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Passion and Perseverance in Sales Development

4 min read
Jun. 19, 2015

Meet The Salesloft Staff: Mitch Touart

Mitch’s Bio: November marks one year since Mitch joined the Sales Development team as an SDR, but within his first year at Salesloft he’s quickly risen to a Team Lead position. Mitch’s unique perspective and tenacity in sales has served as a great model for newer SDRs on the team. Always looking for a creative way to reach new prospects, Mitch has a way of making everyone, prospects and team members alike, feel comfortable and excited about working together.

What’s your ultimate sales development productivity hack?

Having a well-constructed, thoughtful schedule — and then sticking to it. Without an intelligent game plan to start the day, tasks can go sideways quickly, even with a great tool like Cadence that can keep you on track. Set times for calling. Set times for emailing. Set hours for prospecting. I even set FIFA breaks for recharging… If you bounce around aimlessly between too many activities, your day will quickly become far less productive.

Who is someone in the world of startups or sales development that you admire or find inspiring?

My brother-in-law, Jake Edens, who is the CEO and founder of REscour, another Atlanta-based tech startup and Salesloft client. Jake was the first person who introduced me to the booming scene here in Atlanta. I watched him grow and develop his company from 3 people working out of his own house to a 10+ man operation in ATDC. I became inspired when I realized he was building his own future, and helping others along the way. That’s when I knew: that’s what I want to be a part of.

How do you use Salesloft Prospector/Cadence on a day-to-day basis?

From a work perspective, these two tools are even more important than my morning coffee. The short answer: I use both for literally everything. Specifically, I use Prospector daily for 100% of my hunting. I typically build a list of 50-75 new prospects, then scrub and clean the list before importing into Cadence. Once the list is in Cadence, it’s all about focus and execution on phone and email. However, Cadence allows me to be strategic about when and who I follow up with first, since it provides accurate metrics on clicks and opens. This makes a huge difference for me as an SDR because in a role that requires grinding, it’s important to be able to use anything and everything to your advantage.

What quote do you live by, both personally and professionally?

Koketsu ni irazunba koji wo ezu” which is a Japanese proverb. When translated into English, it says,

If you do not enter the tiger’s cave, you will not catch its cub.

In short: nothing ventured, nothing gained. I read this very early on in my life, and it has positively impacted everything I’ve done, from the career moves I’ve made to my decision to purchase my first motorcycle.

How do you stay fired up to come into work every day and help motivate the team?

Passion and motivation are crucial to long term success in any endeavor, work-related or not. The How and the Why of Salesloft is huge for my teammates and me — keeping us excited about the future. With that said, though, I take pride in my ability to be disciplined and focused on a daily basis and prefer to rely on that instead of any emotion. It helps me stay present-minded and execute at a high level.

What’s your favorite sales movie of all time? (Think: Wolf of Wall Street, Boiler Room, Jerry Maguire…)

It is not a movie, but the show Mad Men is incredible. If you missed it, you can catch up on Netflix — but just a warning: if you start you might not be able to stop… and your friends might start to wonder where you are.

If your friends had to describe your personality in 3 words, what would they be and why?

  1. Gregarious
  2. Fearless
  3. Ebullient

My friends understand I have zero qualms about embarking on new escapades and having fun all the while.