Why social selling is the next evolution of content marketing and social media

Below is my interview with Patricia Stamas-Jacoby, Publications Editor, at Frost & Sullivan in their Digital Marketing eBulletin. Part 1 of 2. Read part 2.

Matthew Royse will be presenting The Social Selling Revolution: 10 Tips to a Successful Social Selling Program That Drives Business Results at the 17th Annual Digital Marketing: A Frost & Sullivan Executive MindXchange in July. In anticipation of the event, we posed the following questions about the state of B2B Digital Marketing today.

A key takeaway: Marketing is no longer just a cost center, but can drive business transformation.

Frost & Sullivan: What is your working definition of digital marketing? 

Matthew Royse: Digital marketing is an umbrella term that is used in many different ways, depending on the context. Simply put, it is the shift in the “value prop” of marketing to digital. By taking advantage of digital technologies such as websites, email, social media, online ads, e-commerce and other forms of digital media, marketing can better reach its target audiences.

As the world becomes digitized, the value for businesses lies in using digital to its competitive advantage to grow and better serve customers or clients. The marketing team should be leading the charge to digital because marketing has become such a critical part of today’s business model. The most successful companies today are the ones that are so useful to their target audiences with their products and services that they will become a part of daily life of their customers.

What is your organization’s working definition of digital marketing?

The definition of digital marketing is different for every company. At Forsythe Technology, we documented our digital marketing strategy on one page in order to clearly communicate our perspective internally and with our partners.  As I will briefly discuss during my upcoming presentation, The Social Selling Revolution: 10 Tips to a Successful Social Selling Program That Drives Business Results, we outlined the following in one page: our digital marketing strategy summary statement, the current and future state of our digital marketing, our strategy timeline, our top five digital marketing initiatives and our underlying beliefs and assumptions about digital marketing. We treat the one-pager as a living document to be updated as our digital marketing strategy evolves and as our people, processes and technologies change.

What are your thoughts on where digital marketing is heading?

Digital marketing will become part of everyone’s job, just like social media. Social media was initially a separate area with social media specialists and strategists. Now, social media has become part of everyone’s job description. The same will happen for digital marketing. Digital marketing will just become marketing because successful marketing today requires marketers to be hybrid or T-shape professionals. Marketers should specialize in one area such as social media or content marketing but should know enough about search engine optimization, online advertising, influencer marketing, marketing programs and other marketing functions so they can understand the holistic view of marketing.

Marketing is becoming more data-driven and automated but marketing still needs the human element and the creative part of telling great stories. Companies that position themselves in the minds of customers as being helpful and useful are the ones that stay top of mind with them. One of the ways to stay top of mind with customers is through social selling.

Can you share your insights on how B2B (as opposed to B2C) organizations should leverage “social selling?” 

Contrary to popular opinion, B2B organizations have a bigger opportunity to utilize social selling than B2C for the following reasons: there are more decision makers in a purchase decision, the purchasing process takes longer, more money is involved in a purchase and the buyers are typically more informed with tons of research.

In my upcoming presentation, I will talk about how social selling is the next evolution of content marketing and social media. Social media and content marketing have become critical to sales. Social selling is a hybrid of these two important functions.

Social selling is a revolution for sales. The old sales model used to be about cold calls, qualifying leads and sales demos. The new sales model is about education, social networks, and engagement. According to the Corporate Executive Board and OgilyOne, 60 percent of B2B customer research is conducted before contacting sales and 71 percent of salespeople believe their role will be radically different in five years.

Sales is looking for a partner in marketing to help with this transition, and marketing is looking for more insight from sales on what works and what doesn’t. According to the Sales Management Association, two in three companies don’t have a social media strategy for sales, but 80 percent of sales teams would be more productive with a greater social media presence. And, according to Sirius Decisions, 60 to 70 percent of all company content goes unused. Social selling can help your company better understand what content your sales team is sharing with clients and prospects online and via social media. As marketing learns more and more about what content sales is using successfully, they can create better and more targeted content.

Can you outline the next phase of mobile marketing? 

The next phase of mobile marketing is where a company puts its mobile experience first, which is a challenge for many companies due to legacy thinking, systems and organizing the data so it is real-time and easier for consumers. Brands understand the importance of transforming to a mobile-first, digital strategy but they are not prepared for how quickly they need to adapt to make this happen. There are a lot of changes that need to be made to people, processes and technologies at large companies in a short amount of time. That is why smaller companies have a competitive advantage—they don’t have the legacy technology and processes in place. As a result, larger companies are moving toward creating their own enterprise “app store” so they can more quickly adapt to changes in the marketplace.

Your insights on moving from multi-channel marketing to omni-channel marketing? 

People can now engage with a company in a physical store, via the website or mobile app or through social media, fueling the shift toward omni-channel marketing to provide a seamless customer experience across all interactions. Where companies often go wrong with the customer experience is a lack of integration between teams. Bad marketing experiences occur at the consumer/end-user level when it becomes apparent that the company’s technology, people, and processes are not well integrated.

Your thoughts and good or bad experiences on integrating marketing across the organization? 

Yes, marketing should be definitely be integrated. That is one of the most important aspects of marketing today but often the most difficult. Marketing needs to ensure their department is integrated first and then work on improving integration across the organization. For example, contact centers have a wealth of information for marketers on the types of questions that they are being asked by customers. Do the contact centers record that information so that marketing can create helpful content to answer those questions? It sounds so simple. Yet, it is rarely done. Another example: Are marketing/PR teams prepared if the company gets hacked? Do they have a crisis communications and disaster recovery plan if it occurs? If so, can the company communicate it quickly?

The key for digital marketing and good customer experiences will be integration, strategy and a shift in mindset that marketing is more than a support function. Marketing is no longer a cost center but drives business transformation. As a result, marketing organizations should consistently have a seat the business table (and at the C-suite and board level) to drive digital transformation conversations, its value proposition to the company, and why its budget should grow.

To sum up, digital marketing and heightened customer expectations are changing how the modern marketing organization is structured. Marketing has become more holistic, aligns more closely with the business strategy, and is responsible for the overall customer experience. One company to learn from is Target. They built successful digital marketing department. They did not put their marketing teams into groups or silos. Instead, they brought everyone together as one big marketing team. This helped Target tell a cohesive brand story and attract top talent. An example we can all learn from.

Read the original “Discussing Digital Marketing” article.

10 inspirational quotes to make you a better marketer

Who doesn’t love a great quote?

I culled together 10 inspirational quotes for marketing and public relations professionals to get us excited. Today is a great time to be a marketer. Hopefully, these quotes will help guide you through today’s social media and content marketing world.

Marketing doesn't feel like marketing

Follow Tom Fishburne on LinkedIn and Twitter.

 

Marketing stories

Follow Seth Godin on Twitter.

 

Tell don't sell

Follow Beth Comstock on LinkedIn and Twitter.

 

Google answers

Follow Cyrus Shepard on LinkedIn and Twitter.

 Conflict or challenge equals story

Follow Tom Kellner on LinkedIn and Twitter.

 

Marketing helpful

Follow Jay Baer on LinkedIn and Twitter.

 

Don't sell anything

Follow Rand Fishkin on LinkedIn and Twitter.

 

Why you do it

Follow Simon Sinek on Twitter.

 

Don't beg the media, be the media

Follow Mark Ragan on LinkedIn and Twitter.

 

Good content marketing

Follow Joe Pulizzi on LinkedIn and Twitter.

 

Content marketing and dating

Follow Marcus Sheridan on LinkedIn and Twitter.

 

What quotes would you add to this list?

Less content is more: 7 tips to successful content marketing

More companies are increasing their content output, leading some experts to say that the growth in the amount of content is leading to content shock. Content shock is where there is more content than we can consume than there is time or interest to consume it.

There are some stats to back up the increase of content production:

  • According to Trackmaven, almost 9,000 brands have increased their content by 78 percent on average over the last two years
  • 56 percent of leading business bloggers are hiring additional resources in the next 12 months, according to Curata

And the content that is being produced is not effective. For example:

  • 51 percent of marketers think their content is average or worse, according to Contently

Are you noticing a theme? More is not always better.

Let’s think differently about our content marketing efforts.

Less content is more.

Successful content marketing will be harder to achieve in 2016, so here are seven tips to help you convert more with less content.

1. Stop producing bad content by answering your client’s questions in your content

The biggest threat to content marketing is crap [view the SlideShare]. If the content you produce is not relevant to your clients, don’t produce it. A way to ensure you don’t produce bad content is to create content that answers the questions the clients are asking you. Come up with a list of questions that your customers or clients are asking you and write content to answer those questions. You may want to review your frequently asked questions (FAQ) section of your website and turn those questions into content for your blog or magazine.

Another key to stopping the production of bad content is to avoid talking about your company and producing content that is helpful (not promotional). Read the 6 principles of great content brands. It may be helpful to think of your content like a TV series that has an overall theme and each episode tells the story or theme of the series.

2. Concentrate on one channel for your content

Joe Pulizzi, the founder of the Content Marketing Institute, says that marketers should concentrate on one channel such as a blog, a video series or a podcast. He points to how the greatest media brands of all time such as The New York Times, ESPN and The Huffington Post started out by dominating one channel (print, TV, blog) before they launched additional channels. According to Content Marketing Institute research, publish content using 12 tactics with the distribution of their content to an average of five social media networks.

Look at your analytics, what channel is the most successful for you? The digital body language of your customers or clients is probably giving you the answer. You don’t need to be on every channel if your target audience is not on that channel. With limited resources, it is important to concentrate on one or two channels rather than three, four or even five.

3. Be the media; your competition is bigger than you may think

In today’s content marketing world where you can publish directly to your clients or customers without going to traditional media outlets, you are up against more than just your direct competitors. You are up against everyone who is producing content on the same topic – whether that be an indirect competitor, the traditional media such as industry trade outlets or even Wikipedia. That is why it is important to coordinate your content efforts so you act like a newsroom instead of a marketing department.

How do you compete against so many different competitors?

Make sure your team is flexible bur firm so that your team can create consistent, relevant and meaningful content. You will also need to expand the reach of your team beyond just the marketing team so other teams can help contribute and share your content. You may also want to develop a content marketing steering committee or advisory board to include different people from different parts of the business to help you produce the right content for the right audience to meet your company’s goals.

As Mark Ragan, CEO of Ragan Communications, says, “don’t beg the media, be the media.” To be the media you should take some tips from professional journalists to create stories that don’t promote a product or service, develop editorial guidelines and validate sources of information. Assemble a diverse content marketing team so you can produce compelling videos, publish articles that are not skimmed and have high-quality photos that are helpful for your customers so that you become the go-to information source instead of going to your competitors. Finally, know and master the fundamentals of content marketing.

4. Optimize your past content

Stop focusing on only new content. Remember that your old content has staying power. Optimize your old content so it is fresh, up-to-date and can generate even more traffic and conversions. According to HubSpot analysis of their historical data, 76 percent of their monthly blog views come from old posts (published prior to that month) and 92 percent of monthly blog leads also come from old posts. Some of the best content I have produced on this blog, I wrote years ago.

By conducting a content audit using free tools such as these free 5 content audit tools, you can determine what gaps you have in your content, what you need to make your content better and figure out if you have any content archipelagos – a group of content that is rarely visited and doesn’t resonate well with your targeted audience. During this content audit, you may find out that you found a content gem that you didn’t know was so successful.

Processed with VSCOcam with c1 preset

Old content has staying power. Optimizing old content is a great way to generate more traffic and figure out what content is resonating with your audience.

5. Add high-quality imagery to all of your content

According to Moz analysis of their content, they found out that posts with images receive more links than posts without images. The brain processes visual information 60,000 times faster than the time it takes for the brain to decode text. According to HubSpot, content gets 94 percent more views with compelling visual elements and graphics.

Read why visual content is a social media secret weapon. To help you find those quality images, you may want to read 14 free stock photo websites, 25 places to find free photos and 7 websites for free and beautiful stock photos.

6. Create easy to read content with strong headlines and call to actions

It is important to create content that is easy to read. Have you read content that was long winded or used big words? Was it easy to scan and quickly comprehend? Without easy-to-read content, your approach to content marketing will most likely fail.

Readability

Readability is important for search engine optimization (SEO), usability and ensures Google is rating your website high in search results. Use words that the right number of syllables and the right sentence length. The readability of the content impacts how well or poorly your content will perform in the search results. Figure out how well your content reads by using the readability score tool.

Compelling headlines

Beyond just overall readability, it is important that the start and finish of your content help the overall reader experience. Make sure your headline and sub-headline capture the essence of your content. Analyze your headlines using tools like these 10 free keyword research tools to write compelling headlines.

Call to actions

It is very important to include call to actions in your content, especially your best performing content. A strong call to action (the “what”) encourages and provokes your readers to respond.  One of the actions could be to view the SlideShare content of your article or vice versa. One of the call to actions could be to read the article version of your SlideShare content. Learn how to repurpose your content on SlideShare. Other call to actions could include read related content, download an eBook or white paper or call/email us for help on the topic. If you include your call to action up top and again at the end of the content, you encourage more clicks.

7. Repurpose your content and develop a strategy for types of content

Repurposing content is critical for all of us with tight marketing budgets and to ensure our marketing messages consistently reach our target audiences. Have you used channels like SlideShare to get more out of your content? Read why SlideShare is the perfect vehicle for extending the life of your content.

To ensure you have a strategy for the different types of content you produce and curate, you may want to use a pyramid-based approach. It improves the long-term efficiencies and effectiveness of your content marketing operations and helps you produce more content with less effort. The foundation of this pyramid starts with curated content. Read the five free content curation resources that can save you time.

By using this pyramid when you think about your content, you incorporate the best practices of content marketing. You ensure your audience sees your key marketing messages in several places at different times; your audience sees key messages in multiple shapes and sizes; and it extends your reach beyond your websites.

Bringing it All Together

Don’t take my word for it. Brafton wrote up a case study about how a financial services company wrote fewer articles that were more in-depth. It boosted web traffic and sales. Instead of pumping out tons of content, make sure you have a content marketing strategy where less content can help your bottom line efforts. It is getting harder and harder with more people understanding the power of content marketing so now is a great time to re-think your content marketing efforts so that you can beat the content shock.

What tips would you add to this list to overcome the content shock?

5 free content curation resources to save you time

To be successful with content marketing and social media, content curation is vital. To grow your influence in today’s world, you need to be a great content resource for others so you can help them filter out all of the noise. Content curation is one of the Cs of a successful social media strategy.

What is content curation?

Content curation is acting like a museum curator where you go out and share the best of other people’s content.

Why should you curate content?

Content curation is an excellent way to help you generate ideas for your own content creation. It is also an easy way to share content because you don’t have to create content from scratch. And it helps you grow your authority on certain subjects such as social media, content marketing or public relations.

People and brands who find the sweet spot of content creation and content curation are successful on social media and with content marketing. According to Curata, more than 50 percent of marketers who curate content enhance their brand visibility, thought leadership, search engine optimization (SEO) and website traffic. If you want to learn more about content curation, you may want to read the beginner’s guide to content curation, a busy person’s guide to the content curation and/or 5 ways to succeed with content curation.

What is the difference between content curation and content aggregation? 

Content curation uses the human touch while content aggregation uses a computer. If you are using a computer you are doing content aggregation through automation and algorithms to find content. Content curation is a process where you hand pick the best content and share it with your audience through social media, your website or blog. You should read how do content curation and content aggregation differ?

5 content curation resources

To help you save time, I provided you with my go-to resources for content curation.

1. SmartBrief Newsletters

These newsletters provide executive summaries each day of the most relevant industry news, keeping busy professionals like you up-to-date with the latest news and information. They have more than 200 niche email newsletters on topics such as business, leadership, enterprise IT, careers, social business, marketing, digital, sales, business travel, etc. The editors cull through more than 10,000 major media outlets and blogs to find the freshest and most relevant information.

Take action: Subscribe to the SmartBrief newsletters.

2. Who’s Blogging What

This email newsletter is a go-to source for marketing and public relations professionals who want to stay current on social media, search marketing, email marketing, digital marketing and web analytics. It provides links to the latest news and developments in digital marketing. The email is sent out every Thursday. The articles include hot topics, new strategies, and how-to articles. Their tagline is that they “spot things that digital marketers need to see.” If you are looking to keep yourself up-to-date and sharp in today’s era of digital disruption, this email newsletter is for you.

Take action: Subscribe to the Who’s Blogging What newsletter.

3. LinkedIn Marketing Solutions Blog

Almost every Friday, Alex Rynne publishes a trending content blog post that summarizes the must-read marketing articles that week. She provides you with the link to the article and provides one to two sentences on why she feels that the article is worthy of your attention.

Take action: Subscribe to the LinkedIn Marketing Solutions blog.

4. Convince and Convert Definitive

These newsletters pick the best content from around the web on the topics you want to know and learn more about it. These newsletters are sorted by topic. There are four newsletters produced each week. Monday is digital marketing, Tuesday is social media, Wednesday is content marketing and Thursday is the Convince and Convert blog. You can change the amount of content you want to receive each week.

Take action: Subscribe to the Convince and Convert Definitive newsletters.

5. Quartz Daily Brief

If you are looking to keep up-to-date with the most important and interesting news in the world, the Quartz Daily Brief newsletter is a great content curation resource. This newsletter works nicely across a lot of different platforms (desktop, smartphones, and tablets) because it is a text newsletter that doesn’t have big images. You can choose your time zone (America, Europe or Asia) so it is delivered at the right time.

Take action: Subscribe to the Quartz Daily Brief newsletter.

What would content curation resources would you add to this list?

 

Top 10 viral YouTube videos of all time

We all love videos so I thought it would be fitting to create a post on the 10 best viral YouTube videos of all time.

In doing research for this post, I saw many other top viral video lists varied based a number of variables and criteria. Basically, the list depends on how you slice and dice it. In other words, these types of posts are very subjective. So what really makes up a viral YouTube video for this list?

Here’s my criteria:

  1. The video needed to reach a large age range
  2. Be a part of pop culture
  3. You can watch it on YouTube
  4. Ranked by number of YouTube views

Here’s my list:

10. Will it Blend? iPad version

Views: 17 million + (note: there are many different versions of “Will It Blend”)

9. Steve Harvey Announces the Wrong Winner of Miss Universe 2015

Views: 22 million +

8. #Hashtag with Jimmy Fallon and Justin Timberlake

Views: 30 million +

7. Old Spice – The Man Your Man Could Smell Like

Views: 52 million +

6. Miss Teen USA 2007 – South Carolina answers a question

Views: 64 million +

5. Battle at Kruger

Views: 77 million +

4. Evian Babies

Views: 81 million +

3. David after Dentist

Views: 132 million +

2. Evolution of Dance

Views: 294 million +

1. Gangnam Style

Views: 2 billion +

What YouTube videos would you add to this list?

12 Twitter tools to help you maximize your tweets

How do you get your tweets noticed? How do you get them read? And how do you get re-tweets? These are some of the most-pressing questions that many Twitter users ask. The key is to optimize the timing of your tweets to make sure you reach the greatest number of your followers.

These Twitter tools can help you figure out and maximize the timing of your tweets.

1. WhenToTweet

This tool will help you figure out when most of your followers are online.

2. TweetWhen 

This free tool shows you the best times to tweet based on your past 1,000 tweets.

3. Tweriod 

This free tool looks at you and your Twitter followers’ tweets to provide times on when you should tweet.

4. TweetStats 

This free tool will show you analysis in detail of your best tweeting time.

5. Timely 

This free tool analyzes your past 199 tweets and figures out the best time slots for you to tweet.

6. Tweue 

This free tool is basically a Twitter queue that will evenly space up to 10 tweet from 15 minutes to eight hours apart.

7. TweetReports 

This free tool gathers the stats from your top 25 influential followers and analyzes the times where keywords are talked about the most, and when you may want to participate in these conversations.

8. Lookacross 

This paid tool (30-day free trial) to find the best time to reach people.

9. 14Blocks 

A paid tool ($5-$49/month) that analyzes your followers’ activities to find out the best times to tweet each day of the week.

10. Socialflow 

A paid tool ($1 for the first month) publishes your content when it will resonate the most with your Twitter followers.

11. Hootsuite 

A free web-based social media dashboard that allows you to queue up and post updates in a timely fashion.

12. Buffer 

This free app allows you to add articles, photos, and videos to it anytime of the day and then it automatically shares them throughout the day.

What Twitter tools would you add to this list?

15 helpful tools to increase productivity in the workplace

We are all looking for tools to help us save time to complete that important project with a pressing deadline, make sure we can leave work on time, or create an outstanding presentation.

Whether you want to convert PDFs to PowerPoint slides, find out how much time you spend time during the day working on different things, or create cool social media graphics, these tools can help you be more productive.

Here are 15 tools that can help you improve your productivity.

1. PDF To PowerPoint Converter

Creating PowerPoints from scratch are tough, especially when you want to insert PDFs into the slides. With this converter, you can easily change PDFs into PowerPoint slides. Just upload the PDF and the file will be converted online. If you are worried about privacy, all files you upload are deleted from the tool one hour after the conversion. This tool works on all computers.

2. RFP Monkey

This is an automation solution to help you respond faster and better to a request for proposal (RFP) or a request for information (RFI). It helps you reuse, collaborate, categorize, and even search your knowledge base of information. You are able to track project assignments of team members and see the progress of RFPs or RFIs.

3. Awesome Screenshot

This tool helps you capture screenshots for all or a part of a web page. You can add annotations; put in comments; blur sensitive information; store and organize images by project; get feedback from your colleagues on screenshots and designs; and collaborate with friends and colleagues. You can even add it as an extension to your Chrome web browser.

4. SnagIt

This tool is similar to Awesome Screenshot, SnagIt helps you capture images on your computer with a couple of clicks. You can customize your screen captures with its markup tools. You can also create quick videos by recording your screen and then narrate and trim them. You can get SnagIt on your Android and iOS phone with the Fuse app so you can send photos and videos from your mobile device to your SnagIt editor.

5. Pixlr Express

This online image editor can help you re-size and crop images via your web browser. You can apply a quick fix to the image, add creative effects, and add borders.

6. Tomato Timer

This mobile-friendly tool helps you take breaks using the flexible Pomodoro Technique – a time management method to break down work into intervals (typically 25 minutes in length separated by short 5 minute breaks). These intervals are called pomodoros: the Italian word for tomatoes. After four pomodoros, it is suggested you take a longer 10-minute break. With this timer, you have the ability to pause or reset the timer, be notified on your desktop with audio notifications, and change the alert sound and volume. If you are looking to add more breaks to your workday, this is the tool for you.

7. Toggl

This tool is a time tracker application. When you click the Toggl button, the timer begins and you track the time it takes to complete various tasks. It provides you with reports to show you much time you spent on different projects. You can do all of this through your web browser or you can install it on your desktop.

8. Rescue Time

This tool is similar to Toggl but with more bells and whistles. It shows you the hours of the day that are your least/most productive and your best and worst days of the week/month/year. You can install it on your computer to track what programs and websites you spend the most time on.

9. Strengths Test

This tool helps you find out your strengths. Do you know what you do best every day? Most likely, you probably don’t. This test helps you find out your preferred way of thinking, feeling, and behaving.

10. Email Future

This tool helps you send yourself emails in the future. Whether it’s a reminder email in half hour or a message to your future self in 5 or 10 years, it is a great way to remind yourself of important dates (birthdays, anniversaries, sporting events, when concert tickets go on sale, project due dates) or remind yourself to buy things at the grocery store. You can send yourself helpful links you find on the internet or send yourself an email about a list of goals you want to accomplish this year or where you want to be in life in 5, 10 or 15 years from now.

11. Kapost’s Content Audit Tool

A content audit can be time-consuming process but important to knowing what content you have on your website(s). It is a critical part of an effective content marketing strategy. Kapost has simplified and automated the process with this free content audit tool. It crawls your website to categorize content by type, publish date, persona, author, and theme.

12. List.ly

We all love lists. Some people love to create lists of their favorite things. If you are blogger and you want to curate a list, this is the tool for you. It provides you with a list format that is interactive and engaging for your readers.

13. Readability Score

Want to know how well your content reads? This free online readability calculator grades your content on a numerical scale (0 to 100). It tells your character count, syllable count, word count, sentence count, characters per word, syllables per word, and words per sentence. You can paste in the text or add the URL.

14. Canva’s Social Media Graphics

This tool helps you design cool graphics for social media platforms such as Facebook, Pinterest, Twitter, Google+ and Instagram. You get access to more than 100 layouts. Open Canva, choose a layout for a specific social media channel, upload your own photos or stock images, fix the images, edit text, and then save it.

15. Buffer Pablo

Similar to Canva, Pablo is a cool tool to help you create engaging images for social media networks. This tool does not require a sign-in and no design experience is needed. You just type in text (they have 130 inspirational quotes to choose from), an image as a background from your photos or from professionally-looking photos at UnSplash. Then, you can share the image via Twitter or Facebook or add it to your Buffer queue.

What tools would you add to this list?