🎙️Transcript: Best Sales Development Tools to Use in 2015: Part I
BrightTalk
"Best Sales Development Tools to Use in 2015: Part I"
Sean Kester, David Dulany, Andrew McGuire, Ralph Barsi
January 23, 2015
Summary
This BrightTalk webinar features four sales development leaders discussing the hottest, most current technology for sales development professionals in 2015.
The panelists emphasize that the best sales development teams organize tools into "buckets" or "stacks" based on categories: gamification, outreach, productivity, CRM, and data.
Ralph Barsi opens by explaining this framework and noting that tools and technology ranks in the top 1-2 hot topics in sales development alongside metrics and compensation. Andrew McGuire from Zendesk begins with a critical reminder that mindset precedes tools - he advocates for Peak Fitness techniques, standing desks, and energetic animation because prospects can sense your physical state.
He then presents Datanyze for understanding prospect web technologies and direct mail as a forgotten but powerful outreach method that differentiates reps by making them information brokers rather than vendors.
Sean Kester from SalesLoft covers the productivity stack with aText (a Mac-based text expander that automates repetitive typing for the "price of a beer") and Rivalry (a coaching platform that uncovers the "why" behind performance issues, not just the "what").
Ralph Barsi demonstrates Bitly for URL shortening, emphasizing that emails must be five sentences or less for mobile-reading prospects.
The panel concludes with resource recommendations including the SalesLoft Playbook Playbook, OpenView Partners content, Sales Hacker blog, TOPO's benchmark reports, and Trish Bertuzzi's Bridge Group research.
Throughout the discussion, the panelists stress that mastering these tools as an SDR carries forward into account executive roles, making top AEs the best prospectors.
BIG Takeaways
• Mindset and Physical State Come Before Any Tool
Andrew McGuire opens with a critical foundation: tools are useless without the right mindset. Every morning, do 15 deep breaths and practice Peak Fitness techniques to clear your mind.
Get a standing desk - if you're hunched over making calls, prospects will sense your lack of energy through the phone. Stand, animate, move your hands. Your physical state directly impacts your prospect's perception of you, regardless of which tools you're using. This principle underlies all effective sales development work.
• Organize Your Tools Into Strategic Buckets/Stacks
The best sales development teams don't randomly adopt tools - they build intentional "stacks" organized by function. Categories include: Gamification (incentives, rewards, recognition), Outreach (auto-dialers, email optimization), Productivity (efficiency tools), CRM (pipeline management), and Data (account intelligence, contact information).
This framework prevents tool sprawl and ensures each tool serves a specific strategic purpose. When evaluating new tools, first identify which bucket it fills and whether you already have coverage in that category.
• Use Datanyze to Find Technology-Based Trigger Events
Datanyze provides intelligence on web technologies companies are using, enabling both inbound qualification and outbound prospecting strategies. For inbound leads, instantly know what technologies they're running without manually inspecting page elements (right-click, inspect element in Chrome).
For outbound prospecting, target accounts using: (1) competitive products you can displace, (2) partner applications that integrate with your offering, (3) technologies recently dropped (indicating buying window timing). This creates specific, relevant reasons to call following the "Why You Why Now" methodology from John Barrows and Predictable Revenue principles. Datanyze integrates with Salesforce to give SDRs actionable intelligence.
• Direct Mail Differentiates You as an Information Broker, Not a Vendor
In an era of email inundation (remember when "You've Got Mail" was exciting?), direct mail stands out because people rarely receive physical packages anymore. Send books, industry reports, or event VIP passes with one-page letters that don't ask for anything - just provide value.
Andrew discusses the concept of "truths" from Rainmaker conference - give prospects facts and information to build credibility and trust before asking for time. The key is the follow-up cadence: call admins in January asking if the recipient received the holiday book package, building relationships throughout the organization.
Automate this process using tools like Maillift that connect to Salesforce contact records. The goal is positioning yourself as someone who shares valuable industry insights, not just another vendor asking for 15 minutes.
• Automate Repetitive Typing With aText for Mac
For the "price of a beer" ($5), aText transforms productivity by replacing abbreviations with full phrases, similar to iPhone text shortcuts but for your Mac (OSX only, not available on phones or Windows).
Create shortcuts for emails you write repeatedly: demo confirmations, handoffs to AEs, common responses. Example: type "IWL" and it expands to your full demo handoff template. Give new reps a sheet of standard shortcuts on day one while allowing customization.
This ensures consistent messaging across the team while saving hours of repetitive typing. Every demo setup uses the same language, every AE handoff is consistent. Sales support teams also benefit enormously from this tool. Sean notes this is the tool people ask him about most frequently.
• Use Rivalry to Uncover the "Why" Behind Performance Issues, Not Just the "What"
Traditional sales management focuses on "what happened" (Did you make enough calls? Send enough emails? Have enough prospects?), but the root of performance issues lies in the "why."
Rivalry combines gamification (live-updating leaderboards showing calls, demos, emails from Salesforce) with a coaching application. Every Sunday night, reps receive automated emails with five questions taking 15-20 minutes: Did you hit your goals this week? Last week? Why didn't you? Any roadblocks? Big wins? Losses?
Managers and reps can comment back and forth asynchronously. When you enter weekly one-on-ones, pull up Rivalry to see both the "what" (activity overview, calls made, pace against goals, time-of-day patterns) and the "why" (their brief responses).
This keeps your finger on the pulse of the organization and is critical for maintaining morale in high-velocity teams that are "in the trenches" making calls and prospecting daily.
• Keep Emails to Five Sentences With Shortened Bitly Links
The majority of your audience reads emails on mobile devices while walking through airport terminals or running between meetings. To stand out, emails must be no more than five sentences - short, concise, and to the point.
When including hyperlinks (in the body or postscript), use Bitly to shorten URLs. Benefits: (1) Efficiency and brevity for mobile readers; (2) Customization - include customer name, company, or call-to-action in the link; (3) Analytics on the backend - track how many people clicked, forwarded, and what content resonates with your audience.
Run team-wide or individual reports on link effectiveness. Use for both email correspondence and social selling on LinkedIn and Twitter where brevity is essential. Alternative URL shorteners exist (Google URL shortener), but Bitly provides the best suite of dashboards and analytics for sales teams.
Transcript
Ralph Barsi (00:03):
Hello and happy Friday everybody. This is Ralph Barsi. I am the senior director of sales development at Achievers in beautiful San Francisco and I am joined by my esteemed colleagues. Mr. Andrew McGuire from Zendesk is with me along with David Dulany from OpenDNS. Both companies are here in San Francisco and we have Sean Kester who's joining us from SalesLoft in Atlanta. Good morning guys.
Sean Kester (00:32):
Morning Ralph. How are you doing?
Ralph Barsi (00:33):
We're great. We're great. Hey everybody, we've looked forward to today's presentation for some time now and we really want to thank our friends over at BrightTalk also in San Francisco for hosting us today. Considering the amount of awesome tools on the market, we could pretty much go all day with a webinar like this. When you consider topics like metrics and compensation and other hot topics in sales development, tools and technology is up there in the top one to two. So regarding tools and technology, what we're finding the best sales development teams doing is they're putting tools in buckets or they're building a stack of tools, if you will, based on categories. So for example, they might have a gamification bucket where they have incentive or reward and recognition offerings, or they might have an outreach bucket that focuses on auto dialers or email optimization offerings, or they might have a productivity bucket or even a CRM bucket.
(01:36):
It runs the gamut and we're going to try to cover some of those today in the limited time that we have. So I encourage you to please contact any one of us offline. I've included everybody's contact information on here. And with respect to any questions that you might have, we're going to do what we can to address all of them in this session. Otherwise, I guarantee we will follow up with everybody and make sure that every question is addressed. Okay, so let's make the best of everybody's time. Let's get started. First up, I want to introduce Andrew McGuire from Zendesk. Take it away, Andrew.
Andrew McGuire (02:13):
Thank you, Ralph. And before I get started into any of these sales applications, in order for this to actually work correctly or any application to work, you have to be in the right mindset. And every single morning I get up and I do 15 deep breaths, clear my mind and get into something called Peak Fitness. You should write that down and look it up on Google. It's something that allows you to get in the right mindset because if you are sitting down hunched over, making calls, sending emails, the prospects are going to understand that. So right now I'm standing, I'm animated, I'm moving my hands around. That is something you have to do and get in the right mindset every single day. So it doesn't matter what tools we talk about. If you don't do that, you're not going to have the most successful team.
(02:59):
So get everybody a standing desk.
(03:03):
Now the first tool I want to talk about is Datanyze. Datanyze falls into the data bucket, meaning account data, contact data. And what they do is really focus on giving you information about the web technologies that companies are using. So at Zendesk, we're in the process of rolling this out, but if you think about your inbound lead qualification engine, how much nicer would it be if you actually knew what website technologies they were using? So a lot of you might go into Chrome and right click inspect element and try and figure out what are they using for X, whether that's chat or where is this form going, right? All those technologies get aggregated and allow you to actually have that plugged into Salesforce and gives your sales development team the ability to take action on that. And same thing on the outbound sales development side.
(03:58):
If I am looking to target accounts and use the Why You Why Now, the John Barrows methodology and follow that Predictable Revenue model, why am I contacting you? Well, there's a few different things that you can do with this. Look up your competitors, understand that they're using a competitive product, partner applications, so things that your technology works well with, and of course anything that people may have dropped recently. So if you are able to actually see that they dropped a technology recently, that could be a good reason to give them a call. So Datanyze is a very powerful thing that gives you those reasons to call. Just another reason why it's important to make some of those phone calls based on the timing. So that's Datanyze. The second one that I want to talk about is direct mail. And some of you may be thinking that's not an application, that's not something that I can plug into Salesforce, but because of the way that things have changed back in AOL days when you've got mail, that was the first time I got an email and that's changed.
(05:07):
Right now we get all these emails, we get inundated with things and we're trying to write subject lines and content to catch someone's eye at 9:00 PM on Sunday night and use all these tools that say, "Hey, they opened it on this device and this location." But what we've forgotten about is direct mail, which we don't really get much anymore. So there's a number of ways that you can go about doing this and at Rainmaker last week in Atlanta, Rainmaker's the sales development conference that SalesLoft put on, one of the things that we were talking about is truths. A truth is giving someone a fact, giving them information, trying to build relationships with these people without just asking, "Hey, can I have 15 minutes of your time?" Because you haven't built any credibility or trust with these people. So by using direct mail, I've figured out a way to automate this where you can send out anything that's relevant to them.
(06:03):
So something that ties your product back to what they do that is information about the industry that's starting to make you an information broker and become an industry expert versus just another vendor. And by incorporating this package, it's not just about sending it to them, it's about the follow-up and a cadence and sending these emails and phone calls and allows you to break into organizations by talking to admin. So if I send a book with a one page letter, not asking for anything, just saying, "Hey, enjoy this. Read this over the holidays." And then at the beginning of January, we call in and say, "Hey, I sent a book off to VP so-and-so. I'm hoping you might be able to help me out, make sure he or she got it, get pointed to the right direction and start building relationships with all these people."
(06:50):
And what I've found is you get a lot more responses and get meetings set up, not on the fact of Zendesk is a great customer support platform, but on the fact that you are giving them something that no one else is and differentiating yourself. So the other thing that we've done is sending out events. So related to events in the area, sending out VIP passes to people, following up with calendar invites, following up with specific emails and getting a specific cadence in place that allows you to measure whether or not that's working. And one of the applications that you can start to automate direct mail with is this company called Maillift, which allows you from a contact record in Salesforce to say, "Hey, send a thank you note or send a piece of literature to them without having to spend a whole lot of time on it."
(07:42):
And it can all be tracked and I think costs anywhere from $3 to $8 to send something depending on the size. So it doesn't cost a whole lot and the results have been pretty positive. So those are the two tools I wanted to talk about today. I'm going to pass it over to Sean.
Sean Kester (07:56):
Cool, thanks Andrew. So my name's Sean Kester. I am the director of sales development at SalesLoft and for those of you that don't know SalesLoft, we're a sales engagement platform and we work with inside sales teams and sales development teams to help them schedule more demos, close more deals, and grow revenue. So the first tool we're going to talk about is a tool that works really well with what Andrew was talking about with direct mail and what Ralph was talking about with having everything in those certain buckets. The tool that I want to talk about is called Cadence and Cadence is made by a friend of ours and fellow sales development colleague, Max Altschuler. Max runs a website called Sales Hacker and then he came up with this other company called Cadence.
(08:44):
So I know that Andrew uses them over at Zendesk, and if he has any input, I'd welcome him to say something right now.
Andrew McGuire (08:53):
Yeah. Sean, so the ways that we use it at Zendesk, there's a variety of tools, but basically breaking up those lists into different campaigns. So thinking about what I was talking about earlier with direct mail, that's just one touch point within an outreach campaign that could get dropped into Cadence, but in order to create a campaign, we spend a lot of time thinking about what is it that we want to do? Is it around an event? So I might use LinkedIn to create an advanced search for the Atlanta area for Rainmaker 2015 that was happening last week and saying, "Hey, I want to meet up with you and have five or six different email and calling touch points that can get built into that." And it pulls in the emails, it syncs to Salesforce, we can tag them all correctly in Salesforce to allow the team to really focus on specific campaigns that we're running and being able to measure that in Salesforce, which was a big challenge for us in trying to pull that contact information off of LinkedIn.
(09:51):
So it's been really interesting to see how all these different tools and creating that stack that Ralph was talking about before, this falls into that data stack again, where you need to get the right contact information and there's so many different lists, but starting with a clean list and getting it in there has definitely been really, really helpful for us and there's a variety of different ways that you could use it, which is part of why we're on this call, right? It's coming up with the simplest way of finding the hottest prospects.
Sean Kester (10:22):
Thanks, Andrew. We've had the pleasure of working with Zendesk and the awesome team that Andrew's built for quite a while, and we totally enjoy doing it. So moving along, this next tool is the best tool you can possibly buy for the price of a beer. I kid you not. It's a productivity tool, it's called Atext. And think about it on your iPhones for all your iPhone users. You have these shortcuts, you can put in a couple letters and it spits out maybe a key phrase or word. And this is a program that's for OSX, for all Mac users, and it allows you to accelerate your typing by basically replacing abbreviations of anything that you type into mass abbreviations for whatever you like. So for example, in sales development, you're writing the same emails over and over again, whether it be inbound or outbound and kind of personalizing them again.
(11:11):
So every demo you set up, you're saying the same thing, every time you pass it over to a sales executive, you're saying the same thing. And if you're not, you should think about doing that in order to kind of streamline that process and have consistent messaging. So Atext is a tool that we give our reps on day one. We give them a sheet that has all of the most likely phrases they're going to use. They're more than welcome to customize it on their own, but we give them some examples and it is a huge time saver. I don't know what I would do without it. There's an example in there on the screen that's when I kind of push someone off to a sales executive for that demo, I just type in capital IWL, it spits it out, I hit send. And so when you're fielding a lot of the same answers or our support team uses it, I find it to be immensely productive for our team.
(12:05):
So if there's one thing that I think a sales development team should do is automate everything that you possibly can or semi-automate everything you possibly can. And this is one of those tools that I could not live without. I could actually probably make more money selling their tool than anybody else's since everyone asks for it. The second tool I want to talk about is more of a platform. So this is called Rivalry. Now, sales coaching is a hot topic and it's probably the most underutilized aspect of leadership or management available. So you have these reps, you onboard them, you're telling them what their metrics are, they have to hit certain numbers. You may have one-on-ones, you may have quarterly reviews, and you're always asking about the what. What happened here? Did you not make enough calls? Did you not send enough emails? Did you have enough prospects?
(12:55):
It's always about the what, but it's never about the why. And that's really the root of the issue when it comes to performance is why didn't you make that many phone calls? Was it because you didn't have enough prospects? Is it because you were distracted? Did you not have the motivation? Are you good at objection handling? And so uncovering that why is by far the most important part of understanding performance issues. So Rivalry made this platform specifically for, and I believe it's the first on the market for sales coaching. So they started off having a gamification kind of leaderboard, and we have those in our office and it'll update with Salesforce records of who scheduled the most demos, who has the most phone calls, who sent the most emails, who has the most demos completed, and it live feeds from Salesforce so everyone is more accountable.
(13:46):
But then the second aspect to it is this Rivalry coaching application that goes right alongside of it. So here on this screen, you can see kind of an activity overview. So how many calls, how many demos set up, how many emails, how many conversations, and you can kind of get a high level overview of everything that's going on on your team. Now it's similar to a Salesforce dashboard, but it's all in one platform and it breaks it down in an easy to read kind of UI sort of way. And you can dive in a little bit further. As you can see on this next slide, you can go into Hank here's specific stats. So Hank has a goal of 250 calls this week. So far he's at 61, he's 189 away, he's 39 behind pace. And so you can really dial into what times of the day they're making the calls, how many calls they're making, kind of see more of what happened.
(14:42):
So this is all about that first piece of it, the what. And then when you see here, there's this thing called briefs and briefs are about uncovering the why. So every Sunday night, my reps get an email sent out to them with five questions, takes anywhere from 15 to 20 minutes to answer, trying to uncover the why. Did you hit your goals for this week? Did you hit your goals for last week? Why didn't you do that? Are you in any roadblocks? Any big wins this week? Any losses? Really trying to keep my finger on the pulse of my organization as a whole so I can understand why things are happening and then they can respond back, I can make comments, they can make comments back again and you can walk through that process. So when I walk into my one-on-ones weekly with them, I pull Rivalry up, I can understand the what and then really uncover the why.
(15:28):
And I couldn't live without this. We have a high velocity team and it's super important to keep morale up across all sales development organizations. They're in the trenches, they're the ones making the calls, they're the ones sending the emails, they're doing the prospecting and morale is going to be the number one way that you can increase productivity and so that's why I would download Rivalry as soon as possible and give it a shot. So that's all I got for you guys today. If you have any questions, as Ralph said, feel free to send me an email, connect with me on LinkedIn, tweet at me and I'd be more than happy to get to them as soon as possible.
Ralph Barsi (16:03):
I love it. Thank you, Sean. And for the sales development reps that are on today's webinar listening in, embrace the grind, number one. Number two, you got to keep that long term view at top of mind all the time. A lot of the tools and best practices you're learning on a webinar like this one, you're going to carry into your time as an account executive. The best account executives in my experience are the best prospectors. So by all means, learn to master these types of tools so that you can leverage them down the line in your career. That was awesome, Sean. Thank you very much.
Sean Kester (16:42):
Yeah, thank you.
Ralph Barsi (16:43):
Another big topic obviously is the coaching and I'm really glad you brought that up and also the efficiency and productivity gains with tools like Atext and obviously SalesLoft too. There was a question that came across the board for you, Sean, about Atext. Is it only available on iOS Mac?
Sean Kester (17:04):
Yes. Right now it's only available on Mac and it's not even available on your phone. I've actually downloaded most or written in most of the same shortcuts to my phone so I can field some of those same emails on my mobile, but I've written into them. I know other people have, but maybe if we get a big push, they'll put it on something other than OSX for sure.
Ralph Barsi (17:25):
Great question. And thanks for that. Okay, everybody. Again, I'm Ralph Barsi. I oversee the sales development organization at Achievers. We are in the rewards and recognition space, so we speak to enterprise size companies, specifically to human resources teams. And we get the phone call when morale is low organization wide, when there might be an attrition or a retention issue and we have a SaaS platform that we implement throughout the organization that really helps engage employees. It helps them align themselves with any corporate initiatives or mission statements or values. And then finally it helps organizations better themselves in recognizing each other. And we all know that when employees are paid attention to and they're recognized for their good work, morale suddenly lifts. It's amazing how that works. So I'm going to pick up on the productivity and efficiency bucket and I just want to talk about Bitly and Bitly is one of the best URL shortener tools out there.
(18:31):
I'm going to make an assumption that all of you leverage URL shorteners. And if you don't, I implore you to do so for a couple reasons. Your emails are already too long. I've done talks before about emails being no more than five sentences. It's because a majority of your audience is reading your email from their mobile device. Some of them are walking through airport terminals. Some of them are running from one meeting to the next and if you're going to stick out, you've got to be short and concise and you have to get to the point. So when you want to include a hyperlink in your email, whether it be in the body of the email or in a postscript, I highly recommend using a Bitly link. For starters, it's efficient, it's productive, it keeps your correspondence personalized as well as concise and allows you to customize links so that you could turn this link that I have on the slide, this super paragraph long link into a very short link that is customized.
(19:37):
It could have the customer's name in it, it could have the customer's company in it, it could have a little call to action phrase in the link. On the back end, you're going to get analytics as to whether or not this email or this link per se was effective, how many people read it, how many people forwarded it, et cetera. So you get a nice suite of dashboards and analytics that you can run reports on team-wide or individual as to the effectiveness of your links. And you'll know what content is really resonating with your audience. So I highly recommend this not only for email correspondence, but for social selling as well. When you're posting an update on LinkedIn or on Twitter, obviously brevity is key. So leverage something like Bitly. And there's Google URL shortener and there's a number of them out there, but I can't tell you how effective this tool has been for my team and for me.
(20:39):
So that is what we have for today. We were lean and mean, just like a Bitly link. And I have everybody's contact information here because we have a few questions that have come across the board. We can't get to everything today, but we will follow up with you accordingly and make sure that every question is addressed. Also, if you want to learn about our offerings to the marketplace, by all means, reach out to us for that as well. We certainly didn't want to take this platform to tout our own products. So one question to the three of you guys, what are some other resources that the audience can reference for sales development tools and technologies?
Andrew McGuire (21:26):
We all go at the same time, huh? One of the biggest things that I've found helpful is actually something that Sean put together, which is the sales development playbook playbook, which is how to build an actual playbook and the SalesLoft playbook is actually on their blog and it goes through in detail exactly what they're doing. And if you're trying to figure out how to build a team or just starting to build a team and trying to get the workings together, I would definitely go check that out. It is organized really, really well, very simple, and can give you at least a foundation to start with. It's obviously not an application, but it's a good starting place to get the groundwork going.
Sean Kester (22:06):
Thanks, Andrew. Yeah, I think the key is understanding the fundamentals of the different aspects of either building out a team or empowering that team with tools and what it is you want to accomplish. So like you said, we put out a framework for a playbook. It's called the Playbook Playbook and what it allows you to do is kind of fill in based on your own specific needs, where it is that you can find your customers, what those customers look like, how you think would be best to reach out to those customers, building templates based on your offering and their needs, a little bit around hiring, a little bit about compensation, the scheduling of the day. But the best thing you can do is build that framework, be able to hand it to those people on day one, and then have benchmarks for success along the way, so they know what it takes to get from A to B and the easiest and most efficient way to get there.
Ralph Barsi (23:01):
I love it. David, do you have any that you would refer?
David Dulany (23:05):
Yeah, big fan of SalesLoft's content. I mean, if you're involved in sales development in any way, shape or form, I would go out and follow them. They're putting out some great stuff, Sean. And I'm sure that you're very involved in it. The other couple of quick resources, if you are interested in this topic, and obviously you must be if you're on this, OpenView Partners out of, I believe Boston puts out a lot of great content on developing sales development teams and how they fit in. Would definitely follow them if you're not, download a bunch of their resources. They're called OpenView Partners. And other quick thing is Sales Hacker. Sales Hacker blog, I try to read a couple of times a week. They're putting out some great content, not only in regards to sales development, but sales in general and sales in the technology space. So that's, I think it's saleshacker.com or something like that.
(24:09):
It is. Maybe we can post this after.
Ralph Barsi (24:11):
Yeah. You stole one of the resources I was going to mention. Absolutely. Sales Hacker I would underscore. I would also add, take a look at Matt Heinz of Heinz Marketing. He regularly publishes an article on his blog about the tool of the month or the tool of the week. A lot of them center on sales development and what we do every day, both on the inbound and outbound side. So I would encourage you to check out Heinz Marketing as well as TOPO. They're based here in the Bay Area and they often publish great analytics and data on a lot of the research that they do. On the east coast, you've got the Bridge Group. Trish Bertuzzi and her team are also often publishing great data and analytics on what's going on in sales development. So I'd encourage you to reference that as well.
Sean Kester (25:03):
Good stuff guys. It's hard to talk about sales development and not mention Craig Rosenberg and his team over at TOPO. And I'll give them another plug because they just put out the Sales Development Benchmark for 2014 report. And what that did is they compiled information from 70 high growth companies in, I believe just the US and basically took metrics on every single important aspect within a sales development organization. And they've broken that down based on industry and size and location and where they are and gives you huge insight into what you should be expecting out of your team, how you should compensate that team, how you should grow and build it, what you should be qualifying for. And without a doubt, it's a great resource that we've used here. And then another one is Steve Richard at Vorsight. He's up in DC and he's got some excellent content.
(25:54):
He's an excellent resource. Probably one of the most well spoken sales professionals I've ever met.
Ralph Barsi (26:01):
Yep. No question. Very good. That's what we have for today, everybody. The fact that you're on a webinar like this means you're already way ahead of the game in terms of leading the pack in sales development. So I'd encourage you as well to stay on BrightTalk. And if you're not subscribing to the webinars that they're pumping out on a regular basis, by all means do so. Yes, we're talking about some of the best tools you could use for sales development this year, but take a look at their catalog of past webinars. It really, again, runs the gamut on the number of topics and specifics around what we do every single day. So stay on BrightTalk and get on their mailing list so you could stay apprised of what other discussions are coming down the pike. So thank you, Sean. Thank you, David. Thank you, Andrew, for joining me today.
(26:55):
And these slides will indeed be available. That was one other question that we had. I will upload them onto my Slideshare channel. I'm sure the guys will too. And then of course they'll live on the repository of slide presentations and webinar recordings at BrightTalk. So they'll be available in a number of different channels for you to reference. Everybody go have a kickass weekend. Again, embrace the grind. You're in one of the best professions in the world, so represent us well while you're out there.
Sean Kester (27:28):
Thanks, Ralph.
Ralph Barsi (27:30):
Okay guys, cheers.