Top 10 questions to ask employees in a performance review at a small company

Over the years I have seen many variations on employee performance reviews. I think the most important item is that companies actually hold reviews, no matter how small, with a minimum of semi annually but ideally quarterly performance reviews. This will help you career path and retain exceptional talent, realign job responsibilities based on someones abilities and/or desires as well as manage people out that are not a good fit.

I personally prefer the score card where an employee rates their own performance and compares that to their managers review and they discuss the strengths an weaknesses from a 360 degree view.

Here are 10 questions to include in an employee performance review:

1) What do you see as the primary drivers of success in our organization?

2) What do you see as the top opportunities for us to increase our organizational performance (e.g., increase market share, drive customer satisfaction, reduce cost, improve processes, etc.).

3) What do you feel your greatest win/success has been over the past 6 months?

4) List specific contributions to your team, the company or to a customer

5) What do you need from me in order to be even more successful in your role?

6) What short- and long-term developmental activities are you interested for your current / future role?

7)  Do you have a mentor and if not could I help you identify someone who could provide you career guidance?
 
8) How would you describe the corporate culture here? What leadership opportunities could you take to improve company culture?

9) Rate your job satisfaction and describe the things that you feel were the biggest contributing factors to that rating.

10) What feedback or questions do you have for me as it relates to your goals and objectives for the next 6 months?

A standardized review form across all employees held within the same week, will ensure that the reviews are perceived as fair and equitable. I suggest to my employees that they keep a running list of their accomplishments and organizational items that they feel helped/impeded them or the customer experience as they come up. This way they wont forget what they have done. It can be a great sense of pride to have an employee with a big long list of wins, contributions and accomplishments.

Performance reviews are good for the health of the employee, the organization and its upward mobility.

Top 10 over used business speak of 2010

If you're like most business people, you've probably read your fair share of jargon-filled emails this year. Bursting with sentences that sound like Dilbert comics, these messages do almost everything but get to the point. As the year winds to a close, time has come to recall some of the more popular and most obnoxious such phrases of 2010.


Boil The Ocean

Definition: To try to "boil the ocean" is to take on a task that is so difficult, or requires so many company resources, that it would be just about as easy to boil the Atlantic Ocean. Often however, this phrase is used by an office drone who wants to make his meager responsibilities seem like herculean efforts.

"I want to make sure this deal goes through, but we don't want to have to boil the ocean here. Let's come up with a game plan we can all play ball with."

Disambiguate

Definition: An unnecessarily pompous word used in place of "to clarify." Generally, this term is uttered by a clueless manager who can't understand exactly what is being discussed, but doesn't want to reveal himself as an imbecile. Rather than admitting to be lost in the conversation, he might dress it up a bit and throw this gem out there to ask for clarification.

"Your last email looks pretty good, Mark, however I'm going to need you to disambiguate the part about our quarter 4 figures so that I can rally the troops back at base camp and break it down for them."

Game-Changer

Definition: A game-changer is any new product or strategic decision that brings about colossal profits and monumental success. Ever since this phrase was spoken by rapper P-Diddy in the 2010 comedy "Get Him To The Greek," few executives have been able to stifle the urge to utter the phrase to their subordinates.

"Johnson, your proposed deal was on the right track, yet ultimately underwhelming. What we need here is a real game-changer!"

Moving Forward

Definition: Moving forward is a business speak for "from now on," and is usually used in a disciplinary statement. Some executives want to feel like every decision they make is in some way instrumental to the direction of the entire organization. Using this phrase in place of such common expressions as "in the future," and "starting now," lends itself to the fantasy that new office policies will make them business literature legends.

"I didn't always mind the way your department represented our brand in the past, but moving forward we're going to have to ask you to follow protocol to the T."


Net-Net

Definition: A shorter and more urgent way of saying "get to the point." This phrase is often used when you want to appear as if your time is very important and you aren't sure if simply asking for the bottom line will convey this strongly enough.

"I see a lot of fluff and necessary chatter in your email here, can you just give me the net-net on the situation?"

Socialize Internally

Definition: The hip new way to say "talk to my coworkers." From social networking to social media, movies about Facebook to popular new social phone applications, 2010 has been the year of "social" everything. It was only a matter of time before the business pop culture adopted the craze and applied it to areas where it doesn't belong.

"Thanks for your speedy reply on this proposal! Things look good at a glance, so I'm going to socialize internally over here and get back to you by the end of the business day."



Value Add

Definition: Simply put - any completed work that improved a product or service. Around bonus season, it sounds more powerful to reaffirm that you are "adding value" to the company, rather than simply "doing your job."

"While the rest of the team circles back to discuss the accuracy of the flowcharts, I'll be working on several value adds for the current project."



Low Hanging Fruit

Definition: A tasty phrase used to describe a deal that is easy to obtain. If you ran a used car lot, for example, the male teenage driver with an eye on your red muscle car is low hanging fruit, because it won't take much more than a conversation about girls and speed to put the keys in his hands and a loan on his credit.

"Moving forward, we need to remember that this business is all a numbers game and go after the low hanging fruit as often as we do the big accounts."



Screw The Pooch

Definition: A polite way of saying "you are not really working and your may want to reconsider your work ethic." It's bad etiquette to utter profanity in the board room, so while you may have several choice words for the guy who dropped the ball on the big account and cost you your holiday bonus, it's best to use this phrase in place of the expletives.

"I know we're all excited about the new direction this project is headed, so as long as none of you screw the pooch on your deadlines, we should be able to get the deliverables in front of some eyeballs by this time next week."

Action Items

Definition: A very puffed-up and consequential nickname for "tasks." Of course, no one ever feels as cool John Rambo slashing through the jungle and knocking down enemy camps with nothing more than a cross bow and combat knife when they call their work "a bunch of tasks." To avoid this belittling feeling, some business folks have begun referring to the things they need to do as "action items." When has organizing the mail room sounded more exciting?

"I'd love to put in some face time and go over the contract ASAP, but I'll be working on several action items today and won't have free time until tomorrow."

Thanks to Focus.com for the content, gently tweaked by me

The 10 biggest LinkedIn annoyances

By Tim Heard


As useful as LinkedIn can be for promoting your career or business and connecting with other professionals, users have voiced some major peeves. Tim Heard rounded up the top complaints.

Back in January, I was engaged in some urgent matters via LinkedIn, only to have the site go down. Like many, I hopped onto Twitter and began to inquire what was up, as if anyone on Twitter would know. I guess maybe it was some comfort to know it wasn’t just me who couldn’t connect. It was everyone.

As I browsed through various disgruntled tweets, I noticed many rumors that LinkedIn was likely to go public soon. On one hand, I thought that perhaps this infusion of cash might lead to more stability and fewer error messages about unavailable functions. On the other hand, by my reckoning, the current owners of LinkedIn have wallpapered their homes with currency and have swimming pools full of hundred dollar bills. In fact, while Facebook remains free, yet still worth an estimated $60 billion, LinkedIn has cleverly figured out ways to entice members to pay — and pay and pay and pay — for memberships, ads, and various services.

The recruiter in me who knows a thing or two about information technology understands how occasionally systems get overloaded. But the consumer in me who sees LinkedIn coming up with more overt ways to bring in revenue than the “social network” has trouble getting his mind around how the site doesn’t have enough redundant servers and databases to make the process a bit more satisfying (or at least less distracting) to those of us who are addicted to it like Facebook couch potatoes are to Farmville.

As my thoughts grew darker, I decided to vent my frustrations a bit. So I posed this question to roughly 90 million of my closest friends: What are your LinkedIn pet peeves? Here are the top 10, culled from user responses, with my own input mixed in.

Note: This article is also available as a PDF download.

1: LinkedIn LIONs

I can’t fathom that anyone would not know what a LinkedIn LION is, but in case some individuals have managed to live in blissful ignorance, a LION is a Linked In Open Networker. LIONs are people who will connect to anyone and accept requests to connect from anyone.

To most, this sounds fairly innocuous. At face value, it is. Many users are even told by well-intentioned friends and colleagues that if they want to grow their networks, they should become LIONs. (I was, and I briefly went over to the dark side when I first joined LinkedIn.)

What you are not told is that many (not all) LIONs believe that once they have your email address, they automatically have your permission to start sending you their marketing newsletters. Many others (especially those at the top of the chains) have figured out that they can generate revenue by selling contact lists.

If we set aside these behaviors as anomalies, there still exists a mentality within the LION subculture of taking rather than giving anything back. Whereas the LinkedIn motto is “Relationships matter,” in the eyes of a typical LION, numbers trump relationships. The goal is to accumulate as many contacts as you can through any means possible.

LinkedIn LIONS are notorious for joining groups and then posting an introduction that goes something like this, “Hello. I’m ___. I really wish that I could get to know all of you, but I’m limited to joining 50 groups and therefore have to drop out of this group. I’d love to get to know you though and will accept invitations to connect from anyone who sends one.” I have been the owner of a few groups and have usually been vigilant about allowing LIONs in, but I’ve had a few members make such a post after corresponding with me to get approved and promising that they wouldn’t.

The other somewhat humorous fact about LIONs is that they take umbrage at being able to invite only 3,000 individuals to connect to them. So the ones who have reached that limit will send emails saying, “I’d like to connect to you, but I’ve run out of invitations and mean old LinkedIn won’t let me have more. Will you invite me to connect to you? Here’s a link you can use to connect to me.”

2: Facebook

One could reasonably ask, “How in the world can Facebook be a description of a LinkedIn problem?” The answer is simple. The Facebook culture, where anyone who sends you an invitation to connect is your “friend,” is so pervasive that it has spilled over into LinkedIn. Keep in mind that LinkedIn is supposed to be a business-oriented networking Web site — a place where you make business contacts and interact in ways that are designed to expand your business network, grow your business, and help others do the same.

The challenge is that people join LinkedIn who have previously known nothing but Facebook (or worse, the old MySpace), and they start “friending” every contact who interests them. No use of introductions. Not even a message like, “Hey, I saw your profile and I’m interested in connecting because…” The recipient gets an invitation from someone on the other side of the world that says, “Kheng would like to connect with you and indicates that you are a friend.” Then there are messages like the one supposedly from a student attending the University of Exeter, who was trying to accumulate as many contacts as she could as a part of a class project (implying that some professor believes that spamming people around the globe is a helpful way to grow your business contacts). I made the mistake of accepting one such friend request last year and within a week, I was overwhelmed by dozens of additional requests, none of whom would reply to messages asking for a bit of information about themselves.

It doesn’t matter if you have ten thousand direct contacts on LinkedIn. If none of them knows who you are, or worse, if they look at you as an irritating spammer, all your efforts at building a network have been counterproductive. Ari Herzog, a social media communication specialist from Boston, pointed out in a recent discussion online, “The old saying…,’It’s not what you know, it’s who you know,’ is wrong today. The new saying is, ‘It’s not who you know, it’s who knows you.’ You may be connected to hundreds of people on LinkedIn, but unless they know you — and not just your name — they’ll never help you. Ditto elsewhere.”

Whether you’re a Web marketing genius, a misguided student from England, a veteran recruiter, or a job seeker, one good contact who knows you reasonably well and is willing to take some action on your behalf is worth more than 1,000 online “friends” who don’t know you from Adam. If you take nothing else away from this, remember that the first contact you make with someone is your opportunity to make a meaningful first impression — or no first impression at all. A relatively modest effort on your part can yield positive results in the long run.

3: Spammers

There are several ways you can contact someone via LinkedIn. First, you can send a message through a mutual contact. This is called an introduction request. It can be time consuming, and sometimes the message doesn’t get through, especially if your contact must send a message to his or her contact, who then must send a message to the end recipient. On the other hand, it can be very useful, especially if you send the request through someone who knows you, thinks highly of you, and says nice things about you in the process. Introductions, when successful, are much better than cold calls or direct messages because someone is vouching for you as a part of the process.

The second way is sending InMails. InMails are purchased, but they allow you to contact someone directly with whom you otherwise would have to use an introduction or whom you wouldn’t be able to contact at all. Since LinkedIn members pay to use InMails, they generally don’t use them for spammy purposes. They use them because they have a specific (usually business-related) reason, and contacting the person quickly is important.

Finally, there are group-related messages. LinkedIn allows members to join up to 50 groups. These groups may be related to professional interests, specific affiliations, industries, companies, schools, and so on. One benefit of joining groups is that in most cases, members can send messages directly to other group members without having to request an introduction or spend an InMail.

Here’s the catch. Spammers have gotten wise to this. So a company will set up a profile for some low-level marketing flunky who sends out messages to every member of the group, inviting them to join a newly created group or to check out the company Web site or espousing the virtues of the product they are offering. Thankfully, after much pleading by members, LinkedIn finally created an option to flag messages as spam. While it doesn’t eliminate spammers, it should help LinkedIn shut them down more quickly.

4: Scammers

Scammers are close cousins to spammers. Sometimes they are more sophisticated. Usually they aren’t. They range from barristers representing estates and needing help moving huge sums of currency out of the country to people asking for help in purchasing specific pieces of property near you. Probably the most difficult to pin down are those who pose as representatives of charitable organizations, often complete with Web sites. The sad fact is that you have to assume that anyone who’s asking for money is a scammer unless you have an extremely reliable contact in that person’s location who can verify their claims. As someone who once gave serious thought to establishing a nonprofit, I feel for the good-hearted people who get painted with the same brush. But in this case, it seems reasonably safe to assume that the bad eggs far outnumber the good ones.

5: Answer trolls

One nice LinkedIn feature is the ability to post questions about a variety of subjects and get reasonably good answers quickly from subject matter experts. Keep in mind that you get what you pay for. If you’re having serious legal troubles, you probably don’t want to turn to LinkedIn’s free answers for help unless you’re just asking about how to find a good lawyer. On the other hand, you can get a lot of helpful replies on subjects ranging from how to use LinkedIn to technical issues to … well, to just about anything.

Some people are naturally inclined to be helpful. But others seem to be using LinkedIn for self-promotion and/or self-fulfillment. It generally isn’t hard to figure out over time. If someone seems to consistently post answers that point back to things they have done, products they sell, or books they have written, that might be a clue.

I have been a member of LinkedIn since around the middle of 2004 — about a year after the site launched. In that time, I have answered 183 questions. Twenty-one of those were listed as “best answers” and 44 were listed as “good answers.” (I thought they were all good.) I think that’s a lot of answers.

To put that in perspective, one user has posted 421 answers this week. Another user, who has posted 250 answers this week, has posted 445 “best answers” just on the subject of how to use LinkedIn. The top answer guru of all time on LinkedIn has responded to more than 35,000 questions to date. Just by eyeballing his profile, it looks like he has provided a shade more than 400 best answers. The #2 all-time responder has provided almost 25,000 answers and (again just a guesstimate) maybe 100 best answers.

These folks don’t get me as hot and bothered as LIONs, spammers, and scammers, but they do really irritate some members. I have seen answer discussions degenerate into flame wars between people posting answers. I think the main source of irritation for many is just the blatant self-promotion that some display. But if enough of their answers are so helpful that they are getting credit for having the best answers, I’m not going to lose sleep over them. My advice would be that if two answers seem equally good to you and one comes from someone who already has credit for 300 best answers, give the credit to the other person.

6: Lack of meaningful competition

Technically, this isn’t an issue with LinkedIn. But it has led LinkedIn to be a bit complacent at times.

Plaxo is probably the closest thing to a competitor. It started out as an online contact management tool. Unfortunately, I think the founders lacked a clear sense of what they wanted the site to be when it grew up. For a time, Plaxo was generating a lot of spam, which caused the brand to be damaged goods in the eyes of many individuals. It has made significant improvements, but even though it has been around since 2002, it is effectively a late entry into this market. Other sites like Xing and Ryze also have a lot of catching up to do.

7: Profit-mongering bean counters

I totally get that the good folks at LinkedIn deserve to make a reasonable return off what is really a darn good product. But having said that, they seem to have lost all sense of connection with their customers.

Take, for example, the following solicitation I received from LinkedIn. I currently utilize a Business Plus account. Based on the amount I spend, from LinkedIn’s perspective, it is a small business account, and LinkedIn would like to see me spending more per month. Recently, it informed me that if I were seeking a new job, I should consider upgrading to a premium account. For a mere $499.95 per month (called a Pro account), I could have a job-seeker badge on my profile, contact more people by introduction, and have access to Lindsey Pollak’s webinar “Job Seeking on LinkedIn.”

Now, don’t get me wrong. I’m sure it’s a terrific webinar. But someone please tell me, what job seeker has $6,000 per year in expendable income to devote to a job search? Assuming I found myself out of a job and for some reason not hamstrung by mortgage payments, groceries, medical expenses, kids’ braces, and so on, I can think of a lot of things I’d likely spend $6k on before forking it over to LinkedIn. Not only is it hard to conceive of a typical job seeker having that much extra money to spend on a job search, it is hard to conceive of the average job seeker being unwise enough to part with their hard-earned currency for the sake of viewing Ms. Pollak’s webinar.

It’s this disconnect, not understanding that both job seekers and businesses at all levels are just barely getting by, that pokes at me like a stick in the eye when I get various emails from LinkedIn announcing that services previously offered for free now must be purchased. Keep in mind that I am describing fee structures for individual memberships. On top of this revenue stream, LinkedIn is making money running ads that are paid for by LinkedIn members for services and products, as well as job postings paid for by search firms and employers. They also offer apps, such as reading lists that connect back to Amazon.com, which are bound to be revenue-generating to some degree.

Does LinkedIn have every right to do these things? Absolutely. However, the way it goes about its business seems to have the unintended result of creating disgruntled rumblings among the LinkedIn citizenry. And as we have seen in the news of late, you don’t want your citizenry to be disgruntled.

8: Bugs, glitches, downtime, etc.

I think what mystifies me the most is that a company that is clearly bringing in a nice steady revenue stream and isn’t offering a complicated online product (such as online multiplayer gaming) is regularly completely down or notifying me that I can’t read my messages right now and should check back later.

Yes, 90 million-plus registered users is a lot of people. At any given time though, a third of them are asleep. And a significant percentage of them created an account one day and never came back. I don’t recall having ever been online and having Facebook go down, and its members are sharing videos, large folders of photos, and doing live chat 24/7 — all 500 million of them.

You all are the tech experts. Are my expectations unreasonable?

9: Group members moving other members’ posts or ignoring posting guidelines

This is a tricky one. On one hand, group owners or moderators for the most part are hard working professionals who can’t devote all their time to enforcing group rules. I have actually given up ownership of a group simply because I was spread too thin and felt that I wasn’t doing justice to the group or its members.

As a recruiter, I get irked at other recruiters who ignore posting guidelines and post jobs in the general discussion section. And yes, I have flagged some as jobs. But I’m honestly bothered that members can police one another in this respect. Invariably, when I post a link to an article I have written here on TechRepublic, someone comes along and moves it to the jobs section because it’s about job seekers, improving national employment numbers, or something else that’s remotely job-related. The right solution would be for LinkedIn to require groups to have a certain number of active moderators per 500 members (or some ratio that makes sense). I don’t believe that LinkedIn really cares all that much how groups are moderated though, so it is left up to the discretion of group owners.

10: Interface/usability Issues

I got a variety of suggestions from users regarding issues like not being able to track individual discussions in specific groups or responses to questions or comments posted by other members. Some users wished there were ways to block certain kinds of updates from contacts while still being able to see others. Finally, some members weren’t all that impressed with LinkedIn’s contact or messaging functionality. Clearly, if LinkedIn goes public in 2011 as is rumored, there will be a few things on which they can spend their influx of capital.

Top 10 tools for Small Business

If you are a small business, here are the top 10 things to implement in 2011:
1. CRM: How can you possibly know who you are selling to without it?

2. Twitter: Will improve your search engine ranking and introduce you to people you never would have met ither wise.

3. Linked In: Because your best referrals and potential new customers are from people you already know.

4. Blog: Become a thought leader, industry guru, a go to source for potential customers. How fun is that! 

5. Sales Training: If you have new employees or old dogs, sales training will net you more sales or help you realize you need to replace your sales force.

6. Monthly Employee Reviews: How else will people know if they are doing a good job or why they were managed out?

7. Employee Recognition Awards: Because this is the easiest low cost - high value campaign that will drive the right behavior.

8. Vendor Costs Review: Telecom, Wireless, office supplies – whatever your major expenses are. You are likely spending too much money. It may be easier to save a $ than earn a $ some months.

9. Customer Communication Strategy: If you aren't talking to your customers, someone else likely is. Email Marketing (like Constant Contact), Twitter, Face Book and phone calls help you be in the right place at the right time when folks are ready to buy.

10. Make your office fun! Comfortable and homey. It should be conducive to working, building solid relationships with colleagues and keeping employees on task. Life can be a hamster wheel. At least decorate the cage, maybe even offer a Hamster in a ball!

Top 10 Reasons for Sales People to use CRM

I was at a dinner party awhile back and two guests were fretting over the implementation of CRM software at their company.  Their main concern - now their company would know where they were all the time! The first thought that comes to mind is how much do these guys goof off that they are this concerned?

Perhaps they don't know what's in it for them?  Many CRM benefits are directed to Management. Having worked with NetSuite, Salesforce, Zoho, Front Row CRM and Goldmine (to name just a few) the question is, Why should Sales People to use CRM? 

Top 10 Reasons for Sales People to use CRM:

1. It will help you close more business. Using probability ratings will help you understand where to spend your energy. It bubbles deals in the sales funnel up to the top so you can see them and give them the love they need to close.
2. You will work smarter. CRM is a great organization tool. It helps you understand who to call, when and about what. Everything is in one central location - no scraps of paper, no wondering what you should be doing next, no lost numbers. If you use dashboards, it lays it all out for you. So simple.
3. It makes prospecting faster. Have you every had to build your own list? It can take hours. It is so much easier to upload a list or even better, find a list worked by previous rep and dig in. Calls are faster, sometimes warmer and the research is less monotonous
4. Your memory isn't as good as you think. Have you ever woken up in the middle of the night realizing you forgot to call someone or send an email? CRM reminds you to touch base or what the next step is to move the deal along. As long as you enter the details, they will be there for you so you can sound like you remember everything your contact said. You will look like a super star!
5. Having a compelling reason to call. Almost all CRM systems have filters that allow you to sort by address, City, vertical, company size and more. It is so easy to create a compelling reason to call. I am in your area, we are hosting an event that is relevant to your business, someone in your vertical just bought our product and they love it so you should buy from me as well!
6. You never told me that! Have you ever had a Manager say that they did not know about something you were working on? Or that you hadn't updated them on a deal? Well, CRM gives your manager access to all of your data which should (in theory) relieve you from having to reiterate details.
7. Avoid others from scooping your deals. Lead conflict happens everywhere. If your company has a policy on deal registration then CRM will protect you. No more worrying that someone is working a deal behind your back. If you work in verticals or territories, you can run a filter and see who is working deals in your patch. Avoids run ins with your piers and protects your hard work. It is fantastic! Unless, of course, you are one of those people doing the scooping.
8. Mass Market to your base. If your CRM has email blasting, you can create email letters, advise of promos, send PR announcements to keep your prospects informed while keeping you top of mind. With some CRM platforms, you can integrate with outlook so that all of your correspondence is tracked in the CRM. Makes searching so much easier.
9. Never lose a prospect. Some companies have dormant or untouched lead rules. For example, if you have not reached out to a prospect in 90 days, they can be approached by another rep. Set up filters to catch prospects before they are removed from your base.
10. Make more money! By learning how to use your CRM and understanding the previous 9 items, you will make more money. In the past, the volume of deals and prospecting may have kept a portion of your business is your peripheral vision. CRM will keep you sharp and help you earn more commission.

If you invest the time watching the CRM tutorials and really learning the product, it will pay dividends to you in many ways. It will help you work smarter as outlined above but it will also earn you respect and recognition from your piers and the management team. Since so few people really take the time to learn CRM, you will become the subject expert and bring value to your organization.

Happy Selling!

Twitter Best Practices: Top 10 Twitter activites

If you are new to Twitter, here are some best practices that will help you be successful:

1. You want to turn strangers into advocates - write your 140 character message with that in mind
2. Choose a handle that will be easy to search or has meaningful key words "CRM" "Sales" "Telecom"
3. Leverage the Twitter background to expand upon you and your business
4. Add a photo or image. There is nothing worse than looking at an egg instead of a face. It just doesn't make you want to follow that handle
5. Follow people, lots of people and search by interests or key words. Search and follow your customers, vendors, competition and "friendlies"
6. Follow people back! This is the fastest way to learn & grow
7. Use links! Link back to videos, web sites, articles - anything that is more than 140 characters
8. Retweet. What's that you say? Taking someone elses message and resending it to your network
9. Use Direct Messaging. Respond to people who show interest in your tweets. It's like texting.
10. Have some fun with it! You don't need to go for the jugular with twitter. Be genuine and share ideas. Sharing ideas and knowledge is the foundation of Twitter.

So who uses Twitter? Well, you might be surprised - middle class, up and coming, obviously the cool kids that are progressively minded. I use the cool kids reference in jest. Actually, Twitter is a fantastic B2B tool. With Twitter being only 5 years old, it is a treasure chest that is growing exponentially.