There are a great many misconceptions about sales as a profession. Unfortunately, some of these erroneous beliefs can manifest in ways that tangibly and even negatively affect your performance. We want to change that. You want to know how to be successful in sales.
In this episode of INSIDE Inside Sales, Darryl welcomes Inside Sales Training Speaker and Superstar, Kevin “KD” Dorsey. Darryl and Kevin get right to work debunking the 5 most popular and damaging misconceptions people have about sales. They break down the myths of needing to be a natural talent to succeed, the necessity to be an extrovert, as well as the requirement to be money motivated. Learn some fantastic tips on how to overcome these unnecessary barricades to success on this episode of INSIDE Inside Sales!
Host: Darryl Praill, VanillaSoft
Guest: Kevin Dorsey, Inside Sales Excellence
Darryl Praill: It’s another week, folks. How are you doing? I’m doing okay. It’s interesting times we’re living in and I gotta say that. I mean this whole 2020. My 2020. Do you think you were sitting back on December 31st, 2019 as you’re sipping your little adult beverage and thinking about the year that was and year that we’ll be? Did you sit back and think, man, this is gonna be like another rinse and repeat year. I’m just another year older, but it’s the same old same old. Man, I hope some excitement happens in my life.
Darryl Praill: Well, my friend, we’ve had no shortage of excitement this year to say the least. I mean, my goodness, you look at what we’ve got going on. Whether it be global pandemics, electing a new president in the US of A, just political conflict. We’ve got turmoil going on on the international stage. It’s amazing to sit back and watch. Do you ever just sit back and say, “How do I get off this reality TV drama?” Man, this is exhausting.
Darryl Praill: And you know, “Is that person really that way?” I’m not taking sides here. I’m throwing it out here. Is Donald Trump, the person he professes to be when you see him in news briefings? Is the leader of China the way we think he is? Or is the leader of South Korea the way we think he is? I can go on. It’s… We do our job based on all of these beliefs that we form. And it influences how we behave. It influences how we act. It influences how people perceive us. We may think we’re doing a kick-ass job, that we are natural at our job, that we just understand things. We’re passionate about our product. We like the big fat pay checks and that keeps us getting up all the time.
Darryl Praill: And people they judge us for that, even though they don’t really know who we are as individuals. Like maybe you’re not money motivated, or maybe you’re not passionate about your job. You put on this air, this persona that’s your work. Cause that’s the uniform you have to wear to do your job. At least you believe that’s the uniform you need to do to be successful. I know myself; many people look at me, and you may have noticed this by now. If not I’m gonna rock your world when I say this, I have this reputation of being energetic and loud and I move my hands a lot and I’m always, you know, being obnoxious and I’m being annoying, but, for whatever reason, people love that. I don’t get it either.
Darryl Praill: Between you and I, I suffer from the same impostor syndrome that you suffer from. And if you say you don’t, you’re lying, just so we’re clear on that. People when they meet me in person, this is what happens typically is they’re always very nice they say nice things and I am flattered and I’m humbled, and none of them are deserved, at least in my opinion. And then I’ll hear it back through the grapevine things like, “He is a nice guy, he was a little more reserved than I expected.” Or I’ll hear things like, “we’re at this reception, this networking event, he was shaking hands and stuff, but then after a while I noticed he was just really by himself. That kind of surprised me.”
Darryl Praill: You see, people have this misconception, that I am the person that you see on video, that you hear on podcasts. But the truth of the matter is, and I’ve said this before. I’m by nature, I’m an introvert. Now I’ve become a little more extroverted over time out of just sheer repetition. And because of that, I get my energy from being by myself. So, when people see me being reserved, it’s because that’s my natural state. When people see me maybe hanging out by myself, it’s because I’m trying to get energy back. But it conflicts of course, with who they think I am.
Darryl Praill: And then that influences their perception, that influences what they think of me, that influences how they talk about me and that influences my success. You see, we’re full in this world of ours of having misconceptions, which by the way, is different than misperceptions. Having misconceptions influence our success and what we think to be right and wrong.
Welcome Kevin Dorsey
Darryl Praill: So I thought to myself, what misconceptions do we have in sales? And who should I get on the horn to talk about this? And then I was reminded that not too long ago, I did an incredible debate. You may have seen it, Team UK, United Kingdom versus Team USA, where we had like five or six of the top sales rockstars in each country, just battle it out. And I have to say the MVT, the MVP for Team USA was none other than Kevin “KD” Dorsey.
Darryl Praill: You may know him as the VP of Inside Sales at PatientPop. I just know him as a straight-shooting guy. And I said, Kevin, gotta get you on the show. I wanna talk about the five misconceptions that sales reps have and why it’s affecting their success. So, Kevin, my friend, welcome to the show. How are you doing, sir?
Kevin Dorsey: I am good, my man. I’m excited for this. I’ve been waiting for it. I’ve been waiting, I’ve been pumped up ever since that webinar. I’ve been waiting for my gold medal to arrive in the mail and it keeps singing…
Darryl Praill: Didn’t you get it?
Kevin Dorsey: That’s it’s delayed. So, no, not yet, but there’s something with the USPS and the delay. I’m sure it’ll show up eventually. I’m still waiting for my medal, that’s all,.
Darryl Praill: I think we sent it via the UK. Maybe it got held up there at customs. I don’t know. These things happen. I’ll look into that for you.
Kevin Dorsey: Appreciate it.
5 Misconceptions of Sales Reps and How to be Successful in Sales
Darryl Praill: Kevin, I wanna talk to you. Now, for those who don’t know Kevin I call him Kevin, of course all his friends call him KD. So today, Kevin, I’m gonna call you KD. I haven’t called you that for a while, man.
Kevin Dorsey: KD, you.. I’ll be candid. I look at how do I perceive you? And I look at you as you’re like a natural. You’re like a salesman’s salesman. And it’s annoying as hell because I can just tell how good you are. You were the same way on the debate. You just had it. You brought it and it wasn’t even an effort. And frankly, and I’m not saying this to suck up. It’s intimidating for guys like me to hang with guys like you because I know you are just so much better at this thing than I am. But I just shared with you how not everybody gets me right. So, am I getting you right? Talk to me.
Kevin Dorsey: No, my man. Not at all, actually. So, very similar to you, which I think it’s funny. I think how many of us actually are how you described. I’m also naturally introvert. I get the exact same type of feedback after like events and things like that. People see me on stage, they see me on podcasts and like I bring an energy about me because I think it’s important to do. But when I’m off that stage, like I’m sitting at a table, I’m not walking around kissing babies and hugging and all that.
Kevin Dorsey: Like I’m more to myself the same way. That’s where I get my energy back. And I’m not a natural salesperson. I never am and I actually think that’s why, where I’m at now. And it’s similar to what you said, why it can appear to be effortless because we’ve both had to put in so much effort to get good. You follow me there?
Darryl Praill: There’s a truth in that.
Kevin Dorsey: Like the effort, the people that are natural tend to flame out, they tend to not truly elevate cause they didn’t have to put in work. I had to put in work. I had to study. I had to read, I had to practice day in and day out because I wasn’t a natural and I get so tired of that story in sales. Like, “Oh, you’re a natural born salesperson.” No, you’re not. That’s not how this works.
Misconception 1: You Have to be a Natural Salesperson
Darryl Praill: So would you say that’s a misconception by sales reps? That I can only do sales if I am a natural sales rep?
Kevin Dorsey: Yes. I think that’s a huge misconception because a lot of people get into sales somewhere in their life someone told them, “You’re a natural. ‘You’re a natural.” “You should be in sales.” And it’s like a lot of people that don’t get told that think sales isn’t for them. There’s very little that’s natural about selling. Like it’s not natural to deal with rejection. It’s not natural to call strangers. It’s not natural to wake up and not sure what you’re gonna make that month or that day. Like all those things are not natural. Those are learned behaviors.
Kevin Dorsey: And I think if we could change the story of what sales is, we could get more great people into sales who don’t even think it’s something that’s right for them. But if they knew what it could do for them, God! We miss out on so many great people because of that misconception, that you have to be a natural, that you have to be an extrovert to do this thing. Like I will take a passionate introvert over an empty extrovert any day in sales, any day.
Darryl Praill: So, do you think that’s affecting, especially if I’m new in my sales career or early, may be the first five years. Do you think that’s affecting sales professionals who are looking to make this their long-term forever career, their craft, their discipline, is that messing with their head, that they have this this mistaken belief, this misconception that they’re not a natural? And so before you answer that, one thing I will crouch that with, is by saying if you do have this mistaken belief, that can drive you to work extra hard to overcome that. But in the same breath, the other side is, if you think you’re a natural, you may be relying upon that and not putting in the effort.
Darryl Praill: And the best example I can give is think back to school. When we were in school and you had to get good grades in school. You had all the really smart kids. And they were just freaking annoying as all hell. And they just like aced every single freaking test and then time to get to college university. All of a sudden, it’s getting a lot harder. They’re not so smart anymore. And they don’t know how to study. And many of them just wash out cause they haven’t developed those skills. So, that’s my context. That’s my example. My question for you, KD, is how is this affecting us as sales practitioners who wanna be the best we can be?
Kevin Dorsey: I think it goes both directions that you mentioned there. One, if you believe you’re a natural, if that’s what you’re sitting there thinking, generally, that means you won’t take practice seriously. Or you won’t take development seriously, or you won’t work on your craft. That if you believe that misconception that I’m in sales because I’m a natural more often than not, it means you don’t feel you have to develop your skill.
Kevin Dorsey: So that’s the first place it hurts us. We got a lot of natural salespeople out there walking around that are bringing really like a bad persona to this game cause they don’t take it seriously. They’re just thinking, “I just have to be me.” “It’s just my persona and that’s how I can sell.” Well, that doesn’t work. And then you have the flip side where you have someone who maybe isn’t a natural, who does need to learn. And who are they looking up to? This quote/unquote, “Natural” who doesn’t take it seriously, who doesn’t practice, who doesn’t put in the work and so they think they can pull off the same thing.
Kevin Dorsey: And I’m sure you’ve seen this with the host or the guests you’ve had, or teams you’ve looked at where like the top person does something differently. And so then the people at the bottom think, “Oh, well I can just do it that way.” And they can’t. They can’t pull that off. So, it creates this huge skill gap and culture gap often with teams. Like you have to invest in yourself. You have to get better. I’m sure I know it makes me feel this way. I know you’re trying to get me riled up to start this off. But like even calling me a natural, like it’s almost insulting to the work I’ve put in.
Kevin Dorsey: Imagine going up to like MJ or Kobe or even Brady and be like, “You’re just a natural.” “You didn’t have to work at this.” Michelangelo, like any of these greats. The time that they put in to become great is it trumps any natural ability. I wish people understood that natural is not a thing in sales. It’s not. You can develop the skills that you need to succeed in this game.
Darryl Praill: So what we’re hearing KD say is that even the NBA champion, Toronto Raptors, no team in California, just the Toronto Raptors have to practice every single day. Go Canada. That’s what KD is really saying. The World Champion, Canadian, Toronto Raptors, even they, are not naturals. They need to practice. So, if you’re relying upon being a natural, you’re already in trouble. You need to take some serious hard looks at yourself. If you’re beating yourself up because you don’t think you’re a natural, guess what? You’re actually part of the vast majority.
Darryl Praill: And that’s fine. Just like you didn’t understand algebra, or you didn’t understand, you know, a second language. And then you had to develop those skills you weren’t a natural? a natural linguist, a natural mathematician. But you know what? You learned it. You passed those tests. Well, it’s most, if you did, then you become better at it. because it’s…
Darryl Praill: What you need to understand, the misconception is this craft is not about being a natural. It’s about being a practitioner, a disciple, a student of your craft and the learning and the practice to KD’s point never ever ends. All right. We are way past where we should be to do our commercial. We’re gonna skip away. We’re gonna come back and I’ve got several more points I wanna ask KD about what are other common misconceptions that are affecting you and your sales success. Stay there, we’ll be right back.
Misconception 2: You Need to Be an Extrovert to be Successful in Sales
Darryl Praill: All right, man. So, I mentioned that I’m an introvert. You said you’re an introvert. So, let’s hit that up. Is that another common misconception that for me to succeed in sales, I need to be the extrovert?
Kevin Dorsey: Absolutely. I think it’s a massive misconception. If I actually think about the top salespeople I’ve ever worked with, ever been sold to, I would not describe them as an extrovert. They’re not this Billy Mays. Pow! Pow! Pow! Pow.. buy this, by now. That’s not who they are. They actually have this very calm… Shout out. RIP. They have this calm confidence about them. What I think that actually does actually draws people in.
Kevin Dorsey: And if you really think about like the people you like to spend time around, even like the quote/unquote, “Extroverts.” Like some I’ll use a great example, Doug Landis is a good friend of mine. And like he is one of the best storytellers I’ve ever met and he has tons of energy, but you get him into a group and he has this energy, like pulling people in and you find that he’s actually not doing most of the talking.
Kevin Dorsey: He knows how to engage other people. And I feel like extroverts tend to want to be the center of attention, where introverts wanna make the other person, the center of attention, which is the key to selling. So, just because you’re not like a social butterfly, just because you don’t wanna like bounce around and meet a bunch of whole new people, actually being an introvert, like it’s owning that and saying, being an introvert actually makes me better at sales.
Kevin Dorsey: Introverts tend to be better listeners, they tend to be more patient, they tend to be more empathetic, they tend to have a higher social EQ because they care about the person they’re talking to more than talking to themselves. So that introverted like confidence is massively massively valuable in the sales world way more than the extroverted energy. That’s my opinion.
Darryl Praill: So you’re thinking you don’t need to be a Billy Mays. You don’t need to be “Vice The ShamWow Guy”. But, there is… So I wanna be clear on this, folks. What KD is not saying, he’s not saying extroverts are disadvantaged. What he is saying is that if you’re not extroverted, that’s okay. There are strengths that you have, you will need to acquire maybe some extroverted skills, just like KD and I can come and do public speaking now.
Darryl Praill: And when KD was on the debate, that was 12 people. Believe it or not, talking over each other and he had put himself out there to be heard. That’s a skill as he said that he developed just like Kobe, KD and the Canadian National NBA champions, the Toronto Raptors. However, if you are an extrovert, just like you shouldn’t settle for being a natural sales rep, you shouldn’t settle for developing those non extroverted skills. Introverts tend to listen more.
Darryl Praill: Extroverts, you need to listen. It’s amazing what people will tell you when you just shut up and let them listen. But introverts we can learn from your extroverted peers is to KD’s point how they can pull people in. They can use that energy. And often all they’re doing to KD’s point is they’re asking the question, “Hey, how are you?” And this by the way is my secret mojo too. I’m like, “Hey, smarty smarty.” “How’re you doing bud?” And then I ask you a question and then I shut up. Cause you know why? Me, Mr. Introvert? All the pressure is on you now.
Darryl Praill: You’re doing all the talking. You’re… And I’m just reacting to what you did. My asking you a question is totally self-serving so I can let you lead the conversation. Maybe I’ll steer you, which is what I should be doing in sales anyway, but you’re going to talk. And when you’d like to talk, you’re gonna tell me so much stuff. It’s crazy.
Misconception 3: Money Motivates Salespeople
Darryl Praill: So, misconception, number two, you do not need to be an extrovert. KD, I had a question for you. You’re the VP of Inside Sales there at Patientpop. When you’re hiring somebody, how important is their inclination to be money motivated in your hiring process?
Kevin Dorsey: I don’t care about it at all. In fact, I’ll ask people what motivates them and if they say money, I tend to actually know they don’t know what motivates them. Most people are not actually money motivated. And if they were, they wouldn’t be applying for an SDR job. People that are truly money motivated, truly money motivated, tend to either be doing their own things, are already making that money or oftentimes are in jail. Because, if you want money more than anything else, like you go and get money.
Kevin Dorsey: Most people I think get motivation skewed. Like what it actually means to motivate, have like money is always that simple. Wouldn’t everybody hit quota? If were that simple, wouldn’t everybody always make their dials or pick up that phone? If it was that simple, wouldn’t people practice every single day because they know it will make them more money? So, not only do I not believe people are that money motivated, but when someone’s self identifies as being money motivated, it means that they don’t have vision on what you need to stay motivated in this game.
Kevin Dorsey: Because anyone that’s been in this game long enough, like the peaks and valleys of money in this can be rough sometimes. Like you don’t know sometimes what is gonna be a deal falls off, you just lost thousands of dollars. And if you’re relying on that money to stay motivated, that’s when a motivation becomes fleeting. I’ve had many many many top reps at the top. They’re making a ton of money and they still don’t feel good. They don’t feel satisfied. They’re still chasing something and then they eventually come back down to like, this is what I’m actually passionate about.
Kevin Dorsey: Like, you need to be passionate about selling, not passionate about like the product or money which we’ll get to. But no, I don’t even ask them. If someone’s money motivated, great, good for you. Don’t care.
Darryl Praill: That’s kinda like building on your NBA example. So sure they’re motivated to win the trophy, but, they’re passionate about the game. They’re passionate about the experience, getting better. They’re passionate about those one-on-one battles they’re up against the best and they know that they’re standing tall against them.
Darryl Praill: Or occasionally, they get smoked and then they’re passionate to redeem themselves. The trophy is, as they say, it’s cliche, but, “It’s not the destination, it’s the journey.” And when it comes to selling, how many of you are thinking it’s just the money? When you’re in a job interview, do you think you need to go and physically say, “Yeah, man, I’m motivated.” “What’s the comp plan?” “That’s my number one question.” Because you’re actually exuding that.
Darryl Praill: Cause you think that’s what’s gonna get you hired cause they’re gonna go, “Oh, I want him because he’s so money motivated.” “He’s gonna be hungry.” “He’s gonna sell for us.” That’s a game. KD, just because you yourself said that almost is a warning sign. So, they don’t understand themselves. If a sales rep truly believes in an interview that the hiring manager, the sales manager is only making a decision based on somebody who’s money motivated. Is that a warning sign when it comes to that job?
Kevin Dorsey: Oh! Absolutely. Absolutely. I’ve close friends who a lot say that kind of a thing that I know. I think about this differently. But, that’s not how it works. If that’s what’s been forced on you, and by the way, this is how a lot of managers really lazy managers. I believe comp plans and commissions lead to lazy management because a lot of managers rely on the comp plan to change behavior. You follow me here? Like, “Oh, you could make more money if you do this.” “Oh, if you just close one more deal, you could make more money.” “Oh, we changed the comp plan to make you close these types of deals instead of these types of deals.”
Kevin Dorsey: That’s lazy management. That’s a comp plan doing it. It’s making sure that is… If that’s the culture you’re stepping into, you need to know like that’s very hard to sustain, very hard to sustain. And that should be warning signs left and right. Should you understand your comp plan? Yes. Should you try to make money? Yes. Money is great. By the way, real quick call out, money is great. There’s nothing wrong with making a lot of money. Go make a lot of money.
Darryl Praill: Money is good.
Kevin Dorsey: Money is good
Darryl Praill: Show me the money
Kevin Dorsey: Tony Robbins said, “Money doesn’t solve all your problems, but at least it allows you to show up in style.” And I love that quote. Like, go make your money. But if you rely on money to power you through, it’s gonna be very fleeting every single time. And I wanna make one quick one before we move to the next topic. The NBA example, which is something I’ve always wondered about in sales. How are NBA players paid? Do they get paid per for, like for performance or do they perform and then get paid? Like what would happen if LeBron James or Kawhi Leonard for Toronto, their comp was based on a game by game performance. Do you think their performance will better or worse?
Darryl Praill: It’d be up and down
Kevin Dorsey: Like Kawhi earns his contract off of future past performances of like, we trust you to produce this. You’ve earned this $20 million check. Now go do what you do. In sales it’s the opposite. It’s, okay, every day it’s a dangle. Hey, go perform, go perform, go perform. I even think commissions are starting to get… I look at them very differently now than I used to.
Darryl Praill: Alright. I gotta ask you this. The audience knows, cause they’ve listened to the show long enough. I began life as a computer programmer. I did product management. I did product marketing. And now I know from my own past experience when I am passionate and I believe in my product, I think I’m a better person at what I do.
Misconception 4: You Have to be Passionate About the Product You’re Selling
Darryl Praill: But the question is, do I need to be passionate about the product to be successful? I believe people believe you do. It’s certainly a cliché I hear over and over again. Yet I know I’ve worked at many companies where the product was okay, but I still had success. What’s the truth?
Kevin Dorsey: I don’t believe that you do. As long as the product doesn’t go against your core values. I don’t believe you have to be passionate about it. It shouldn’t be something you feel bad selling. Like I couldn’t go sell cigarettes. It’s not just not something that I support. I don’t care if you smoke, you can go smoke, it’s fine. It’s just not something I could sell. Outside of that, no, like if you can find that perfect utopia where it’s this product that you are passionate about forever. Great. But it doesn’t…
Kevin Dorsey: If you’re relying on the product to drive your passion, you’re gonna need a new product after two to three years. Because that product will lose its spark in your eye. It lose like that because it’s now your job. You need to be passionate about selling. You need to be passionate about your career. I have sold the most random things in my career. Random things. I have sold knives, I’d sold XM radios, I’ve sold insurance, I’ve sold personal training, fitness equipment, vending machines, snacks in a box, plumbing software, medicals, marketing websites. I love what I do. The product isn’t what drives it.
Kevin Dorsey: Because if you’re searching for… Especially for a lot of you listening early in your careers, like this is not a knock to you, but do you really know what product you’re gonna be passionate about yet? I don’t even know if you can do that when you’re first coming out. Like to find that perfect product. So no, you need to be passionate about being a salesperson. You need to be passionate about being a professional. About like taking your craft seriously. That’s where your passionate is to lie. The product that gets old after a while. Almost no matter what it is, it gets old.
Darryl Praill: So I really love that, what you’re saying because what it’s gonna happen, especially again, if you’re young in your career or just maybe just naive a little bit, which is not a bad thing guys. Naivety is actually a good thing sometimes, is you’re gonna see leaders in your organization, CEO or other VIPs that carry a lot of influence, say,” Yeah, our product rocks” “You gotta be pumped about our product.” “How are you not excited?” “Do you not see this?”
Darryl Praill: And you’re gonna feel intimidated and you’re gonna feel overwhelmed. You’re like,” Damn, it’s me.” “I messed up.” KD is right. You can be intrigued by the product. I’m sure, KD, found certain interesting aspects of selling, vending machines or snack boxes, Hey yeah, it’s healthy. That’s kind of cool. Right? But is he reading every pub he can to what the latest and greatest trends in snack boxes probably not. But what he was doing, was he was taking pride and passion in his craft and his discipline. He channeled that. And so the snack box, the vending machine, that product you may not be the most excited about is simply a means to an end. Don’t let that person in your organization influence you or make you doubt yourself. All right. KD..
Kevin Dorsey: Real quick. One last note
Darryl Praill: Yeah, go ahead.
Kevin Dorsey: Super-fast is, if you’re passionate about your craft, what it’ll force you to do is learn more about the prospect, not your product. Because was I reading every day on snack delivery? No. But what I was reading on was office engagement, turnover rates, what improves employee happiness. I was learning that industry cause I’m passionate about my craft, not the product. Most people lean on the product so hard. If you’re passionate about selling, you’ll learn more about the prospect.
Darryl Praill: That right there, folks, that was worth the price of admission. Right there. It’s the things that surround what you’re selling and all those things are applicable to future jobs. That’s the big thing. You’re developing your skills today. Again, the NBA example, they started off working, they’re in little league. And they’ve worked their way up. That’s what you’re doing. You’re developing your skills so that you always go to that next league.
Misconception 5: The Product or the Company will Make You Better
Darryl Praill: Okay. Quick and dirty. One misconception reps have when they’re getting started that is absolutely understandable, but wrong. Go.
Kevin Dorsey: They need to value training and development more than anything else early in their career. Forget the product, forget the comp plan. Pick a place that will teach you how to sell the right way.
Darryl Praill: You’re saying they may think it’s the product or the company, you’re saying that’s wrong. It should instead be the organization that’s gonna make you a better sales professional.
Kevin Dorsey: Yes. You’re not gonna stay at that company for five years. You’re just not. That doesn’t seem to be the path for most people. But if your first company taught you how to sell the right way, you’ll go make more money somewhere else, longterm, versus chasing in that comp plan. That OTE of 120, that only 10% of the team’s actually hitting cause it’s a sink or swim environment. Go get coached. Find a… Move for a great leader, move for a great coaching and development plan so you can start your career the right way. Your career is your career. Think about it. It’s a long game. Not short. People are always chasing the short game shit.
Darryl Praill: All right guys. They you have it. Five misconceptions that we are all guilty of. Things about, do you need to be a natural? Do you need to be extroverted? Should you be money motivated? Do you need to be passionate about the product? And of course that whole thing of do you pick the company and the product or do you pick the organization that’s gonna make you better? There you have it, straight from the man himself, Kevin “KD” Dorsey. Check him out. He is a legend if you don’t know this. And I’m saying that with all sincerity. Big on social media, a master at his craft, reach out, follow him, connect to him. Kevin, Mr. Dorsey, I am so pleased you joined us today. Thank you so much, sir.
Kevin Dorsey: Absolutely. Happy to be here guys.
Darryl Praill: All right. With that, folks we’re done. That’s another episode in the can, but I’ll see you back next week, right? I hope so. My name is Darryl Praill and this, my friends is INSIDE Inside Sales.