Release Notes: Admin Settings for Salesforce

This week, we’re really excited to share an update that has been requested by team administrators. For the first time, we have built global settings for Salesforce that an admin can apply.


So what can an admin do?

  1. Enable 2-way Opt Out Sync
    1. Once enabled, Tout will check Salesforce every 24 hours for any Contact or Lead that has been marked as Opt Out and update that record as having Unsubscribed in
  2. Choose how your reps log emails to Salesforce
    1. Via the Salesforce API
    2. Via BCC
  3. Sync Salesforce Opportunities with Tout
    1. In addition to syncing over your Contacts and Leads, you can sync over Contacts and Leads tied to an opportunity
  4. Sync Tasks
    1. This enables a 2-way sync between Tout tasks and Salesforce tasks

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: Dynamic field improvements

This week, we’re happy to tell you about several improvements we’ve made to Tout – spanning from dynamic fields performance, to support for special characters.

  1. Contacts with three names, like ‘Betty Sue-Ann’ will resolve correctly when using dynamic fields
  2. Fix for company name fallback with Salesforce Contact information
  3. We now support special characters, like “+”, in email addresses
  4. Tout will now display duplicate email addresses (up to 5 emails) that are being de-duplicated during the Push to Tout process

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.

Release Notes: Sync your Touted Emails with Salesforce API

This week, we’re happy to tell you about a new option for logging Touted emails in Salesforce. Previously, you had the option to use your Email to Salesforce BCC address to log emails – now, you also have the option to log emails to Salesforce using Salesforce’s API. This is ideal for teams who don’t have the option to choose their Email to Salesforce settings. This functionality is available for all paid ToutApp plans.

How does it work?

  1. The API will map Tout Salesforce settings directly over to your Salesforce BCC settings
  2. This configuration will mimic the Salesforce BCC and how it assigns emails to Lead and Contact records.

Using the API is easier to set up because you don’t have to configure advanced Email to Salesforce settings.

To turn it on, just complete the following steps:

  1. Go to the Salesforce Configuration page in ToutApp
  2. Choose the option to “Log email activity to Salesforce via API”

Screen Shot 2015-05-20 at 3.47.30 PM

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.

Release Notes: Push to Tout Enhancements

This week, we’re happy to tell you about a few improvements we’ve made to Tout, outside of brand new collaboration feature, Sales Beat. You can learn more about how Sales Beat drives sales collaboration, here.

As for additional improvements, we’ve updated the following:

  1. We have identified and fixed several edge cases with our Push to Tout functionality within Salesforce (which allows you to quickly import leads and contacts from SF to Tout in just three clicks)
  2. We have also identified and fixed several edge cases with scheduled emails in Gmail

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, here.

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



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




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 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 – think about the audience Salesforce serves. caters to one stakeholder within the sales organization: the manager. While 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 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

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, gmail or other sales systems is usually pretty simple.  For example, emails sent from 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 that I've seen (though you don't need 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

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  His consulting company, Predictable Revenue Inc., helps companies with sales teams double or triple their growth.  Before Predictable Revenue, Aaron worked at, where he created a revolutionary Cold Calling 2.0 inside sales process and team that helped increase’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.