#toutapp

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For January 6, we’re profiling enterprise startups.  Today's guest expert is Mark Birch, CRO at Enhatch and founder of the NYC Enterprise Sales Meetup.

Enterprise sales at its core has seen enormous change over the past five years. When I look at the way we sell B2B deals going into 2015, the biggest difference from even a couple of years ago is the amount of information available to both buyers as well as sellers. Buyers have had the advantage for some time given the amount of product and vendor information freely available on the Internet, highlighted in the study by the CEB that 57% of the sale happens before a vendor is even engaged. However, vendors are starting to win back some ground, leveraging tools that give them better intelligence about prospects like Datanyze or Relationship Science, make sales teams more productive like Enhatch or Toutapp, and remove friction from the sales process like Quoteroller or CallidusCloud.

Ultimately, it is about making the enterprise sales more predictable by making sales people and managers more effective. Despite comments about the "death" of enterprise sales, the need for informed, data-driven sales people will be even more critical as the solutions they sell become more complex and the prospects they sell to become more complex organizations. Therefore we should expect most companies to start employing various sales technologies beyond mere backend CRM systems in the near future. The difference in this generation of sales technologies will be the simpler cloud and mobile deployments, ease of use with improved adoption, and the ability to more easily plug into existing corporate IT systems.

Bio:

Mark Birch is an enterprise software tech entrepreneur, sales executive, and early stage startup investor based in NYC.  Currently he heads revenue and marketing for Enhatch, a company in the mobile enterprise software industry providing sales & marketing productivity tools. He also started the NYC Enterprise Sales Meetup.  In his spare time, he can be found trawling the narrow streets of Chinatown scouring the best dumplings and Chinese snack foods around New York.

About Enhatch:

Now that we've all had a chance to cool down from SxSW, GDC, LAUNCH, and of course Christmas-for-VCs YCombinator Demo Day, time to let the hype-dust settle and see who is left standing.

Oftentimes even the best entrepreneurs propose innovative solutions to problems that don't really exist. This to me is the #1 recipe for disappointment especially in "grade A" teams. Thankfully for every cloud-watching entrepreneur there's a pragmatic hustler who is steadily chipping away at a massive pain they live and breathe every day. TK is the latter type of entrepreneur, and his startup ToutApp is aiming to fix the biggest productivity problem of all: email overload. 

The Christmas holiday is over and now our time is divided between year-in-review lists and people making fun of other's christmas spirit (or the lack there of). I know many people would disagree with me but I love reading both these categories of news stories.

I love the end of year review type factoids that we see everywhere. You know what I'm talking about:

"2011-In-Review: You walked a bajillion steps, took a bazillion breaths, picked your nose 80-gazillion times in public, and twirled your hair 50 billion times".

That sort of stuff.

One year-in-review thingy that I particularly found interesting was from a site called Toutapp. https://yearinreview.toutapp.com/ After collecting a tiny amount of information from you, mainly your email address, the site will go in and analyze your email activity over the past year. I learned that I only respond to 5% of the emails I receive on my personal account.

Hm. I guess it's not useful information, but interesting eh?

Are you tired of copying and pasting the same emails over and over to run your Business? Do you keep having to wait to go back to your desk to follow up on those important meetings and connections? 

ToutApp's iPhone app makes it super easy to follow up with people after conferences, business meetings, or networking events with simple personalized templated emails.