out if someone is qualified? I surveyed a handful of sales reps and the consensus was about 10 seconds.

Let me take you back to our booth so you can get the gist:

Time waster: Points to a Macaroon “What is this? Is it good? Is it gluten-free? Do you have any other options for food?  What do I have to do to get one?”
Me: Do you work in sales?
Time waster: No. So… tell me EVERYTHING.
Me: Do you use email?
Time waster: Nope. Can I have another Macaron? 

Politely finish up a conversation with a time waster  as fast as possible whether you’re at Dreamforce, on a call or in a meeting. Seriously, don’t waste your time. There’s plenty of qualified fish in the sea.

3. Get outside

Always have your game face on. Waiting on a long line for a coffee, at the bar or even the bathroom line can be prime places to network. You never know where you’ll meet a qualified prospect or an active buyer.

Go and party. I’m serious. Make someone laugh and engage in a genuine conversation while still maintaining professionalism is the best way to build relationships and close deals.

The people you meet “outside” are worth it.

Four days later, too many hours to count, a few new “prizes” (I admit I’m a sucker for the free water bottles), a stack of business cards and a handful of calendar meetings, Dreamforce ended.

Now what? Follow up! Here's s few email tips to follow up with your stack of business cards

What are the guidelines to follow when sending outbound sales email campaigns within the Predictable Revenue model?

Here are 5 tips to get you started.  This assumes you've already read the parts of Predictable Revenue which go over why I've always liked the “referral” approach rather than cold calling.  

(If you haven't read the book, there's a sample of the right chapters at the bottom of this article: “Why Sales People shouldn’t Prospect – An interview with Aaron Ross“)

1) Keep it SHORT & SWEET
Make it easy to read on a smartphone.  Short.  Sweet.  To The Point.  Ruthlessly cut out any words that are jargonish, confusing.  Examples: words meaningless words like “leading”, “leverage”,”platform” or any TLA (three letter acronym).  Cut out anything that's not useful or polite. 

Tip: reading your emails out loud helps you hear where you've written bullshit.  Your email should sound like a natural conversation.

2) Manners
Say “please”, “thank you” or whatever your version of being polite is.  You can be to the point, but with a friendly feel.  Manners are important.

Tip: You can't say or write 'please' too many times.

3) One simple call-to-action / no more than one question
This is similar to the short-and-sweet rule, which is make it easy for people to understand why you're emailing, and make it easy for them to take action.  Ask no more than one SIMPLE question per email.  “What are your top ___ pains?” is not a simple question to answer.   “Who's in charge of ___”  or “Are you free on Wed at ___?” are examples of simple.

Tip: You can ask questions in friendly, non-salesy ways: “what's the best way to get 10 minutes on your calendar” is friendlier & less salesy than “when can we talk for 10 minutes?”

4) Don't “sell”
Educate.  Inform.  Intrigue.  If you're salesy at all, your emails will bomb. If you include anything about your company, one sentence may be enough, or a a short paragraph at the most.  Less is more – don't go on and on about how great you and your products are.  Remember, if you're using a referral approach, the people you're often emailing won't care about what you do, they're just trying to decide if and to whom they will send you on to.

Tip: People care about what the results you create, not about how you create them.  “We're sales consultants” (so what?) vs. “We help companies double or triple new sales growth” (hmm that's interesting, how?)

5) Don't send too many emails
Per full-time prospecting rep, 1000-2000 emails per month should be PLENTY.  If you are sending many more than that, it most likely means that a) your email templates aren't getting the response rate you want (at least 5%), or b) you too many responses falling through the cracks, and your organization system needs improving.

Tip: Writing emails that get responses is just the first step of a multi-step prospecting process.  Don't lose sight of the fact that to make this predictable and scalable, you need systems in place.  The most common mistake: executives too focused on demanding lots of activity & results, and ignoring the quality of them.

6) Find a great app for emailing
There are a million emailing apps for salespeople and marketers today, because the functionality built into Salesforce.com, gmail or other sales systems is usually pretty simple.  For example, emails sent from Salesforce.com are rumored to be more likely to be caught in spam filters and their tracking is rudimentary (or non-existent). 

Tip: My favorite for prospectors and salespeople, and what I recommend to all our consulting clients is ToutApp.  They've just designed it to do exactly the kinds of prospecting and emailing we teach.  Setting up an auto-series of prospecting emails, innovative tracking features, the best integration to Salesforce.com that I've seen (though you don't need Salesforce.com to use it), and neat reporting features are a few reasons I love it and why I'm excited to create some neat stuff with them, like a forthcoming Predictable Revenue Edition of Tout.

More on all of this: 

Guide: Triple Your Pipeline (v1.0) – Predictable Revenue

Book: Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

Tip from the ToutApp team: We highly recommend reading Predictable Revenue to anyone from an entrepreneur, a fresh sales rep or a VP of sales. The book reads as if Aaron Ross is having a direct conversation with you. He gets to the point quickly leaving you with actionable steps and kickass takeaways.  

Aaron Ross is the #1 best-selling author of Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com.  His consulting company, Predictable Revenue Inc., helps companies with sales teams double or triple their growth.  Before Predictable Revenue, Aaron worked at Salesforce.com, where he created a revolutionary Cold Calling 2.0 inside sales process and team that helped increase Salesforce.com’s revenues by $100 million.  Aaron graduated from Stanford University. He lives in Los Angeles with his wife and four children (with two more coming the way via adoption), loves motorcycles, and he keeps his work to 25 hours a week.

How do top salespeople kill their quota?

I talk to a lot of sales folks day in and day out figuring out how they can get a leg up in prospecting, score more meetings, have more time for happy hour and ultimately close more deals faster.

Tout has a lot of awesome features, but the biggest question is how to actually apply these features to “real life”?

So I put together some of the best ways top producing Sales Development Reps, Account Executives, Account Managers and Sales Directors leverage Tout.

1. Templatize

For reps dealing with a lower volume of emails, enterprise accounts, the big guns and super personalized emails surprisingly there is actually a good use for Tout templates.

If you are a top rep, you should not be wasting your time copy and pasting or typing the same framework of a message over and over. You and me both know you have way better things you could be doing.

Photo Courtesy memegenerator.com 

Here are 3 scenarios when a template may come in handy.

  • The initial “demo or meeting” follow up email. How many times have you almost forgotten to send an email right after your demo or meeting because you’re still celebrating how great it went?
  • Event invites or conference follow ups. It’s way more effective to have an invite come from a sales rep than from marketing.
  • Prospecting emails. A/B test what type of messaging gets more meetings. 

Tout best practice: Create real basic templates that you can go in and personalize. For cold emails, I always add an extra few lines around why I am am reaching out to my specific prospect, a quick note around a trigger event about their company or in the best case scenario the name of the person who referred me to chat with them.

2. Email campaigns for salespeople

You probably know as well as I do that  follow ups are so crucial in sales. On the flip side remembering to follow up is a big pain. Tout’s auto follow ups basically give you a mini personal assistant.

The best part about Tout’s email campaigns are they are dead simple to use.

When should you “launch” your campaign?

  • Nurturing a lead during their trial to conversion
  • If your goal is to get a meeting with a prospect, set up a series of 3, 5, or maybe even more emails until you set up a call.
  • Providing your leads, prospects or customers helpful content.

Tout best practice: People are busy. They might be interested, but just forget to respond. I’ve found response rates to be highest at during the 2nd and 3rd touch. Even after the 5th. Don’t give up.

3. Real time insight into your leads

Have you ever wanted to ask your prospect “hey, are you alive or did you just fall off the face of the earth?”

You’ve had a number of calls, demos, a series of emails, sent a proposal and all of a sudden there’s the moment of silence….

Here’s some ways Tout tracking helps you become a better sales rep.

(Rather than just a creeper who can see that someone is opening their emails.)

  • Going back to my example when a lead or decision maker goes cold, leverage tracking to time your follow up to close a deal is key. How many times should you follow up with someone, when should you follow up after not getting a response or how do you follow up consistently but always add value? Timing is key and everyone’s buying process is different. Use the insight you have to time your email or phone follow up. You might not have the reply in your inbox yet, but you can tell they are working through the decision making process by reviewing your email multiple times, flipping through your proposal or even forwarding along to others.
  •  I recommend also applying this idea of timing to getting your foot in the door and setting up an initial call.
  • Your time is precious. Chasing down dead leads? Focus your efforts and spend your time on your most engaged leads. 

Tout best practice: Give someone a call with in a few minutes of them opening your email or even that same day. 

Boom! You scored a meeting and closed the deal. $$$ 

Two great success stories from this week

A rep was working to get into an account for a while. They went through all the standard hurdles and hoops of prospecting. They kept pursuing the lead because they saw there was a ton of engagment around emails that never were replied to.  They used LinkedIn to find out the company had gone through a series of leadership changes and Tout to strategically reach out creating the perfect strom.  A combination of awesome sales talent, persistancy and timing led to a demo. Which I heard went really well…

My all time favorite is from a rep who was almost to the finish line and couldn't get a hold of the decision maker. He viewed the the email. Within the hour she gave him a call. He said, “So sorry I've been incredibly busy. This was just on my mind, let's do this.” She closed the deal. 

Lastly, if you're already on Tout, keep rocking.  If you're in sales are are not on Tout yet, you really should start a trial and talk to one of our Happiness Officers for a demo

 

Your thoughts? Comment below. Would love to here what you think. 

Why sales teams everywhere are buzzing about Tout

Sales teams everywhere are buzzing about Tout. While over 50,000 salespeople are already in the know, we decided it was time to slow down on building product and spend a bit more time talking about what exactly makes Tout the best thing to hit up the sales world since the CRM and the Auto Dialer. Thats right, we said it. Tout is the type of thing that is revolutionizing sales processes across the globe and we're going to give you the lowdown on why so that you're in-the-know.

The one resounding feedback we've gotten from our customer base is that when it comes to Tout: a) its true love once you see it, and b) seeing is believing. So, instead of putting together a long boring blog entry, or an equally snooze-worthy powerpoint presentation, we've put together a few extremely causal videos explaining the magic of Tout to you in our own style. Would you let us know what you think of this form of presentation in the comments area below?

What is Tout? Why should I care?

Fair question. With the hundreds of sales tools out there, we too get a little tired of the next hot startup thats promising to close more deals while you lay on the beach. In this short video, we explain exactly how Tout helps your sales team and why its different from Marketing Automation, Email Marketing and any other point-feature tool that people might be trying to sell to you.

If there's one thing to take away from this video, its this: Tout unifies communications sales teams so they can focus on the most engaged leads and close more deals.

Tout in Action

“I love Tout.”

Did you know that is how most of our customers describe their relationship with Tout? Although we never get tired of hearing it, we do hear that phrase day in and day out. What? A piece of software thats for salespeople and sales managers that they actually love? Watch this video and see why.

Tout for Salesforce

Now, although Tout comes with a light CRM built into it (we call it Relationships), its designed to integrate into larger CRMs like Salesforce. Today, ToutApp has a 5-star rating in the Salesforce AppExchange. When you connect Tout to your CRM, you're able to do these key things:

  • Send personalized and trackable emails to one or more leads with the click of a button (great for quickly doing your initial touch with leads)
  • Run personalized drip-campaigns on a list of leads with the click of a button (great for building relationships)
  • Automatically keep your CRM up to date. Tout automatically logs your email and phone activity for you
  • Get unique visibility across your sales team's pipeline with predictive analytics
  • …and more

Again, seeing works better. Here's a video that covers how Tout works beautifully with Salesforce.

Don't take our word for it…

Here are a few videos we've featured in the past from real customers (from tiny to small to large) talking about ToutApp. By the way, want to do a video about Tout? Get in touch with us at team@toutapp.com. If you're feeling inspired RIGHT NOW, record yourself now and send it over and I'll post it on this blog.

Mark from ConnectAndSell

Matt from Storefront

Jason from Aarki

Andrew from Tula Software

In Conclusion

This is just a glimpse into why Tout is taking the sales world by storm. In my next few posts, I'll be digging into details around various aspects of the ToutApp platform and how some of our most successful customers are using it. Want me to cover something specific? Mention it in the comments below.

Lastly, if your sales team isn't on Tout yet, you really should start a trial and talk to one of our Happiness Officers for a demo.

How to Give an Insanely Great Demo

I was training our newest Tout hire around how to do a demo and to be honest I think it was pretty painful for all of us involved. You can’t learn if you don’t jump right in and that’s exactly what our new hire did.

There’s only so much training you can have before just taking the plunge. Once you get into the rhythm, demoing becomes second nature. Like driving a car with road bumps here and there.

I have no doubt our new hire will be awesome at demos soon enough, but figured I’d share my two cents around tips for an awesome demo.

1. Have a pulse and make sure their pulse is still beating too

The best advice a good friend gave me when first starting on the phone was, “Tara talk to these people like they are your friends. Just be yourself.. after all you are pretty normal and you seem to make conversation with just about anyone.”

Be human. Who wants to take 30 minutes out of their day to talk to a dud who’s rambling on and on and on about their product and stuff you don’t actually care about?

Not only should  YOU have to have a pulse, but you have to make sure the person on the other end is alive. By alive, I mean engaged. I was on a demo just a few days ago with a sales guy who wouldn’t stop talking… I put him on mute and caught up on some of my emails.

Bottom line: make it a conversation not a presentation.

2. Listen Listen Listen 

You’ve probably come across this “listen” advice numerous times, but I just had to put it in here because it is SO crucial.

Courtesy of Cold Call Me Maybe Tumblir

Sometimes I get overly excited for demos especially when I have time schedule with an interesting and awesome lead. For me a demo involves learning on both ends. To move the deal through the sales funnel, it is crucial to learn as much as you can about your lead during the demo.

If it is just you talking about how great your features are the whole time, most likely it is going to be a “demo and gone dark ” type of deal. Matt Heinz describes this best “They loved the demo…why won’t they buy?!”

My tip for listening: take notes during the call. This helps me actively process what my lead cares about. Plus I don’t forget all the important details after our call.

3. Stop and breathe

Silence is okay. Sometime a pause is good. I’ve found when there is a moment of silence, most likely the other person will jump in and talk.

I remember one of my first times demoing Tout. I was drenched in sweat from being nervous and felt like I just ran a marathon after talking so fast.

My best tip: slow down.

4. Audience participation

Ever wonder why at baseball games they always include the audience in random activities like the “kiss cam”, sing “Take Me Out To the Ball Game” at the 7th inning stretch and best of all throw free T-shirts into the stand?

My two cents… audience participation keeps things fun and part of the action.

You might not start singing with your lead on the demo, but there should be some form of audience participation.

My tip: the simplest form of audience participation. Ask good questions!!

5. Follow up 

One of the biggest mistakes you can make with a demo is no follow up. It would be like if you went to a restaurant really hungry. The waitress showed you a menu and told you all the specials, but never brought you the food. You’re left hungry.

Yesterday my day felt this…

Courtesy of Cold Call Me Maybe Tumblir

When your some days feel like a demo derby.. it’s hard to squeeze in time to shoot off the standard “Great meeting you and next steps” follow up email.

Problem solved: Create a basic template with the messaging you usually use. You can always go into the template and add a few lines of personalization.

Now go rock your next demo! 

How to reach your Salesforce A-HA moment

I finally experienced my Salesforce A-HA moment. The realization that Salesforce is AWESOME and actually makes life 10x easier.

Before the BIG A- HA moment this was a pretty standard conversation at ToutApp.

TK: “Can you clean up Salesforce? Is Salesforce up to date?”

Me: “Yes… sorry I’ve been meaning to do that just haven’t had time. (my week excuse for avoiding Salesforce because it seemed like a beast to tackle. * I did see the end value, but the reality was I struggled to integrate Salesforce into my workflow, which resulted in it being “just another tab on my chrome”)”

My biggest piece of advice is take the time to set up Salesforce. Not halfway set it up, but go all the way. The hour or two (if you’re quick) or even the day you sacrifice will be worth it.

Three things to keep at the top of mind.

#1 You may need to tweak your workflow just a bit. Be flexible to change.
#2 Remember what has been successful in your sales process and incorporate these practices into your new Salesforce workflow.
#3 Mistakes are okay.

Let’s dive in…

#1 You may need to tweak your workflow just a bit. Be flexible to change.

Here’s how it all started. We sat down and decided to take advantage of the Salesforce Lead View. This is the moment my whole blog post was building up to!

Beforehand I’d been using opportunities and contacts, but without using leads these two views lost value.

Here’s how it works now:

The new lead comes in and another salesperson is about to discover how ToutApp will help them be more productive with their email and close more deals. Check out our tips on how to rock your lead gen here.

Whether it is a webinar lead or just one of our wonderful customers sending us a referral, the custom “New Leads” view shows me everyone who I should ultimately help be successful with ToutApp.

How do you manage leads and know who to follow up with?

Based on your own parameters here are some tips.

  1. Score leads. Some examples: qualified, unqualified, qualified- webinar lead, qualified- big deal, qualified- conference.
  2. Assign the lead owner to yourself or maybe it’s another person from your team. This makes it really easy to work from a lead list with your team. There is clear visibility to make sure all the leads are handled.
  3. Follow up with all your “qualified” leads at once by exporting a report from Salesforce and importing them into a ToutApp group. Then you can easily follow up with leads who are at the same stage of the sales process.

And finally convert qualified leads to contacts and create an opportunity (of course only if there is actually an opportunity there! Example… you’ve scored a demo.

Why is this such a game changer?

  • It is easy for leads to go cold pretty quickly, so being able to create a streamlined process for handling leads is key.
  • Scalability. When there is a clear, effective and simple process new guys can plug in.
  • I tweaked my workflow and was flexible to change. In the end now our team can handle more leads effectively. On a side note, I do have to give ToutApp templates some credit here for eliminating the time spent writing the same emails over and over.

#2 Remember what has been successful in your sales process and incorporate these practices into your new Salesforce workflow.

The biggest change for me is I start my day logging into Salesforce and jumping into the view for “New Leads”.

Although, Salesforce has changed my sales process the important thing to keep in mind is to not lose sight of the small practices that worked before.

Maybe this is as simple as a great template or asking the right questions on a call.

For ToutApp, our mantra is “Be Human”. I’ve made sure to not lose sight of this.

#3 Mistakes are okay.

I may have oversimplified the Salesforce setup just a bit in my post. The reality is either you or someone on your team needs to be Salesforce savvy or have the drive to tackle the ins and outs.

Mistakes are inevitable. It may take a few tries to get the filters perfect, mismark a lead, navigate through FAQ’s to find an answer or clean up some of the earlier mess.

We had some minor road bumps along the way and I am sure we’ll run into others, but here’s what it comes down to…

The conversation after the Salesforce AH-HA moment.

Me: “TK, I’ve come to the conclusion… Salesforce is GREAT. Now I know why everyone has been raving about it including you! This change just made my workflow way better.”

TK: “You should write a blog post about it.”

If you’re already a ToutApp user check out why you should integrate with Salesforce here.

If you’re a Salesforce user be sure to start your ToutApp Trial here to see how we help make email follow up easier and save time with your day-to- day emails.

Feel free to email me at tara@toutapp.com with any questions or share any of your own Salesforce tips!