Panel Discussion

Matt Heinz, Steve Richard, Eric Mitchell

matt-heinz-social-selling steve-richard-social-selling eric-mitchell-social-selling

Panelists:

  • Matt Heinz, Founder of Heinz Marketing
  • Steve Richard, Founder of Vorsight Sales Training
  • Eric Mitchell, Founder of SocialHangout

Watch the Panel answer questions such as:

  • How can sales reps find relevant content to share with prospective customers?
  • Where can they find it? And use Social Media Marketing?
  • How can content help sales reps create new opportunities and ultimately close more deals?
  • And more...

 

Free Video

Watch this exclusive 62 minute video featuring Matt Heinz, Steve Richard, and Eric Mitchell now.

Webinar Transcript

Gabe: All right, everybody welcome to the social selling and content panel. Thank you so much for joining us. This is Gabe Villamizar, social media manager at HireVue. We are really excited to have those of you who are watching this live or on demand, thank you so much for tuning in. So it is my pleasure and honor to introduce you to our next speakers, our panel. We have here, Matt Heinz. I'll give them a few minutes to introduce themselves but we have Matt Heinz, we have Eric Mitchell and Steve Richard and I’ve known these guys for the past few years and it’s great. I am so happy they are on board with it. They are thought leaders in their area; they know what they are talking about especially when it comes to social selling and content. So why don't we start with Matt? Matt Heinz, introduce yourself to the audience and tell us a little bit about yourself. 

Matt: Yup, thank you very much. It's really a pleasure to be here. My name is Matt, I run a company called Heinz Marketing. We are a sales and marketing consulting firm and we sort of eat our own dog food in a sense. We have really grown our business and grown our pipeline largely by doing and working very actively with content, sharing content with prospects, people in our pipeline, with past customers and it's built us to where we are today. So I'm excited to share some of those with you today. 

Gabe: Awesome, thanks Matt. All right Steve, take it away.

Steve: Awesome Gabe. I'm Steve Richard, Co-founder of Vorsight VP. Our mission is to fix the company to the top of the sales funnel for the average salesperson. Because if you look at most salespeople are pretty young good ones, they have an appointment but most sales training companies that are out there presume you have an appointment in the first place. All the sales training companies you can think of, they assume you have an appointment. We are trying to fix that for the average salesperson and I'm looking forward to join the panel today. 

Gabe: Awesome, thanks Steve. And Eric Mitchell. 

Eric: Hey everybody thanks for having me on. It's a pleasure to be here today. I'm Eric Mitchell; I am the head of sales and marketing here at Mobitor. What I do here as the star team here --my team-- we go out and I've created a social selling to the entire to the entire team. Before I moved here at Mobitor, all they did was get on the phone and just dial for dollars and I came in and changed the entire way that that’s been done and I have that in my background. Coming from EchoSign and a few other stops along the way; where we used social selling to develop everything from our content to go up against the gigantic monsters that we went up and as we know EchoSign moved on to Adobe. So it's been an awesome journey and I've taken everything I've learned on my journey and spread it to my team and I share it with people all over the world. 

Gabe: Awesome, well thanks Eric, well thanks guys. Let's just jump in and go over some of the questions, so we have specifically asked and came up with these questions that I myself have seen these questions come up in the past two or three years in the social selling space. What is the relationship with content and social selling? Social Selling, like all of us know, is a big buzz word. Some people don't like it, some people love it. But if you are convinced that it works then you are at the right place right now; at the right panel. So question number one: How does content help sales reps create new opportunities and ultimately help make more deals? So I want to ask Matt. Matt I've read your content, you guys have an epic blog and you guys do a really good job of just making it simple and making it very interesting and the point of view that you guys have there at Heinz Marketing, so how would you answer this question?

Matt: Well I think the coin of the realm for a lot of salespeople and marketers as well is attention right? I mean it is one thing to sort of get someone to download your white paper; it's another thing to sort of earn the attention and credibility that good content can represent and can deliver for you. So as a sales rep there is only so many times you can ask someone if they want to see the demo. There is only so many times you can ask if they want to learn more about the product. Your job is to get and keep someone's attention until the urgency of the problem that they are trying to solve gets to the point where they need you. That may be right now, that may be next week, may be next month. It may be won't be for a while, but good content allows you to stay in touch; build value with that prospect and really be there at the right place and the right time. 

The better that content maps to the needs of those buyers and at the early stages of the buyer journey the better. But really that content then can then play a role in every stage of the pipeline. Some of it is relevant to what you're doing, some of it is not. I engaged with a prospect just this morning and we had a good conversation because I noticed that he was also journalism major from back in his college days. So we were able to talk about that and how we ended up in the winding path of where we are today. That is content too right? So leveraging the right kind of content to get attention and to keep attention and to move those deals forward is critical to success in sales today. 

Gabe: Now that, I agree 100%. Now I did hear you say "good content." What is your definition of "good content"? You see so much content that is being created by thousands of people. I mean literally anybody can create content. But what would you say is good content for sales people? 

Matt: You know I don't think there is one definition. I think relevancy is really important, value is important. Is it something that I care about? Good content can be giving some one best practice on how to be more productive on social channels to sell. I think good content can also be: among your prospect community running a poll like "Who can predict the final score of the super bowl in a couple of weeks?" It may be empty calories but if the ultimate goal is to get attention, to build rapport, to build a relationship; those empty calorie pieces of content can be just as valuable. I think you need to know your audience. Know your audience, know what they care about and know what strings are worth pulling and make sure that the content generates that attention; generates that response. 

Gabe: No, I agree 100%. Eric or Steve, any thoughts on question number one? 

Steve: Yeah Gabe, this is Steve. So we've done some research on this and I'm going to use slightly different language of saying what Matt said. That I think is going to be a little more oriented towards a salesperson as opposed to being more oriented toward marketing, a marketer point of view. What we have observed through the research that we've done on early stage prospects is that it's all about curiosity and credibility. So as much as Matt was talking about the buyers journey. When he is representing the buyer's journey, he is talking about a predictable process that every buyer goes through on their way to making a decision. That science is much understood by many, many, many people in sales and marketing out there right now. What process is not particularly well understood is, what's the process that a prospect goes through on their way to deciding if they are going to even do a meeting with you in the first place? 

Because we know that, that initial meeting is going to be the crucial moment to at least begin the process of moving away from business as usual. All of the force or serious decisions that corporate executives or research boards are saying: "get in early, to get in early as you can." So that process follows access, curiosity, credibility; commitment. Access: you've got to get to them in the first place. Social is a great way to do that clearly. Curiosity, once we do, how do we generate curiosity in the mind the buyer? Peak curiosity. Now the interesting thing there is, you can peak curiosity of the buyer, both in what you say about the buyer as well as what you saying about what you're selling or maybe the topic. Not necessarily about what you are saying about the product or service, but the topic. Then establish credibility. 

Curiosity essentially begins the conversation. If I am curious enough I'll engage. But if you're not credible really quick I'm going to back off of that. So Gabe you asked a pointed question, "what is good content?" I'm going to give you a really specific tight answer. I'm going to say good content is such that it peaks and generates a sense of curiosity; it establishes credibility to get a conversation going. And content that does not end in the outcome of a buyer entering an act of a buying journey isn't worth wild. It doesn't matter. Maybe it peaks interest initially but if you don't have that next piece of content to gets them in a buyer's journey, it doesn't matter. 

Gabe: Love it. Love it. I agree. That is a good tweet: the three things that you mentioned, curiosity, credibility and what's the third one? 

Steve: Commitment. So it's Access and A, C3: Access, Curiosity, Credibility, and Commitment. They are critically, critically important when you actually study that process because there is a whole lot of people that are running around right now. Your prospects that are engaging with your content and our clients have this problem all the time. They go "wow we have great content, we've got all sorts of social sharing, and people love our content. But they are not engaging with us in a sales conversation why? What is missing?" Well that is missing. The thing that is missing. Your content that is out there and spreading is not peaking sufficient curiosity that they have any reason to engage with you in the first place. Or your salespeople are not particularly adept at taking those early stage prospects that are just kind of kicking tires and thinking about the topic and converting them into an active buying cycle. 

Gabe: Love it. Thanks for sharing that. Eric what do you have to say about question number one?

Eric: Whoo, this is a tough crowd to follow up on, but it's awesome. You've got both Steve and Matt and I'm just sitting here taking notes. It's pretty epic for me. What I do with my team. I always think that marketing is a key example that we need to make sure that we are good with here as a whole. I know that for years the whole shtick in sales has always been the marketing fades, in sales. And I combined that. So, I've always taught my team to remember, we always want to make sure that our content when we come out, whether it is social or whatever we do, you always want to be top of mind and tip of tongue. They keep that going. So they are always looking for whatever content they can get. Well with social you can always go out and find out. It's fun for me as a sports fan and my guys hear it all the time. When you are on the phone, I was just on the phone yesterday with somebody from New England or the Boston area and of course the inflate game is a big thing. 

It was awesome to get on there and share a story about how I know somebody who sacked Tom Brady because I lived here in the bay area, and Tom is from the Bay Area also. So it's awesome that I have that instantly I knew they were a Patriots fan, we went into that. That guy also turned out to be from the bay area, so we have these common bonds and all of a sudden we're right there and we're moving the deal forward. Today I get an email and we'd like to start pushing this through the red line. So just having that social content that you can go out and get it, is such a key element. I think Steve put it that time; you have to have it there for everything. You need to have all the tools available and you need to make sure you are sharp as you move forward. 

Gabe: Awesome, amen to that. All right, let's move on to question number two here. So we talked about how there’s content, and what good content is but so question number two then is --like I mentioned earlier-- how can sales reps find a relative content to share with buyers. I'm not sure where I found this piece or I read it at. I think Forester or a research article, there are tens of thousands of pieces or content or data being created on a daily basis --if not weekly. So what have you guys found out that if there is a tool or if there is a blog obviously, your own personal blog or your company blog but Steve let's have you take a stab at it? What do you recommend, what your firm teaches and tells us where to find content? What's your go-to place or places?

Steve: So we just did a big social selling training engagement with a mid-sized software company and the room was filled with 250 field sales reps. some were inside sales, but predominantly field sales reps. there is a difference between the ideal perfect state and the reality that is out there. Because, you are right, there are tons of places you can find content but I would look at the basics first. Just as simply as the reps in this organization weren't even aware that on LinkedIn, on the company page for this company, that they or the marketing team is consistently posting content. So you don't need a fancy tool. All you need the reps to do is say "hey periodically go take a look, find something you think is relevant for your buyers that is going to generate curiosity in your buyers and establish some credibility and share it."

And they made that a very simple thing. Also of course go to the page of the prospect, so great content to share, go share your prospect's updates on LinkedIn if they are active or on other social channels. Of course if they are on Twitter or other places like that. But the biggest piece of advice that we are giving the average sales rep is, we always ask them "hey do you ever read an article in the course of your day that someone sends you or you happen to just stumble upon and when you read that article you think 'boy that would be really good for my prospects and clients. I wish they could read this too?'' But right now they are not sharing it. So again, it's just simple behavior changes as opposed to just going to ... Which I'm sure Matt Heinz has got stuff that will blow that out of the water but, it's simple stuff that is going to move the needle the most in the average sales force. 

Gabe: Awesome. Matt what do you think?

Matt: Yeah, I agree with that I think a simple discussion maybe; I have more of a marketing orientation. The marketing team should provide this for the field organization. As an individual rep you should be fully empowered to go out and find good content that your prospects care about. You should be in the habit of reading news from your prospects; reading news in their industry and sharing that with the prospects that you think would be interested, based on pasted conversations. But a lot of that content that you might find individually is the same kind of content that other reps should be sending to their prospects as well. There is a variety of tools that can help with that right? I mean you've got tools like GaggleAMP, for instance, that we use quite a bit with clients. One simple tool that you can actually share a variety of contents with the reps. with one click they can share it over social networks.

There is great tracking back in terms of how far it goes. So to a certain extent I think marketing has a responsibility to share some of that common content but then I'd highly encourage reps to set up their own alerts right? Set up their own Alerts to find out what is going on with individual companies. Whether you do that, you’ll like a hoop sweet [SP] filter for Twitter. There is a company called FirstRain that provides great insight into all kinds of information going on with accounts. Sometimes big companies like there is big new happening at the company that your buyer may not even have heard about yet but you get alert and you can alert them too first. There is a variety of sources. I think what's important is to have some consistency in terms of looking for it and get into the habit and discipline of sharing it on a regular basis. 

Gabe: Awesome, and then you said that's GaggleAMP, a great tool. I highly recommend it as well, and what's the other one that you mentioned for notifications or alerts? 

Matt: It's called FirstRain and...

Gabe: That's awesome.

Matt: Yeah it's great. 

Steve: Hey Gabe, this is Steve. Can I jump in real quick? 

Gabe: Yeah, sure. Yeah, absolutely. Go ahead.

Steve: It dawned on me more for the marketers out there that are listening to this, there is a word press plug-in that will automatically allow you take any blogs that you post on your blog and automatically syndicate it to your LinkedIn company page. It's a WordPress plus plug-in called 'Snap.' You guys probably already know this but my marketer just whispered it into my ear and we are big fans of that. 

Gabe: No, I never heard of it so that is good to know. So we've got good tools. The audience out there is getting a hold of some awesome stuff. I have been doing this for a few years and I learn stuff every day. Eric what are your thoughts on this? 

Eric: This is one of my favorite topics: how to go out and get the tools, and Steve said it best. It's right out there in the open. Running out and looking on LinkedIn. I do that --wearing two hats in organizations but having a complete background in sales and running marketing team at the same time. I love playing and stuff. I always try to provide the content to my team, but I also want to empower. My background being a United States Marine, I always like to make sure my team knows... Everybody wants to know their job, but make sure we always have it so that if I can't be there to get it to you right away. We can set it up so that you have fail safes built in. So we use a tool called 'Gagged In.' I know their slogan is that they're kind of the Google Alert on steroids. It's great. It sends you an alert every day. You can put in who you are really going after and it gives you what is going on.

In some senses it also puts in your competitors, so you know who they are going up against. You do a lot of great in tell. On them as you move forward. Also a number of accents my team can't live without, I've been a fan of it since it came out: Refresh. It's great for Apple users. You can have it on your iPhone. It's great, as you get ready to go in to a call. It’s like even before hoping on and doing our meeting today as we’re talking, I was able to get a quick background on everybody who is going to be talking to us today. So it's awesome to be able to get that. Because you talk to a lot of people every day and I always tell my guys: "the biggest thing you want to do is always have it right there and keep that content going and to have it alert to your everyday." 

There is no excuse not to come prepared to a meeting, you are always ready, you always have everything going. Those tools plus these tools that are here. I'm a big fan of GaggleAMP, I can't say enough about. Steve, you introduced that to me so I'm a huge fan of that so; I think using these tools and just keeping it simple. There is so much information in social that you can go out and get. I mean Twitter is an amazing tool just to go check out what people are saying. People put a lot of information, especially on their profiles, about what they do. That is where I go for everything.

Steve: Hey Eric, this is Steve again, I keep jumping in. But one more that once you said gage and it triggered my memory to FunnelFire as another dynamite information center...

Gabe: FunnelFire...

Steve: Yeah, FunnelFire push to you. It's a free little Chrome extension and then there is a paid version as well, awesome stuff. 

Gabe: Great man, these are all great tools and things. Thanks Eric, thanks Steve. And one of my personal favorites is BuzzSumo.com. Awesome tool to find out anything. What's trending and what has been shared the most on which network. So for example I go to BuzzSumo.com, I use the lite version and I put in the keywords: 'social selling' or the keyword 'recruiting' or 'interviewing'. It gives me the filters of... if I want to see the latest articles of the past month or a year that includes that keyword. I can even use an author if I have a favorite author. And then I can filter or grab which articles come up with that keyword in the past month or week. And so which articles that have the keyword 'interviewing' have been shared the most on Twitter. And you know for sure that if it's been shared on Twitter a lot. I'm sure that the content on Twitter is going to get engagement because they have people who do that a lot right? They have people that share that a lot. 

You can do the same on LinkedIn and Facebook and Google+. So that is one of my personal favorites BuzzSumo. So all right moving on, thanks. This is getting hot man. This is good. All right so a big question that has been on my mind and before coming to HireVue with InsideSales.com and we've kind of had this issue with that situation with content creators. LinkedIn publisher came along, how long ago? Like six months, a year, something like that? And so what's the benefit of creating content. So Matt I am going to throw this one at you since you kind of have the whole marketing side down and the hands on with that. So you say you have to create content or that you recommend that marketing should give content, but how much of their inside sales reps time do you recommend they should be putting throughout the day to be putting content? Or should they not create content? Should they strictly get it from marketing? 

Matt: Yeah, it's a good question. I think it's easy to justify that a sales rep can make themselves more of a consultant. More of someone who is sort of seen as the subject matter expert. And you immediately just go, “yeah go on, d something that’s worth their time.” I don't think that the benefit they get from creating content themselves versus curating content either has value added from inside the organization or from outside the organization is worth it. I think for a sales rep that if you're a prospect, you're looking for the rep to provide value and I don't think you get a lot of extra benefit from that content coming from that person. As opposed to them knowing what you need and knowing the kind of content that you'd like to see and earning the attention of that prospect and the engagement by getting the right content in the hands. 

With these points, straight after you read something is even better if you get something in front, it generates a conversation, it generates an engagement. So I think 95% of the value for sales reps is curating content. I think the prospect gives you just as much credit for the content coming from someone else. And I think it takes way less time, its way more efficient and way just better to our lives. If reps feel like they want to write and they want to create content, good for them but at the end of the day they are going to have to justify to their VP of sales, someone that is a valuable use of their time and is helping them materially drive more revenue. 

Gabe: Yeah, it's a very thin line but I agree with you on that. Anybody else has anything on that?

Steve: Yeah Gabe, I got to get on this one because I had a VP of sales come in here the other day and we’re in Arlington, Virginia, came into our office, we're talking about social selling and I go "yeah one of our sales reps is always retweeting my tweets, sharing stuff on LinkedIn." And he's like the biggest Vorsight VP content junky fan there has ever been, and he goes "yeah, and he's missing his number consistently. He's getting 50% of his number." And he said --I love this line, it's so tweetable-- he goes "I wish there was more selling and less social." I thought that was phenomenal. "I wish there was more selling and less social." 

So I am in agreement with Matt Heinz on this. We're talking Henry Ford assembly line stuff here, okay? The sales rep's job is to sell. The sales rep's job is not to create content. Now with that said, there are some pretty nifty little tools out there. Like for example Docalytics or Clearslide or Doculated [SP] and those kinds of tools that will allow a salesperson if they say like, hey I want a page of this PDF with this page or this PowerPoint and this video and I want to kind of repurpose the content that already exists. Repurposing content for sales reps based on that particular buyer makes a ton of sense. Doing all the content creation makes absolutely no sense. Blogging, not a good idea if you have a salesperson blog. 

Gabe: Good. Well, thanks for that. Eric what are your thoughts there? Should we move on to the next question? 

Eric: No, I don't get real fast. Once again following up after these two is a difficult task...

Gabe: I’ll go first and you’re like the next question I'll go first and you’re there.

Eric: Oh, I love it. I'm a fan of both, especially Matt. I'm trying not to fan boy while being on this panel with you guys. For me it's fun because I like to write our content, you know, running the marketing team. I don't really like my sales team wasting their time because I'm so with that quote about "more time selling less time on social." There are so many people, when you're retweeting something, I do it. I see my tweets coming in and people are retweeting what Gabe said and they're on my team. I'm like, you're supposed to be closing deals and doing that. If I give you the creativity to get the content out, you go do that, but then I see people doing these long blogs on LinkedIn and I'm like "when are you doing that? Because you posted it during work hours. If you need to be doing that, do that on your own time. The weekend is the perfect time to get that. But doing..." I'm all about creating as much as you can on your own.

But go out and sell. Sales teams should be focused on doing their job; achieving the target that we give them. Our marketing team ties in to make sure the messaging goes across and getting that out every day to make sure it is on point and what they want --the message that we are trying to get across. And the sales team going out and doing that. The marketing team makes sure we have that on point to hand to the sales team. The messaging matches. So everyone is driving home our saying: why we are different and getting that message out there. They can do all the other stuff, the blogging, on their own time. Do that at night, at home, whatever you need to do. Let's not bring that into the office, let's go out and sell. We'll achieve. We win together and we lose together. So that is my take on that. 

Steve: Eric you said it before and this is where I am going to jump on your team real quick because you said "there is so much information out there for a seller, there is no excuse to not know something going in." And this is one of those ones where every time I hear the stat: 70% of the buying journey happens before the salesperson's involved and the buyers are so much more informed and empowered than ever before and all the power has gone to the buyers and woe is me, and I can't do anything. It's a bunch of non-sense. Because the reality is, salespeople, sellers have far more information than ever before. And that is what made you great in that role at Echo Sign, as opposed to other people because you harnessed that information that was around. I don't want to confuse content creation --which we all agree, don't waste your time writing blogs with finding information and social listening, and those sorts of exercises are very productive for a salesperson. Because I can tell you all sorts of things about when you should start that dialogue. 

Gabe: All right, so let's move on. I know we have a lot of other things we want to talk about. But before I ask this, don't forget to ask questions to any of us while on Twitter and use the hash tag 'Social Selling' if you want to interact with the speakers, with any of the sponsors and more importantly with anybody that is attending this online social selling summit. Okay question number four. In terms of formats, what have you guys seen, or which are more respected for enabling a sell? Steve, what do you need for example: what have you seen converts the most? We'll put it that way. 

Steve: Video, there is some research out on video performing better. There is actually an interesting blog article I wrote about there is a sales rep at Thomson Reuters who is absolutely crushing it with a tool called Covideo which allows you more methods and by the way there are lots and lots of these that are out there. Clearslides allows you to do the same thing. 

But if you go to the Vorsight VP blog, you'll see there is a thing about how to send a video message. So video is outstanding. And blogs seem to outperform. But I am going to leave that to Matt Heinz. He knows this, this is his world. 

Gabe: Matt, go for it Matt. 

Matt: Wow no pressure. I think in terms of formats there is some sort of a one size fits all. The one thing I do like though is that if you can find a format that enables you to share content but also engage with your prospect at the sometime, I think that has value. Twitter does a nice job of that, LinkedIn sort of does a good job of that. A platform that I have been using recently called Tellwise, I think is pretty awesome. You can send an email through the platform; you include attachments and links to the content you want your prospect to see. You see in real-time when they are engaging with that, but then you also, in that platform where they are seeing and engaging with the content; you have the ability to do a live chat with that prospect.

When you see exactly when they are engaged with that content. So it's really, it's a very real-time tool. To allow you not only to get content in front of someone and share that value but also do a little bit of real-time engagement. Those conversations don't have to be long. Those conversations are transactional around when you want to grab more time to follow up. If they have questions about this. But it's a more valuable interaction because it's not just you sharing. It's you sharing and then interacting directly and in a live format with the prospect. I like the tools that allow you to do that. To make it more of a conversation. There are tons more value that gets built. 

Gabe: That's Tellwise is that?

Matt: Yeah T-E-L-L-W-I-S-E. 

Gabe: Awesome. Man I just keep learning new tools every day. I love it. Thanks Matt. Eric, what you got?

Eric: Ha! Here I am again, following up after these two, Jesus, so much crowd, so good. I'm like sitting here pen and paper. It’s awesome. So for me, I'm a big fan of video. I've been using Visure [SP] since last April and it's amazing to be able to get that content out there. People really dig seeing your face. It's that human to human that you hear so much about from Bryan Kramer where we're still able to do that and Ted Robbins [SP] is another one who always talks about keeping that human relationship in these digital times. And I love that video that we can get on there, they could see our sales team, they could see our information. We make cool little videos and send them out, people really engage off of those and it takes away from the comment that way that they're getting marketing sent to them or anything else. I'm a huge fan of that. 

We recently started using Movy. Movy is big. I actually learned about Movy because I co-host with Mr. Gabe here. Social hang out every Friday. And Movy came on. They sent this impressive video to me right? It was Julie form Movy and she was like "Hi". It was this cool video, she knew a lot about me and did her research and I started using it here with my sales team here in the last couple of weeks and it's been amazing. It's fun to send these personal videos out when you are passed the demo point where you can follow up and people can really be engaged. We have a lot of really cool people. So it's been fun to get these newer small products. I hear my sales team do these little Movy calls and it's cool, because they are sending these videos and then I see the responses comes back and it's cool because you are really engaging. It's awesome. 

Gabe: Eric how do you spell that one? 

Eric: Yeah, M-O-V-Y . They are awesome. They are from the east coast I think. Charleston. 

Steve: Man, how many you keep up with Gabe? I hope some private equity group comes and acquires all these companies and stitch these together into something because we can't keep going these point solutions. We're losing our minds, aren't we? 

Gabe: For real. All right we only have a few minutes left. And this is getting fun, this is getting really great. So last question here. Again Eric I'm going to bring it to you because you keep telling me I bring you last so. Question number five is what tools are best in class for creating, curating and sharing content? So instead of just answering it in long form, how about let's do this: I know we have been talking a lot about tools. What are your top three tools? For any of these. And we'll go down to Matt and ask Steve. So Eric top three tools for either creating, curating and sharing content. I know we’ve already said a few but if you have another ones that you want to bring on for this last question, feel free to do so.

Eric: You know what is funny is, I want to say Google Hangouts there because it's changed a lot. My business has closed deals off of just the social hangouts and Gabe and I got a lot. It's been amazing because people follow that. My team sent out the name of David and then people are like "oh that's cool you're talking about stuff." It engages folks to have a conversation and Google Hangouts there is live. They see the guests that are on there. A lot of people, I mean we got moving on, Brian Fanzo, it's amazing. Matt you're coming on soon. It's pretty amazing to have all these on there, and people get them real time on here. It's fun for that. And that's one of my favorite tools. It's really jumping out at me because it’s really live engaging every Friday with folks. I love BuzzSumo, I didn't list them earlier. That is a favorite one for me. Gabe, once again, thank you for that one. And Clearslide. I'm a huge fan of them. It's fun to track what people are looking through when you send it out to them. Those are my top three. 

Gabe: Thanks. Matt?

Matt: Yeah. I'm not going to be very innovative on this. I'm kind of going to go old school and say "Okay what do I think is best" and again filtering down to reps that make the most use of their time. I think about the tools that I have on my desktop and I'm using multiple times a day it's Hootsuite which allows me to filter my prospects and companies that I care about to get a massive amount of information and to be able to share and respond and re-tweet; very, very quickly. I can get in and get out. LinkedIn for sure, and not just getting updates but getting buying signals and triggering events and in the morning I can't tell you how many times I as well as our clients have said Happy Birthday to a prospect and it was the right place at the right time and got their engagement. I think the emerging tool for me, I find that I'm using it far more often because I'm able to see what is happening with prospects and everything and get some of those real time engagements. it's amazing I've had on a Saturday afternoon chats with prospects that were probably working at home and wouldn't have taken a call or wouldn't have taken a meeting but engaged in a chat. So it's super helpful. 

Gabe: All right thanks Matt, and Steve. 

Steve: Okay boy there are so many. I'm going to give you a couple that we haven't said up until this point. One of them is for marketers which is called Triblio. And Triblio will allow people who are not hardcore marketing analytics folks to optimize usage of content on their website and also track from social dealings. So Triblio is an emerging one where, rather than having static content on a website or something that is hard to change that you really need someone who knows the underlying CMS instead they put these little content cards on your website and then it can dynamically change websites based on the content that was consumed before. So that is pretty cool. But really more for marketers not salesperson. Another one for marketers which is called Compost [SP]. Compost manages the content creation process. For those who are doing content creation. We talked about how sales people shouldn't be doing that, but for people who do you very quickly learn that just managing the content creation process sucks. 

There is no other way to say it, and that does a good job with that. Then the final one is interesting because most people wouldn't think of this as a social selling tool but it's actually really good for this. SalesLoft. So SalesLoft allows for you to make a list of prospects based on specific criteria and then when you have those generated lists of prospects you have the ability to send a series of messages to them through a tool they have called Cadence. And people are getting great results with that and are leveraging content in their outreach Cadence, very effectively. Both the content and the organization one thing we haven't talked about yet but is an excellent tactic for salespeople. Is going and sharing the content of the company that you are targeting. So rather than sharing your content to generate curiosity instead you’re sharing your content, they're going 'oh this is really nice that this person shared my content, who is this?' but you got to be ready for the credibility once you generate that curiosity. 

Gabe: Awesome, and by the way Jeff from Triblio he should be speaking later today. He is on another panel so yeah. Triblio awesome tool and SalesLoft of course we use in our core too. All right guys well time is up. I think this conversation would have gone forever. You know what we need to do? We need to get affiliate links for all these tools and in other business we’re giving all these tools because man this is awesome. This is great. So okay, that's a wrap guys. Thank you so much Steve, Matt and Eric for joining. I know you guys are crazy busy but again as you see on screen if you have any questions for us, feel free to tag us and use the hash tag 'social selling'. Thank you for tuning in and see you guys around.