Keep your Live Feed open on the right or left side of your screen throughout the day. Start to make opening your Live Feed a habit, when you get into the office or gearing up for your day. You won’t regret it, especially once you start seeing what’s happening with your emails in real time!
Start to use your Live Feed to move deals down the funnel, book more meetings and know who to focus you time on.
Open Your Live Feed
- From Outlook, your Live Feed will automatically open embedded in your Outlook. If you want to use the Live Feed in a separate window, open it from ToutApp.com
- From Gmail, pop open your Live Feed.
- If you want it in a separate browser to move around, you can pop it open from ToutApp.
Check Out Who’s Engaging With Your Emails
If you see multiple views, clicks & devices that’s a signal of high engagement. More than 3 devices and locations is an indicator your email is likely being forwarded within an account to multiple people. A good time to double down on reaching out to additional prospects in that account.
Take Action to Book a Meeting or Move Your Deal Forward
Hover over the name in the Live Feed to use the drop down for more details
Take action as soon as you see engagement. Click to call, email or jump into your CRM to reach out to other contacts in the account. If you’re using Salesforce you’ll even get context about your prospect and deal right in the Live Feed so you know what to say and the best next steps so you’re fully prepped when making a call or sending an email.
Catch your prospect at the right time
Clicking ‘Call’ within 5-10 minutes of seeing email engagement (views, clicks, website visits, attachments paged through) which will open up Tout phone
When you click call from the Live Feed your prospects phone number will automatically appear to make calling easy with one click. Try using local presence to increase your connect rates. Especially if a deal goes dark or you’ve been trying to get a hold of a prospect, local presence matches your area code to the area code you are calling into. Plus your calls and notes will sync back to your CRM!
If you need to add anyone into Salesforce on the fly, you can add leads and contacts from your Live Feed.
Manage Your Daily Tasks
On top of all the visibility you’ll have with real time tracking, you can toggle to the Tasks tab in the Live feed for an easy way to stay on top of your deals and prospects. Manage your Salesforce tasks or to-dos without leaving your email.
Every salesperson works differently. You can checkout actionable best practices for using the Live Feed for your workflow below to help you prospect, manage and close deals.
Best Practices to Use Your Live Feed
in a Prospecting Role
Call 5 – 10 minutes after you see your prospect engaging with your email. This is the best way to increase your connects & catch prospects at the prime time. Plus they may be sitting in front of their computer or on their cell looking at their inbox or cell in hand. Take action calling with Tout phone or your own phone. Step up your game using local presence to up the chances of a connect.
Double down on your accounts with the highest engagement. Using an Account Based Selling approach? If you see multiple views, clicks & devices that’s a signal of high engagement. Your email is likely being forwarded within an account to multiple people. A good time to double down on reaching out to additional prospects in that account. Use the drop down for more details, CRM context and take action with a call, email or jump into your CRM.
Send out a group email and then use the Live Feed to capture the low hanging fruit to quickly set up meetings. Have a power hour coming up, be sure you send out your emails beforehand to warm up your calls. A prospect keeps viewing your email, checking out the article you just set over, visiting your website – give them a call.
Get on track to hit your email and call activity goals. The email counter and bar graph will show you how you are trending every day towards hitting your email outreach goals. Making your calls from the Live Feed will help you prioritize warm prospects to call.
Best Practices to Use Your Live Feed
as an Account Executive
Time kills all deals & when your big deal that was moving in the right direction goes dark (especially end of quarter) use the Live Feed to time your follow up & deal strategy.
Get a hold of decision makers, stakeholders, your champion to speed up closing deals. Especially for larger deals where there are multiple stakeholders & connecting with these prospects is key. In a typical firm with 100-500 employees, an average of 7 people are involved in most buying decision. Source: Gartner Group. The Live Feed will give you visibility into which people are engaged and help you catch executives at the right time.
Know which opportunities to prioritize and take the best next step to move the deal forward. In the dark about next steps? If you knew that your prospect kept reviewing your collateral & emails after a demo, it may be time to move onto the pricing sheet. You can have more control of your deals and focus on where to invest your time, follow ups and what to do next with real time insights.
Create a Referral, New Product Offering or Expansion Templates. Proactively manage your book of business to create more opportunities to hit your quota. If you have new product updates or offerings, expanding into an account, reaching out for a referral – create templates you can have on hand to grow your accounts.
Actionable Tips for Sales Calls
Know who you are calling so you can be relevant and connect with your prospect’s business goals, initiatives and needs. Research the prospect you and company before calling. Here are some actionable tips for researching before a call
- Check to see who they are connected with on LinkedIn & if you have mutual connections
- Look at their LinkedIn summary & responsibilities. Many times leaders will clearly articulate in their own words initiatives, goals and what they care about
- Any recent posts on LinkedIn, Shared or Liked Content from your prospect
- Company news, 10 – K, New Execs/ Job Changes, Competitor releases new product/ offering, acquisition, prospect wins large account, etc.
- Trends, News & Reports within the prospects industry
When leaving a prospecting voicemail reference the content you shared in the previous email sent to the prospect. This gives you an opportunity to add value, by sharing a relevant piece of content that aligns to their persona or industry. The optimal voicemail message is between 8 and 14 seconds. Source: The Sales Hunter
The best days to call are Wednesday and Thursdays from 6:45 to 9am and 4 to 6pm. Fridays typically have higher connect rates. Don’t let these stats stop you from making calls Mondays and Tuesdays. Be sure to keep an eye on your Live Feed to see when your prospects have taken action on your emails so you can catch them at their desk or phone in hand.
You hear common objections on your calls. (Send me more info, not the right person, not interested, etc). Be prepared to overcome these objections with the 1-2 lines and strategy before you call. Keep a cheat sheet at your desk for overcoming objections and have templates that support getting past the objection.
80% of Sales require 5 follow – phone calls after the meeting. Source: The Marketing Donut. Even after your initial meeting and discovery, continue to pick up the phone to connect live your prospects & stakeholders. Your follow up emails should drive towards a live conversation and next step.