INSIDE Inside Sales – Ep 105: Put Yourself Out There

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We are deep into the biggest remote work revolution of our lifetime, and if you want to stand out from your competitors you need to start creating content right now. And yes, that means building your own, personal brand.

This week on INSIDE Inside Sales, Darryl welcomes foremost authority on generating exposure through content, President, and CEO of RemoteSales, Jason McElhone. Darryl and Jason discuss how you can get started building your personal brand right away, whether you do it by writing, podcasting, or just getting in front of the camera. They share some fantastic tips and insight into how you can increase your visibility by simply being authentic, where to look if you need ideas, and how to niche down and find your tribe. Learn how to get ahead through content creation on this episode of INSIDE Inside Sales!

''A very simple definition for personal branding: Talk about what you care about. It rhymes and it works.'' 🎧 Listen as Jason McElhone from @RemoteSales shares his expertise on creating meaningful content to build your #PersonalBrand. Click To Tweet

 

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Host: Darryl PraillVanillaSoft

Guest: Jason McElhone, RemoteSales

 

Darryl Praill: Oh my, what a time. 2020 has been crazy. Let me share some context with you, some personal context. For those who know me, you will know that I am not afraid of a microphone, and I am not afraid of a camera. Some might say that I quite adore them and I love watching myself on auto loop playback mode and I ask them, what are they doing looking at my windows late at night, that’s weird and freaky. But it’s been a process, it truly has been a process. Again for those who are just joining for the first time, you don’t know this my story, I’m a computer programmer by trade. Why does that matter? Well, how many computer programmers do you know, that just embrace the video or the microphone or anything else that’s crazy? So why does that matter? Why am I bringing it up?

Darryl Praill: Well, because of this, I want to share. Everything that I’ve been doing on my own brand, my own personal darrylpraill.com brand, or on behalf of VanillaSoft, world’s number one, sales engagement platform, check it out at vanillasoft.com, has been about creating a brand. And the reason I do that is really the same reason you should be doing it. And I’ve said this before if you are a regular listener, you’re like, “Oh, here he goes again, he’s on a roll. He’s gonna talk about what he’s been talking about, I know it’s coming.” And I’m gonna tell you, you need to develop a brand because it’s all about, why should somebody buy from you?

Darryl Praill: You have to recognize, that unless you’re some kind of advanced scientists or a surgeon, who’s one of three people in the world that knows how to solve something, which means there’s more demand than there is available resources to do it, you are a commodity. What you sell, what you provide can be done by somebody else. So people aren’t buying necessarily your product. Yeah, you may have a better reputation, you might have higher reviews on G2 or TrustRadius but you know, maybe I’m price conscious so maybe that’s not the issue at all. So, the challenge you have is how. How do you change the scales such that they reflect better in your favor? How I did that was content, that’s how I did it. But 2020 changed everything. 2020, okay, so let me give you some stories.

Darryl Praill: So I have been like all over people saying, you need to have a quality camera, you need to have a quality of microphone, you need to have quality productions. And everybody said, “No man, this shaky ass phone I’ve got my iPhone 4 is awesome. My Samsung S5 is kick ass.” Yes, if you don’t know your phone, those are old phones with bad cameras. “And, yeah, I do have my video in landscape and half in portrait. No, I don’t have a gimbal, so it shakes something fierce and yeah, I don’t have a microphone, so my voice is competing with the ambient noises around me, but that’s authentic and people love it. And why would I ever follow your lead Praill?” Okay, fine. And I keep on telling them, half of what you do in sales is psychological.

Darryl Praill: The questions you ask, the tone you use to ask, the type of cadence of sequence that you have, the structure, the verbiage, the fact that you’re using artificial intelligence to optimize the language, so that it resonates with them and connects with them on a personal instinctive, psychological level, that’s all messing with the mind. So you know what, when you have a quality production, I claim, then you just look better, you just look way better than that authentic individual. Okay, so fast forward, here we are 2020, I got all that pushback, you know what happened in 2020, our worlds changed. And then what couldn’t you find any more?

Darryl Praill: Well, you couldn’t find webcams. You couldn’t find switchers cause people would have now all of a sudden they had multiple cameras. You couldn’t find the adapters, whether it’s an Elgato Cam Link or anything from Blackmagic to convert a DSLR signal into a USB to fool your computer into thinking it’s a webcam. Everybody is all of a sudden becoming a producer. And now there’s all these articles on how to make yourself kick-ass online. And, the funny part is people are actually getting worn out of zoom, they’re getting zoomed out. They’re getting zoomed out because it’s just too much. And it’s just exhausting.

Welcome Jason McElhone

Darryl Praill: So more than ever, what are they going to? They’re gravitating towards those people who know how to get a message out, makes it consumable, makes it fun to watch, and makes me feel like I have a relationship with you, that’s what they’re doing. So all that is to say, what are you doing to be that person? Now I could keep on talking to you about this, but I have, and I’m beating a dead horse. So I brought on somebody else, who’s gonna beat that same dead horse for me. He’s way more credible than I am, this guy. We’re going to get into it in a little bit, but he’s become a YouTube rockstar in a very short time. He has embraced social media, he has nailed his voice. He knows entirely how to work the medium, plus he’s a sales guy and he’s made a lot of money. My friends, welcome to the show, Jason McElhone I am so excited to have you here. Jason, my friend. How are you doing from sunny Atlanta no less? How you keeping man?

Jason McElhone: Awesome, I appreciate you having me on the show Darryl, thank you so much.

Darryl Praill: For those who don’t know I have a man-crush on Jason and I’ll tell you why I have a man-crush on Jason, because he’s a good-looking man. Have you seen him? He’s the stud muffin, he’s got that, Navy SEAL physique that I wished for, but my DNA did not gift me with. But most of all, what I love about Jason, is his voice. So if you don’t follow him, I mean the voice, I don’t mean just how he sounds, I mean his style, his tone, his message, how he comes across, how he engages with you. When Jason talks, he’s one of the few people that actually stop and I listen and I listen like I’m anxious to hear what he has to say, cause I know he’s going to drop me a truth prop.

Darryl Praill: So there’s other people in that, I would look at, someone like a Keenan. Keenan’s gonna breed up a style with a cut, Benjamin Dennehy, bared himself again, these are some of the people that I just go, “I love these people, they engage me and they enlighten me.” So Jason, that’s my one and only compliment I’m gonna give to you the entire show after that we trash talk, so we’re clear on that. For those who don’t know you, maybe you can give us a quick dirty little background about, cause you’ve got a really interesting past and I think it’s all contextual here. You can just reveal and share yourself a little bit for a bit.

Jason McElhone: Yeah, I just turned 50 on April 13th, so I’ve been in sales my whole life, about 30 years. I started off when I graduated college in 1992, selling insurance for MetLife door to door, one of the most difficult experiences I ever had, but one of the most rewarding. And then I hopped in a car, Darryl with my sister and her soon to be husband, and we drove from Upstate New York to a place called Orange City which is just outside of Daytona Beach. Screwed around on the beach for about three months.

Jason McElhone: Finally made our way down to Pompano Beach/Fort Lauderdale. And I rolled into the Baja Beach Club, on the 1st night we were there, it was a Wednesday night, it happened to be ladies night. And I met this guy who was all decked out in a Versace shirt, fancy Rolex, and he saw me flirting with a couple of girls and he says, “Man, you got pretty good game, what are you doing?” I said, “Well, I don’t have a job. I was collecting unemployment from New York State.” He said, “Well, why don’t you come work for me to be a Stockbroker.” So long story short, I got my series seven license, and within six months I was knocking down six figures and that touched off a 14-year career, half of which I was actually working out of my house in Delray Beach, Florida.

Darryl Praill: Wow, so you are the classic like it does happen, stranger, walks up to you and says, “You’re interesting, let me take you and mentor you and turn you into a rockstar and give you your career path.” That actually does happen, it’s not Hollywood folklore.

Jason McElhone: Yeah, and to all the new folks, the SDRs are watching, I grew up very poor Darryl, I was the oldest of five kids, my dad was a welder, my mother was a stay-at-home mom. Both have recently passed, in the last few years. So when I moved to Florida and I started knocking down two, three, four, $500,000 a year, to say that I went off the deep end is an understatement. So I had a ton of fun. I’ve mentioned in prior podcasts that I actually worked at a sister company of Jordan Belfort, Stratton Oakmont, everybody knows “The Wolf Of Wall Street”. I knew a lot of guys that were actually in that movie personally, didn’t hang out with them much cause I was in Florida. Most of them were in New York City, but it was a wild and crazy time in my mid to late 20s, and it wasn’t until about the time I turned 30 that I finally started to grow up. I ended up building a house in Delray, as I mentioned shortly after that I got engaged, and then, of course, something called the crash of 2007 and eight showed up.

A lesson in humility

Darryl Praill: Now for those who weren’t in the workforce, that crash was killer, and then just for context, I’ve been around a few crashes. I was in the dotcom crash, and I remember being in my I’m going to LA for a job I took, and just before the dotcom crash hit. And when I got there, I had a team of 24 people. And then when I left there three years and change later during the dotcom bubble bursting, I left there, it was me and one other employee on my team. So that’s one example, 2007, 2008 made that look like chump change. So you lived through that, you’re in Florida, beautiful house, just built it, your life is on track. Boom, So what happens?

Jason McElhone: We could talk all day about this so I’ll give you the shortened version, If you saw the movie “The Big Short”, “Margin Call” etc. I saw all the free money that was being handed out in the 2000s in Florida. There were a lot of strippers, just like the movie portrayed that have four or five houses with little to no credit check, no money down, no interest rates, I said, “This is a massive crash waiting to happen Darryl.” So I started loading up on what’s called Nasdaq QQQ puts their options, and I had hundreds of thousands of contracts multi-millions of my own money and about 40 accredited investors short the market. And that was my biggest mistake. I should’ve had futures contracts not options, so I started losing what’s called time value and about six to nine months Darryl before the big crash, instead of making about $4.1 million, I eventually lost everything and landed up in Georgia on a forklift for nine bucks an hour, working in a factory, putting Craftsmen wrenches on a pallet onto a UPS truck. So I lost everything.

Darryl Praill: Wow, I did not know this part of the story. So welcome to humility, I’ll tell everybody, my forties and I’m 52 now. My forties, a large part of my forties was very similar. It sucked, you don’t know what life’s gonna throw at you. So I see right now you’re in a beautiful location, what happened? Cause clearly you’re still not on the forklift. So what happened?

Jason McElhone: Yeah, I was working in a factory, not too far from here as a matter of fact. And I was in denial for most of the bankruptcy. I lost and had write-offs, close to a million dollars, I got grilled in bankruptcy court for over an hour, it was a very humiliating experience. And I ended up moving as I said from Florida to Georgia. I had a house that I had bought, but I was literally down at the Shell gas stations, hawking my Breitling Super Avenger collections that I paid $15,000 apiece for, for about three grand just to pay the rent and just to survive and put food on the table. And it wasn’t until I was in the factory making nine bucks an hour, one day, it was about a hundred degrees in the middle of July.

Jason McElhone: And I had these goggles on, they kept running down my nose and it wasn’t until I literally broke down in tears and I said, “You know what dude, it’s your fault. It’s not the stock market’s fault, it’s not your partner’s fault, it’s not the president’s fault, it’s your fault. It’s your fault for living high on the hog, it’s your fault for having a million dollars in debt, it’s your fault for buying a boat for 77,000 that you sold for 28 grand less than a year later,” it was all me. And Darryl it was when I started to say it was my fault, my responsibility, my own doing was the beginning of a turnaround that eventually led to me building three or four houses a year ago, starting my own business and now I’m on the cusp of the biggest remote work revolution in the history of my entire life.

Darryl Praill: And that is your expertise. Your expertise is selling remotely cause you’ve done all this and you understand the thing. But what I love about your story was a couple of things, there’s a lot of truth, whether it’s a drug addiction, a gambling addiction, or any other challenges in life, until you hit rock bottom, it’s really hard to bounce back up, you just kind of bounce along the bottom for a while, rock bottom is amazing. And I say, it’s amazing because after you hit rock bottom, the only way to go is up, which is really kind of cool.

Darryl Praill: So I get that. The other thing I love about you is that once you determined that you were the one at fault, what that does, whether it’s a little faux pas, we make at a sales cycle or in Jason’s situations will be a little bigger is that gives you control because now that you know the problem, now you know what caused the problem, now you are in control to fix it. So what I want to do is I want to take a quick little break and come back because Jason has something that he contends that the year 2020 represents for every single person listening here, and it might rock your world, it might not be what you expect. So don’t go nowhere, we’ll be right back.

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Inside Inside Sales Podcast
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Building your personal brand

Darryl Praill: All right, so one of the things that I really want to get Jason out here for, he has a point of view and I actually a million percent agree with him. He contends I don’t want to give this away, but Jason tell me if I get it right or wrong that this right now, this time, this point in time, this is the best time, if you’re a sales development rep, you’re an account executive and you’re thinking of going solo. Or if life, like you saw with Jason, has forced you onto the bench, this is the right time. Never a better time to start your own business and put your craft, your discipline, your skills to good use so that you can build three or four houses in the last year just like Jason has done. Jason, did I get that right? Is that what your contention is?

Jason McElhone: Yes, I was on just to give a little context. I was on Wall Street through the dotcom bubble burst. I experienced the meltdown of 9/11 and actually did fairly well-buying options a few days after the big crash. And then I got wiped out, even though I saw the meltdown of real estate coming in 2008 and I ended up on a forklift. One of the best experiences, at the time it certainly wasn’t, but it changed my life in a much better direction. Just one example, I haven’t done drugs in 13 years and I never will again, so I was in a very reckless out of control lifestyle and it took Jason losing everything and owning every ounce of my failure in order to begin to turn my life around.

Jason McElhone: But right now in 2020, as we’re going through this thing we call COVID-19, there’s no question in my mind because it’s a forced lockdown, and we’ve got millions of small businesses right now that are going under. There is no better time to build a personal brand. There is no better time for all my SDRs and AEs out there to start creating content. You got to start writing, you got to start podcasting, I don’t have my own podcast, I probably should. I just prefer at this point to be a guest. And then you got to get in front of the camera and start doing video. In three years, just to give everybody an idea, I’ve never edited a video, not once, I wouldn’t know-how.

Jason McElhone: Darryl has got the most impressive setup I’ve ever seen. I’ve never edited a video, I’ve got an iPhone 10 Max, that’s it. What I do have is very to little any fear to face what I know needs to be done and pull the trigger. So all of you out there that are in your 20s, 30s, or even if you’re an old-timer like me, that’s trying to get your footing in sales. You must, you must, you must start creating content right now because I can promise you when the budgets come back in the next two or three months, if your prospect hasn’t read you, listened to you, or watched you, whether it’s on LinkedIn or YouTube or Instagram, you have little to no chance of getting the budget when it becomes available.

Darryl Praill: So this is huge and so remember what he’s saying here? He’s saying, “This is the time for you to take your skills and go solo if you’re so inclined. But if you’re gonna be successful doing that, whether you go solo or you team up with a few buddies, if you’re going to do that, you’ve got to brand yourself.” And Jason is walking the talk. I love that he says, he’s never edited a video, I’ll talk to him offline, I’ll coach him I’ll teach him what to do. Don’t worry about that, folks I got it covered. But the point is, he’s right. You gotta be fearless and just put yourself out there and did it. So he says, he’s never done it, but he’s doing it, three years, non-stop, putting himself out there. Bam, bam, bam, bam.

It’s all about video

Darryl Praill: So Jason let’s talk video. Why video? Why did you choose video? Because you didn’t do it before. So why video?

Jason McElhone: Yeah, interesting stat, Google says that 90% of all content consumed in 2020 is video. So even though we’ve got all these newspapers and all of these blogs and all these online articles, 90% of what we consume is either the Television, YouTube, now, of course, it’s TikTok, etc. So if you’re not in front of the camera, which gives your audience a chance to see you, feel you, learn to trust, and like you, you’re making a huge mistake and I’d like to touch on something that Darryl just mentioned. You don’t have to be like me and go off and start your own business, that’s a very difficult slope.

Jason McElhone: You’re gonna go through a lot more money and a lot more gray hair than you think you would ever going to do in the first place. So if you’re at a firm right now and you’re just an SDR so to speak, that’s just out of college. You need to make sure you’re in the right place. Does your boss, does your VP of Sales acknowledge the fact that the world’s going virtual. Face-to-face has peaked, we’re never gonna get on as many planes, trains, and automobiles ever again. So if your boss does not say Sarah, Bob, Steve, by all means, don’t be doing drugs on video, don’t be bad-mouthing the company.

Jason McElhone: But if you’ve got an idea, a tip, a trick or a success, even a failure, you know, my biggest post ever 2 million views, one post, 2 million views. It was written on LinkedIn when I talked about it and said “I went bankrupt in 2008.” 2 million views, nobody gives a shit about Darryl or Jason saying, “Well, I’ve got 4,000 subs on YouTube in five weeks.” Yeah, so what, tell me about your bankruptcy, tell me about the cancer that you survive, tell me about your partner who screwed you for a few million dollars, and how you came back. Put that on video, put that on a podcast, write that down, even if you’re afraid, you got to take that first step and you gotta do it right now.

Darryl Praill: I cannot emphasize what he’s saying enough. So let me phrase it differently though to make sure we’re connecting with every single one of you listening. You do not, you should not, you shan’t put an image out there, of what you think the world wants to see. Don’t be a poser, nobody cares about the poser. You may have a little bit of success, but you’ll never reach the levels of success you want unless you truly are authentic. See, being authentic isn’t a shaky camera. Being authentic is being vulnerable, it’s being transparent, it’s admitting failures, but it’s also sharing the secret sauce that you learned along the way. It’s not hoarding that information.

Darryl Praill: If you do that, you will capture their attention every time and that is exactly why Jason’s in my top three of people that I stop for. Now he said over 90% according to Google watch video. Here’s another stat for you, okay, 91% watch video on mute, they’re watching it on their phone, they’re doing it on silent, they’re in a meeting, they’re whatever they are, right? So total pro tip here, if you’re gonna do it, if you can, it’s in your best interest to caption it, and you can use services like Rev.com is really affordable, or you can use services like Zubtitle Z-U-B-T-I-T-L-E.com, and there’s others that are super fricking affordable and captioning it will get you more views.

Darryl Praill: So video, now, one of the questions I have for you Jason, we talked about being honest and being transparent and telling your story. And I do wanna say one thing here, now Jason talked about the point that whether you’re starting a business, but he said maybe you’re not starting a business. Okay, I contend it doesn’t matter because it’s the same. If you’re starting your business, you need a brand. If you’re just early in your career, you need a brand because that next job you’re going to have competition for, so why you, so that’s whether I’m getting a customer, I’m getting a new boss. It doesn’t matter, you need a brand. So what do I talk about in video? Where do I come up with the ideas? Where do you come up with the ideas Jason?

Jason McElhone: Very simple definition for personal branding: Talk about what you care about, it rhymes and it works. Because I can tell you this, whatever you care about, even if you’re 22 years old is why you’re here. It’s your purpose for being, if you care about barbecue sauce, there’s people making millions on YouTube doing barbecue in the middle of nowhere or alongside the pool. It doesn’t matter what it is, you have to sit down with your significant other, maybe your family, maybe your kids and say, “Hey mom, dad, what do I talk about all the time? I’m struggling to put together an idea of how to develop my brand. What are you constantly catching me talking about? What do you think my passion is?” Cause a lot of folks don’t know the answer to that. And then when you figure out what it is, there is no perfect time to start.

Jason McElhone: I remember sitting in a Dunkin Donuts about 10 miles from here, Darryl, when I did my first video in 2017. I got so nervous, I almost threw up the donut in the parking lot, but I somehow got myself together and said I know I need to do this. Little did I know that in 2020, you guys need to think about this for a second. The world’s going virtual. There’s never going to be as many face-to-face meetings again. There is going to be a run on talent, Darryl, the 1% that create content and that’s all it is. I invite everyone to Google 90-9-1 Lurker rule – 90% lurk, 9% engage, 1% create. Every C-suite executive right now for the rest of 2020 is going to be thinking, we need to get people in here that create content.

Jason McElhone: Whether they write, whether they podcast, or do video or all the above. If we don’t have what I’m going to call virtual talent, we’re in big trouble. So if you’ll just face your fear, even if you’re 22 years old and get yourself in the 1% who create, I can promise you that when you pick up the phone as I generated over 50 million views, about 20% of my audience when I call them like, “Oh, hey Jason, wow. I never thought you’d call meco, what’s going on? “Well, I need you to write me a cheque.” “Okay, how much?” It’s almost, they’re all getting that easy, but it took three years, two hours every single day to get to where I am. So don’t worry about being perfect. Just get down to a place, what do I care about? And then start talking about it, speaking about it, doing video about it and your life is going to change in ways that you’ll never dream, possible.

Darryl Praill: He is hitting something really important here on so many levels. One, if you screw up, you know what your audience will laugh with you. Cause that actually makes you more approachable, they giggle and they’re like, “Jason’s just like me.” Cool, so that’s the first part, get over yourself. Second part is he talked about the 90% Lurker rule. So I don’t get the engagement levels on my posts that someone like Jason does, or Keenan as you might imagine. Now I laugh because the vast majority of say Keenan’s engagement is people going “atta boy”, cause they want to suck up to Keenan, no offense, Keenan’s a cool kid.

Darryl Praill: To me, that’s useless. So I like that I don’t get the same level of engagement because the engagement I get is solid and it’s substantial. So don’t measure yourself on likes, and clicks, and shares, and anything you do when it comes to video. It’s the lurkers though that you’ve got to think about, if you go, “Oh, I only have like 50 comments.” “I only had, a thousand views of the video.” Trust me that 90% of the lurkers, it means 90%. So you get 50 views, well, times that by nine. All right, so that says over 500 people actually read it and saw you, so that’s huge. Never undervalue the lurkers.

Generation YouTube

Darryl Praill: Okay, quick question. We’re getting tight on time, I want to hit up YouTube. You have just started YouTube, so you’re taking it to the next level. You’re all over it, in the last was that month or so in that shorter timeframe, you’ve got over 4,000 subs. I want to know how you’ve done that, so give us the quick and dirty Jason school tips and tricks when it comes to YouTube and growth and the way you go, over to you.

Jason McElhone: Yeah, in large part, I’ve capitalized on something that’s called EIBL, the emergency loans for small businesses. You’ll see two frames of advice when it comes to YouTube, they’ll tell you to niche down. So they might be telling guys like me, you need to niche down in sales and remote work. And I’ve done a half a dozen or more YouTube videos in the last five weeks and they’ve done fairly well. But I’ve seen a lot of YouTubers Darryl that get involved with what you might call current events or what’s trending. And what’s trending right now is that small businesses by the millions are going out of business.

Jason McElhone: So it’s all about the EIDL loans, the PPP loans, the PUA, the stimulus checks, etc. So I’ve chosen to take a very complex subject and instead of doing a 15-minute video, that’s loaded up with ad sense, I narrow it down to three or four minutes as I’ve always done on YouTube. I hurry up and get to the point, I tell you the truth, take it or leave it. And in the span of just a month or so, I mean the last several videos I’ve had have been seen almost 20,000 times on YouTube. That is an insane amount of engagement for someone that’s just getting started. So my advice is don’t just niche down, that’s important.

Jason McElhone: But if you see a subject on the news, maybe it has to do with corona, maybe it has to do with remote work, maybe it has to do with what Jack Dorsey just said in that Twitter employees are welcome to work from home indefinitely, jump in front of the camera and say, “Hey, I’m 23 years old, I just saw Jack Dorsey say that it’s okay to work from home for the rest of my career at Twitter.” Let me tell you what that means to somebody who’s 23 years old, that’ll get picked up by Google or YouTube’s algorithm, and it may go viral and you’ll wake up one morning with a few thousand followers or subs just like me.

Jason McElhone: So you got to pay attention to current events, you gotta be authentic, you gotta be real, you got to niche down, but more than anything as I’ve tried to say here today, you got to pull the trigger. You’re going to find your tribe, you’re going to find people that say, you know what? This girl, this guy is telling me the truth, they’re educating me, they’re also entertaining me. And there’s your sub and eventually, if you stick with it long enough, here comes the credit card or the cheque for whatever it is that you happen to sell.

Darryl Praill: So let’s just repeat what he just said, cause this is gold. Whether it’s content in any shape or fashion, not just YouTube. You got to find your tribe. That’s number one. Number two, if it is YouTube specifically, you want to go that route, not just use video for your own personal branding and your own website, maybe LinkedIn messages, maybe email, sales, and nurtures. You want to go that route hyper niche, hyper niche. He’s 100% spot on and that’s how you get, you don’t need the whole big pie, you just need a little piece of that pie. The other thing he was talking about, about topical items, that’s called newsjacking, because that topic it’s hot right now. Everybody’s looking for it. You want to newsjack.

Darryl Praill: Here’s the last thing, you’re saying “Yeah, but he’s a sales guy, he’s selling remote sales yet he’s talking about all these subsidies.” Guess what? It doesn’t matter because his prospects, they’re going to Google him, they’re going to say, “Oh my gosh, he’s everywhere. He’s on LinkedIn. Look at how many subs he’s got on YouTube. They’re not looking at the content, they’re just looking at the street cred of his subs. That’s where they’re looking at and the fact that he’s even there. Remember how we began this whole process? It’s the psychology. And that’s what we’re gonna bring it back. Jason, if they want to reach you, what is the best way, my friend?

Jason McElhone: Yeah, as you mentioned, you can find me on YouTube. It’s under my name Jason McElhone as well as on LinkedIn, if you’re looking for help building out a remote sales team, I own remotesales.com, so jason@remotesales.com. So if there’s anything I can do for the audience, and I know most of them are probably younger folks, SDRs, AEs. Don’t be intimidated by my title, I’m here to help you in any way I can.

Darryl Praill: That’s Jason McElhone, I got it wrong, I suck at this. remotesales.com. YouTube rockstar, LinkedIn savant. He is the man, I’m a big fan. Thank you, Jason. You’ve made my week, have a great day Jason, I love you. In the meantime folks, we’re going to do this again next week, yes we are. I’m not making this up. You tune in, I’ll talk to you soon. Bye-Bye.