Posts

User of the Week: How To Measure Your Productivity at Work

 

ToutApp has a bunch of cool features that shows you your email analytics around templates, open, and click-through rates. BUT, we don’t want you to forget about our awesome timesaving feature that shows you the amount of minutes you’re saving each week (or whatever time period you want to look at)!

Here’s how to measure your productivity at work:

1. Go to your toutapp.com page

2. Click on the Analytics tab

3.  Click on your name highlighted in blue

4. See how many minutes you’re saving!

What will you do with your extra time? 490 minutes…Happy hour anyone?

 

If you have an idea for Feature of the Week. Let me know here.


Sales Acceleration Dashboard Recap

What:

The Sales Acceleration Dashboard is one report that lets Sales Teams know what content is working!

Why:

Did you know that 83% of the data in your CRM systems are unmanageable? It can be hard to visually see individual rep performance, template/content performance, and your trending accounts. With the Sales Acceleration Dashboard, it’s the first time you’ll have a report that gives you visibility into what emails are actually working, and more specifically, what content. Such as:

  • # of Emails with Events
    Tracking performance of reps email activity to drive performance
  • Click Through Rate
    Measuring the reps ability to source top content
  • Open Rate
    Measuring the number of opens and contrasting against the click through rate (CTR)
  • # of Events by Template
    Serves Marketing and Sales leadership, as top templates can be tracked
  • Opportunities with Events
    Exposes the real pipeline expected to close this month
  • Trending Accounts – Events
    The hot accounts for this week by engagement data

For Who:

For Sales Managers, Sales Directors, Sales Operations, Director of Marketing, or VP of Sales that want visibility into their teams, or anyone interested in measuring content performance.

Live Tweets from the Webinar (that you should tweet yourself):

 

“1% of calls today yield a real conversion. The concept of a cold call needs to change. @toutapp helps you do that.” (Click to Tweet)
“We’re solving that question that every chief sales officer is asking, What content is working and how do we get more of it?” (Click to Tweet)
“ToutApp gives you one platform, one service, not just a plug in. With the Sales Acceleration Dashboard we make sure you get the data you need.” (Click to Tweet)
“You can compare and contrast who’s killing it in terms of content, and then use that data to spread to the rest of the team. ” @toutapp (Click to Tweet)
“You can go back to #marketing and say, ‘Look, we’re using your content but this is how it’s actually performing’ and start a conversation.” (Click to Tweet)
“The # of emails sent means nothing. Connect rates and engagement data is what matters.” (Click to Tweet)

 

“For every 100 emails you send, you’ll get 2.5 meetings. For #Salesleaders this is exactly why you need to use engagement data.” @toutapp (Click to Tweet)

 

“Most of the CRM platforms are just places to log activity. That’s great but that’s not enough” #salesaccelerationdashboard (Click to Tweet)

Sign up to get the Sales Acceleration Dashboard here!


User of the Week: How the VP of Sales from Zenefits uses ToutApp

User of the Week: Sam Blond

Company: Zenefits

1. What’s your company/role?

I’m the VP of Sales at Zenefits. We manage your benefits, payroll, and HR – so you don’t have to. No more paperwork. No more headaches. It’s all done online and completely paperless.

Best of all, we do this for free.

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

  1. Email templates are great for mind share and training new reps.
  2. Saves us a ton of time – we have templates for every step of the sales cycle:
    – Post demo
    – Follow up
    – Non-responsive prospect
    – As soon as they sign up, etc.
  3. Reps love having visibility into whether their emails are being viewed and how often

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

It’s easy to implement, lots of functionality, and my reps love it!

There is very little business interruption for the value the technology adds. When we have new hires it takes us hours to train them on other tools (ie SalesForce), but just a few minutes on Tout.

4. What was your journey into sales? How do you go from an SDR to VP?

I moved to SF after college. I started as an SDR at EchoSign and was with that company for 6 years until I joined Zenefits.

I found a career that’s a really great fit for me. I love sales, and I love technology. I also got a bit lucky in selecting a company that grew very quickly and allowed me to move up with the company as we grew. I was an SDR for about 6 mos at Echosign, and then was able to convince my CEO to let me close. After being in a closing role for a couple of years, I got into management when the opportunity presented itself.

*Hard work and having the patience to grow within a company pays off! We love this “work your way up” story!

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

If someone is non-responsive to emails or phone calls, send them a calendar invite. They reply every time.

*ToutApp thinks this is an amazing idea! Of course, don’t use this trick with every prospect. But, if there is some back and forth and a client goes dark, try the calendar invite trick!

6. Favorite email you’ve ever received?

Any email telling me I won a huge deal!

**Congrats to Sam + Zenefits 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. **


New Feature: Personalized Dynamic Fields

What are Dynamic Fields?


Dynamic Fields: Those magical AND time saving {[brackets}} that automatically put information into your emails (name, address, company name, etc.) without having to type them out!

They're our form of mail merge. You can use them to personalize your email templates with predefined attributes like {{first_name}} or {{company}} and they'll automatically be filled in with the correct info (great for group emails)! It's a big time saver and keeps you from having to type in separate information for the same template! 

Where is it located?

To add a dynamic field to a template, just select the one you'd like to use from the Tout Dynamic Fields button:

Our new feature: Sender Information

Get excited, because we've gone ALL TOUT and created a new feature that will help make templates and dynamic fields even more valuable! 

  • You can now pick “Sender Information” and then choose a set of fields that will refer to the person sending the email vs receiving.
  • This will come in handy for templates being created and sent from the team for friendly signoffs like “Thanks! {{my_name}}”.
  • It will also help when you're sharing templates with your team. Each person can make the same template more personalized!

Learn more about Dynamic Fields here.


March Madness Sales Playbook

The NCAA Sales Championship. 

Sales and your favorite basketball tourney are one in the same.

Lucky for us, it's not squeezed into one short month. The NCAA Sales Championship is yearlong, and you're competing against the most well-funded and smartest companies in the league. 

There's a big dance. The two teams, You and the Buyer, are quickly maneuvering your message back-and-forth, around the court, and hoping it lands in the net before month's end.  

However, it's not the same game your father used to play. Sales teams are evolving and adopting new technologies and acceleration tools that make everyone step up their game. What's the one thing that will get you ahead of the other guys? Teamwork. 

“The main ingredient of stardom is the rest of the team.”
-John Wooden

There's no “I” in team, but there is in WIN. 

With March Madness in full swing, I bet your competitive spirit is at an all time high.

Sure, every salesperson wants to be an all-star (the Russ Smith or Kemba Walker). By nature, sales is a very competitive sport; it's the reason why sales gongs and leaderboards are such a hit. However, the best sales teams have collaboration. You can’t go out of bounds when sharing tips with your fellow teammates. Teamwork helps your quota and brings you more money, because when your company is successful, you’re successful (and Coach Knight won't yell at you). That equity starts mattering, and the American “tech” dream gets fulfilled.

I've created a playbook on the 5 ways teamwork will help you win more games. 


My March Madness Sales playbook:

1. Share your game plan

  • Pass templates with your team and learn the most effective messaging and who’s using it.
  • Get a second pair of eyes. Teammates can leave comments and feedback if they see a typo or like something.
  • It’s time saving, there’s no I in team, share your game plan for the win!

“Effective teamwork begins and ends with communication.” -Mike Krzyzewski (Coach K)

2. Check your stats 

  • See the individual reps that are the most successful and use them as a resource. See first hand the direct messaging their using.
  • A/B test your emails, change your subject line, and see if 8am or 2pm is more effective.
  • A play takes a few steps to complete (and a few tries). Make sure you’re tracking all of your steps to shoot the game winning point! 

“It's the little details that are vital. Little things make big things happen.” -John Wooden

3. Easily onboard the Rookies

  • With teamwork, rookies see the playbook and can learn from the get go.
  • Instead of having to recreate their own plays, they can easily gather sales tools from the star players. This brings up the morale of everyone!

Talent wins games, but teamwork and intelligence wins championships. -Michael Jordan

4. Practice makes perfect!

  • Make it a game and test which messaging works better and become more aware of your day-to-day emails that are making the biggest difference with your customers.
  • Tracking: see what activities are generating the most opportunities. Are certain links and attachments working better? When are they responding more?

“People want national championship banners… How do we get there? We don't get there with milk and cookies.” -Bob Knight

5. Be the Coach's favorite

  • Usually a coach only sees the score at the end of the game, aka the closed deal $.  By being collaborative and sharing sales techniques, the coach can see the highlight reel and your day-to-day tricks that helped you land the deal.
  • Teamwork–> Visibility–>Stronger Team–> Championship! 

The Final Shot.


Always make sure you’re focused on being a team player. Sportsmanship is key to closing deals and being your company's strongest teammate. It makes a difference in how you're ranked and how the coach views you; A ball hog is never anyone's favorite. Anyone can be in sales, but it takes teamwork to close your deals. Make sure you practice, keep integrity, and use insight to be a team player.

Let's end with a quote from Mike Krzyzewski that sums up teamwork quite nicely:


“During the season, your team should be led with exuberance and excitement. You should live the journey. You should live it right. You should live it together. You should live it shared. You should try to make one another better. You should get on one another if somebody’s not doing their part. You should hug one another when they are. You should be disappointed in a loss and exhilarated in a win. It’s all about the journey.”

 


How Dyn Uses ToutApp’s Email Tracking and Analytics to Delight Customers

You’d never thought DNS and email delivery could get this exciting. Dyn are the coolest kids on the block making the internet work. They’ve delighted us with their Most Reputable Sender in the World campaign and their nontraditional take on classic internet memes.

When they’re not busy powering the internet, Dyn’s business development and marketing teams use Tout to improve their emails.

Tout is great for “reaching out to existing customers… Since there are wayyyyyyy more customers than there are BDRs, it helps us keep in contact with them all and inform them of other offerings Dyn has.” – AJ Garron, Business Development Rep

As a very customer-centric company (we’ve written about Dyn’s credo and how they put the customer first here), the Dyn team use ToutApp to stay in touch with more customers while keeping the conversation personal. Our templates save the team time re-writing the same communications, and email tracking kicks in to make sure that Dyn’s reps are engaging with the most interested customers.

“Our team loves using ToutApp. Efficiency and 'working smart' are some of our credos here at Dyn, and ToutApp is a major tool to help promote both of them. It's a great connection tool that we use every day.' – John Zahr, Business Development Manager

“ToutApp is a great tool to not only learn how effective you are at first impressions, but also increase the number of first impressions you can achieve in a work day. It makes your emails more about the customers, rather than yourself using its customized templates. If there is one tool in your marketing and sales teams’ hands that is fist pump worthy…this is it.” –Ryan O'Hara, Event Marketing

Tout’s offerings not only help Dyn send out a larger quantity of emails, they also improve the quality of them. Template analytics keep the team on top of their game by letting them know how effective each email is. Not only does Tout help Dyn succeed as a business, it lets them give their customers more of the information they want.

In fact, if you’re a Tout customer looking for your own email servers to send from, we definitely recommend that you check Dyn out. Existing Tout users can set up SMTP with them here.

You can learn more about why Dyn loves us by signing up for a ToutApp account today.

ToutApp for Outlook introduces Advanced Email and Presentation Tracking

Today, we're announcing Version 2.0 of ToutApp for Outlook. With it, you get a rock solid battled-tested plugin that adds Tout email tracking, templates and our newly introduced presentation tracking to Outlook versions spanning from 2007 to 2013.

Watch the Video Overview

How is it battle tested?

Since releasing our Outlook plugin last year, we've been hard at work working with customers across major enterprises spanning Outlook versions 2007 to 2013 and Windows versions XP, 7 and even Windows 8.

Tout already offers you the most advanced email and templating in the sales communications space, and today we're happy to announce support for presentation tracking right from inside of Outlook.

Why Tout for Outlook?

For those of you unfamiliar with Tout or email tracking in general, Tout's sales communications platform plugs into Outlook, Gmail, and your CRM to help solve these key problems in your day-to-day sales process:

  1. Not knowing what happens to your important sales emails after hitting “Send.”
  2. Constantly jumping back and forth from your Outlook into your CRM having to manually upadate your sales communications. 
  3. Having to constantly re-attach files, or re-write the same emails over, and over, and over. 

Key Features

  1. Email and presentation tracking with real-time feed: You know when your email is opened, links are clicked, presentations are viewed down to the page and even when someone replies. See who is engaging with your emails as it happens right from Outlook so you can manage your time and follow up effectively. 
     
  2. Customizable templates. Write emails faster with saved templates. You can also draft an email up on the fly and save it as a template. Bonus – add a trackable attachment just as you're about to send the email.
     
  3. Auto-update your CRM. Forgot to update your CRM? No need to include a BCC or hop into your contact record. Tout auto updates your CRM once you send your email. 

To get started with ToutApp for Outlook, you can download the latest version here.

If you don't have a ToutApp account yet, start here.

Trada Hones in on Hot Leads with Tout

About Trada

Online advertising is a crowded, confusing industry that Trada brings sanity to. They run the first and only crowdsourced, community-based marketplace for online advertising. Clients sign up, detail their needs, and are matched with industry experts, eliminating the need for a full in-house paid search team. Their business provides an easy solution that’s ideal for mid-market and larger small businesses.

We've profiled Trada in the past to spread word about a job opening for Business Development Reps. Check it out to learn more about their team and great culture – as well as their annual scooter race! 

The problem

Trada’s messaging and lead follow-up process were systematized, but they lacked key insights into their day-to-day sales communication. Their Business Development Reps weren’t sure which leads were the most qualified to follow up with, and they also weren’t sure what communications resonated the most with prospects.

The Solution

Trada’s sales and marketing departments worked together to get Tout running for the team. Marketing created templates for sales, and sales used these in their everyday communications to A/B test and gather usage metrics. Tout’s templates save Trada time writing repetitive emails, and they ensure that messaging is consistent across the team. As a fast-growing company, new Business Development Reps can quickly get up to speed on the sales process and messaging. Trada’s sales team can now gain critical insights on a lead-by-lead basis – by knowing who opened their emails – to hone in on the most interested leads with targeted follow-up.  

Tout enables our sales team to prioritize their day. In the past we wasted time chasing leads who never opened the emails we sent them. By using Tout we can now target prospects that we are confident have opened their email. Tout also gives us insight into how quickly they are opened, how many times and what action they take after reading,”
– Chris Crawfurd, Director of Training and Sales Enablement

Bonus: ToutApp best practices from the Trada team

  • Move recipients with the most clicks and views on emails to the top of the list for follow up
  • Have marketing and sales work together to create and test sales email templates
  • Follow up with an email or phone call when the Live Feed shows a lead viewing your email
  • A/B test sales templates to see which perform the best, then use the ones with the best statistics.

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. 

Inc.com Lets Entrepreneurs Feel less Lonely with ToutApp

Our featured Team of the Week entry comes from the Inc. Business Owner Council. 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.

We are under the auspices of INC. Magazine, which decided that many of the INC. 500/5000 CEOs and business owners needed more than just an informative magazine. So they decided to create regional business owner councils around the country to support these entrepreneurs with their goals. We meet monthly and offer peer support in a confidential setting and offer enhanced access to INC. Magazine and other members around the country. We address the common theme of “lonely at the top”!

 

ToutApp's take: Entrepreneurs are building the future of technology, and they're working in a fast-pacedworld where the landscape changes constantly. Inc helps bring sanity and community to the process of starting a company, which is filled with pressure. Lately, too, we've seen some devastating losses from entrepreneurs who took their own lives because of depression and anxiety. Inc.com's Business Owner Council aims to create a community for these people, and they use ToutApp to help build and manage it.

With ToutApp, we love that we are not just able to send out numerous emails but we also get to see how effective each email is and who clicks through for further info.

ToutApp allows Inc to spend time contacting truly interested prospects and keep them in the loop. The Inc team are also able to share templates with co-workers in the various regions – a real time saver. They can also use Tout's analytics to determine which templates are more successful than others when reaching out to business owners. Through communication tools like ToutApp, the Inc Business Owner's Council helps unite entrepreneurs across the United States – and we're proud to support them!