Social Selling Tools - Panel Discussion

Barbara Giamanco, Brynne Tillman, Jon Ferrara, Jeff Zelaya

barbara-giamonco-social-selling brynne-tillman-social-selling jon-ferrara-social-selling jeff-zelaya-social-selling


  • Barbaro Giamanco, Social Selling Speaker, Best Selling Author
  • Brynne Tillman, Social Selling Trainer and Speaker
  • Jon Ferrara, CEO at Nimble, Founder of Goldmine
  • Jeff Zelaya, Head of Sales, Triblio

Watch the panel answer questions such as:

  • What combinations of tools are the most important for lead gen?
  • Which social selling tool is your favorite?
  • Content sharing is a backbone of social selling - which tool do you recommend for content curation?

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Watch this exclusive 37 minute video featuring Barbaro Giamanco, Brynne Tillman, Jon Ferrara, and Jeff Zelaya now.

Webinar Transcript

Dave: Hi everyone. Dave Howe at Sales for Life here. I am one of the Lead Social Selling Trainers here for Sales for Life and I want to thank everyone for tuning in for today's part of the Social Selling Summit. We've got some great speakers involved in this portion of the summit and we're going to be talking about social selling tools specifically. 

So I've got four panelists with me online here today. We've got Barbara Giamanco, Brynne Tillman, Jeff Zelaya and Jon Ferrara and each of them are going to give little introductions about themselves. And then we've got five questions that we're going to be going through and asking each of these experts for their insights and feedback on those particular questions revolving around social selling tools, our main topic of discussion for this portion on this summit. So without further ado I would like to jump right into it with question number one, and then I'm going to be going over to Barb for a quick introduction and answer to question number one. So our first question of today is out of the social selling tools that you currently use, which one is your favorite? Barb please take it away.

Barbara Giamanco: Thanks Dave. It's a pleasure to be here, I'm glad to be with all my fellow experts. I am Barb Giamanco, the co-founder and CEO of the Social Centre Selling also the co-author of a book called The New Handshake: Sales Meets Social Media. And we offer advisory training and coaching services revolving around sales and social selling. 

Alright. On to my favorite tool. Well that's a really tough one. And if you're going to force me to pick one, then I guess I'm going to have to say that the one that I use the most often as part of my sales activities is going to be LinkedIn, and then I couple that with business intelligence via InsideView.

Dave: Okay. That's awesome. Thank you very much for your insight there Barb, and definitely I'm very similar in the sense that I'm on LinkedIn all day every day. So I definitely relate to your answer on that one for sure. Next up on the same question, we have Brynne Tillman with all of the social selling tools that you're currently using, which one's your favorite? 

Brynne Tillman: I'm Brynne Tillman CEO of Social Sales Link and author of LinkedIn and Social Selling for Business Development. LinkedIn is by far my social media of choice because it is essentially a Rolodex of not just my connections, but my connections' connection. With the ability to search and filter and identify who I know that knows my prospects and then I can position myself for introductions and referrals. 

In addition to LinkedIn, Twitter is kind of close number two and very powerful for building new relationships, especially by using Tweet chat like LinkedIn chat where like-minded people gather to discuss topics and share their questions and expertise.

Dave: Excellent. Thank you very much Brynne, and I definitely relate there as well. Twitter is one of those things as sales individuals we know that there's value there, but it's sometimes tough uncovering exactly how we can use it in prospecting and sales nurturing. So I think that's awesome and I really appreciate your insight there. And next on the mic we've got Jeff Zelaya.

Jeff Zelaya: Hey guys. This is Jeff Zelaya the Head of Sales at Triblio, a content marketing software self-course. I'm going to be biased and say that Triblio is one of my favorite tools I'm using in my social selling endeavors, because I work here, alright. But besides Triblio, I also love Buffer App and for a sales person time is money and sometimes scheduling those updates and getting my content out at specific times and being able to get all that mapped out in an hour or two once a week, it's worth a lot to me. So Buffer App is one of my recommendations for social selling tools that I must have.

Dave: That's awesome. I really appreciate your input there Jeff, and my apologies there on the pronunciation Jeff Zelaya. Correction there. That's awesome, I definitely got to checkout Triblio, it's not have one I have had as much interaction with but I definitely know it's super beneficial. So I'll definitely be checking out that as well. And last up on question number one we've got Jon Ferrara on what are your favorite social selling tools that you're currently using?

Jon Ferrara: Dave thank you so much for the opportunity to connect with these great people and share some knowledge. As you said, my name is Jon Ferrara. I'm the CEO of a company called Nimble. We've reimagine relationships management by pioneering the world's first intelligent relationship platform that you can now take everywhere you work. Because I ultimately believe that one network is not enough for any business person. I personally feel that LinkedIn is a powerful Rolodex, but ultimately to really truly know somebody you need to walk in their entire digital footprint across all their identities. You need to be sharing content in all the places your customers are having conversations. For me there's a more relevant authentic place in Twitter to share content and engage in a natural way than the formal business way that you might find in some of these other networks. 

And for managing that, one of the platforms that hasn't really been talked about, because ultimately content is what you need to use to inspire and educate. We love to use BundlePost because BundlePost enables us to identify influencers and thought leaders that inspire and educate our constituency and we're able to share that effectively. And then of course I use Nimble to engage those people that respond to those engagements to turn connections in the conversations and relationships into the revenue.

Dave: And that's definitely what it's all about, Jon you hit the nail on the head there obviously. Turning those relationships into revenue, that's why we all put so much effort into online tools. Thank you very much for your insight there. That's awesome. So onto question number two of today's session. And we're looking at what combination of tools would you say is the most important for lead gen? 

And just to expand on these a little bit one because there obviously could be a little bit of crossover from our first question. What we want to know is a combination of tools and that could be different aspects of LinkedIn, for instance LinkedIn advanced search or group messaging, maybe its first initiating contact with content sharing, and then following up with a Twitter conversation. Whatever it is in terms of your particular favorite style of starting up a new conversation with a new prospect to ultimately drive a new business relationship to provide a little bit more I guess expansion on this question and for you to be able to form your answers. First on this one we're going to go to Brynne Tillman. If you could please let us know what combination of tools/tactics would you say are the most important for lead gen?

Brynne Tillman: I think there are a lot different combinations as you had mentioned. But one that comes to mind that I think has been extremely valuable in getting leads, is the combination of LinkedIn publication, group messaging and lead generation landing pages where you can search and identify who it is that's interested in your stuff. 

First posting an educational, insightful blog that attracts and engages your target market is really important. It's critical that we are writing from our prospects' perspective and what matters to them and what they care about. Once we've got them engaged, now adding a call to action is a phenomenal way to get them to download an e-book or watch a video, and you can start to build your lead base up through that landing page. 

But the key is getting the right people to that blog post. And I think LinkedIn Group gives you a phenomenal opportunity to search and filter and identify who in those groups are people that you'd like to engage. And then because you share that group, even if you're not connected to them, you can share a message with them. So, "Dear George, as a PR executive I thought you might enjoy this blog that I just posted. I think it could bring some insights and offer some good ideas or strategies for you but connect on LinkedIn and I'd love to hear your feedback." Once they get there they're engaging, they'll also look at your profile, maybe they will download and you could really begin a relationship based on you helping them first.

Dave: I think that is an excellent answer there Brynne and I entirely agree and frankly you've given me some additional insights as well. I love using LinkedIn publisher and pretty everyone listening in. LinkedIn publisher is the internal blogging platform that LinkedIn is now offering all of us. It's essentially a built in word processor that we can use to create original content that directly links to our LinkedIn profile. And Brynne you made a great point because I personally use LinkedIn publisher but going that extra step to get that targeted visibility on it and making sure that you're not only publishing it with your network, but you also share it directly with the people that you wanted to see it most, that its going to influence the most whether it's through group messages or even sharing it through email or share buttons, however you want to share it with them. It's a great point in making sure that you get that visibility that's most critical on those posts. Great answer there Brynne and much appreciated for that. And on the same question, up next we've got Jeff on what combination of tools and tactics are your most active for lead gen? Jeff.

Jeff Zelaya: So my top three favorite tools. Number one Nimble intelligence tool. That's where I get my information, I get my targets, people, I'm able to learn more about them and know if I'm reaching out to the appropriate folks. So for that LinkedIn sale navigator is my tools of choice. I then join that tool up with my email and of course I'm using Gmail. And I have this awesome app called Cirrus Insight. And Cirrus Insight basically syncs up with my Salesforce CRM that allows me to track all my activities. 

It allows me to also bring in templates from Salesforce that I've already created there to make it very easy to then follow up with my prospects. And for lead generation it's a number of things so you still have to move through those contacts as fast as you can making sure you're getting all the messages to people. So Cirrus Insight tells me when people are opening up my emails, it tells me if people are clicking links that I included in that email and it even measures the open rate of all those emails that I sent out. So I know my headline's working or if I need to tweak certain things to get people to open up my email. 

And then the third and often forgotten about tool in this new age world of social selling is the phone. Pick up the phone. Sometimes that's one of the most important tools for lead generation as people need to hear from you. They need to hear from someone's voice and I think partnering that out with the right technology obviously will get you the results that we all want as hungry driven sales professionals. So my three triple threat for lead generation, LinkedIn sales navigator, Cirrus Insight and the phone.

Dave: That's absolutely awesome. You're absolutely right Jeff. So often in the conversation of social selling, it can be forgotten that email and phone are still so incredibly relevant, and definitely a very big part of the sales process. Definitely good input there for sure. 

And you touched on one of my personal favorites which is Gmail, I wouldn't be able to do half of what I do without it and all the plugins. I personally haven't used Cirrus Insight although I'll be looking into it, I've been using Yesware and Rapportive and some other tools that do very similar things. And Gmail is just so incredible for all the apps and plugins that give us the additional functionality that some other email clients don't have the capability of. So that's awesome in fact there Jeff and thank you for that and Jon if you would provide us your favorite combination of tools for lead gen, we would love to hear that as well.

Jon Ferrara: You bet. It really depends on your perspective. Are you an individual looking to build your brand and your network and generate leads for yourself or your business and you're trying to generate leads to the business? I think in either case you need to be able stand out. You need to be able to seen as a trusted advisor, somebody that can help that person grow because ultimately I think that people don't buy good products, they buy better versions themselves. I think everybody wants to make better decisions faster. So for you to stand out from the crowd, you need to set yourself apart. 

I think that every sales person probably wasn't the best person in English and writing blog posts themselves is not necessarily the easiest thing for them to do. So I think a simple way for you to go out there and generate content is to identify the key influencers of your core constituency, in and around the areas of promise of your products. What that means is, you need to find the people that influence your prospects and customers in order for you to then share their content and then to generate the clicks and the engagement that you're going to need in order to create those opportunities. And so what I do often is I identify content that inspires me in around the areas of promise of our product and sales and marketing and social media and social service, and I share that content and then engage the customer on whatever channel they're engaging me on and more often than not these days it occurs across a wide variety of networks. 

Now once they engage you, they plus one, they like, they retweet, they otherwise engage you, you need to reel in the people that matter, because if you do what I am telling you to do, you're going to generate more signals and than you can even manage. So how's your inbox these days? Mine's a slaughterhouse, and so are my signals. Because what happens is if you are generating the right content, you're going to generate more signals than you can manage. So what you then need is the ability to identity the right customer at the right time and engage in an authentic and relevant way. And to do that you need relationship intelligence and for that I use a plugin in my browser that I could essentially get insights on any contact and curate them, create contacts and get a view of exactly who they are across all their identities so that when I do connect, I understand them, I understand their company and how we might be able to serve them. And I call that the Nimble way.

Dave: That's great Jon. And you touched on a couple of really important points there. First off is being informed and well researched when we reach out to these individuals. And what we're seeing in today's modern sales approach rather than the traditional email blast and hoping something sticks. The strategy of being well informed on who our buyer is, what type of situations exists in their professional lives and how we can potentially frame our conversation about our solutions in a way that's meaningful and valuable to them specifically increases our...

Jon Ferrara: Well exactly. When you get an email and it doesn't show that that person knows anything about you or your company and it's generic, throw it away. And if you do your homework, you can reach out in an intelligent way that makes you stand out.

Dave: One hundred percent, absolutely. And the other great point that you mentioned there as well with connecting with people where they are active and where they're likely to see it. I always tell people that if you see someone's not active on LinkedIn or Twitter, don't try and interact with them there because they're not likely to see it. Instead revert to email or phone instead of social media to increase your chances of engagement and that was a great point as well. Thank you very much for that insight there, Jon. And Barb, last on question two what combination would you say are your favorite tools for lead gen?

Barbara: Thank you Dave. You've kind of queued me up perfectly because I'm a big believer in doing my homework and getting to know the individual and their company before I think about my strategies for reaching out. 

So I do use LinkedIn Navigator, but I also use the business intelligence tool called InsideView, which gives me publicly available data from all over the web including social channels. And it allows me to actually establish a trigger alert based on what might signal a potential opportunity or conversation for me. 

But what I will also say is that the tools that you choose really does need to depend on the audience that you are trying to reach. So all of my clients on the line are pretty much business to business, right? People who are business to consumer who might be in hospitality for example, might use Pinterest to help them with what they're trying to do. 

Now I'm a little bit old school in that if I haven't developed some sought of a relationship with somebody yet, I'm not just going to share my blog post. What I want to do instead is I follow the prospects, the potential buyers I'd like to work with whether its their LinkedIn posts, if they're posting, whether they're on Twitter if they're writing a blog. So I find out where they're sharing content and what's interesting to them, and then I will start to find opportunities to share their content, give them maybe some visibility in the network, I may comment on some of their posts that they're writing. Because I feel like I want to build up a little bit of a relationship, so in other words that whole philosophy about giving first. 

And then the other thing that I like to do and again, maybe I'm a little bit old school here, but I'm all about introductions. The sales research is pretty clear that when you can secure introductions into the people that you'd like to work with, those are far more powerful in getting you opportunity to have that conversation. And my third tool, I am so with Jeff on this one. You've got to use the telephone. Maybe you're going to meet in person and that's great, but I make it a point every single week to take 5, 10, 15 conversations offline to have a personal conversation with people. So that's how I tend to approach it.

Dave: And some great points there definitely, Barb. I definitely relate in terms of again, the phone and you made a great point about delivering value to the individual first. Building a little bit of rapport with them before sending them a piece of content or before going for connection request or anything like that. And then all of us share content and as we all know we love to feed people interacting with it. People liking and sharing and commenting our content and our prospects are the exact same. 

As you said they love to see the likes and shares and comments to come through from us as well and that's a great way of the sale individual to gain initial visibility and build an initial rapport with someone. So that's a great point there, Barb and appreciate the insight there. Oh, sorry go ahead. Yeah?

Barbara: Just one final thing. I think that when you do that, when you make that decision to share the content or comment or do something to help the other individual, it really has to come to from a place of sincerity and I think people really know the difference between whether you're trying to give to seriously get something or really whether you're trying to give to try and help them first, before you might have an opportunity down the road.

Dave: Absolutely. And yeah, you're absolutely right that genuine desire to provide value without the expectation to receive it in return ultimately leads to usually getting value back anyway. So you're absolutely right and great point. Thank you for that addition there, Barb. 

Onto our third question for today and we're going to start with Jeff this time. And we're interested to find out as you well know content sharing is one of the backbones of social sites success that we can position ourselves as thought leaders and gain visibility with our prospects and all these awesome things. 

Jeff we'd like to start with you and find out which tools you'd recommend for content curation, which we all know in social selling is the idea of gathering together third party content, written by other individuals, that's still relevant for our network so that we can then share that with our audience. And Jeff we'd love to hear which are your favorite tools for content curation.

Jeff: Sure, so some of the most obvious one and the ones that are very popular are like for example, is a very popular tool. I like using Twitter as a way of curating content following certain hashtags or have a list of influencers, people that I trust that I can count on, because they're already sharing some really awesome stuff on their feed. 

And I follow those people and I curate briefly a lot of the stuff that they're posting up. But one of my favorite all time tools is also using my own tool Triblio, because it's able to promote, share all your content that is really focused around your buyer persona. You're populating some of the information around who, what are the kind of people that you're reaching out to, what regions, what keywords, who are they influenced by, what publications are they reading? We can then figure out what is the most relevant content to share when you're looking to attract the attention of that persona. 

And then one of the most like forgotten way to curate your content is for the sales people to reach out to their marketing team and to bridge and to cross that bridge and find out what type of content are marketing teams developing and then using that content in your sales process, and let them provide you with the content. The marketing team knows what type of content works for the different customers and prospects. So I think that's another avenue that a lot of our sales people have to make sure that we pursue.

Dave: Absolutely there Jeff. And you know a couple of great things there. One it's very difficult sometimes as sales individuals to know what type of content is going to resonate with our buyers and what they're interested in. Definitely any tools that can help in that regard are awesome. And it's very, very helpful in that regard. 

Continuing on, we've got Jon up next, and Jon we'd like to know which tools you'd recommend for content curation.

Jeff: Well first off I'd just like to mention that I think that many people forget that it's just not prospects and customers that you need to be focused on in order for you to grow yourself, grow your business. So identifying the key influencers of your core community in and around the areas of promise of your product. It's so critical to building a self-sustaining business community around your business. What I do is I often use a variety of tools to identify those influencers. One of the tools I love is this application called Traackr I use that in conjunction with tools like BuzzSumo and other tools that enable me to identify great content. And then to share that, I used to use Buffer a lot personally, and I found that that was a very powerful tool to easily curate content from anywhere. But the thing is that I truly believe that in order to build a company you need build and power individuals to build their brands within the organization, and so when we identify key influencers and start sharing that content, we then share across identities of all of our key customers facing team members to stop them to sell their brands and thereby establishing the company brand. 

And we use a product called BundlePost that enables us to then take the RSS feeds to these key influencers, feed it into the BundlePost system and then build these bundles for each of our different team members so they can build their brand and thereby build the company brand. This is some of the tools that we use in order to curate that content. 

But ultimately I 100% agree with what Barb was saying about that authentic sharing. It can't be a machine. You really need to not just share content but respond to people who are sharing your content and also engage the people who you're sharing content of. If they then thank you or engage with you, be a human being and follow up on that engagement and develop a relationship, because ultimately that's really what we're all here for is to help each other grow. 

And if you can build these relationships with the key influencers of your core community it really resonates with in the way your business will scale.

Dave: Okay. I definitely agree there, Jon. I got some great mentions of different tools there, Traackr and BundlePost and others. It's lots of tools for myself as well as the audience everyone listening in to check out. That's some great insight there, Jon, much appreciated as always and on to Barb for the same question here. Barb we'd like to know which tools you recommend for content curation.

Barbara: I use a couple of tools, so I'm a big, huge fan of Hootsuite and the HootLet app. I will use that to schedule posts because I think its okay to schedule a fair amount of content, but as Jon said, and I'm a huge believer in, that really then frees you up for those interpersonal conversations that you want to have. Another tool I really got used to using a year ago which I just love is so paper.L-I and that allowed me to actually put together pretty cool curated newspaper so to speak but it's a digital newspaper. And so I can queue up people I follow on Twitter, uplift the content I want to pull from, and then once you set it, it's almost sort of a set it and forget it sort of a thing. It will post once or twice a day depending on how set it up. And what it does is that it shares the love. Let's say for example Jeff posts something new, and I'm following him in the paper, then it's going to pop up something, "Hey. New in social selling today, stories via [inaudible 00:27:40]. Right, and so I love that because I'm sharing really interesting content and then I also take that newspaper and I share it with customers who become subscribers and I'll also have started to develop a relationship with people, perhaps in LinkedIn, then I might share and say, "Hey. If you like it, think about subscribing." So I like that. So a third tool that I like quite a bit and for anyone who's got a blog that's using WordPress, I love Coschedule, because Coschedule is essentially your social media calendar hooked on to the back of your blog. It also lets you curate some independent social media messages and you can also set up events. What I love now is when I write a blog post, I can setup all the social media shares that need to go to support it. That's kind of, I like Flipboard, I've been using that a lot more, but I would say those three Hootsuite with the HootLet app, and Coschedule are a couple of my favorites for curating content across multiple channels.

Dave: That's great, Barbara. Thank you for that. You definitely touched on a couple of my favorites, lots more tools for the audience to check out there. I personally love using Google Alerts to deliver keyword generated information to me and then HootLet to post it out. That's awesome. And we've got one more person just on question three there. Brynne if you wouldn't mind just telling us what your favorite content curation tools and then we'll jump on to question four.

Brynne: Yeah, actually you just stole my first which is great. I use a few different aggregators, but I still love Google Alerts because it allows me to get keywords topics of interests and sends me fresh, relevant blogs and articles right into my inbox every single day. And it makes it so easy to share the hot new topics on LinkedIn and Twitter and my network and beyond. 

I also follow influencers on LinkedIn Poll and I look at the different and I follow a certain categories in Poll to find topics that I'm really interested in. And then it's really simple share right from those blogs to all Facebook, Twitter, LinkedIn, Google Plus. 

I really, really love, as you were going to say my number one right now, is LinkedIn Sales Navigator customized news feed, where I can save prospects and clients into Sales Navigator and one news feed will get the content that they're sharing. I love this because I can obviously engage with them to like and comment, but I can reshare that information and the reason I love to do that is that I'm not only growing my relationship with my prospects and clients, but it's so powerful because these are the folks that are attracted to the content and that's who my prospect is, by me resharing their posts, I'm going to start to engage more people like them. And it has been a huge win for me.

Dave: That's awesome, Brynne and definitely appreciate that for sure. I'm a lover of Google Alerts as well and with navigator it's great because as we all know when we have thousands of people in our network, our news feeds can get very loud and it's awesome to hear that with navigator you can focus in specifically on just the information coming from your prospects and the people that you really want to focus in on if you're getting industry content from them as well. So some great insights there and some great tools from all of you for our audience that they can check out to help improve their social selling tools set in regards to lead gen and content curation and everything. That's great. 

One last question for our panelists today. And we're just a little conscious of time so I'll ask everyone just to be brief with their answers and if you can please make mention of the tool itself, just because we're coming towards the end of our session. Our last question here we're going to starting with Jon, and we'd like to know are there any new cool up and coming tools that you've heard about that you'd like to highlight. Anything that's in the development pipeline or just hasn't hit mainstream yet that you've heard about and you'd like to share with the audience?

Jeff: A lot of the more exciting tools that I've been using lately is a program called BuzzSumo, I mentioned it earlier and if you're looking to find influencers, content and get alerts on those, it's an exciting new tool that's actually free. I use a much deeper tool called Traackr but it costs a lot of money to use, and if you go in and just search for #socialselling and then you'll see that it does a pretty good job of identifying influencers in there and you could basically search anything and find not just the influencers but also content. I'd recommend checking that out and I would be remiss if I didn't mention our Nimble smart contacts app that now works in your browser, and I think ultimately you need insights everywhere you work and it's a brand new tool that's been amazing as well.

Dave: That's awesome. Thank you very much for that, Jon and same question to Barb.

Barbara: I'm going to have to give a shout out to Jeff and Triblio. I think it's one of the hottest that I've seen in the past year, because one of the challenges customers always have is how to help their sales people do a much better job of sharing the right kind of content and then measuring what kind of content is working. And if you haven't checked out Triblio, you seriously need to look at it because it's pretty impressive, and it removes that objection from sellers who say, "Well I don't have time to share anything." The marketing team can cure it up buddy and all you need to do is press the button. But there you go Jeff, I'm sharing the love.

Jeff: Thank you very much for that Barb.

Dave: The check's in the mail for you Barb.

Barbara: I believe he's joking. He's joking by the way. He's joking.

Dave: Second last answer of the session here. Brynne we'd love to hear what new cool up and coming tools that you've heard about.

Brynne: I don't know if it's a new up and coming tool but one of my favorite is Discoverly, which is a Chrome extension plugin, and this allows when I'm on somebody's LinkedIn profile, I can see what's going on in their other, like their Twitter and their Google Plus, and I can get more data just because Discoverly is bringing all that together. 

Also when I'm in their email because I use the Gmail platform, when I'm in their email I can see all their latest tweets and updates right inside of the email when I open it up. So that's been a phenomenal tool. So just Discoverly.

Dave: Discoverly, very cool indeed there. Thank you there Brynne. And last answer of the session here we've got Jeff and what are some new up and coming tools that you've heard about in the social selling space?

Jeff: Sure. I'll give you two that are startups, and they're starting to really gain a lot of momentum right now. The first one is a company out of Canada called Need or they're called Nudge, and And I think of this mobile app, think of it as a Tinder but for business professionals. It allows you to make an connections and meet up with people for coffee and really do those solid real life and connections that we're always in need of when social media kind of takes over our life. It's that real life connection. 

So that's one of the apps and the other one is which really is I did a trial run last year and just from the trial run alone I was able to get one lead that already turned into a big contract and more than paid for, the trial is free, but more than paid for the cost of the platform. Something that I highly recommend and the other one is Nudge.

Dave: I really appreciate that Jeff and I always love to hear about in particular a new Canadian tools coming out. Obviously the Canadian connection here at Sales for Life [inaudible 00:36:15]. That's awesome. Thank you very much for that. 

So that brings us to the end of today's session. I want to thank all of our panelists Barb, Brynne, Jeff and Jon for participating in today's discussion on social selling tools. You guys' answers were absolutely awesome and we really appreciate your insights. Really quick last point for the audience, if anyone would like to ask questions we'd love to hear from all of you and we'd love to provide some feedback. 

In order to ask questions to any of the individual panelists that you've heard from today, you can use the Twitter handles that you currently see on the slides here. We've got Brynne's at the very top Social Sale Links then Jeff's, Jon's and Barb's, myself at the very bottom and you can use the hashtags social selling in conjunction with any or all of the panelists' Twitter handles here. If you'd like to interact and learn more about any of the answers that you've heard about social selling tools here today. Again that brings us to the end of our session, thank you everyone in the panelist, thank you to the audience for listening. I hope you guys found today's session very valuable and we look forward from hearing from all of you more in the future. Bye for now.