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Product Update: Personalize and Schedule your Sales Campaign

We know putting a prospect on a Sales Campaign is a big deal – it’s your one shot to catch your prospect’s eye and drive enough value to get to the next stage in the Sales process. And, once you have a campaign running, you will find yourself adding people to that campaign over time.

It’s nerve-wracking and you want to make sure everything is *perfect*.

Before now, adding touches of personalization and scheduling a Tout Sales Campaign took some serious sales juju, a dance move from Antonio Brown’s playbook and a wish. Not exactly the reassurance you expect when you’re pressing the big bad ‘Launch Campaign’ button.

But don’t worry – we’ve just made it so. much. easier. for you.

Check it out:

Personalize and Schedule Campaigns

Now, whenever you are launching a Campaign – you have the ability to:

  • Personalize and preview the messaging you are sending to each individual on your Campaign
  • Schedule your personalized Campaign or send it right away

And best of all, you can do this from wherever you work – in ToutApp.com, in Outlook, or from Salesforce – right from an individual record or even in a listview.

Looking to become a Tout Pro? Visit Tout University for more tips and tricks.

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14 Reasons Why Tout is our Valentine

It’s that time of year again – where we share our warm and fuzzy feelings about our loved ones, friends and our jobs. Over the past year, ToutApp has grown tremendously with each new person bringing in their unique personality and quirkiness. Yes, it’s true. We can’t hide it. We love ToutApp and we wanted to share our feelings about it with you:

 

crazy

1. Steven, Engineering Manager:
Everyone is crazy… and it’s awesome.

 

good_vibes

2. Sarah, Happiness Officer: 
I love Tout because of the energy, the synergy, the good vibes that course through the office even on the most meager of Mondays. Tout is a home away from home. #GoodVibes

 

wake_up
3. Tara, Manager Customer Success:

I love the feeling of waking up every morning excited to start the day at Tout. It breaks down to the team, culture and our customers. Everyday there’s a new challenge to tackle, opportunity to grow or an experience to learn from which is addicting. The tout team is a perfect combination of a little quirky, super smart and all around kick-ass.

 

science
4. April, Customer Success Manager:
I love how intelligent my team is.  Seriously, they are the most brilliant group of people I’ve ever worked with. From troubleshooting to creative outreach I am daily impressed by the people I’m surrounded with. There hasn’t been a day that goes by that I haven’t learned something new either about our product, our culture or about myself.
bestfriends
5. Brooke, Happiness Officer:
Hands down the people make this company what it is today. We all have that go getter mentality that is otherwise known as a 10xer. Aside from the people, I love the 20% projects we all work on and are so passionate about. I think its so unique to find a company that not only allows you, but gives you 100 percent support to pursue these projects. #TOUTLOVE

 

kermit_phone

6. Tamara, Customer Success Manager: 

Trying not to echo everything that was said, aside from the people and overall culture – I think it’s great to have open lines of communication across the company. That way you’re consistently aware of what’s going on and up to date on upcoming releases/events, etc. Way better than looking like an idiot when a customer knows more than you do. :)

 

family

7. Nick, Sales Happiness Officer:

For me, it’s inevitable that work is going to take over a great deal of your life, no matter what desk you sit at today. In order to love what you do, all while feeling accomplished, you must feel inspired by a purpose. Tout is that purpose for all of us. It’s not just work for this team, we’re family.
My colleagues attitude, drive, success and outlandish support make me jump out of bed in the morning. To know how to do something well is to truly enjoy it. Tout not only embraces that passion, but we spread that love in a contagious fashion to our customers and prospects daily to be better in every way.
You have to ask yourself, “if today was the last day of my life, would I want to be doing what I’m doing today?” Not only is this what I love to do, but these amazing individuals at Tout make me a better human. What else could you ask for?
Oh we also have kegs. #GoDucks

 

energy
8. Stephanie, Customer Success Manager:
The energy in the office is addicting. We support each other, are constantly learning from one another, and celebrate our wins together.

 

class
9. Jeffrey, Sales Happiness Officer: 
The ability to consistently learn and feel energized by everyone I work with.
pushup
10. Vince, Sales Happiness Officer: 
I would probably say that Tout is special for a few more reasons:
– The innovative nature of the business, as evidenced by our CEO TK’s forward thinking.
-The competitive but friendly environment, everyone wants to succeed and better themselves but not at the expense of their peers
– Athleticism abounds in the office, “clap, clap” (Whenever anyone claps twice in succession, the whole office does pushups together)
– We are all party people who can have fun together outside of the office

 

butterfly

11. James, Happiness Officer:

I get to do what I’m passionate about as well as embrace an awesome culture. I feel like there’s a lot of potential within the product that has yet to be tapped into. I look forward to seeing the company grow into something amazing; like a caterpillar blossoming into a butterfly.

 

success
12. Dan, Sales Happiness Officer:
My more-than-platonic feelings for ToutApp come from the shared mission to be more than the sum of our parts that can truly help our customers with something amazing. We’re building something truly beautiful and unique for sales people that will change how businesses communicate with their customers. There is nothing I love more than being able to help others be successful with what they care about.

 

highfive
13. Ali, Product Manager:
I’ve never worked anywhere where the smallest things are not only noticed, but celebrated. Whether it’s a birthday, a deal closed (no matter the dollar amount), an issue being fixed, a small feature, a work anniversary, etc. – it gets called out and celebrated. I absolutely love working in a place that has so much positivity (and let’s be honest, crazy) exuding from the walls every day.

 

 skills
14. Jenn, Executive Assistant:
I love that we celebrate everyone’s uniqueness and that each one of us can contribute our special skill or talent to the company in our own way.
Happy Valentine’s Day everybody!
XOXO,
Team ToutApp

If you’re interested in a career at ToutApp, we’re building a crack team of badasses:
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Top Three Sales Tactics You Can Learn from Apple’s Keynote

Yesterday, in what seems like a fever dream, Apple announced new products to the world. In case you missed it, those products were: iPhone 6 and iPhone 6 Plus, Apple Pay, and Apple Watch. Android versus Apple loyalties aside, you have to give it up to Apple CEO Tim Cook et al for knowing how to sell.

Apple’s Keynote was everything you’d expect from Apple–a sleek and design-focused presentation. As Apple’s Keynote’s serve as the company’s primary selling platform, let’s see how we, as salespeople can learn from them.

Structure Your Stories

Apple’s Keynotes are known for their minimalism, beautiful product images, and detailed product comprehensive demos. What doesn’t always get noticed is something truly important: the story and the words that accompany their products.

Try selling a product without a story. It’s pretty difficult. What does this all mean? Instead of approaching a sales call like a pitch–rethink your approach in terms of storytelling, which is effectively Apple’s strategy. Let’s break it down

Intro, product reveal, videos, product specs, and an anecdote. Boom–that’s Apple.

Use that structure for whatever you’re selling. If the product you’re selling has an amazing feature, like Apple Watch’s ability to tell you where you parked your car, talk about that in terms of a story. Make it simple, to the point and get people excited.

The Greatest Thing Since Sliced Bread

Apple believes that they produce the best products. Each year, the latest iPhone is better than the previous one. Realize that you and your company worked hard to perfect your product. Be proud of that. Go into sales calls, meetings, and your daily life with that mentality. Own what you know and have confidence in your selling ability.

Apple’s excels at commanding attention without giving away all the details. Yesterday’s Keynote revealed three new products centered around one main idea: Apple’s vision for the future. Before hopping on a call, sending an email–ask yourself, if you only had to get one main idea across, what would it be?

Focus your messaging. Show your prospect the true value of your product and how they can benefit from it. Believe that your product is essential to their everyday life.

One More Thing…

In theory, it’s easy to plan a story or think about one main idea you’d like to get across during a call. However, reality usually interferes. Most likely, during the course of your presentation, your prospect will want to ask pertinent questions, which will result in your story going off on a tangent.

That’s okay. If we’ve learned anything from Apple’s Keynote–it’s this: do your research and anticipate the needs of your prospect before they even know they need it.

Do I need a way to pay for that lunch with my iPhone or Apple Watch? Yes, because sometimes I get so hungry that I forget my wallet at the office–but I always wear a watch and have my phone with me.

Now you may be wondering, how does this relate to you as a salesperson? Well, when you’re on a sales call or product demo–take notes, whether it’s on a pad of paper or Google doc–take notes and use those notes to your advantage in future conversations via email, phone or in-person. Write things down, even if they don’t seem applicable at the time, you’ll never know when you’ll need something later down the road.

If you take notes during a call or demo, send a summary email right after so the prospect knows that you’re engaged, understand their objections and pain-points, and ensures that you’re both on the same page moving forward.

Continue to listen to your prospects. It’ll pay off. You know, Apple started off as a computer company, they’ve since figured out a new way for us to interact with our devices and, most importantly, each other. As a salesperson, you should always be cognizant of the people you interact with every single day. You’ll never know what idea can turn into a revolutionary product. And better yet, a memorable story.

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Let’s Get Personal

Remember last week when we talked about pointers on selling like it’s 2014 and not 1994? Are you ready to give it a go? Don’t worry, if you need a primer–we’ve got you covered.

Let’s get personal. I’m talking about the importance of personalized emails.

For next-level selling, personalizing your emails is an absolute must. By design, whether it’s via your email client or mobile device, we’re forced to glance at the first few words of any email and decide what to do based on your brain activity.

In those critical seconds, based on the sender, the subject line and the first few words–the brain tells us to answer the following questions:

1. Who’s writing to me?
2. Why is this person writing to me?
3. Should I delete it?

Here’s the key to personalizing your emails.

Get on a First Name Basis

Most people field dozens, if not hundreds, of emails per day. It’s high time to start writing emails that get read instead of those that land in the Trash Bin.

Don’t be afraid of getting on a first name basis with a prospect. You’re a friendly human being–show that through your email greeting. In those first few seconds, the email recipient is trying to figure out why you’re emailing them–get personal and use their first name.

There’s nothing worse than seeing an email that opens with a generic “Hi” or the cringe-worthy “Dear User.” Let’s never, ever do either of those again. You’ve got an email address, and most likely it’s the recipient’s name–use it. A “Hey Mark” greeting is a million times better than “Dear Sir/Madam.”

Provide Context

As we’ve said, the Inbox is a personal fortress. People guard their Inbox with their lives and are wary of the unknown guest (aka the unfamiliar, is this Spam email?).

Chances are, in addition to being a friendly human; you’re probably a smart, resourceful, and Internet-capable person. Pro tip: Use all of your available resources–it’s not stalking or creeping–it’s strategic research. Surf the Internet, check out their credentials on LinkedIn, and browse their Twitter feed.

Gather that information to provide context to your email. For example, let’s say a prospect wrote an engaging post on LinkedIn that resonated with you–talk about it in your first sentence. Think more like a friend than a salesperson.

Offer Clear Value

Right after your friendly greeting, provide quick context to your email. The next step is to offer clear value on why it’s important that they finish reading your email. It’s one thing to open an email and it’s another to actually read the darn thing.

So, you’ve worked hard to make a personal connection–now, it’s time to keep your prospect’s attention and act on their needs. How do you offer clear value? Appeal to their interests and needs. If you write an email that contains personalized information or recommendations (such as a software) based on their specific interests and needs–your email will be instantly successful and memorable.

If you’re serious about being a good salesperson, you’ll practice these tried-and-true habits every day. Stay tuned for next week’s installment of selling like a modern salesperson!

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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!

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Sell like it’s 2014 not 1994.

Throwback Thursday: It’s 1994 and you’re a salesperson at an indistinguishable company. You’ve got your Rolodex of leads and a printed out spreadsheet of numbers to call, or even better, the Yellow Pages. You’re living in an age of pre-Google, pre-LinkedIn, and when the only Internet option was AOL.

Sales in 1994 was all about you: the salesperson. The elevator pitch was about you and the big solution. Cold calling was your go-to approach for the connection, the pitch, and the sale. Maybe your office was something straight out of Glengarry Glen Ross? Yikes.

Thankfully, it’s 2014.

Sales has changed. If you’re having a hard time getting into 2014-sales-mode, here are some pointers:

Personalize Emails

The inbox is a personal fortress. The keeper knows who’s visiting and they only want the important people inside. Unexpected visitors—or emails—are typically not welcome.

Instead, personalize your emails before sending out that cold email:

1. Take the time to research, connect, and engage with your prospect. It’s 2014, if they’re anybody they have a presence somewhere on the Internet.
2. Check out their Twitter to see if you share similar tastes and distastes.
3. LinkedIn’s InMail feature is an invaluable way to make an instantaneous pitch.
4. Keep it short.

If you want prospects to read your emails—take the time to read about them. Don’t be afraid to exhaust all your resources. After all, you’re a stranger invading their fortress.

It’s All About Timing

A good sale is all about great timing. Time is precious—we only have 24 hours in a day, that’s 86,400 seconds a day. Make all those seconds count.

Use these approaches:
1. If you’re sending out a cold pitch—put everything right where they expect it to be. There’s no room for surprises.
2. If a company has just hired a new Executive, reach out.
3. If there’s a recent product launch, reach out.
4. Show prospects how your product can benefit their business. Show them exactly how you can help and outline your specific course of action.

Seconds are literally ticking away, what are you waiting for?

Focus Your Time

Like your prospects, as a salesperson, your time is likewise valuable. You’ve got those same 86,400 seconds in your day. Use those seconds wisely.

Here’s how to focus your time:
1. Your job description as a salesperson holds the same purpose as the business: create and keep customers. Direct your efforts to doing that every single day.
2. Make a “to research” list for prospects, a “to contact” list for those you’ve researched and are ready to reach out, and a “to follow-up” list to maintain relationships.

Above all, be yourself

A salesperson is a human—not a wolf. A salesperson wants to help, solve a problem and improve workflows. If you’re going to create and win opportunities, you must be yourself.

People want to buy from people. In 1994, you might have read from a script. It’s 2014, be a person. Everyone has a personality and a sense of humor. Use your human skills to create a relationship instead of a cold transaction.

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7 Ways to Sell like a Human

An Enterprise Sales Executive, a Strategic Sales Rep, an SDR, AE, MDR, BDR, ZBR, AMR, VP, Happiness Officer, I could be all things.. but really, I’m just Jen.

One of the most important things I’ve learned recently, is that it doesn’t matter what you have as your Linkedin headline, or what your email signature says. At the end of the day, you are essentially just you, and no title can really change that. At the end of the day, we are all only human.

What do I mean by this? Being genuine (and more importantly, sounding genuine) is key to being a successful seller. I think the following quote sums this up perfectly:

“In sales, you are never selling an object or something tangible. What you are really selling at the end of the day is: Opportunity. Confidence, Conviction and Charisma just allow you to take that opportunity and turn it into art.” –Gurbaksh Chahal

So how do we get there?

I’m certainly no pro, but over the past couple years I’ve learned the most important part of selling today is being real with people. I’ve found that conviction will persevere, and your charisma will allow you to take that opportunity and truly turn it into an art.

“The most successful salespeople today are not the Type-A ‘meat eaters’, they’re not the ones that can ‘sell anything, close anything, don’t give a damn.’ Salespeople today could quite frankly be you, the person that hasn’t sold a day in your life, but you are a real person, an intelligent person, a humble person, a self-reflective person, a person that can communicate, a person that believes in delivering value, in solving problems, in being the best that you can be. YOU can be a salesperson.”  -Tawheed Kader

Sell like a Human. Here’s how:

1. Sell with confidence.

You need to sell with conviction. IT IS KEY.  It helps when you believe in what you are selling. Even better, eat the dogfood and practice what you preach. Focus on what you know and support it. Focus on more than communicating, focus on them. Be assertive.

2. Sell with humor.

Dude, you gotta have a sense of humor in sales; without it… all is lost. I’m a huge believer in making people crack a smile or laugh. Sales is high stress, and fast pace, so when you throw humor into the mix at the right time, it can calm that tension. Humor can bring ease into the conversation and help potential customers open up and share insights around their wants, needs, and company. Don’t be afraid to be funny!

3. Selling is solving problems.

“The best salespeople are professional problem solvers.” Stephan Schiffman.

The true beauty of sales is overcoming those massive challenges. I’ll never forget the first deal I ever lost– I was devastated. It wasn’t until TK our CEO told me “Jen, this is not a failure. It’s a learning experience. In the end, it’s only a deal. Not the end of the world. Reflect on the good, the bad, and move on.”

4. Selling is showing you genuinely care.

“Honestly, what’s more human than actually giving a damn about their life, their career, their company. Better yet, stop calling them prospects and start calling them “customer advocates.” — Great insight from the unstoppable Jill Rowley.

5. Selling is being a social.

Hear and communicate effectively with all customers and potential customers (aka customer advocates) on ALL social channels. Make sure you’re leveraging different tools in the proces like (these are my must-haves):

  • Salesforce
  • Gagin
  • Twitter
  • Linkedin
  • ToutApp
  • DocuSign

Always be learning. Attend sales meet ups, webinars, and listen in to sales podcasts.

Follow sales leaders, here is a place to start: John Barrows, Koka Sexton, Jill Rowley, Matt Heinz and Scott Britton.

6. Educate and inspire.

Selling is educating and inspiring your customers. Make sure you’re doing the 5 E’s of Social Business.

  • Educate with content
  • Enchant by being relevant
  • Engage with authenticity
  • Embrace them by starting an open dialogue
  • Empower by giving them the right tools

7. Celebrate the small wins.

In sales, you have to celebrate the small gains. GET EXCITED about that one meeting you’ve been working on for over a month, that one awesome email, that deal you closed, that shout out from your boss, and most importantly celebrate the success of your teammates.

Key takeway.

In the end, we are all human beings. Sell with integrity, sell with conviction, sell as if you are key stakeholder for their success.

If you are a genuine person, an intelligent person, a open person, a self-reflective person, a person that can communicate, a person that believes in delivering value to your customer, in solving problems, in being the best that you can be – you are meant to be in sales.

Above all be you. Because you’re friggin awesome.


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7 Essential Shortcuts Every Salesperson Should Know

“Not enough time in the day” – said every salesperson, ever.

More than just copy-pasting, this post is for people who are ready to take their productivity to the next level. Are you constantly clicking through tabs, applications and search?  Of course you are – here’s how to get stuff done faster. Here are 7 simple ways that will help you be more efficient. Seriously, this is how you add more time to your day.

Please note: If you’re cursed with a windows computer, substitute ctrl for ⌘


Transitioning Shortcuts:

1. Switch between applications
⌘ + Tab

*Pro Tip: keep your thumb on ⌘ and tap Tab to switch between all of your open applications

2. Switch between different windows in the same application

 ⌘ + ~


Shortcuts with Chrome:

3. Open the last tab you (accidentally) closed
⌘ + shift + T

4. Opens link in a new tab
⌘ + click link

5. Switch between open tabs

    (or 2, 3… 9)

*Pro Tip: ⌘ + 9 will always open the last tab in the window

6. Put your cursor in the URL bar
⌘ + L

7. Open up window in incognito mode
⌘ + shift + N

*Pro Tip: 3 uses for incognito mode that prove it’s not just for NSFW material

P.S.

As you start your journey for less mechanical mouse clicking, consider checking “warn before quitting” under the Chrome menu.  This will help your tab surfing not accidentally close all of the hard work you’ve done.

*Blog written by Dan Smith–aspiring productivity guru. Follow him on Twitter!


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3 Simple Ways to Get Rid of Sales Inbox Congestion

How much would you pay to get to inbox zero?

This much?

If you’re a salesperson, you probably have two major stresses in your workday. One, hitting.that.quota. And two, managing your never-ending inbox.

Inbox congestion is one of the most stressful parts about managing your sales pipeline. Starring an email or marking it as unread just isn’t enough. When you have 10 starred emails, and 20 unread, it still looks messy and overwhelming.

Here are 3 simple tricks that can help change your daily email workflow:


1. Simply, change your Gmail Settings

No really, this simple trick will rock your world (and I too just found out about it).

How it works: Your inbox will be categorized into three categories. Easily see which emails you haven’t read, which ones you’ve starred and need to pay attention to, and lastly, the rest of your inbox you need to work through.

When to use: This is helpful because you can quickly see new emails, and then file them appropriately. It stops your inbox from building up throughout the day.

2. ToutApp Reminders

This is the perfect trick to help you clear emails you’ve already read, but want to keep fresh in your mind.

When to use: When you want to remember to email a prospect at a certain time. (Forget setting calendar reminders or adding it to your task list; this is the easier way.)

How it works: Set a reminder on an email you need to write, and it will appear at the top of your inbox at a scheduled time. I know that many of us keep our inboxes as a task list; this diminishes the need to do that. When you’re writing to a prospect, set a reminder in that moment and hit Tout It! You’ll be reminded to email that important person again, and be able to archive or file away the email in your inbox. Easy peasy.

3. Don’t FEAR the Archive button!

I know, I know, but what if you need that email for later? How will you remember to write your prospect back? (eh-hem…see #2).

How it works: Archiving does not mean deleting. Period. It simply stores your information outside of your daily inbox. Simply search for any email you need, like: “Prospect XYZ meeting” and it will pop right up. I recently got accustomed to archiving the heck out of my inbox, and now I can’t stop.

When to use: When you’ve finished correspondence with your leads or customers, and do not need them top of mind at that moment. Hit the the archive button. Also, if you have an email that’s over 30 days old, Archive it or set a reminder.

That’s it! 3 simple ways to make your day just a little bit better. For more inbox tips, watch our tutorial video.

If you have any sales tips/tricks you want to learn about, tell me here! 


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