INSIDE Inside Sales – Ep 96: Closing More Deals Through Building Relationships

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Many purchases are made based on the relationship the buyer has with the seller. So, what is the secret for building customer relationships in sales?

This week on INSIDE Inside Sales, Darryl welcomes the brilliant and insightful Co-Founder of Reachdesk, Alex Olley. Darryl and Alex discuss the importance of strong relationships within sales, and how to create, cultivate, and grow new ones during a time when face-to-face meetings are a rarity. They also share insightful tips such as incorporating gifting through direct mail, the importance of personalization, and building greater trust through empathy. Sales is a long game, learn how to invest your time in building relationships on this episode of INSIDE Inside Sales!

''So my one tip is just to actually tie in the personal value.'' 🎧 Listen as @alpinefreedom discusses the art of building customer relationships. Click To Tweet

 

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Host: Darryl PraillVanillaSoft

Guest: Alex Olley, Reachdesk

 

Darryl Praill: Do you know where I suck, kids, do you know where suck? And let me tell ya. I suck in many, many, many ways. If you don’t believe me, just ask my kids, ask my wife, ask my dog. They will tell you all of my shortcomings. My goodness, is that an inspiring opening or not? Why am I bringing up where I suck? Cause normally I like to avoid that, and like any good marketer that I do for my full time gig, spin it into a positive. But today, of course, I’m not doing that because I wanna talk to you one-on-one like we do every single week here on the “INSIDE Inside Sales” show. I suck with building relationships. I do, I genuinely do. And right about now, I suspect the reaction many of you are giving me is some of you are rolling your eyes and saying, “Oh yeah, I wish I suck like you suck.” And you know, I get why you might think that. Many of you are saying, “Me too, I suck too!” And many of you are just kind of listening to see where this is going. And you should know by know I never know where it’s going. So that’s a sidebar.

Darryl Praill: Why do I bring that up? Well, I think it matters. Again, I think you need to understand that when you’re in sales, relationships are the ultimate arbiter of whether or not they’re gonna buy from you. Now, that doesn’t mean your prospect needs to like you. Just to be clear on that. They may despise you, but even in their lack of affection for you, even in those moments, they can still respect you. And there’s a difference, right? So I may not like what an individual person stands for, but I respect the fact that they’re good at their craft. And that what they’ve told me is factual. And that they’ve been honest with me, whether I like hearing what they say or not. And that my friends, is the basis of relationship.

Darryl Praill: You know, there’s a whole man and women, Mars and Venus thing, and I learned years ago, it was really interesting, and this is a total sidebar, but I’m gonna come back full circle. You know, if you, if you’re, if you’ve got a significant other in your life. We’re gonna say in this case, it’s a heterosexual relationship because that’s relevant to this conversation. If a man says to a woman, I don’t love her, “I don’t love you,” my understanding, according to the experts, I am not an expert, please don’t think that, is that that is the most hurtful thing a man can say. But if a man says to a woman, “I don’t respect you,” well, that’s not good, but that’s not like I don’t love you. Flip it around. If a woman says to a man, “I don’t love you,” well, that sucks, don’t get me wrong. But if a woman says to a man, “I don’t respect you,” that is an arrow through the heart. Again, I’m not the author. I’m just playing back to you what I’ve read and what the studies have shown us. Interesting. When I share that with people, they always seem to nod.

Darryl Praill: Respect is big in both relationships. You don’t have to love your prospects, and you don’t need to be loved back, but you need to have respect. That is a constant across the board. So why do I suck at relationships? I suck because I don’t have the skills to regularly create, nurture, and develop them. I don’t proactively follow up with people. I’m really bad at that. I could go years without talking to you. And ironically, if you call me five years later, I’m picking up the phone number and talking like we talked yesterday, but I suck at developing relationships. I suck at caring about special milestones in your days. So if you suck, does that mean you’re in trouble? Does that mean you’re gonna fail at sales? Well, here’s the thing. It’s a process, my friends. I have gotten better and I have gotten more intentional over my relationship skills over the years. Need an example?

Darryl Praill: When I joined VanillaSoft, I was on social media, just like everybody else. And yeah, I did podcasts and I did videos, but I was just another Joe, I was nobody, nobody. And here I am approaching that point in time, 50 years of age. So, you know, I’m not at the start of my career. I’m not the midpoint of my career. And for some, they would say, “Oh yes, you’re approaching 50-years-old, man. You can’t keep up with technology and how relationships work. You can’t relate, you’re out of touch.” Yet I was able to develop the relationships necessary with the influencers and the shakers in this industry as you’ve seen, cause they’ve all been on this show, to actually develop my own reputation and my own success. So when I invested time in my relationships, I was rewarded. Now, I wanna be clear in that, it didn’t happen overnight. It didn’t happen in a week. It didn’t happen in a month. It didn’t happen in a year. Some would say it didn’t happen in two years. In other words, I played the long game and I got better and better and better with bigger and bigger results. And that is what we need to talk about today. How you, my friend, can build relationships so you can close more deals with more people faster and faster, so it’s a flywheel.

Welcome Alex Olley

Darryl Praill: Today’s show, and I’m gonna be a student as much as you are, is about building relationships. So who are we doing this with, you might ask? Well, that’s a great question. I have the answer. My friends, let me introduce you to Alex Olley. Alex is the co-founder of Reachdesk. He’s joining us today from the fine kingdom overseas. Oh, it’ll be United Kingdom, England, Britain. I’m always confused in what the hell to call it, I gotta be honest with you. So Alex, welcome to the show, my friend.

Alex Olley: Hey Daryl, thanks a lot for that. It’s a nice little intro. You’ve reached, certainly, the United Kingdom, but I’m inside of London at the moment.

Darryl Praill: How you doing, my friend? How you been keeping?

Alex Olley: Yeah, I’m doing really well, thanks Darryl. Yeah, it’s interesting times to be in the world of like software and sales, but I’ve been keeping well. I’ve been just making sure that we’re getting better every day.

Darryl Praill: Now, for those who are thinking, “Alex Olley, you know, I know Alex, I’ve seen him before,” you may have been on the debate we had a little while ago between team U.K. versus team U.S.A., where we had a debate to see which team was the most gifted, most accomplished, most amazing collection of sales leaders and influencers, as decided by the audience. I was the moderator and Alex was on team U.K. In fact, it was Alex and Reachdesk who actually provided us the platform to host and stream that production. Thank you very much for that again, sir. I won’t bring up who won. It’s a sore topic, we’ll move on from that. But–

Alex Olley: I’m not too sore about it, to be honest with you Darryl, because I looked back at the recording and I realized actually I got the most answers right. So if they’d had five of me on team U.K., then we would have won. Just me and Daniel Disney would have done it. I’m not, no disrespect to the other guys, but I think they’d obviously been drinking too much beer because it’d been that time on a bank holiday weekend in the U.K. So I’m not too sore and we’ll look forward to the rematch.

Darryl Praill: I love it, that is a classic answer. You see what he did there, folks? Sales 101, he went back, he analyzed the conversation, he scrutinized it to see where could he grow, where could he do better? And out of that, he understood, you know, what the lessons-learned were that, that’s what you should be doing in sales. That’s why he’s a rock star and why he’s the co-founder. Oh my goodness, Alex, how are you with relationships? Are you, are you any good? Are you as lame and as bad as I am? Please tell me you’re better.

Alex Olley: I’m definitely better than you Darryl, that’s the first thing for sure. No, I’m only joking. I’m only joking, you’re a rock star at this too. But I used to be rubbish, right? I’ve spent 10 years in software sales. I used to kind of think that you could just, just fling the product at the prospect to not really think about what it is they really wanna solve. What’s the value that they’re gonna attribute to your product and what you’re selling? I used to be rubbish at this. I used to just sell, sell, sell right in your face. It works for some people, but yeah, it didn’t really work. And it wasn’t until I really understood that there is a relationship element to sales. That’s what I’ve put a lot of my focus on, particularly the past, let’s say, three, four or five years until I actually, making sure relationships are meaningful within sales.

Nurturing long-distance relationships

Darryl Praill: So let’s talk about that. You know, 2020 has been an interesting timeframe for much of this calendar year. It’s been impossible to actually meet in person. So let’s start with that. Can you actually develop a relationship with somebody if you can’t meet them in person?

Alex Olley: A hundred percent, right? If you’re of the mindset that you need to actually shake hands, and be in the same room with someone, then you’ve potentially got the wrong idea, about how to create relationships. There are loads of ways of doing remotely. Everyone’s talking about video, obviously, you know, you and I are talking online. So actually having the one-to-one relationship via certain platforms where you can chat, video, man-to-man, woman-to-woman, however you wanna do it, but there’s certainly ways you can do it remotely. So video is obviously becoming quite a powerful thing. Obviously I’m in the world of gifting, and direct mail, that side of things as well. But yeah, of course there are a ton of things you can do right now. It’s more about how you do it. Some people can make it very boring and quite bland, but if you do it and you do it in a slightly different way, than of course you can meet people virtually and do it that way.

Darryl Praill: So I’ve heard people say that I can do that. I can do the Zoom thing or you know, any other platform of online choice you want to do, but it’s just not the same. And therefore, it’s hard for me to really connect with you. And I really can’t see your body language. I can see your head, but even then, not everybody shares their videos. I’m back to like an audio-only telephone experience. Is that an excuse? Or if you had to give somebody one tip when it came to trying to build a rapport with somebody who is not with you physically, who you can’t have a coffee with, who’s not in the same city, whom you don’t have a shared acquaintance with to break the ice, and you know, to give you that referral, that Good Housekeeping stamp of approval. Is there one, I know what I would tell people to do, what one thing would you tell people to do to help them start developing a relationship with a remote individual?

Alex Olley: I think particularly now, obviously, you mentioned we’re not allowed out and about at the moment, but some people do this only when they work in telesales, is to actually tie into the personal value of how, look, we’re talking about sales here. If you can tie into the personal value of someone and link that to your product, that’s gonna be a huge thing, right? When I’m talking to prospects remotely by video, for example, I ask them about their setup, their situation. What’s gonna make a difference to their week, right? If they had this product, is it gonna save them time? Is that, when we do get back to normal, is it gonna let them go home quicker because you’re optimizing how they do things? So my one tip is just to actually tie in the personal value. I think we focus on business value, and business issues, and revenue a lot. If you can actually focus in on that person and what matters most to them as an individual, I think that’s a really great way of building relationship and actually gaining a bit more true empathy, rather than just this generic empathy that we’re all talking about. That’s something that actually helps you understand their position.

Darryl Praill: So I wanna, I wanna really hit what Alex is talking about here, cause he’s almost, he’s got his classic, you know, British delivery that’s almost understated to somebody like us in the U.S. and Canada who are much more, you know, let’s just go with loud, how’s that? He made a really valid point, I’m speaking now as a buyer, cause he, it resonated what he said. He said, “You speak to them and their issues, and their persona, or their challenges as a role, and then tie it back to the product.” So, so many of you are sending me emails or giving me voicemails or calling me, and the first thing, you just go into your product. And you’re giving me, you’re dumping. You do a spray and pray about all your features. And you’re forcing me to try to map your feature set and see, does that resonate with any problems I might have? You’re actually asking me to help you sell me. You don’t know if that’s what you’re doing, and I don’t have time for that and I hang up.

Darryl Praill: But when you reach out to me and you say, “Darryl, I know for someone like you in your position, you probably have a challenge with A, B and C, cause I know when I talked to your colleague at accompany X, Y, and Z, they said the same thing. If that’s the case, I may be able to help you at least with item B, because we have this capability. Would you like to explore it more?” All of a sudden, that little opening, I know it’s a little verby, a little wordy, a little verbiage, but you’re making it about me. It wasn’t about the product. You connected the dots for me and you spoke to my pain. That is the start of relationship. You made it personal. And that’s what I heard Alex say. Okay, we’re running tight on time to hit the commercial. And the sponsors always get upset when we hit the commercials late, so don’t go anywhere. We’re gonna come back. I’m going to keep on hammering Alex on how we can build relationships to build faster, bigger, higher volume deals so you, my friend, are success. Don’t go anywhere.

Breaking through the digital noise

Darryl Praill: You know what I’ve learned recently, Alex? I’ve learned, and I’ve seen this for the last several months. The digital noise online is getting louder and louder and louder. And it’s really hard for me to establish a relationship to the point I’m wondering, do I even use that as a channel anymore? Will I be heard? How can I establish my personal brand? How can I build a reputation? How can I become a thought leader? The digital noise is killing me. Should I just avoid that altogether when it comes to building relationships or is that still a viable channel?

Alex Olley: Digital is important, right? We all do still have email accounts, they’re digital in my book, even like the dialers that we use in our sales engagement platform. Some people class that as digital, but of course, it’s still going to be important. What I try and leverage as much is the physical channel. If you think about that moment in your sales cycle, right? When you’ve exhausted, everything, when you’ve sent all those emails. You’ve done those videos that you’ve sent through your email, whatever it is, that can often like stall deals.

Alex Olley: And what we’re here to talk about today is actually, how can you accelerate deals? How can you use something that’s gonna tie in the relationship side of things a little bit more? Now, before I started this business, throughout my sales process, I had certain touch points that I would use to actually send physical items, which would compliment what I did via email. I would send someone, if I knew they’re a big golf fan, like I might send them personalized golf balls with a handwritten note, and then I’d follow up digitally via email or something like that. When you combine the two together, you can get some really powerful communications. And that’s one way I use to build relationships to close deals faster by using physical and digital together.

Darryl Praill: So… Okay, but with… So you open up by saying, you know, social’s still important and there’s other digital channels. So I agree with you. You’re making a really solid point, which is it’s not just social. And that’s what you’re relying on, the whole social selling mantra, it’s, that’s only one channel. You need to do multiple channels, emails is an example, whether it be, you know, incentives or gifts, another channel, even like you said, the idea of using digital tools to do outreach on the phone, another channel. So you can build a relationship by touching them on different ways so they’re aware of who you are, and your reputation, and hear about your prop, agreed with that. So, but some of those are one-on-one social. It’s very much, you know, I’m out in the open, and I’m competing with you, and I’m competing with Kevin Dorsey, and I’m competing with, Trish Bertuzzi. And I’m competing with all these other people, Daniel Disney, should I bother doing that on social? You said it’s important, so how do I do that?

Alex Olley: So I think, if I answer the question correctly, that you’re saying there are lots of people out there saying a lot of things, right? And we’re all competing for that same audience. The best way is I actually put myself in my audience’s shoes. So that’s something that I’m doing right now when I started that this week, is I promoted myself from co-founder to being an SDR in my company, right? I’m sitting next to all of my other SDRs digitally, funnily enough, because this is the time that we’re selling in. And now what I’ve seen is the rise in the attention of my audience has tripled because everyone’s now looking at the guy who used to tell everyone what to do, and now everyone’s looking at me actually doing it. So I’m picking up the phone. I’m socially selling. I’m booking meetings for my sales team, because I believe that I can’t be confident with how I train my guys if I don’t know have to do it myself, particularly in these times. So in answer to your question, if you wanna get really social, and you wanna kind of get a bigger piece of the pie when it comes to that audience, is actually do it yourself and lead by example, and people will watch you even more.

Darryl Praill: And when you say lead by example, I’m gonna rephrase it cause you’re right. What I heard you really say was make it relatable to your target audience, right? So in your case, you talked about now you’re an SDR. So now all the SDRs are watching you because now you’re, you’re just like them, you know, you’re talking about their pains. And the other part I will point out is that, like I opened up by saying it’s a long game. Social’s the same way, it is a long game. You have to build your reputation. It doesn’t happen overnight. So if that becomes your excuse to not use that channel, then it’s wrong, and I’ll tell you why. I know for most of us, when we found that special someone who’s gonna be our significant other in life, there was a courting process. It just wasn’t like, you know, we pinged them once and that was it, we were hitched. We had to grow and develop a relationship, develop trust, it was a long game. Social’s the same way, as is any other relationship path, like it’d be email or voice or anything else, exactly as Olley said, so digital noise is just an excuse. You gotta make yourself relatable to your target audience, and you got to play the long game.

The art of personalization

Darryl Praill: Okay, when it comes to relationships, I hear people talking about personalization, but honestly, what I see come in to me is, “Hey, first name,” and that’s the sum total of the personalization, or I love this, I love this, especially in the LinkedIn connections you get all time. It’s, “I checked out your LinkedIn profile and think I have a lot to learn from you,” or “I checked out your LinkedIn profile and I can see you’re really making an impact on the industry,” yada yada. In other words, they’re so high level and vague, they could apply to anybody, which means it’s a bot. They did nothing. There was no personalization going on there. They took a shortcut. How important is personalization to building relationships? And at what point does personalization become too much of a time-suck that it works against us?

Alex Olley: It’s such an important question, right? Cause you can go one of both ways. You can do the thing you mentioned, like have a bot and send messages out. If you’re doing that, I think you’re not doing yourself any favors. I’ve never even tried it cause I don’t wanna go there. But you can go to the other end where you just hyper-personalize everything, and you get really detailed about it. And you kind of spend two hours researching someone that may not even reply. So you’ve gotta pull both levers at the same time, make sure quality and quantity is in line. And then figure out what that actually is, depending on who you’re selling to. I have simple rules before making a cold call or writing an email, have between five to seven minutes of research time. Then you gotta go because if you spend half an hour or an hour on it, you’re never gonna get the number out there because let’s face it, sales is a numbers game.

Alex Olley: But at the same time, you’ve gotta make sure that it’s relevant. So with my team, what I did is, I built out this whole matrix, right? And the way it works is really simple. We know who our personas are and who our ideal customer profile is, right? So our SDRs can basically reverse match it. So if they know that these 20 marketers that they’re going after who, their business is in this industry, they’ve already got like the attention grabbing framework that they need to have that conversation, all they need to do now is basically go and find that one personal thing that’s gonna resonate with them, whether it’s just that, “I read that blog post that you wrote about this,” and actually, that’s how it ties back to the product, that might only take you two minutes to do. But personalization is essential, just don’t overdo it.

Darryl Praill: So the thing I would tell people when it comes to personalization is don’t do what I do. And then I’ll give you an example. What would do is I would have a guest on a podcast, maybe, I don’t know, Alex Olley. And then I would call him Olley instead of Alex. And you know, that is bad. I know when I get emails that say, “Hey Praill,” it doesn’t have the same impact. Don’t do what Darryl does. That’s when it comes to personalization. Okay.

Alex Olley: I’ll forgive you Darryl, it’s okay.

Darryl Praill: So, I appreciate that. Next question I have for you is this. Some people are more needy than others. And when I say this, I’m actually not talking about our prospects. I’m talking about us as sales professionals. I have had when I was in the dating game, some young ladies who really needed to hear from me a lot, and if I didn’t, they were panicked. They didn’t think I cared about them. I wasn’t showing the love and attention that they thought they deserved, right? Others, as I dated, were like, you know, if you called them once a week, that was fine by them. They didn’t need more. Many of us, I find, are guilty that when we’re trying to reach out to our prospects, and the prospects aren’t responding, that we can’t build a relationship. So in other words, accelerating a deal, it gets really tricky when those prospects are busy. How do we connect with them? I mean, it’s hard to build a relationship to close a deal when they’re not calling us back.

Alex Olley: Yeah, it’s such a good point. I think we forget this a lot in sales, right? We have that amazing discovery call. And we do that amazing demo, and they’re so excited. The biggest problem I think salespeople have is what I call hopium, they hope something will happen. They haven’t asked those critical questions that they need to actually make sure that those next steps are realistic and everything. And then they also forget that there’s competition out there. They just think about them, and their deal, and their forecast, and everything. I always have things teed up by the way, that allow me to have that right to re-engage later on. Firstly, you’ve got to sort of say, give them the right to exit at any point. So look, the really good way to build a relationship is by building trust. If you can say to someone that, if this doesn’t make sense for whatever reason, “just tell me and we can just respect each other’s time.” That will help you with one thing.

Alex Olley: But I’ve always got these things up my sleeve that allows me to have that email that I can send later on. And I would say things like, “If we’re gonna catch up in two weeks time and I haven’t heard from you, I’m gonna send you an email and it’s gonna have a subject line. It’s gonna be pink squirrel. So you’ll know it’s from me, and you’ll know to reply to that one.” And that’s the signal for you to say to me, “Hey, this is my get-out clause. Alex, I don’t wanna waste your time. This just isn’t, it just isn’t right for me. We haven’t got the budget for this,” or for whatever reason, “I can’t push forward with this.” That actually will save you time as a rep, your prospects will enjoy it. And actually I’ve had deals kind of revive because that person has just done it. So I’m using, they’ve gone, “You know what? There’s a bit more personality to this guy. There’s a bit more within the sales process, maybe I’ll have that other conversation.” And you can turn deals that have gone dark into actually something that are a bit more bright and fluffy.

Darryl Praill: Hopium and pink squirrels. You heard it here first in the “INSIDE Inside Sales” show. What I really like is that you hit the essence of a relationship, right? Which is that there’s gonna be times where we don’t hear from each other in maybe two weeks, so pink squirrel. You’re shooting straight with the individual. “Hey, you know, I saw this article. I wanted it share with you, no expectation for you to call me back.” But secretly you’re also just reminding them that I’m still here on the outside. You’re not pressuring them. So treat it like a relationship. Treat it like that significant other in your life. Be intentional, but also don’t be offended. Understand they have other things going on in their life. But you know, but that does lead, there is, you know, when they get busy and they don’t call us back, sometimes it’s they’re busy, to your point, but sometimes they’re just ghosting us and we never hear from them again. How do we, how do we minimize the ghosting, my good friend, Alex, how do we do that?

Alex Olley: Yeah, for me, it’s about understanding the difference between having a contact and having a champion. If you don’t have a champion within the deal. So let’s say, again, let’s take the example of, there is an active opportunity here. This is beyond prospecting and that breaking through to someone and actually, this deal could really happen. This could sign. I’ve always asked certain questions to people to kind of determine whether they’re just a contact that’s just kind of working the deal. Or whether they’re actually a champion who’s coaching me, who’s giving me information. And if you can have relationships like that with people who may be a more junior level, who are sort of bringing the right people in, you could start to look for the signals as to whether this deal is actually gonna happen or not.

Alex Olley: Ghosting is one of the worst things that we can ever experience. If you want that quick, easy win, we always have like a ghosting direct mailbox that we set up. So we have a different theme each time. We had one for Halloween actually, which is the best one, because obviously you can put ghosts in there. And we’d send a box to the person saying, “Hey, I feel like you’re ghosting me a little bit.” And it was full of like chocolate ghosts and a Halloween-themed box and everything. And it’s just upfront, right, straight in there. “I feel like you’re ghosting me a little bit. I haven’t heard from you in ages. Why don’t you get back to me about this. And by the way, here’s a load of chocolates to share with the other decision-makers within the deal that we discussed.” Really easy, really simple, really cheap.

Darryl Praill: So I love that cause that’s a wonderful way to physically just talk about the elephant in the room. And that is a brilliant tactic. I’ll be the hard-ass for a second and I will suggest, and you don’t have to agree with me, if they’re ghosting you. It’s like getting the objection, not right now, or call me in six months time, right? It’s an excuse, they’re blowing you off. It’s just a different way of blowing you off. That means you didn’t set the value correctly up front so they were motivated, they were self-interested to not ghost you. So you need to re-examine, are you setting that value? It’s just like handling objections, exact same way.

Building customer relationships in sales

Darryl Praill: Okay, so today’s whole conversation was around how to build relationships so you can close more deals. and relationships are king, they truly, truly are. So what did we learn by talking to Alex? Well, we know more about how the U.K. is configured. So that was number one, all right? And the relationships that each country has within that. So there you go. We also know that building relationships is more difficult when they’re remote, which means you need to be more intentional. You need to make that effort. You need to put that video on. You need to make yourself engaging. You need to not be in the sweat pants, and we didn’t even talk about that. But you gotta dress for success in a way that the person will relate. If you’re selling to surfers, you don’t show up in a three-piece suit. You show up in a nice, you know, beach attire, if you will, you get the idea, you wanna connect with your audience, but you want to be intentional. It’s not an excuse, it’s an opportunity. We know that breaking through the noise could be stopping you from doing anything because you think there’s too much noise. The reality is it’s a long game. You gotta be there, but you gotta make yourself relatable to your audience, all right? And they will find you, have some patience. It will get there. And there’s multiple digital channels you can do.

Darryl Praill: We know that it’s more than just saying, “Hey, first name.” You gotta personalize it based on what matters to them, the pains they’re going through, and all the other wonderful stuff. You need to accelerate deals by understanding that they’re gonna get lots of distractions from other vendors. So you need to give them permission on staying in touch with you. Whether that’s humor or calling it out, talking about pink squirrels, you can’t live on hopium as much as you want to. And finally, if you’re getting ghosted, go think outside the box and send them wonderful, you know, like I love his multidimensional mailer gift with candies and say, “I’m feeling ghosted.” Or re-evaluate are you even setting the value up front so that they don’t ghost you? It’s like any other objection. Do all this, my friends, and you will be successful at your relationships and you will close more deals. Alex, thank you so much for joining us today. If they wanna reach you, what’s the best way to reach you, my friend? Twitter, LinkedIn?

Alex Olley: Generally on LinkedIn. I’m gonna put my updated address on my LinkedIn because the best way to reach me really is to send me a piece of mail. But if you wanna hit me on LinkedIn, then that’s fine. Just find me @alexolley under Reachdesk. If you really wanna go the full way, send me something in the mail. Darryl, I’m sending you something by the way.

Darryl Praill: I love it. Okay guys, there it is, Alex Olley. He is the co-founder of Reachdesk. And also he’s an SDR. He’s all about building relationships. You should follow him. And that’s what we do here at the “INSIDE Inside Sales” shows, we build relationships, just you and me. And I look forward to hooking up with you again next week. In the meantime, my name is Darryl Praill, and this, my friends, is the “INSIDE Inside Sales” show. Take care, bye-bye.