Are you intimidated by sending out cold emails? Is your outbound messaging not hitting the reply rates necessary for success? Do you have trouble not knowing where to start when it comes to initiating a dialogue with your prospects through email?
In this episode of INSIDE Inside Sales, Darryl speaks with Blissful Prospecting’s Jason Bay, to discuss the art of prospecting with customized emails. Jason goes over his tried and true “REPLY Method”, giving terrific advice on how exactly to be dialed-in to the persona of your prospect. He also gives us great insight into how to speak the language of your prospects. This brilliant framework breaks down simple and tangible ways to tactically and dramatically increase your open rates, and it’s all here on this episode of INSIDE Inside Sales!
Not in the mood to listen? No problem, you can read the transcriptions below.
Host: Darryl Praill, VanillaSoft
Guest: Jason Bay, Blissful Prospecting
Darryl Praill: And we are back for another episode of INSIDE Inside Sales. How are you doing folks? My name is Darryl Praill. I’m with Vanilla Soft, and I am … I’ll be honest with you folks. I am both excited to be here because today’s conversation is not only, shall we say, relevant. They are always relevant, right? But this one is really relevant, and I’ll explain why in a second.
Darryl Praill: I’m also tired. I am tired. The last couple weeks, I’ve been bringing my tradeshow season to the end. What that means, is my crazy travel schedule has been catching up with me. Last week alone, I was in Seattle. I was in Denver. I was in Philly. I was all over the place this week. Where was I this week? Oh, my goodness. I was in Chicago. That’s where I was at. Then I was on a panel last night – locally, thank goodness – through the American Association of Inside Sales Professionals. So it’s been nuts. I slept on the airport floor this week. The tile floor. Put my suit jacket over top to keep myself warm. The life of a road warrior. Sounds glamorous. Trust me, it’s not. I just want to put that out there. That is my problem, not yours.
Darryl Praill: What I do want to talk about, though, is what we’re talking about today because I said that this was an exciting topic that I was looking forward to. Why? Good question. I have had this conversation multiple times in all of those stops, whether I’m talking at an AA-ISP event, a Modern Sales Pros event, or whatever. The question always kind of comes up. You know, how do you have better prospect? What are your tips and tricks? Last night I was on the panel, I kind of spoke up, and I said, “Well, to me, there’s three aspects. There’s customization, dedication, and research.”
Darryl Praill: What’s relevant for today’s podcast is the conversation around customization. So customization is unique, right? We get all of these emails. We get all of these pieces of, I guess, content, collateral, call it what you will, that are blatant templates. They’re just obvious templates. In fact, it’s so bad that I’m going to be on a webinar in the next little bit called basically, Enough With The Shitty Emails. I’m not making this up. I got Jack Kosakowski joining me on this one, and we have a collection of shitty emails that we’re going to go through and dissect.
Darryl Praill: The common theme on every single one of those is that the sales professional has not taken the time to customize it for their recipient. Now, that doesn’t mean you go and spend 20 minutes on each one researching the recipient, hence my customization, dedication, and research. That doesn’t mean that at all, but it does mean you should be able to quickly customize it.
Darryl Praill: So clearly, that’s not happening. It’s a lost skill. So if you’re doing that already, feeling very confident, getting great results, then please save yourself some time. Tune out right now, and go do something more productive. But if you’re still here, and I know you are still here, that’s because you know you can do it better or you’re not doing it at all. You may have excuses. “I don’t have time. I have activity numbers to hit. I have all these amazing things I need to do that are precluding me from doing that.”
Darryl Praill: The reality of it all is this. How do you measure your success? If you measure it by getting appointments, getting deals, starting conversations, adding it to the pipeline. I don’t care how you measure it, but to me I would much rather measure on those outcomes than I would on just simply activity numbers because the outcomes are all that matter at the end of the day. Then we need to talk about customization.
Darryl Praill: To make that happen, I am going to bring in a ringer. Not only is he a ringer, he’s got a whole system in place. If you don’t know him, his name is Jason Bay. He’s the Chief Revenue Officer of Blissfulprospecting.com. Check them out. Follow him on LinkedIn. Jason, he’s prolific. I say that often, but he is. What I love about Jason is a couple things. When we were talking about this, he actually somewhat pursued me and the messaging was very customized. He actually followed his own mantra. Then ironically, part of that was having other podcasters rave about Jason, and again how he did the same thing.
Darryl Praill: So I will tell you, full disclosure, Jason closed this deal to be on this podcast not just because of his reputation and his capabilities, but because he actually does what he preaches. So today, Jason and I are talking about how you can make your outbound messaging kick butt.
Darryl Praill: Jason, welcome to the show, my friend.
Jason Bay: What’s going on? I’m excited for this, man. That was one heck of an intro. I’m really looking forward to that webinar, by the way. That’s pretty a pretty catchy title.
Darryl Praill: Yeah, yeah. No. I’m looking forward to it, too. It’s one of those things that … I think every office is the same. You know, sometimes you just got to share emails with your colleagues and your peers, and I know my CEO and I do this on a regular basis, and often my VP of sales, too. What’s amazing, too, and people don’t realize this, is if you do have an interesting value prop or your correspondence is really, really lame, we share with each other and we quickly ascertain that you’ve sent the exact same one to each of us with no personalization whatsoever. So that just makes you look even better.
Darryl Praill: We do talk amongst ourselves. That’s quite common in most organizations. So in the personalization … but when we get them, here’s the funny part, similarly when we get outreach that comes to me, and my head of sales, and my CEO, but they’re different, we actually go, “Whoa,” and we stop and go, “Okay, who is this cat?” Then we actually drill down on what’s their value prop, because all of the sudden they’ve got our attention. Clearly they know what they’re doing.
Darryl Praill: So it’s not just my reaction when I get something, but it’s also some of the lesser talked about is the collective reaction, because often these things are in fact being shared amongst your colleagues. So something to think about. Now, with that, Jason set the stage for me. Now you’ve got a whole … I love that you’ve got an acronym. It is not a TLA. It is not a three letter acronym. It is a five letter acronym, and I’ll let you share that with us shortly and how you approach this topic.
Darryl Praill: I want to kind of back up a little bit and say, what was the catalyst for Blissful Prospecting to generate this approach in the first place?
Jason Bay: So when I first started … so I left a corporate job at the end of 2013 to do consulting. So I was doing sales and marketing for a company that sold business to consumer, a large residential construction company. So I wanted to do digital marketing and sales consulting for other companies. So I had to learn how to do outbound, and I didn’t … because before I could kind of do the door to door thing and the cold calling thing, but in terms of outbound, I didn’t really know where to start.
Jason Bay: I was one of those people that did exactly what you talked about just now, right? I was like, “Oh, yeah.” I write predictable revenue and I was like, “Oh, so it’s this easy? It’s just sending a bunch of cold emails to people. Awesome.” So I got on LinkedIn sales navigator, pulled a big list, started sending emails out. It just didn’t work at all. Actually, I had a lot of negative feedback. You know, people telling me that I need to take more time to research them and that they’re not interested and telling me to F off and all that other stuff.
Jason Bay: So when we started Blissful Prospecting, the reason for that was when I actually figured out how to do outbound, a lot of the companies that I was prospecting to were like, “Oh, that’s a cool email. Could you maybe do that for us?” When we started doing the prospecting for clients, we started running into a couple challenges.
Jason Bay: One, they didn’t really know very much about their prospects. Two, it took forever to write these custom email sequences every single time. So what we really started to look at were, hey, what are the patterns? What are the things that an outbound cadence, whether that be email, calls, et cetera, what does that need and how can we package this up and create a framework to where we can take the same approach and still customize it every time?
Darryl Praill: So in the course of creating that, I’m assuming there was a period of time that you went through where you kind of had to refine it. In other words, you’d say, “Oh, this approach isn’t quite right. That approach isn’t quite right,” because, like you said, when you started doing it yourself, you started having much better success, but that was kind of what was in Jason’s head versus a process that you can formalize and teach to your crew there, and especially new hires as you onboard them so that they were representing your processes, your brand, your methodology correctly.
Darryl Praill: So how long did it take you to refine that process and nail it down, such that that knowledge was transferrable to your employees?
Jason Bay: Yeah, I mean, it was definitely … probably took the latter part of a year to really come up with what is necessary in this? When you start teaching it and trying to get other people to do it, that’s where you start seeing gaps, right? I actually learned the most from doing one on one training with individual reps. That’s where I had noticed that the empathy piece was really, really missing because they had never really done the job of the person they’re reaching out to.
Jason Bay: It was, I don’t know, sort of intuitive to me being a salesperson now for about 12 years. It’s my entire professional experience is in sales, and I always wanted to think about like, “Well, hey. Why would the prospect want to buy?” And thinking from their perspective. That’s when I realized that most people weren’t thinking about, you know? So the prospecting, the language was always, “I want to meet with you. I want to sell this thing to you. Our product, our service does this,” and nothing about who they’re actually reaching out to.
Jason Bay: So that was probably the biggest piece, actually, that was missing in the approach for the longest time that we didn’t really pick up until we started actually training. Instead of doing the prospecting for people, actually training individual reps on how to do it.
Darryl Praill: It’s funny you say that, because when I was on this panel last night, there was another question that was asked, and I think it was – I’m paraphrasing – something along the lines of the winning attributes of a sales rep or the top three or whatever, right? So each of us in the panel had a few variations, but one of the ones I brought up, and I was the only one to bring it up, was empathy. It was exactly that. It was like, “Guys, you have to realize, you’re not selling. You’re solving, and for you to solve, you need to understand the pain, the challenges the world that your prospect is living in.” So if you don’t know who your prospect is, and I’m not talking about the individual. I’m not talking about John Doe, who John Doe is. I’m talking about the … the assumption is you’re targeting a list. That list is probably in a certain industry. It’s probably a certain size. You’re probably targeting a persona or an individual, the head of marketing, the head of sales, whatever, in that organization.
Darryl Praill: So based on all those parameters and attributes, what is their life generally like? Stereotypically like? How does that make them feel? What are the challenges? How do they react when they go and talk to their colleagues and talk to their bosses about how they’re performing or underperforming? Where are the external pressures coming in? From competitors or the economy or the industry or technology innovations that’s changing the way they do things? If you don’t understand all that and you can’t get yourself in their shoes, you are destined to fail. Empathy I think is huge. So I love that you actually have that and you call that out.
Darryl Praill: All right. So let’s get into the meat and potatoes. Before we do that, we’re going to go for a commercial break. Don’t go anywhere. We shall be right back. Talk to you soon.
Darryl Praill: And we are back. Jason, talk to me my friend. You promised me a five letter acronym that would change my world and make me customize the bejeezus out of all my email correspondence such that I am a sales rep rockstar. So let’s start. Talk to me about your acronym. Spell it out for me, and then we’ll walk through it step by step.
Jason Bay: So the REPLY method is … so essentially, what we’re going to start going through here. The R is for results. The E is for Empathy. The P is for Personalization. The L is Laser Focus. The Y is for You.The #SalesEmail REPLY method...The R is for results. The E is for Empathy. The P is for Personalization. The L is Laser Focus. The Y is for You. ~ @jasondbay #Prospecting Click To Tweet
Jason Bay: So when you’re constructing your outbound messaging, the most important thing, and you sort of mentioned this earlier and we’re talking about empathy, is you need to be really dialed in with the persona that you’re reaching out to. So on the results end of things, you’ve got to really think about the person that I’m reaching out to, what do they care about? It typically falls into one of two categories.
Jason Bay: I really like Skip Miller’s approach in Above the Line Selling. Above and Below the Line Selling, I think his book is called, where you take the persona and you look at the above the line. So if you visualize a horizontal line where the decision is made, typically in B2B, it’s a committee, right? People come together to make decisions. So the VPs and the C levels fit into that above the line persona. These people are typically very strategic in nature and they’re thinking about revenue, profit, how to reduce risk, like really higher level things typically.
Jason Bay: The below the line personas, the reason why those are still useful to reach out to, you know, your directors and sometimes managers depending on what you’re selling, is that these people oftentimes might be feeling the most amount of pain that your product can help them with. They might have just as much influence on whether the decision to use your product or service, getting the green light on that.
Jason Bay: The reason why you want to separate these two is that these below the line personas are typically very tactical. So for example, if we were … I mean, we can look at VanillaSoft just because I’m very familiar with sales engagement platforms. We help companies with prospecting. A VP of sales, I mean, they have a lot different … their day to day looks a lot different than a sales manager, right, that might be implementing and using some of the software to coach and work with the reps.
Jason Bay: So the things that the VP of sales cares about is probably like, “Hey, are we hitting our quotas? Are we hitting our revenue targets? Are we on track to hit our targets three, six, nine months from now?” Versus your sales manager or your director of sales might be like on the sales floor actually working with the individual rep and they might care more about really tactical type of things like, “Hey, is this going to help my reps spend more time talking to their ideal clients? Is this going to increase their open rates on their emails and the reply rates so they can set more appointments?”
Jason Bay: So that first part, the results, you really got to figure out to this persona, what is the most important thing to them? What do they actually care about? That’s what you got to start with, and that’s typically a value prop statement.
Jason Bay: So for example, with us, if we’re helping people with prospecting, that might sound something like, “Hey, we help B2B sales teams increase the time they spend in front of their ideal customers by two to three times.” That’s something that would be very appealing for a director of sales or a sales manager that we might want to work with or work with their sales team, for example.
Darryl Praill: That’s appealing to me. As soon as you said that. I’m a C-Suite because I want my team being two to three times more productive. In fact, that’s a conversation we had last night on the panel. I kind of said, “How many people here are working in rooms that are dead quiet?” Lots of hands go up. I was thinking, well, why? There should be some element of productivity. That’s what that says to me. There’s not enough productivity and enough conversations taking place.
Darryl Praill: So that value prop alone just got my attention, which is remarkable because it’s such a simple value prop. It’s such a, really, a simple prop. I can’t get over how simple it is, yet no one’s ever said it to me that way, “I can increase by two to three times.” Boom. Okay. Talk to me. You got my attention. I’m cynical, but I’ll listen.
Jason Bay: So that first part, the results, this really needs to … so really, you went from internally, if you imagine yourself reading the email, you went from, “Hey, what’s in this for me?” To, “This looks interesting,” right?
Darryl Praill: Bingo. I’m going to read on.
Jason Bay: Exactly. So the reason why the second piece, the empathy piece, is really important is that value prop alone, that’s not really … there’s nothing about that that really triggers you an emotional way, correct?
Darryl Praill: No. Not emotional. No.
Jason Bay: You’re like, “That sounds cool. That sounds really awesome. I’m interested.”
Darryl Praill: I’m interested and that would make my life a hell of a lot better, but my hearts not beating a flutter going, “I’m in love with this individual.” Although, I’m sure you’re a wonderful person, just so you know. Sidebar.
Jason Bay: So the empathy piece, the reason why this is really important is that people really connect on an emotional level with people. It’s not the logical things about someone’s product or service that really makes the prospect connect with that. So I want to give you an example.
Jason Bay: So when we talk about challenges that our prospects are having, they tend to be … it’s funny. You guys are VanillaSoft. I’m going to use the word vanilla.
Darryl Praill: Go for it.
Jason Bay: They tend to be very …
Darryl Praill: Very vanilla. Yes.
Jason Bay: They tend to be very vanilla in that, oh … so let’s look at VP of sales for example. Oh, VPs of sales are having challenges hitting their revenue targets. That’s like not a very sticky challenge. That doesn’t really resonate with them. They’re like, “Okay, cool.” If someone isn’t hitting their revenue targets, like, “Okay, well, all right.” You’re not really …
Darryl Praill: It’s right up there with rain is wet, okay?
Jason Bay: Yeah.
Darryl Praill: Okay, got it.
Jason Bay: You really need to get the prospect to empathize with you and really think internally, “Ah, this person is speaking my language.” So you actually gave me some really good insight just now when you said that people were having challenges with quiet sales floors. So what this might sound like in an email …
Jason Bay: So you have your value prop. What you’re going to connect to that value prop is the challenge. I typically insert this the sentence right before the value prop. So it might sound something like this. “Hey, Darryl. A lot of VPs of sales are telling us that one of the big challenges that they have is when they go into the sales floor in the middle of the afternoon, they’re not really hearing a lot of activity. So I wasn’t sure if that was a challenge that you’re having right now, but if you are, we actually help B2B sales teams increase the time they spend in front of their ideal customers by two to three times so that when you go into that call center floor, you hear a nice buzz or ring or whatever people call it these days.”
Jason Bay: So that’s the way that we’re going to hook through a sticky challenge like a specific instance. There’s a whole framework that we might not have time to dig into there, but really, it’s about this challenge. How does this come up in the person we’re reaching out to? How does it come up in their day? What’s the specific instance? How do they talk about it? If you can find that exact thing that they go through, a situation in their words and how they describe it, it’s really going to make that value prop more sticky.
Darryl Praill: So then where does the personalization come in?
Jason Bay: So the personalization comes … so now you’re looking at, hey, I have a solid challenge here. I connect it with a value prop. Now I need to personalize this email because every statistic … I’m sure you guys have lots of studies on it. A lot of other sales engagement platforms have looked at all of this data, too. The sweet spot that I see is about 20% of the email being personalized.
Jason Bay: So that could be the first couple sentences. So if you’re … again, we’ll use a VP of sales as an example. The first thing I’m going to look at is if this person is a VP or C level type person that’s in sales, they might be writing content. So I’m going to look at this person’s LinkedIn profile. I’m going to look and see if they’re writing any content, publishing anything. Do they have a podcast? A blog? That’s a really easy one to go for right there that you can find in a couple of minutes.
Jason Bay: The other thing, too, that you can look for is a lot of the data run personalization shows that if you can find a personal connection with someone, that can be really more effective than finding a blog post or something like that that they’ve written. So again, open up their LinkedIn profile. Is there anything you find in common? Are you guys from the same area? Did you go to the same school? Do you guys have a similar background? Did they work at a company that maybe you guys have worked with in the past or maybe someone you know worked? Do you have a mutual connection? There’s all kinds of things that you can look for there, but it’s the first two sentences in the email. Then you’ve got your challenge. Then it’s connected to a value prop.
Darryl Praill: All right. So we’ve got R is for Results. I love that. You know, especially your example of above the line and below the line. So you know your audience and persona. Your E is for Empathy. So you’re connecting with them, the challenges they face. P is for personalization. So you’re actually identifying something they’ve said or done or positioned or put out there and using it to establish an emotional or a relational bond between you and the recipient. I’m digging this so far.
Darryl Praill: Understand guys, this is not just an acronym. This is Jason is writing his email. This is the order that he’s writing his email in. So he’s got the R, the E, the P. All right. So what’s the L?
Jason Bay: So the L is for Laser Focus. The reason why I had to put this in is that most of … one of the things we do is like if someone just wants us to break down a cold email, they can just send it over to us and I’ll spend an hour with him on the phone going through it. 99% of the time, what I see is the emails are just way too long. I mean, I’m talking like 2-300 words. It’s just crazy. It’s so long that when you look at it, your eyes kind of go blurry for a second, right? Because you don’t want to read it.
Jason Bay: So in all of the … we’ve sent out, I want to say for our clients, 7-800,000 emails at this point. Everything that we’ve seen has been around … reply rates are the strongest when it’s between three and five sentences long or less than 120 words. So there’s a couple ways that you can do this, too, is if you send the email to yourself and then read it on your phone, you shouldn’t really have to scroll on your phone. So if you have to scroll, it’s too long.99% of the time #SalesEmails are way too long. Reply rates are the strongest between 3-5 sentences or less than 120 words. ~ @jasondbay #SalesTips #Prospecting Click To Tweet
Jason Bay: So when you look at the three to five sentence structure, you’ve got one sentence of personalization. One sentence challenge, one sentence the value prop. Then you’re going to have one or two sentences for the call to action. So it sort of fits in that three to five sentences.
Jason Bay: A couple tools that you can use that are free and easy to use are Grammarly. So if you don’t have Grammarly installed on your Google Chrome, you definitely need to do that. It’s going to pick out all the punctuation errors and all that stuff. It’s going to recommend ways that you should word things to keep it more concise. Then Hemingwayapp.com is another one. It’s free. You can take your email sequence, copy it, paste it into there, and it will tell you if a sentence is too hard to read. So it will help you cut out all those filler words.
Jason Bay: Another thing that you can do, too, is – this is a very simple tip that most people don’t do for whatever reason – is read the email out loud. So if I was writing an email, Darryl, I would read it to you out loud, and if it sounded weird saying it to you and it wasn’t how I would say it and it wasn’t as concise as I would say it to you verbally, that’s a really good way to spot how to not only make the email more conversational but to make it shorter.
Darryl Praill: All right. So bringing us home. It’s the Y. The Y is all about You. I love conversations that are about me. So what does the Y … how do I do that? Is that really your call to action at that point in time? Because you’re saying this is how I can make your life better? What is that?
Jason Bay: So the Y is really around the language in the email. So when I have the result and the value prop, I’ve connected that with the challenge. I insert the personalization. This is short, concise, sweet. The other thing that I need to make sure is that the language is framed in terms of the prospect. So one of the just quick things that you can do is look at the ratio of times that you use you and your compared to I. If you’re using I more than you and your, there’s too many I’s in there.
Jason Bay: So one of the things that you can do is instead of saying, “I was researching,” like in the very beginning, in the personalization sentence, you could say, “Was researching.” So instead of I was researching this. Yep, exactly. So you’re not starting stuff out with Y, or with I. Excuse me.
Darryl Praill: Yeah, yeah, yeah.
Jason Bay: So the other thing, too, is instead of saying, “I would like to hope on the phone with you,” or, “Hey, I’d love to meet with you,” “I’d love to talk about how our product or service would help.” It’s like, “Hey, would love to talk about how this can help with your challenges.” “Would love to grab a time on your calendar for 15 minutes and share this idea with you.” There’s no I in there.
Jason Bay: So it’s really about the language and I mean, there’s just so much psychology behind this just with marketing copy around if you put you and your into things, it just feels like you’re talking to the person instead of at them.
Darryl Praill: So the only flaw I see in all this guidance is you clearly haven’t seen my CEO’s phone where it’s small screen with a size 96 font. So I don’t think an email is going to fit on his screen. Just putting that out there. Beyond that, what I love about this, guys … I mean, look at this framework. You’re writing this. “Have I done the R? Okay, next I have to do the E. Now I have to do the P. Now I have to do the L. Okay, now did I really embrace the Y? Did I get results, empathy, personalization, laser focus, and is it all about them or you?”
Darryl Praill: So R-E-P-L-Y. REPLY. That is a brilliant framework. Everyone can remember it. To recap what Jason’s saying, three to five sentences long or less than 120 words. We’re all groaning right now because you know that’s going to be your biggest challenge in all of this is brevity. I get it. I hear you. Suck it up. You’ll get better over time. Does it fit on your phone? I suggest you go buy a big ass phone, the biggest screen you can find, the smallest font you can find. It will always fit there.
Darryl Praill: I’m a big advocate of Grammarly. I use it nonstop everywhere. LinkedIn, Twitter, everywhere. It is awesome. I always forget my commas. I’ll say, “So, Jason, I was thinking about this.” It’s so-comma. I always forget that comma. So, Grammarly reminds me every time. I’m sure my score in Grammarly sucks because of that comma issue I have but use Grammarly. Hemingwayapp.com I am not familiar with. I had thought I knew everything going on there. That is my takeaway from this podcast. I am going there right now to check it out. I love that premise. The old trick of reading it out loud. Brilliant. It’s an old one and it works for a reason.
Darryl Praill: Finally, what’s your ratio of you and your versus I? That is a brilliant thing to think about. That, my friends, is how you customize a message for results. I love this framework. Please, guys, go try it out, all right? A/B test it. Do your old way, do the new way. It’s going to feel awkward at first, but it’s going to get better over time. If you do this, guys like me? I’ll answer you. Simple as that.
Darryl Praill: So with that, we’re done. We’re out of time. Jason, you are at Blissfulprospecting.com. Your company, is that correct? Did I get that right?
Jason Bay: Yep.
Darryl Praill: All right. He is the Chief Revenue Officer. He knows all about sales. You can find him on LinkedIn. Follow him there. In the meantime, Jason, anything else we should know about you do? Call to action. Now is your time. Tell us what we should know about you to make this worth your time to spend with us today.
Jason Bay: Definitely. Yeah, we have a lot of content that we post on LinkedIn, and there’s also free guides on our website. So if you’re interested in just getting a feel, like for free, how we work, how we do things, there’s a guide on our site about Video prospecting and how to send videos, like what I sent to you, Darryl. There’s also a guide on there where I breakdown a bunch of cold emails using the REPLY method. So I would definitely check those out at Blissfulprospecting.com, and then if you’re a rep looking for someone on one help or some help with your emails, you can hit us up and let us know. We’d be happy to talk to you as well.
Darryl Praill: I see nothing but value there for you folks. You know what you should do? You should REPLY to Jason. That’s what you should do, and knock his socks off with how you embrace his message.
Darryl Praill: In the meantime, we’re out of time. My name is Darryl Praill. You can find me on LinkedIn. You can find me on Twitter as ohpinion8ted, O-H-P-I-N-I-O-N, the number 8, T-E-D. I am with VanillaSoft, vanillasoft.com, the industry’s number one sales engagement platform. If you liked today’s show, please share it, like it, review it. Do whatever you want to do. Just let the world know. I’d be so grateful for that.
Darryl Praill: In the meantime, you guys have an awesome day. I shall see you again, soon. Take care. Bye-bye.