INSIDE Inside Sales – Ep 16: Why Sales Engagement Isn’t Always Engaging

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Darryl Praill: How are you doing folks? Darryl Praill here for another episode of INSIDE Inside Sales, the only podcast where you get real, actionable, tactical, pragmatic advice for the sales development professional. We are excited to have you here for another episode. This one’s gonna be fun. Let me tell you what I’ve done here, folks. I’ve actually lassoed the CEO of VanillaSoft who, full disclosure, happens to be my boss. And I thought we’d have a little, let’s call it therapeutic sharing between two individuals, he and I, who get pitched on a very regular basis from all you sales development professionals out there via phone, via email, via social. And share with you the things that we find in effect and perhaps that do not achieve your goal of trying to establish a rapport with us. And in fact might even be counterintuitive. It might do the opposite.

Darryl Praill: So for clarity, this is not a, for lack of a better word, a bitch session. And we’re not here to complain because like you, we have a sales organization who are tasked with certain activity levels and need to engage and find and close business. All we want to do is share with you our thoughts, our reactions so that you yourselves can perhaps adapt, if you’re guilty of some of these tactics. And talk amongst yourself about how would you do that. If you have some ideas, please go to LinkedIn and share the episode and give us your thoughts on it. Of course, we’ll be watching for it. But with no further ado, let me introduce to you David Hood. Dave, how you doing today, sir?

David Hood: I’m doing well, Darryl. Thanks so much for asking me on.

Darryl Praill: All right. Well, I’m excited to have you on. And the genesis of this is that he and I, as often do because our offices actually side by side, we share kind of feedback on, you gotta check out this email. You got to hear this voice mail. You know, oh my gosh, can you believe this is happening? If I get one more of those, I’m gonna scream. So we thought we’d break this up and kind of three sections today. We want to do those outreach attempts we received via email and those attempts we get via LinkedIn and those attempts we get via telephone. So David, if I had to give you a choice of email or phone where I’ll ask you some questions, where do you want to start?

David Hood: Well, tell you what? Why don’t we start with email, even though it maybe shouldn’t be, I think that is a channel that is probably used more often even by SDRs now. So let’s start there.

Darryl Praill: All right, so let’s do email. We said email, right? We did say email. I have a short term memory issue sometimes. You know, that’s the problem. You work me too hard. All right, so on the email front, let’s start with what are some of the … Let’s work through some of the stuff at top of mind that you get that perhaps are not achieving the sales reps expectations when you, as a buyer who has authority and need and budget, receive them.

David Hood: Yeah, well actually there are several that are top of mind. So let’s start with the first one. And before that, let me just give a little bit of context because it’s when you talked about appearing on the show, I was thinking boy, there are actually a number of ways to successfully reach out to me. And it might be hard for me to sit down and actually tell you here’s how to successfully do it. ‘Cause there’s a lot of roads that can lead there. But one thing I did realize is that there’s certain ways of making sure that you’re not going to be successful. And that’s kind of why this little list and what we’re going to go over today is because I realized that if you do these things then there’s a guarantee.

David Hood: So again, lots of ways to get to success, but you want to make awfully sure, at least in dealing with me, and I imagine that each individual is different, that you don’t close the door right at the beginning. So if we start off with email, I’ll be honest, I think the first issue that I have is when I receive an email, I’ve gone through the first line, the second line, the third line, and it’s all niceties, which is fine, someone being polite. But this is someone I don’t know and all I’m wondering is why am I reading this email? And to be quite honest, if I managed to get down to the third line of an email and I’m still asking myself, why am I reading this email, then the question is already answered and I quit reading that email. So I would say that that one of the number one things is get to the point. I want to know why am I even reading this email. And if I can’t get there within the first two or three lines, I’m not going to bother continuing.

Darryl Praill: So let’s drill down on that. What is it that you see routinely happening that makes the email so long? I mean, are they doing the pleasantries? Hi, how are you? Yada, yada, yada. I mean, what is it that you’re seeing?

David Hood: So there’s a few things I see. So one, I do see people doing the pleasantries. Hey, it was great to reach out to you. I’ve seen this and that about you. Of course, I already know that about me, so I don’t need someone else telling me. Another thing they’ll often do is they’ll be throwing out things about the company. I see that VanillaSoft does this and that. Well, I already know that. I don’t need someone writing me to tell me what VanillaSoft does.

David Hood: What I want to know is what are you going to do for VanillaSoft? And actually in some ways I’m thinking about it, I was talking to my son the other day about his CV and an interview he had coming up. And one of the things I was telling him was people don’t really want to know how I can help you or about themselves. They want to know how are you going to help me? And in a way, an email and I guess a phone call, these are interviews. You are trying to tell the person as quickly as possible, why should you be speaking with me? Why should you be reading about me? So treat it that way. It isn’t all about you. It’s all about them and what you can do for them.

Darryl Praill: So it’s interesting because I know if I look at LinkedIn, and I want to get to that section a little bit, one of the things we talk about is always establishing a rapport before you do the pitch, which a little bit is what they’re trying to do with you. They’re trying to establish a rapport. Hi, how are you? This is what I do. I see VanillaSoft been here, doing that. Congrats. You know, you guys are having some success. That for you is a distraction because you’re busy and you just don’t have time, you want to resolve this and move on to the next task, I assume.

David Hood: Well, it’s interesting that you talk about LinkedIn for example. That’s probably why they call that social selling. So there is a social aspect to it. For me, email is not social. Email is just a communications channel. It’s one we’re inundated with. So that’s not my place to become social. And especially not to become social with someone that I don’t know at all, potentially with the company, I don’t know at all. Again, they’re reaching out to me unexpected and that’s fine. I’ve actually gotten into some great conversations and found some fantastic products through cold calls and cold emails. But again, I want to know right off the bat because I’m going to have 10 or 15 of these today. Why am I reading this email? If I can’t figure that out within the first two to three lines, I’m gone.

Darryl Praill: So now the sales rep is sitting here listening to this and they’re saying but studies have shown that personalizing the email will have a higher chance of conversion. So by me personalize that in saying I’ve done my homework on VanillaSoft and I know what your are and I’m intentionally drawing attention so that you know I’ve researched you, therefore your special. This is not a template. This is not an email blast. You’re saying it doesn’t matter.

David Hood: Actually, no, I’m not saying it doesn’t matter. I’m saying, what does personalization mean? At least for me, personalization means you’ve done enough work to identify why I’m going to care. Once again, personalization isn’t showing me you’ve been to my website. It’s showing me you’ve been to my website and you’ve identified how you can help me. That’s personalization.

[bctt tweet=”Personalization isn’t showing me you’ve been to my website. 🤦‍♀️ It’s showing me you’ve been to my website and you’ve identified how you can help me. That’s #personalization. ~ David Hood #SalesEngagement” username=”VanillaSoft”]

Darryl Praill: So if I can run with that, are you suggesting, let’s say somebody emailed you versus emailed me, they would say “Hey David, I understand you’re accountable with the shareholders in hitting corporate objectives”, whatever. Whereas with me, it might be “Hey Darryl, I understand you’re accountable for demand generation and awareness and development”, etc. So it speaks to me and my role. Is that what you’re getting at?

David Hood: I guess in a way, but do you really need someone writing you to tell you what you’re responsible for? Or do you need someone-

Darryl Praill: Only if it has context because he’s had-

David Hood: Exactly.

Darryl Praill: Exactly.

David Hood: So if they’re writing to tell you here’s what I can do for you, and what they’re saying they can do for you addresses things that you actually need to accomplish, that’s where you win. If someone’s just telling you hey, I understand that you’re responsible for driving more leads and doing this, and they give a nice rote thing about what a marketing person should be doing. Again, if you’re in the first three to four lines on that, what’s the use? The question is how are they going to help you do that?

Darryl Praill: So therefore, in that example, and because you are responsible for lead generation, this email relates to specifically how I can help you with that. Bing, bang, boom.

David Hood: Exactly.

Darryl Praill: All right, so contexts why we’re having this conversation. Okay, so I love that one. Don’t waste my time ’cause it’s true. We all skim. And if you’re listening to this, you know it’s true. You skim as much as we do because you have a huge volume of get through every single day. Next on your list.

David Hood: All right, so the next on my list is one thing we have to remember when we’re reaching out to people and as you mentioned, we as a company do it ourselves and we actually are involved in producing software to help people do this. But that first outreach, we may be catching the person at the wrong time. We’re probably going to be trying them again in a couple of months. We’re probably going to be trying them again in a year. So the other thing is I think people have to be careful about how they continue their follow-up so that they don’t shut off potential possibilities later on down the road.

David Hood: So one of the things that absolutely drives me crazy as if I don’t answer an email and I feel there’s no obligation to answer a cold email unless I’m interested. I don’t need to tell somebody no thank you when I didn’t ask them to actually ask me something in the first place, when I get an email, and one of the really common ones is a first line of “Hey, I’d just like to push this back up to the top of your inbox.”

Darryl Praill: Right. So it’s not the first email, this is a subsequent email.

David Hood: So this is a subsequent email and I can get two, three, or four of these. Now the fact is, if I didn’t answer it, it’s probably because I didn’t want to answer it at this point. I might actually go search it out in a couple of weeks or you might reach back out to me again and too much, you might be hitting me at the right point in the buying cycle. One thing I can guarantee you and maybe ’cause I’ve got a pretty good memory is I remember who’s done this to me. It drives me crazy and I will not deal with people that are actually openly admitting that all they’re trying to do is to keep on top of my inbox even though I’m not answering them. So for me, that one absolutely drives me crazy and it’s going to ruin the chance of doing future business.

Darryl Praill: The number one thing that goes through my mind every time I get those emails pushing this to the top, not sure you saw this message, whatever it might be is nope, I saw it and I didn’t reply then. And this isn’t going to change. I’m just not gonna apply now. When now, ironically, when I get that for the fourth or fifth time, I finally used to say not interested. Boom. Done. Right?

David Hood: Yeah, and I actually am, and this may be because I’m a bit stubborn, I’ll dig my heels in and actually refuse to answer at that point. That actually leads me though to another little pet peeve of mine. That email that you receive, and this is maybe the third or the fourth one, where they finish it by saying “Hey, if you want me to quit sending you emails, please just respond.” Or even cuter sometimes they’ll put you know, one, you’re drowning in your bathtub. Two, you’re not interested right now, but will be later. Three, you know, and four is please just stop emailing me. I’m not interested. Again, I shouldn’t have to answer. I have no problem with people sending me emails, pitching me on products. I’ll judge whether or not there’s an interest, but to then have someone put a feeling that I’m obligated to tell them to quit sending me unsolicited emails.

[bctt tweet=”Does this line work for you? ‘Hey, if you want me to quit sending you emails, please just respond.’ 🤨 Find out what CEO David Hood thinks about this line. #SalesEngagement #SalesEmails” username=”VanillaSoft”]

David Hood: You know, once again, I think for salespeople, if this had no impact later on, then you just go well, what does it matter? If he’s not interested, he’s not interested. This isn’t gonna change anything. I think what you have to be really careful in is that when you’re back to that person six months from now, and there are products I’m not interested in today, or just today I’m in the wrong mood to be able to be thinking about those things. But if someone reaches out in a month or in six months, the situation has changed and I may well be open to that product. But once again, I’ll do a quick scan of my emails. I always do that just to see, and Google’s fantastic, right? You usually have about 70,000 saved emails. You know what you’ve been sent. And if I see that this particular person has been doing that to me, I will not deal with them. So I guess the message here is more you have to be really careful about leaving the door open and not ruining your reputation for future follow-up.

Darryl Praill: So the rebuttal to that, I’ve heard it many times before, I’ve talked to many reps about this is they’re going to say to you “I understand that you don’t like that. But I can tell you when I do that. I do those “Not sure if you saw this” or here are your options ’cause you’ve gone silent, that every single time a percentage of people will respond and will respond affirmatively, not negatively. And that’s all I care about. So I actually don’t care if I frustrate you. I don’t care if you ignore me. I don’t care if I make you angry ’cause I’m playing a numbers game. Nothing personal.”

David Hood: Yeah, absolutely. And you know what? That is an approach, but I think that there’s a way of doing it that’s not going to turn off people like me. And once again, every buyer’s individual and that’s what makes sales so hard, right? In some ways is every buyer is an individual. Everyone can react differently. But I think when you’re playing the numbers game, you want to try and make sure you’re addressing the largest number possible. I think there are ways of doing that that aren’t going to shut off those people later on.

Darryl Praill: And partly we have to understand, folks, is that we talk to each other. So we know you ping David and you ping me and you ping my VP of Sales. We actually share the emails amongst ourselves for a couple of reasons. One, it’s comical. Two, we’re like hey, did you get this one? And so often we do. Three is to make sure our people aren’t doing that, you know? So we do share them and I assume you know this, but if you don’t, just so you know.

Darryl Praill: Now one of the ones that I get frustrated on and I actually chastised an individual on this one yesterday and I find as I’m aging, I’m getting more blunt. Sorry, folks. Which is this fellow give them full marks had reached out to me multiple times and he had respected me. I said, I’m not interested right now. Maybe in the future, ping me again. And he goes, is now a good time? This is like three months later. And ironically it was. And I said, yeah, now’s a good time. And he sends me an email that says “Fantastic. Use the link to pick a time on my calendar.” Do you get those?

David Hood: I do get those. And they drive me crazy.

Darryl Praill: Drive me nuts. I responded him and I said “Dude, seriously, nobody likes this. It’s well discussed. It’s well chronicled. You’ve just gotten my attention after multiple attempts and now you’re saying to me, you may not realize, what you’re saying that your time is more valuable than my time and I need to make sure I work my time around your time. I don’t work that way.” And within minutes, of course I had a very apologetic email back. “I’m sorry. It wasn’t what I meant to do.” And I know it wasn’t malicious, but it’s lazy. Give me some time options or simply ask me for some time options. Don’t force me to go hunt and peck around your calendar ’cause I just feel like right away, and this is going to sound bad, I feel like the power is all with you. And if this is going to work, we’re going to be in a negotiation at one point in time and I’m not starting off this relationship with you in control. It’s just the way it works.

[bctt tweet=”Hey #Salespeople – Don’t force me to go hunt and peck around your calendar 🗓 ’cause I just feel like right away, and this is going to sound bad, I feel like the power is all with you.’ 🤨 ~ @ohpinion8ted” username=”VanillaSoft”]

David Hood: Yeah. I hate getting emails where I don’t have the option. I enjoy having the option of clicking, going to their calendar and picking the time, but if that’s the only option presented, it really does make me think, well I guess your calendar is more important than mine. I like it when someone either sends me a couple of suggested times and then, or if you prefer, or asked me what times work for you. That really makes me think that they’re going to work around me and around my schedule and that they care about it. So again, it’s not so much a power trip, it’s really more of you’re trying to overcome an obstacle and a barrier. Do you really want to start it by forcing someone to click, go to your calendar and then find out what works best for you? I don’t think it leaves the right impression.

Darryl Praill: I agree. All right. So with that, we’re going to take a small little break. When we come back, we’re gonna talk about LinkedIn and we’re talking about the telephone, which many of you just resist like you wouldn’t believe, but some of you have great success with it. So stay tuned. We’ll be right back.

Darryl Praill: Okay. And we’re back. So the next step I’m going to bail on email. I know you probably got more there, but I want to bail for the time and go to LinkedIn and I’ll do the conversation on this. I’ve had many conversations about this. I actually just posted a video not too long ago on my LinkedIn profile. If you don’t follow me, folks, Darryl Praill, LinkedIn, follow me. And it’s got massive, massive, massive traction. And it sparked a lot of conversation because what I did was I went through and I actually spent five minutes filming and voicing it over and editing and doing picture in picture to make a point to educate folks that say when you send me a pitch, you’re an unknown entity to me and you reach out to me and you pitch me, or you keep on pitching me, this is what I do.

Darryl Praill: And I walked through it and I said I do an assessment, do you have street cred, blah, blah, blah. And I showed you exactly where I go and look. One of the things I made there, and I’ll bring it up here now, is when I get somebody who I don’t know reaching out to me immediately pitching me. So it’s on an InMail or it’s a connection request. So they’re not even trying to mask it. I am just a transaction to them. They’re not trying to foster a network relationship that we can both gain from. This is 100% about them.

Darryl Praill: That’s not LinkedIn. LinkedIn is, as you said David, social media, social first. It’s relational first. And every single leader in the space says not to do that. Get so many people, and I’ve talked to them at length, I’ve called them out on it, I’ve had great conversations. They get indignant and they’re like it’s a networking platform, therefore it’s business. This is business. I don’t get why you’re so uptight about it. I’m like dude, I’m not uptight. I’m just telling you I’m not gonna react to you because I don’t like it. There’s an implied social protocol. You’re breaking it and because of that, don’t get upset when I don’t respond. I’m just trying to give you some positive feedback so you can gain moving forward. I hate it. I hate it. I hate it. I hate it. And I do not, will not engage in any deals that start off with the initial, Hey, I sell this, on LinkedIn.

David Hood: Yeah, I’ll be honest. I find that almost like the equivalent of going to your local Chamber of Commerce event, you’re sipping your drink. Someone comes up, taps on your shoulder, says “Hey there, I’m David Hood. By the way, who do you use for your life insurance? I can offer you these policies.” Are you going to want to talk to that person? And I agree with you. We talked about the distinction between email and LinkedIn. LinkedIn is social. Email, it is transactional. I know I’m getting an email not because someone wants to get involved in a long conversation. Someone is proposing something. That’s great. That’s what I’m getting the message for. That is not what LinkedIn is supposed to be about. So I agree 100%. The worst for me is the double whammy. The link request “Hey, let’s link on LinkedIn.” And then as soon as you accept, you get that whammy of the big message saying “Hey, by the way, we do outsource development for this company. We can help this and that. Why don’t we talk?” It’s like, yeah, that’s not going to happen.

Darryl Praill: The first thing that I do when that happens is I actually go unfollow them. It’s like wow, you didn’t even wait. So the other thing is if you are in my network and you sent me a reasonable connection request “Hey Darryl, we’re in the same community. Let’s connect.” Right? Or we follow the same people. Great. I’ll connect. I’ll accept you. And if I get the old follow on-that just says “Can I just have 15 minutes in your calendar?” All right. “Or can we get together to talk about your Q2 goals and objectives?” A couple of things come to mind. One, it’s a template, guys. We know it’s a template. We know you’re using tools to do that and you’ve not even taking the time out to change it. You’re just literally using that over and over again. We’re on to you. It’s not rocket science.

Darryl Praill: And again, you’re hitting us up way too soon. Develop a relationship with us first. Contribute to the conversations. When you keep on hitting us up that way, you lose all credibility. Ironically, Gaetano DiNardi just did a video on this where he took eight of the top lines we get, like those lines. And he went to a shopping mall and he walked up to complete strangers and said “Hi, my name is Gaetano. Can I get time on your calendar for 15 minutes, talk about your Q2 objectives?” And it was a parody and this video went on for five minutes and was almost painful to watch. It was so funny to see people’s reactions. That’s what you’re doing. And it doesn’t work. Stop doing it. And that video has had over, like I said, 500,000 views at the time of the recording of this.

Darryl Praill: Why does it had so many reviews? Because you’re all doing it and we’re all getting it. And it just doesn’t help your cause. Personalize it. Give us context. It goes back to the email that you said at the start. You know, why are you reaching out to me? Why do I care? How can you help me? That’s a far better story than can have 15 minutes in your calendar?

David Hood: I agree 100%.

Darryl Praill: All right, so let’s go on to the phone now. So what are some of your top pet peeves on the phone?

David Hood: So you know what? I’m going to lead with my first one which shows, and let’s face it when you’re doing cold calling or our warm calling. Most calling today is to leads that have some type of qualification, whether it be in the right industry, right titles. It’s not like it used to be, but those first 10 seconds are really important. So for me, most of these pet peeves are going to relate back to the same thing I said about email, which is why am I on this phone call? And how are you going to help me understand why I’m going to stay on this phone call?

David Hood: So when I pick up the phone and the first thing that someone says to me is “Hey, do you have a just a minute to talk?” I’ll be honest, I’m thinking, to be honest when I pick up the phone, I’m assuming I’m going to probably be talking. So if I picked it up, chances are, you know, my hair’s not on fire or I don’t have to run out of the building in the next 60 seconds. So you can pretty much assume that if someone bothered answering your call, it’s because they know that the next 60 seconds to 120 seconds are free. That’s not the question. The question is are they going to give them to you.

Darryl Praill: It’s funny Benjamin Dennehy on LinkedIn posted a video recently where he was being filmed and this was sprung on him. They’re talking about what he does. And Benjamin is a big telephone advocate. Not everybody is. I get that. But he is. And so he was being challenged on this and then finally they forced him to do it. So they handed them a cell phone. They said put the phone to your lapel mic he was wearing because he was miked up and call this person. And he was like now? Yup, now. So he calls him and the video is phenomenal. Again at the time of this recording, he has well in excess of a hundred thousand views because he actually goes through exactly what you’re saying. And he in the end, spoiler alert, he actually gets a hold of the individual, qualifies them and secures an appointment all within a handful of minutes.

Darryl Praill: The first thing he said, to your point David, was not “Hi, how are ya? I’m Benjamin Dennehy.” He doesn’t even introduce himself. He doesn’t say do you have five minutes or two minutes. He doesn’t do any of that. He simply says “Hi, I’m going to be totally transparent with you. This is a sales call. Can I have 30 seconds of your time? And if you don’t like it after 30 seconds, we’ll just agree to part ways and I won’t waste any of your time.” So he put it right out there right away. There’s full disclosure and the fellow was like “Sure. What is it you want to talk about?” “I want to talk about sales”, and he sets it all up. “Is sales a problem?” He keeps bringing it back point. “Yep, sales is a problem.” “Great. What’s the problem?” “Well, I normally see it’s A or B or C.”

Darryl Praill: Well, actually in this case, his problem was D. Alright, let’s talk about D. At the end of 30 seconds, which is probably really a minute or a minute and a half, he said “Okay, my 30 seconds are up. Do you want to keep on talking and you’re not?” And so it was amazing. He made sure that the prospect was … He was fully transparent. He wasn’t trying to hide it. In fact that the minute mark, the guy finally said “I’m sorry, what’s your name?” “Oh, I’m sorry, my name is Benjamin.” So he was all business and I think people would like just be transparent. Don’t try to fool me, don’t try to be disingenuous. We all know the game. We know that you’ve got something to sell and we know I might want it or not. And if I give you a no, but it’s an educated no, you can move on and make your next call.

David Hood: I agree 100%. and that kind of leads into the next thing that I find is how do you use again, those first 10 to 15 seconds. So I find that a lot of people that reach out to me, they start off with too many niceties honestly. And hey, I’m a Canadian. I’ve been born and raised to constantly be polite. But when I pick up that phone and I don’t know who’s calling and the first thing they’re saying is “Hey, how are you doing today?” I’m pretty sure they weren’t calling just to find out how I’m doing. In fact, honestly, I know they don’t really care. So you’ve just wasted again those 10 seconds. And like you said, I guess sometimes it almost leaves you the impression that someone is trying to give you the impression that they’re not really calling to sell you and that doesn’t work.

David Hood: I actually like the approach of being upfront and explaining “Hey, this is why and if you don’t want to stay on the call, don’t stay on the call. You’re the one in control, not me. But you might miss something if you don’t stay on that call.” So again, getting to the point, why are you calling and why should I care? If I can’t tell why I should care within that first 15 seconds, and 15 seconds is not a long time, but it’s amazing how much you can deliver in that. But not if you’re spending half that time asking the person how they are, talking about the weather, hey, did you see the game? And honestly, one of my biggest pet peeves is when someone says “Hey, how are you doing?” And I’m there “I’m fine and you?”, because we’re all raised to make sure we asked back in return. And they’re all “I’m great. Thank you so much for asking.” Yeah, I really was just being polite. That one absolutely drives me crazy and you know what? It just wasted another three seconds.

Darryl Praill: Agreed. All right. We have time for maybe one more phone complaint. Do you have any handy?

David Hood: You know what? I’d run one more pass. And you almost kind of raised it earlier is this is a business call. We don’t know each other. I’m not your buddy. I’m not your pal. Hey, we might become friends. You never know if this goes well, but I don’t know you. So things like calling me pal, man, dude, buddy. It’s not working for me. And I think about it again, if I was out at a Chamber of Commerce and someone I don’t know at all walks up to me, slaps me on the shoulder “Hey Dude, how are you doing?” I’m going to be going what is this? It doesn’t work any better on the phone. This is a business call. You’re trying to start a relationship. You’re not already in one. Treat it that way.

Darryl Praill: All right. So there you have it. We just spent the last, I don’t know, 20, 25 minutes talking about the things we get every single day and how we react to them. So it wasn’t meant to complain. As I said at the start, it wasn’t meant to bitch. It wasn’t meant to make you feel bad. It was meant to make you aware. Now you can choose to keep on doing this if you’re doing this, that’s your choice. No one’s stopping you. All right? And you can argue with me and say “I have success.” And if you’re happy with your efforts don’t stop. But if you’re not happy and something we said here resonated with you, then let’s carry on the conversation. Reach out to us on LinkedIn and we’ll carry on a conversation about what you should be doing. With that guys, gals, and everybody in between, I’m Darryl Praill. I’ve had a fantastic time talking to you today. Thank you so much, David. I had fun.

David Hood: Well, thank you very much, Darryl. Thanks to everyone for listening.

Darryl Praill: All right. And we hope you enjoyed this. Stay tuned for another episode of INSIDE Inside Sales. We’ll talk to you soon. Bye bye.