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Selin if you're watching the recording fantastic what I'd like to do first is let's start off very quickly with the agenda that we're going to cover today after the introductions we're gonna get into the key differences in buyers within Americas in me and AIPAC we're gonna look at the prevalent tools for social selling and how they're different in each of these regions we're also going to consider legislation legislation is much different in some areas versus another does that affect our rollout of social selling programs and finally we'll have some time for a Clooney so before I introduce the folks that have died to social selling for leaders this is available to download it's basically going from zero to here all right how to implement social selling and all of our best practices and all of our experience as well as a lot of the insights that are going to be a garner today I'm going to end up in this in this ebook for you to download art and if you if you want us to send that to you no problem we can not to where you'll get a call later on or just send me an email Ron at sales for life comm and I can help get that to you so let me start off by introducing our panel where first of all thank you very much to all of you guys for making the time to come here and share your insights you're all in very very unique positions and that's something that not a whole lot of people in your positions would give up the time to share the insights and the experience that you have so thank you very much very very meaningful to me and I know a lot of the folks that are coming in for starters we have francesco ramon housing global manager of ankle adhesives i've got gym clothes here are our VP of Koufax I've got Wendy van Gil's global social media marketing lead at Sage Paul Butterfield global director of sales enablement advantage and the guy who sale out signs my paycheck Jamie shank CEO of sales for life hi everyone hi everyone our thanks oh hey okay guys let's let's launch right into this so we all saw these studies right we all see these results the landscape of b2b sales today 82% of buyers viewed at least 5 pieces of content from the winning vendor I think in our case it was 7 57% increase in buyers who connected with potential solution providers using social media 74% of buyers chose the sales rep that was first to bring value and insight now the question is and I certainly saw it I have a very very unique opportunity here at sales for life is that when we roll out with a lot of our enterprise clients we actually have an APEC in America as an immediate team and we can see that there are differences so my question to you and to this panel is you know is this actually happening do you see these results happening across the globe in the different centers so we've got a couple questions let's start off and you guys can just all jump in as a you see fit let's just have a big discussion here first question is we understand that today's buyer has changed but how does this change reflect in our respective buyers behaviors in the different regions so let's consider Americas amia versus a pack who'd like to go first and you know what guys maybe what we'd like to do now that we all know what we look like let's let's turn off our cameras so that we could preserve some bandwidth for the folks and they can see the entire screen though who would like to go first I'm based in the UK we've been through a socialized training we've we're very heavily bought into social media selling as an extra tool in our kit back what we're seeing at in the market I think our better informed buyers and when we're making first contact what we're finding is that people are able to research better that's not just through social media but also just with just the general availability of Google but we are able to see that our articles are being read they're being digested we're hearing phrases coming back to us that are being used in our publications so we're finding that we can influence but they the buyers are time poorer they they need sound bites they need more collateral to circulate around their own organizations but I think in general what we're seeing is that that they're better informed on the first contact yeah I would agree with that with what Jim said and one of the challenges that I've seen because they are socially influenced I think we all agree on that the stats bear it out the problem is are they reaching the right information and drawing the right conclusion so one of the challenges we see is by the time they do choose to engage with a seller we we sometimes you know find that they maybe don't know what they don't know so the extent that we can surround them socially and start to guide that journey by feeding them the right information we find that very helpful as well yeah are you finding that I mean also my clearly competitors are also pumping information out through social media are you seeing your buyers repeating phrases that you know have come from your competition I don't know that we're seeing what they're repeating from the competition we are relatively early in our social selling strategy here and one of the things we're doing at the same time Jim is helping the salespeople get better at learning how to hit the reset button so that we can go back and have a chance to add value if we're not sure you know what else they did influence fire what content they see rather than just start aligning to what they bring to us and I want to add something based in Dublin and I'm involved in activities across countries in Europe of course and we see massive differences as well so some countries are much more advanced and we look at our buyers and they're much better prepared when they get phone calls where other countries are just the whole social adoption is lower so if we compare for example the UK or islands against compute like Spain we see differences in how the customer consumes content how quiet they are and how they use social media and and the same across platforms so I think it's from my experience in the mediators for us a challenge to make sure that we understand in the different countries what the differences are and how the buyers are in those countries so we can set up one way of working that works across all the countries have you have you explored are there any regions a tamiya where you would felt that you are pushing a rock uphill in which it is better served to not enable the team on social selling and to continue the same way or do you just alter the training because Wendy I think that was a great response to know do you give up on regions or does everybody are you trying to make everybody the digital seller just in a different way yes Francisco I'm based in Germany and what we saw when we started the pilot in social selling with 50 participants in four geographies including Spain and UK and the US I was surprised about the the wide range of different people being receptive to social selling so we were selling very technical product that's so we were somehow suspecting that for example you know production leaders production engineers researcher developers would probably not be so receptive to social selling but I will say it's people responded when interacting with them with the sales navigator that indeed I mean obviously not everybody but that there was not a big difference between you know specific geographies I mean for example between Spain and the US I was surprised how receptive also Spanish engineers and Spanish production managers were to a social selling I love that you said that the reason I asked the question Wendy was that we did a project in Italy and we were warned in advance from other companies who had Italian branches that social selling would not work in Italy and in fact was the very best performing learning organization to date that we had ever encountered so that's why I'm glad that you've we're helping debunk the myth that there is no one region in yeah and or LATAM or in APEC where it's not applicable yeah no I completely agree and I think it's it's our job to change the mindset of the social seller so they understand the value and they actually take something like sales navigator they start to use it and then we build success stories to convince the rest and it actually works but that's why I said I would never give up on social selling because I believe even if some regions are maybe in an earlier stage than others it will come at some points it's it's something that is it's not an option it will come anyway now we're out widely across the across the globe like all of our regions globally are using sales navigator and I really look at sales navigator as phase one and then truly getting them to be social sellers in phase two but even as I've watched our adoption sales navigator the US and amia sales teams have generally picked it up better I've seen their ssize move faster but but we're seeing usage across all the regions now we just need to get them better at the actual social side of it Paul did you make a difference yes sorry Francisco go ahead yes so I mean being in a German company I mean you guys you're native speakers probably not all the time realized that in that respect I mean being a native speaker English is a big advantage so I would see that sometimes for some people who would like to contribute you know with industry insides with with interesting content and engage with potential buyers are probably not you know enough yeah educated to express themselves and in English as they would like to do in their own language so the language barrier I think is still sometimes underestimated very interesting very interesting and Paul just a interesting question for you so as you rolled out you know America's enemy ax with navigator did you find the same openness in your sales reps from amia to Americas to give Navigator a try and you know kind of kind of give it a shot did you find that it was the same or was there with their differences there were differences I don't remember I mean most of the most of the Americas based team were already familiar with it some had used it at you know other jobs and that sort of thing the AMIA team it was a mix there were some that were again either already using it or anxious to use it but I did encounter some more skepticism and our amia team is mostly based in London but they are from all over the region and they sell into the regions where they have expertise we also have country managers you know in the air in the area and and I don't know what the consistency was there but but I but my general takeaway was that they just don't like it was I mean to be honest kind of an American thing not that people don't use LinkedIn but but it took some more showing them what Phil's navigator can do from a development standpoint and social selling standpoint if to get buy-in I'm very interesting okay guys let's let's take a crack at the second second question here what are your buyers expectations of sales today and of course this is under America xenia on AIPAC again are you seeing any differences in the expectations from region to region key and let's start maybe we can start with you Paul couple of things right out right now sorry I don't worthy effort with him from is yes if Emily Emily I'm sure many of our fathers used to engage in the selling several little chat platform us as opposed to avoid avoided but we do leader in the channel that they have taken communicated it a true sorry gonna really but ya know from our ended it sounded pretty good and now from the AMIA team tell me if you find this to be accurate this is only an observation is where in the Americas and in Australasia as so part of APEC I have found and also in the British Isles kind of like in the UK it people assume success and then and and you need to now teach them the skills and where is in mainland Europe many organizations they're assumed skepticism and you have to prove them wrong when going into leveraging tools like LinkedIn and Twitter and because remember they're not really I don't have a full grasp with the term social selling or the process of social sorry they kind of equate it back to a tool have you found that the english-speaking countries assume yes this is going to work if you show me how to use the tools but the where English is not is not a first language though they're assumes skepticism until you show them that it's equally as applicable within their region I would like to answer this one i I don't think the language is a problem here I'm I'm not a native English speaker I'm Dutch and I know that sales navigator is something that starts to be more actively used by Dutch people but what I've seen in the in the last months in the last year is that when a salesperson understands the value of social selling and they understand the value to them personally first of all and then how it can help them to be more successful in their day to day job and they see that when they when the better prepares and they they use social selling in the right way conversations are easier they're getting better results i from my experience I don't see many challenges between languages I do believe that if you see challenges around languages it's important to maybe localize training sessions and try to make it as easy as possible for them but I don't have any experience with problems around language now what about what about from this from the point of view of the actual buyer so you know the folks that we're trying to engage are there any differences from people who've got you know the America is maybe an a Packer Nemea team or or two of the three do you see difference in the prospects are trying to engage in the buyers making decision are there any differences that stand out in your mind one that I jump to my mind and it's not a new phenomenon but the trend continues to go up is because people have so much information available to them prior to engaging with us they're really expecting us to bring them innovative insights bring them information bring them something that they can't or haven't already figured out for themselves and and that that seems to be no global from what we're seeing I think and we saw predominantly into the enterprise sector and the organizations particularly anyone senior within the IT organizations they've been very very much hanging on the last word of every single one of the analysts so Gartner Forrester have been their principal source of information and I'm seeing that change I'm seeing organizations come back with it with information which clearly hasn't come from an analyst which clearly hasn't come from just googling so I don't know this varies across the world but I live and work in the nation of skeptics maybe even cynics and you know in the UK buyers are very skeptical of salespeople said sales is not as reputable profession as it perhaps is in in in the US or maybe in the Far East perhaps even in other parts of each of Europe so when when engaging the buyer having something which you've been able to get in front of them before meeting them that appears or looks independent or maybe something that they fans themselves rather than having hand it to the buyer salesperson means that they're I think that they're expecting to get their information from up from a wider range of sources I guess not the point I'm getting to that that's a really good point that's really really good point some of the some of the things that I definitely heard about the UK from our clients there is the perception that salespeople have so we've we focused a lot more on leading with insights on leading with you know things of value information of value rather than perhaps what would be a traditional or a typical what a salesperson would think of - a typical approach would be but but one of the other things I I was reminded of with your comment there Jim was when you mentioned the 10k in the Gartner a lot of our research when we were looking at that we started to see a lot of price pressure and of course there's price pressure everywhere but it seemed to pop up in a lot of form 10-k zuv Enterprise specifically in amia so I'm wondering are you is anybody here seeing that perhaps it's coming down to just price and having to deal with that in in amia and is it harder than in Americas or anywhere else or is this just being you know presented in a certain way that it looks like that I suspect I'm probably the the oldest of the panelists I've sort of been around the longest I think that it's always been so I think that if you if you look at the different markets the European market is is more skeptical I think than a pack and the USA for sure so I think that's changed I don't think social selling social media has changed that in any way I think that's just a natural preponderance of people to be like that in their various geographies yeah okay yeah I mean I've even seen it you know to some degree within our own sales force the the that same but Jim you know called skepticism so that makes sense to me their buyers have it too I've got an interesting question here from from Christopher online saying like the speaker's mentioned we have a correlation with LinkedIn navigator and social selling the general feeling is that Lincoln has become saturated social selling is in a magic wand we still need to be interesting and relevant but I found our sales people give up faster socially then they would using other methods have you experienced this with any of your clients so I guess that question is to us but I'd like to open it up to the panel here first do you see that with your Salesforce and then I'll answer from from my point of view for Christopher as well I'll start off I think one of the challenges is sales people sometimes will see in social selling and other other tools as some sort of magic you know magic bullet and and if that's the approach that someone's coming with they they maybe are going to be disappointed Jamie you and I have talked about this with our teams that the email and prospecting and home prospecting and those things are not replaced by social selling it's it's a it's another part of the triad if you will another way to contact executives that don't respond to the more conventional ways and I think if my experiences the facility would understand that going in and and they understand it's going to take some time to build expertise in it that helps avoid that problem you just mentioned another what I would like to add on top of that because I completely agree with you is I think those people who understand that social selling is not just something that helps them today but it's an investment for the long-term both for their personal career as getting more value and driving more sales that helps as well and and understand she said that it's not the short-run it's like an investment for the long time but I prefer to make always make the link back to what is what does it mean to you as a person how is it gonna help you to be successful today tomorrow in the coming years and throughout your whole career so Christopher sorry go ahead yes in Sicily agree with what has been said before and what asked really crucial is whenever we have I mean not only the pilot but also the extended pilot now with 250 people globally when you do not have the sales leader with his or her full buy-in and really leading and leading by example then those who are a little bit more skeptical will probably yeah stop too early or yeah go back to let's say more traditional ways of selling so to get the buy-in and the full support of the leader is really important so here would be my my answer to that what I teach what I teach the teams that we have is that it's about increasing your cadence right there was actually research done just in a webinar two days ago with inside sales they came out with a report 900 companies where they asked the reps how many touch points are you actually doing before you get a client and of course this was not a social selling question it was you know phone and email and the average that the rep said was they did 12 touch points before they they gave up now they actually got the companies to go into the CRM and cross-reference that and what they found was the average was four so we have reps saying I'm doing 12 touch points phone an email and I'm actually doing for this is the the reality of this of this research so what social is about is integrating social into an existing method rather than you know replacing phone and email with no it's not about replacing it's about trying to get a - stop doing four and five touches and actually doing 12 to 15 in a cadence but to do it in a way where they don't think that they're being bothersome that they're not irritating the client that they're leading with value and they're leading in a professional way so the way to do that at least what we show is that yes you're gonna start with phone and email but then you know you're gonna get two or three out of ten that are going to respond this is in my experience from all the clients I've worked with the magic number seems to be between one and three out of ten actually you're able to engage so my question to them is well what do you do with the other segment so the other seven are good leads they need your product they need your service do you just give up because they haven't responded we can actually start to do things on social and I just social digital right I can send you a video email I can engage your content on on LinkedIn I can send you an in mail and then now that maybe some time a couple days has gone by I can go back to phone I can go back to email but the diversity of approach and the diversity of the messaging is actually what leads to the greater engagement and what we're seeing is that the two or three people that would have responded to you anyway they respond to anyway but the other seven that are not you're able to get another two or three to respond so at the end of the day you're getting somewhere between five and six out of ten to respond to you by adding to your cadence rather than deciding well is it phone email or social the answer is it's all of them so hopefully that helps you know don't underestimate the reach of social you know particularly in global organizations be technically buying decisions aren't restricted to one geography and the ability to get to people around the world through a single post I think you can underestimate the value of that so the networking value is is immense so not just reaching out and there perhaps a direct contact through I know Twitter or LinkedIn or crossing or whatever the the ability to influence multiple parties at multiple globally is it's unique in that I think in social selling you you can't easily do that face to face you can hop on a plane to guess and flying around the world but it trying to organize that it takes so long social selling you can do that in a night yeah absolutely another place I see social selling helping helping sellers I should say is I mean and some I think Jim you mentioned earlier that buyers are skeptical of the sales possession in in UK my experience they are in the US as well that's generally until proven otherwise at least and so a salesperson has a very narrow window to show that they are sincere that they are also competent and worth spending time with and that they can bring value that says that the buyer doesn't already have on their own and and and if you're trying to just do that in that initial 30-second conversation or through email outreach I think it's a lot more difficult than if you're also surrounding them socially and and putting content out there that gets them seeing you that way guys here's the here's the next question again with the the three region perspective and it kind of ties into Roland's question here how is social selling adoption different in each region are you seeing different parts of Europe let's say the UK another Netherlands for example that are acting a lot more like the US versus others what do you think I think it's definitely the case yeah in Europe as I said before we do see difference in the adoption per country um not only in getting results but also in the feedback we get how fast sales people get it adopted make a part of their day to day job but I also see that in countries where the adoption might be a bit lower and they do get good results it's easier to convince the rest of the teams there because when we have local examples and there's more trust and it's always it's always better when you have local examples and examples from other is the feedback I hear very often is oh it's nice that it works there but it doesn't work here and when you have a local example you can convince them but there are definitely differences in in Europe when do you mention something interesting there and I know because of the size the size of your company and that you're in different sectors I think Neil's question here is very relevant to you he's saying do you see the receptiveness of buyers differs across different industries so in other words based on you know one sector or another an industry or another are you seeing social selling working better than another yes I think what I find interesting is in a region where there's a lot of adoption around social selling and it's it starts to be very common sometimes getting results can be harder for salespeople where in regions where social selling is not as common and they start to use in males it's something new for our buyers so they can be surprised by an InMail that they're sometimes more they feel a bit more special because they're not getting in meals that they're not getting immense at all or not loads of in males in a week or even in a day so I think although there are sales people might not always adopt it as fast they do see good results because it's it's a bit more special does that make sense yeah yeah absolutely and and you know we haven't talked a lot about a pack we've got a bit of experience of that and Jamie I know you were that part of the world quite a few quite a few times in the last year what do you think from the point of view of a pack what are the differences there in terms of social selling adoption yeah so the a pack is split up with so many different sub-regions right you have the of the India region you have the Southeast Asian region you of China and Japan which are completely different and then you've got Singapore which kind of runs like the UK for a very Americana or global and then Australasia what I've seen is number one from it from a Japan standpoint the adoption of the tool LinkedIn is not there yet oh yeah they're using Facebook for business they're using tools called lying as an example and of course a WeChat and so forth in in inland China it's where tools some of them are not even accepted or allowed to be used is different than the Hongkong region if you have teammates in Hong Kong LinkedIn is as very similar to Singapore where it's becoming much more prevalent Australia is really kind of exploding with its usage although I it's weird because what I'm seeing in Australia is there's a tipping point where there's almost more sellers than buyers leveraging the platform there's a bit of huge social media and digital kind of Renaissance in the Australasia market but then one of the complaints that were hearing from Melbourne and Sydney and Adelaide and so forth has been just doesn't seem like the buyers are there as fast as we the sellers have gotten there and with the Indian market these social platforms are are very commonly used the adoption there it's a market that's very hungry to to be able to sell globally because many of their companies were set up with the purpose of selling outside of the Indian market so those are just some of the examples but what I've also noticed is you need to treat each country very very differently whereas in Singapore we'll do virtual instructor-led training and same with us Australia where in some parts of Southeast Asia or Japan and China they are still used to face-to-face training from an engagement standpoint and learning and from an adoption standpoint that requires them more hand-holding so Animus these are just observations that I've started to notice if anyone on the call using Salesforce in in one country to so perhaps into another continent my thighs are selling predominantly within UK and Ireland so whilst we'll try and influence you know people in other countries I I'm interested if anyone is using it to say go from Europe and sell into a pack or sell into the Americas and and doing things remotely using social media that's a great segue to our next question thank you anyone using different tools in a region like Salesforce Pacific yes not tasteful specifically that that's why I didn't react but I mean what you what was just mentioned before is I can only say for our Chinese organization I mean we have 1,000 salespeople only in China and when I was there to introduce social selling especially with the sales navigator what I saw is that indeed my colleagues over there were very advanced in using WeChat and only starting with say its navigator especially for bigger key accounts and what I observed is that the usage of WeChat and other social media was not very structured and probably from a compliance standpoint a little limit so what we saw that from a corporate perspective would still have a lot of things to do to let's say organize that in a more professional way I fully agree I was in an engagement in Singapore and we were talking with all the senior leaders and the way that they described it they'd they do not do business in the APEC region without WeChat everything I mean they are there they are talking on WeChat they are video texting they are doing live video through each other most of their social selling was through was through WeChat and they had it's funny that you mentioned unstructured because they had developed their own tips tricks and tactics to get somebody to view a message and monitor if they've looked at it and then what to do in cadence touchpoint number two and three they know develop their own self hacks but exactly as you just described number one it probably broke their own company's social media policies and number two it was very unstructured it was one person was doing one thing and one person was doing another I observed the exact same thing yeah I may have meant to this earlier but our customers in in a pack engaged with us all the way through the sales cycle on WeChat I mean that is their preferred way to do business as opposed to just about anything else yeah Wendy what about you are there any tools that are specific to your part of the world I think LinkedIn and Twitter are the most used at the moment when we talk about Facebook for example for social selling we do get a lot of feedback from our salespeople that they don't feel comfortable reaching out to people via Facebook or via Instagram or any other social channel so what I've heard as the main feedback is that they feel most comfortable using LinkedIn followed by Twitter and then we have example from Germany who likes using as a platform but the main ones are definitely LinkedIn and Twitter Jim I'm not sure we answered your question you want to give that another try I'm not sure that maybe people aren't doing it I'm just thinking you know for a company that might be starting out and maybe only in a you know one country or one region but they want to get into other regions I was interested to know if they've used social selling to expand and perhaps ik export or expanded to other continents or other countries that's it very much it seemed like an interesting thing today you know if there's a tool that you can use to to expand your business beyond current boundaries without having to go and put the massive investment that you would need at the moment or using traditional methods where you have to go into the country do your research do your marketing hire somebody locally visited on a regular basis the investment to go and expand it to another country is quite huge but with social media across the world just shrinks into one market place so be interesting to know maybe maybe a subject for another call it would be everything yeah I agree with Wendy what she said on the tools you know linked LinkedIn certainly proportion for networking and social media is about it's about network selling Twitter of Twitter is interesting for sending out opinions I'm not sure how many people read it for for business I think they're they're generally first for fun and maybe to getting some opinions but I've always been skeptic about Twitter LinkedIn definitely great a great product great tool interesting to see what its new owners do with it and you know Facebook it's a personal tool I think personal and maybe cuz it's accepted that consumer brands are pushing I think through Facebook but I think b2b it's not it's not a place to be so so here's a question that you know I'm not in your shoes guys but you know you've got a massive territory in Paul's case I know you know the your neighbor man you're in charge of multiple teams what do you do in one region you know and it seems like navigators the answer the next one it seems like it's WeChat and then the next region might be Xing what are you doing something like that in a case like that well I I don't think it has to be you know exclusive to one to the other so for example the the teams that I mentioned our teams and a pack they're they're they're using WeChat they're also using sales navigator there they're just using them in different ways or maybe to fulfill different needs maybe that makes more sense Oh cut its heaven it's not really a problem from what from how I see it ok so it's just a matter of ensuring that there's some kind of continuity across the board with let's say navigator and the tools are in addition to that yes one says yeah sorry oh okay so I think that it's especially relevant to focus on a tool like LinkedIn where globally distributed customer key accounts are offered to be let's say engaged with like you know in global big automotive OMS or electronic companies then independently of the geography I think the the account teams should focus on LinkedIn otherwise I mean they cannot communicate amongst each other and it's it's not effective so it's less a question of geography but of industry and size of customer interesting we also have an interesting mix of customers that may be unique but there may be people on the call that it's not our our next mow platform which is a communication platform started by selling into the digital native community but over time as its evolved and as the bondage business overall has evolved we're going more and more into the enterprise and and the way that we engage changes when dealing with the digital natives you were dealing with developers and there are developer communities and there's a whole different set of channels if you will that they want us to engage with and we still need to do that but but we're moving more in as we go you know into these other companies that that's what's part of what's driving our social selling with things like navigator it's different expectation from the customer and you guys find a little a little off topic here but it is tied to the tool do you find that there's a different perception that when I have the tool suddenly magic happens I know that that's something that that sometimes we run into that in the Americas you know that if I just get navigator everything and all my problems go away whereas obviously it's the strategies that you're using on unnavigable do you see a difference from Americas to amia to a pack in the in the thinking that once I the tool it all goes away or or is it similar across the board from my experience it's I I don't hear feedback like when I have sales navigator all my problems will become a lot of people come with the first question but how does this work and how can it help me I don't know if that's based on the type of sales that I've been working with or the people that I spoke with when it comes down to social selling but I think the way that we try to bring this to people is okay this is social selling this is how it works sales navigator is part of social selling that's more to social selling and only sales navigator but I haven't had any feedback where people said okay then give me the tool and magic is going to happen it's more how does this work and when they had the training and they starts to use it that's when more questions come and if they start to use it and there's they see the value of it there's just more need to get more information so that's not the feedback that I've had so far okay interesting okay so this kind of segues into our last question as we start to apply these strategies clearly there's legislation language and time that will impact impact sales and social selling how do you guys deal with this how do you first of all what are the differences in legislation language that you're worrying about oh you're or at least is on your on your to-do list and how do you deal with these how do you deal with these three differences I might start I mean you might know that in Germany we have a very strong compliance and social let's say environment and we with being headquartered in Germany before launching the pilot one year ago with as I said before 50 sales navigator participants I had to with a lot of internal stakeholders including of course compliance purchasing legal but also our workers council so if I can make one recommendation that depends obviously on the size of the company I really recommend to align as soon as possible with workers Council in those respective countries to explain to them what this is about and to to show them that you are proactively engaging with them and not hiding anything interesting I understand the it's a little bit more restrictive in Germany as well what about what about for Americas and AIPAC any insights there and it's open to the entire panel I think to avoid the tumbleweed moment I mean I can't speak for attacking the Americas I mean from a point of view of the UK market and there the legislation I don't see legislation really inhibiting us in any way in in social selling you know that you're contacting people through means by which they have volunteered to be a member of the community so you feel free to contact them I don't see legislation effectiveness their language is certainly an issue Europe and and I think a connect and whilst English is certainly the global language of business I think certainly for the kind of products that we're selling and the audience for this kind of selling we do have many many cultures in Europe you know there are over two billion people in India including Africa as well you've got over a hundred countries you've got 2,000 languages in India unfortunately we've got some consistency with French Spanish German maybe just certain extent Italian but English prevailing I think in getting a common message across but there are a vast range of cultures and markets that you can address but if you're interesting from within your market it's not an issue and people are prepared in the main to accept but you know much of certainly in the technology world much of the source information is in English so it I don't see legislation affecting those languages you know it's better if you can put out content in local languages it's better if you can approach in the local language but if there's an acceptance that it doesn't always have to be in the local language from point of view of time you've got the ability to schedule your publications you can send messages that you are basically asynchronous so you're sending a message it will be received when the person is is ready and able to make it with we're all very time poor these days and it means that you know when you're in the office you don't have time generally for the social media aspects so unless you're in the business like us way we're pushing information through social media that were able again that we can post and we can put things out there and people can pick it up when they do have time Jamie I know you know you've got views on the best time to to publish information that it will be picked up and you wouldn't imagine I wouldn't have imagined before going through the training with SAS for life but publishing something on a Sunday morning actually might be getting to somebody in a quite senior position that I couldn't get to during the week but it's true it does work yeah it works yeah I don't see any downside I don't see the inhibitors with these things that there's only exists already you know the language barrier is is there already so it doesn't it doesn't detract from using social selling as one of your tools the legislature you to think of that you would asked about using social selling to reach out into continents or regions where you're not currently don't have it and I didn't think of this before but if you're going to do that time definitely because the consideration because using your Sunday morning example making sure you're using a tool like you know Hulett or something to post it in the optimal time in that region that may not be something that that you think about automatically yeah and on that particular topic that's where we started to discover as we took on customers and amia and APEC that my clock is 24 hours a day I physically cannot stay up that long but I need to be evangelizing the the topics that are relevant to my buyer and important to us which of course is the modern digital seller 24 hours a day because if I only focused you know if I'm a geographical seller and my my territory is the state of Florida or the country of Scotland I get it but if you're trying to sell outside of those borders I'm trying to post information at the times relevant to when my buyer is the highest consumer around the legislation piece ironically and this is serendipitous this didn't you know this presentation was made beforehand a customer of ours reached out because of this very regulation the gdpr and castle in Canada and serious decisions apparently has done a study on this so we'll find out if we're able to take some of that information and help educate the global community on on what serious decisions has thought about what you can and can't do I haven't fully read the document so I can't even articulate it properly but you know there's so many people that I know are a little bit fearful of it yet it seems like the entire global community sees social media outside of what was traditionally written for equal laws we're all written for email as an example but so I it's something that maybe look out for in the future that we'll might publish something on it okay guys that was that was great I want to have the last couple minutes here for our panel to answer questions I see they're coming in the only thing I'm going to ask is I do see a lot of questions coming in please keep it on topic guys very interesting comment here from Corolla EU law taking effect in 2018 cold calling will no longer be allowed and requires companies to have an opt-in is is haha is that true and do you think that that is going to catapult social selling in the EU yes Francisco I mean I I disagree I disagree completely with what was said before so we have a complete project team in order to prepare us for GDP our so we're taking this very seriously in which which part did you disagree with that I added the the social selling catapult I think Corolla had just said that cold calling is going to not be allowed as of 2018 is that the is that a fact no but you need a double top end up in that's true and you cannot just assume because somebody during an affair gives you his business card that you are allowed to put his name or her name in you CRM you need a specific written agreement to do that I see and so for even for reach out so how does this affect let's say reaching out to someone on LinkedIn as an example is it is if assuming that's exactly and that's exactly the point I mean these these things need to be clarified very good question I don't know know what other than T brexit but if that's true that's true I'm glad we're getting at I think this is a business to consumer I certainly see that the conceit protection particularly in certain sectors where there are ruthless organizations cold calling and victimizing individuals I think in the b2b world I think there is legislation coming I confess it's not my job to know it but I'll I will now certainly go and research it but I think in the b2b world it's less of an issue I think you know people people expect to be contacted they will if they don't want to be contacted put the mechanisms in place to protect themselves with a gatekeeper or you simply turn your phone off where you don't answer an unknown number so you know you have the option it's your choice to answer your phone is the way that I would look at it you know and if as long as the caller is courteous I don't mind taking a cold call yeah a degree of it there okay so we've got a question here a little a little off the topic here but one from Carl any thoughts on the use of pictures and videos is a part of content for social selling a little bit granular but I would say thumbs up on that what do you guys think absolutely apparently you're a he targeting I think if you're going to you know somebody who's a deep deep think technician maybe your pictures aren't quite so important but I think the majority of people were going for picture thousand words maybe it's essential and being able to embed video into a white paper or some other collateral that would normally be static I think makes it much more compelling yeah I think in general video is much more engaging than just a message words that show up on your screen when something is in the video it's easier to consume it's it's a said more engaging so I think video is really important for social selling you know there's so much content pushed out there is to stand out from from the crimes you know you really got to be different and I think it's the standard release of old the stock photographs that you know pretty much all of them from iStockphoto maybe the bigger companies are using Getty but everything looks the same you know so you could be different you've got to find find your brand find your image find the tone of how you're you're writing that that's that that's a bigger challenge I think rather than asking should be using pictures and video is that how can you be different because embedding video good but there's a lot of people doing it so I'd say the bigger challenge is how do you be different and I'm not sure I'm going to give my secrets away on that one there or any of the other panelists that's that's I think a more interesting area to explore yeah I completely agree with you that that's very true any any final thoughts from Francisco Paul or Jaime as we wrap up the session any any advice that you would give to someone rolling out a program internationally potentially to talk to the people on the panel at the end of the day a lot of times there's there's there's so many resources out there that you could leverage rather than just read about it or question can this work for me reach out to Francisco Jim all Wendy rejuve to them and I would assume that everybody on the call would be happy to lend an ear and reach out to Francie's called before 2018 otherwise you're gonna get in trouble guys I want to thank Jamie Jim Francisco Paul Wendy's thank you so much for joining I can see from the comments of getting in here on the question box everybody's saying thank you so much very informative awesome webinar I've got a stream of these thank-yous to you so I just want to read those out to you guys thank you thank you thank you that was awesome thank you for making time sharing your wisdom and experience very much appreciated from all of us at sails for life and it looks like all the participants as well thank you very much guys have an awesome week there's right