INSIDE Inside Sales – Ep 37: A Simple Plan for Prospecting

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How do you go about prospecting? Do you have a prospecting plan? If you don’t, you’re not alone as the vast majority of sales professionals don’t have a plan at all. They don’t build a list of questions to ask. They don’t seek to understand the needs of their clients before they contact them. They don’t even have a visual image of who they want to sell to.

In this episode of INSIDE Inside Sales, Darryl speaks with the legendary Mark “The Sales” Hunter about the 8 key steps to building a successful prospecting plan. Darryl and Mark go over easy to follow aspects such as believing in your product, focusing on outcomes, and even just keeping a positive attitude. If you want to gain an edge by finally having a prospecting plan, then have we got a show for you, on this episode of INSIDE Inside Sales!

Not in the mood to listen? No problem, you can read the transcriptions below.


Host:  Darryl PraillVanillaSoft

Guest: Mark Hunter, The Sales Hunter

 

Darryl Praill: All right, we’re back for another episode of INSIDE Inside Sales, the only show on the podcast world where we talk nothing but tactics. I love it. Just tactics. No strategy, no vision. Why do we do that? You know, I actually get that question once in a while. Why do you do that? The answer is pretty straightforward. Because there’s a lot of other shows that do that, and you should go listen to them because those are done by really smart people. My whole goal when I do this thing, and hopefully this is why you’re here and hopefully you spread the love with your sales colleagues, is I want you to be marginally better. 1%, marginally, better after listening to every single episode. I want you to take away one piece of advice. What’s interesting is that’s my goal for you, but the truth is, with every single show, when I talk to these really smart people about how to approach sales and business development, I myself am also getting marginally better. It’s amazing how much I learn. And it’s not always something I’ve learned, it’s something that I’ve been reminded of that I’ve known and I’ve just forgot to do. This is the fact. This is what we’re all guilty of. Because we all have read the books. We all know what’s going on.

Darryl Praill: We’ve all watched videos. We’re all on LinkedIn. We’re watching all the various influencers out there, sharing their insights. We’re commenting on them. Just in the last 24 hours, I was on this whole conversation, which this is totally related, about how I’m learning. I was on a conversation that my good friend Luigi … I’m going to get it wrong. Prostini? Anyway, he’s out of the Australia/New Zealand area. Wonderful guy. He’s got the Sales IQ Podcast. Luigi is out there talking about researching and that you have to research every call. Check out his post and you’ll see what I’m talking about. He basically says do you agree? Yes or no? You get the usual what I call sycophants, and that’s nothing meant disparaging, although it probably does sound disparaging, where it’s like yeah, uh-huh (affirmative). You go, Luigi. Yeah, brother. Yeah, love it. Yeah, got to research. And, hey, research is good. I have a different point of view. My point of view is not unique, but my answer was well, it depends. Is this for a sales development rep who’s making the call or is this for an account exec? Because if it’s for an account exec, then yeah, I agree with you. But, if it’s for a sales development rep, then no, I don’t agree with you. I don’t believe you should research.

Darryl Praill: So, we had this back and forth. The back and forth really came down to two points of view, and I’m not going to try to persuade you to take my side or take his side, but I will present the different points of view. Luigi’s intent is admirable, which is the research is going to help you connect with them because you’re going to understand their pains, and I fully agree with that. My point of view is the role that SDR is fundamentally that you simply are taking other marketing qualified leads or a list that sales has generated and you’re reaching out to them to see if it’s a fit, and then you’re setting up an appointment for the AE. Based on that, there’s an assumption, and Luigi and I got into a conversation around named accounts so let’s use that as our discussion. In fact, I want to give full credit. Luigi was commenting on the original post, which was posted by Morgan Ingram. So, you want to find the post, go to Morgan Ingram. He’s the one who posted it.

Darryl Praill: Anyway, his point was well, you know, you got to research because they’re named accounts. My point was, listen, if they’re named accounts, that means There’s a filter that’s gone in to create that list. That means you’ve gone, you’ve said I’m going to specifically target this vertical with these aspects. Maybe they have Salesforce installed and they have Marketo installed and they have something else installed. This size, in this geography, and I’m looking for anybody with this persona, this title. We’ll say director, VP, or C level marketing title. I’m making this all up on the fly. The reason you do that filter for those named accounts is because you know your solution addresses very specific points that that specific filter, that industry, those titles, that size company, are facing. They have, probably, what I like to say is symptom A, symptom B, and symptom C. They have those pain points. And you have a solution that can address symptom A and symptom B and symptom C.

Darryl Praill: If we accept that premise, the SDR making the call is going to then go and say hey, do you have symptom A, do you have symptom B, do you have symptom C? Great. We have a cure that will make your life better. Let me set you up with an appointment with the AE. If they say no to A, no to B, and no C, then they say great, have a great day. Make the next call. The SDR isn’t researching every single lead in my example. So, that’s the point of view I took. That’s the point of view Luigi took, as far as you do do the research. Two different camps. Here’s the question. What do Luigi and I both have in common? What we have in common is we’re both articulating how we go about prospecting. What is our prospecting plan?

Darryl Praill: Now, imagine my surprise when this morning I get out of bed, I go to my inbox, and at 5:05 AM I have an email from Mark “The Sales Hunter.” One of the four horsemen. One of the key guys behind the outbound conference, and it’s called How Do I Build a Prospecting Plan. As you all know, Mark is never doing anything. He’s never busy. He’s just hanging out, waiting for Darryl to call him. So, I reached out to him and I said Mark, let’s talk about How Do I Build a Prospecting Plan? Let’s talk about your very blog post where you have eight steps that you can do right now and let’s share those insights. Maybe along the way, you can offer some insight in this fight that Luigi and I are having, this disagreement, and we can share our collective thoughts to help my audience be marginally 1% better when this episode is done than they were when they began. With that all said, let me welcome to the show Mark Hunter. Mark, how you doing, man?

Mark Hunter: Hey. Thank you for having me on the show.

Darryl Praill: I missed you. How you been keeping?

Mark Hunter: I’ve been busy. I was up in your fair country yesterday, I was up in Toronto. Sorry, I’m not pronouncing it the way you Ottawans. I don’t know, what do you call somebody from Ottawa?

Darryl Praill: An Ottawan would work, or-

Mark Hunter: An Ottawan.

Darryl Praill: … you can say loser. That’s also applicable.

Mark Hunter: Oh, man.

Darryl Praill: No? Or, what’s another? A patriot, because it’s our nation’s capital. How’s that?

Mark Hunter: Well, and your country does hold the NBA trophy this year.

Darryl Praill: We do hold the … Did you see any Raptors gear?

Mark Hunter: I saw way too much Raptors gear. But, as I walked past each one of those stores, I reminded the store owner that we do have the Stanley Cup.

Darryl Praill: You do have the Stanley Cup, this is true. Again though, a large portion of the people on that team were Canadian. I’m seeing a trend here. Just want to say that.

Mark Hunter: I think a large portion. They’re all, yeah.

Darryl Praill: If it makes you feel any better, a large portion of the Raptors were American, so there we go. We were just excited we had some Canadians on the team. All right, you came out with how to build a prospecting plan. What was the catalyst behind this? I mean, because you were a best selling author, you’re just a prolific speaker. You work with a lot of clients, you’ve been doing this for a few years. You might have a gray hair or two. Denotes some tenure and some experience. I won’t say you’re old because that would just be rude, although accurate. What is it you see that people are doing? I’m going to take it either you don’t seem them building a prospecting plan or they’re not doing it well.

Mark Hunter: Well, I see them doing both. A, the vast majority of salespeople don’t have a prospecting plan, or if they do have one, it’s a plan that somehow they think is going to work. The big challenge is prospecting doesn’t have to be complicated if you get the right roadmap set up. Go back to what you and Luigi were kind of going back and forth about. It really comes down to understanding who your customer is. That was really the first piece I say, that you’ve got to understand who’s your perfect client? Because if what you’re doing is a short sale, is just a rapid engagement, I don’t have to do research. Now, on the other hand, if I’m selling Boeing aircraft, I got to do a lot of research. So, what I wanted to do is I wanted to put together a plan that any sales person can walk through these eight steps, do them, boom, boom, boom. And then, they’re very comfortable to pick up the phone and make the call. The first step is do you know who your perfect client is? Get very tight, get very focused.

Darryl Praill: You actually go one step further, and I like this because you actually give some very pragmatic, topical advice, where you say take some time to write out a description of your perfect client. I don’t know if any sales rep I know themselves have taken time to write it out. They usually look for it to be handed to them by marketing, by sales leadership, or what have you. So, why that advice? Why not just have somebody give I to to you?

Mark Hunter: It’s because when you have it given to you, it doesn’t really sink into your brain. But, when you take and you sit down and you write it or you put it into your computer, it’s amazing that you’re going through the thought process as to why is this the perfect client? Who is this? What I always say is look at your previous clients. Who are the clients that you’ve done work with before? What did they look like? What are they all about? It’s amazing, when you go through that process, you begin to create this visual picture, this visual image of who it is that you want to be prospecting. When you have that visual image, it’s amazing how much more real it becomes when you’re picking up the phone and calling them.

When you have that visual image, it's amazing how much more real it becomes when you're picking up the phone and calling them. ~ @TheSalesHunter #Prospecting #SalesTips Click To Tweet

Darryl Praill: I really do like that. I like that, how you’re really connecting with them on a real, tangible level because you’re being almost tactical, if you will.

Mark Hunter: Yes.

Darryl Praill: In the sense of how you attack the … I’m stammering for words. The whole tactile, that’s the word, the whole tactile nature of a pen writing out on paper, where you have to be intentional about your thoughts because you’re writing the word about the attributes your ideal customer profile consists of really allows you to get into the head of that. Now, what I like to do with teams is I like to say okay so, if you’re on a sales team, two or more of you are targeting the same ideal customer profile, to your point, the perfect client, individually have them go down and write down what that ICP looks like and then compare notes. Because I’ll bet often there’s a different point of view. Do you see that often?

Mark Hunter: Yes, I do. See, this is what’s healthy about it. Now, I get these different points of view. What it does, it allows us to really become convicted as to who we believe the best client is. And when we become convicted, it’s amazing how much more in tuned we are in terms of knowing hey, I know I can help them. You have to, in order to be successful in sales, have ownership in the customer you’re trying to turn into the customer. And it starts here, by knowing who is your perfect client.

Darryl Praill: Now, you then kind of carry on that tactile experience, where first you say know who your client is, and then take some time to write out the description of it. Then, you go and do another tactile exercise, which as you say, step number two, create a list of the outcomes you create. And you give some very specific advice here about what that list is and is not, so maybe kind of elaborate.

Mark Hunter: Yeah, it’s not features. This is what everybody already said, oh well, we did that. I don’t care. I don’t care. It’s what is the outcome you create? You may sell software. We’ll say that you sell software. It allows an organization to be more productive. Well, what does that productivity mean? What does that productivity mean? It means that they’re able to get more revenue per employee. They’re able to satisfy more customers. They’re able to expand their reach. That’s where I want to get. What is the outcome? When you begin focusing in on the outcome that the customer receives, it does two things. A, you’re now thinking the way the customer is thinking. B, I think it jazzes you. Because you’re now seeing how what you sell is not what you sell, but it’s why you sell. Because of your ability to help them achieve. You know, my definition of sales is helping you see and achieve what you didn’t think was possible. So, you may be a company and you’re trying to increase revenue per employee. Well, this is what the software system that we provide, we sell, allows you to do. You’re going to be able to get more productivity per employee. Perfect.

Darryl Praill: I love that you took out that benefit and you mapped it back to business value. Now, the challenge is that, especially in the sales development role, less so in the account executive role, we don’t have enough life experience to do that mapping. So, how does a young sales professional entering the field do that step that you say is so important to do?

Mark Hunter: You’re not probably going to know this if you’re first coming in, but it kind of goes to this third step that I have in the list and that is build a list of 10 questions that will engage the prospect and allow them to share with you their critical need. So, all I have to do is start asking prospects questions as I’m on the phone with them and they’re going to take me to their critical points. They’re going to take me to their critical needs. They’re critical needs, those become the outcomes. See? So, really, if you start thinking about it, the whole eight step process I’ve outlined is a little bit of a circle. It’s not a straight line. The more you go through it, the more you learn.

Darryl Praill: The more you look back.

Mark Hunter: The more you learn, the more you apply. And what happens is you’re able to move faster and faster and faster. See, this is what’s key. So many people start off and they have all this wonderful stuff that they want to share. Well, I’m sorry, but, Darryl, if you were to call me up and just start spouting off, I’d hang up on … Well, I hang up on you all the time anyway. That’s a whole separate thing.

Darryl Praill: You’re not the first.

Mark Hunter: But, it’s I’ve got to engage. See? So, it’s not that I’m going to ask you 10 questions. Oh, I have 10 questions. No. But, what I’ve found is if I have a list of 10 questions I’m comfortable asking, I’m going to be real comfortable asking one or two. The whole thing about having 10 questions is it’s like having a lot of food in the refrigerator. If you know you have a lot of food in the refrigerator, it’s amazing how much more comfortable you feel, because you’re not going to go hungry. I want to have that list, and it allows me to be ready.

Darryl Praill: Are those questions specific? Because the classic, you want to ask open-ended questions so that they’ll talk.

Mark Hunter: Well, they’re open-ended, but they’re specific to their industry, to their needs. See, go back to the whole perfect client. Who’s the perfect client? What’s the perfect client dealing with? What are the issues? What are the challenge I see? Okay now, I may not know that specifically yet, but I’m going to get as specific as I can and the questions are going to be as specific as I can. And oh, by the way, remember, this is a circle. So, the more questions I ask, guess what? The more I’m going to learn what’s working, what’s not working. What’s working, what’s not working.

Darryl Praill: All right, we’re through the first three steps. We’re going to need to go for a commercial break. When we come back, we’re going on the lightning round and go through the next five because I want to make sure we get in and out of here on time and respect your schedule, folks. So, don’t go anywhere. It’s going to be fun. Stay tuned. All right, so we left talking about the list of 10 questions that you’re going to engage with them, and that you probably won’t ask all of them. You’ll refine them and you’ll improve them, and you’ll have that comfort level, knowing you’ve got all 10 questions if they’re the kind of individual that gives one word answers. So, that’s kind of cool. But then, you go on to step four and you talk about creating a list of value added statements and insights you can share with prospects during the prospecting phase. Often, I’ll almost lead every email I send with a results statement right away. It’s an insight. This is step four, which is logical because you’re setting up the conversation, which is going to happen fast and furious. Help me understand the difference of value added statements versus questions.

Mark Hunter: Well, really, you’re going to be able to interchange them quite a bit, but what I like to have is I like to have this list of value added statements because I might have one conversation with you and it doesn’t go anywhere. How do I stay in touch? Well, boom. If I’ve got this list of value added statements, insights, and questions, I’m prepared that I can send you off another email, I can leave you another voice mail. I can keep coming and coming and coming at you. Because there’s no way as one phone call is ever going to make it happen. But now, guess what? I’m ready and I keep coming at you, coming at you, coming at you. As we lose far too many deals because we do not remain engaged with our prospects long enough to get them talking to us. And this is what step four is all about.

Darryl Praill: I do like that. Let me make sure I’m clear on this. Is the value added statement kind of that hook we’re using to get to the conversation where we can ask our 10 questions?

Mark Hunter: Yes, yes. It is, it is. I’m going to share with you a value added statement or something like that that all it’s designed to do is to get you to say wow, I do really want to talk to Darryl. I do really need to pick up the phone and call Mark. Or, next time Mark calls, next time Darryl calls, I’m going to take that call because they’re providing me insights. Remember, the first piece was who’s the profile? Who is the perfect customer? See, all these insights are geared around what’s a value to them, not a value to you.

Darryl Praill: What I got out of that was that you want to talk to Darryl. That’s really all I heard.

Mark Hunter: No, not really. But, we’ll leave that for your mother.

Darryl Praill: All right, so you did the value added statement. That led to scheduling time to have an appointment. Now, we’re on to step five. Block the necessary time on the calendar to be able to prospect. I’m sorry, I guess I’m jumping ahead of myself. Before we get the appointment, you’re actually saying be intentional on blocking the time on your calendar to be at our prospect.

Mark Hunter: Yeah, you do. Oh man, thinking about prospecting is not prospecting. And oh, by the way, oh well, we’ll just go ahead and I’ll prospect as soon as I get done with everything else. Guess what? You won’t. Unless you put it on your calendar. Now, I don’t know if you’re like me, but I ate yesterday. I used the restroom yesterday. I showered yesterday. There’s certain things that I never not do. Prospecting has to be one of them. So, you got to block the time on the calendar to make it happen.

Darryl Praill: This kind of circles back a little bit to an indirect correlation to the point I was making with Luigi about research. I find a lot of people don’t block the time because they want it said block the time to research, and what they’re really doing is they’re avoiding the call.

Mark Hunter: Oh, that’s so true. So true. Prospecting time is when you’re engaged with the prospect. Not preparing, not researching. Uh-uh (negative). It’s doing it. Having the engagement with the prospect.

Darryl Praill: You’d made this point, but I want to underline this. You say here you have to realize that this is as important as eating or using the restroom. [crosstalk 00:21:07] So, this is not just a habit. This is as mission critical, and if you don’t do it, the dire outcome of that action is no different than not using the facilities.

Mark Hunter: The dire outcome is bad salespeople have shoeless kids. That is a tweetable moment.

Darryl Praill: And Shoeless Joe Jackson doesn’t have a baseball championship. I don’t know if that’s related at all.

Mark Hunter: I have no idea where you’re going with that, but it’s okay.

Darryl Praill: Okay. But, you’re right.

Mark Hunter: Yeah.

Darryl Praill: They have kids with no shoes because they’re not doing it. I mean, that’s the bottom line, right? The reason you’re doing this is to be successful at your job, and if you’re successful at your job you’re going to make money. You can give any excuse you want to, but if you don’t, you’re not going to make any money.

Mark Hunter: There you go. There you go.

Darryl Praill: All right. So, I’ve learned I should do this. All right, now step number six here. With each prospecting block of time, be sure to have a goal.

Mark Hunter: Please. Please.

Darryl Praill: Talk to me about that. What does that mean?

Mark Hunter: Please, please. You’ve got to have goals in terms of what you need to do. [inaudible 00:22:13] What are the number of calls I intend to make during this prospecting block? I want to always have a set of goals because remember, we’re in sales because we love to measure things. Along with that measuring thing is I’ve got to stop and evaluate myself after I got done prospecting. Hey, how did I do? How did I do? What do I need to change? What can I learn to help me be even better on the next prospecting block? Never go into a prospecting block not knowing what you’re going to do and never come out of it not evaluating what you’ve done.

Darryl Praill: All right, step seven you start to get a little bit … What’s the word? Less specific. This is actually very soft. You talk about your attitude. So, I do all these steps that you’ve said, which are very specific, but in the end it’s a soft aspect, not a tactical, pragmatic, specific aspect. Your attitude is what will make or break you.

Mark Hunter: Well, yeah. Because at the end of the day, I can make phone calls two ways. I can make phone calls with a bad attitude or I can make phone calls with a great attitude. And let me tell you something right now. If you don’t believe, this goes back to steps one and two, who’s your perfect client and what’s the outcome, if you don’t believe in the outcomes that you can help people with, you’re never going to have a good attitude. Because you don’t believe you’re making the calls for a reason. When you truly believe that the phone calls you make, when you truly believe that you can make a difference in people because of the outcomes you could help them with, you owe it to them to get in touch with them. You owe it to them.

Because at the end of the day, I can make phone calls two ways. I can make phone calls with a bad attitude or I can make phone calls with a great attitude. ~ @TheSalesHunter #Prospecting #SalesTips Click To Tweet

Mark Hunter: Anything short of that is literally failing not yourself, it’s failing you, but it’s failing them because you failed to reach out to them. And, I’m going to jump ahead to step eight, which is never give up. You see, this is the whole thing. You’ve got to be persistent. So many salespeople fall short. Well, I called them twice and they didn’t respond. I called them three times and they didn’t respond. Hey, if you can make it, keep going. And, the only reason you’re going to keep going is because of your attitude. It’s amazing. Every one of us every day have opportunities presented to us. The vast majority of people never see them because they’re attitude is blocking off. There’s nothing to be learned here. There’s nothing to be gained here. Have the right attitude, it’s amazing what changes.

Darryl Praill: Mark’s using the word attitude. I’ve heard many people also refer to this as mindset. So, both equally applicable. So, your eight course recipe for how to build a prospecting plan is step one, make sure you write down who your perfect client is. Be very specific about that. Compare your notes, if you want to, with your colleagues and see how you compare and get consistency and consensus. Step two, create a list of the outcomes that you physically, your solution, creates. Not talking features or benefits, talking about how you help the customer with what you sell. Step three, build that list of 10 questions that will engage the prospect and allow them to share with you their critical need. Step four, create a list of value added statements and insights you can share with prospects during the prospecting phase. Huge. Step five, block the time on your calendar, to be able to prospect. All right, you got to do that. Step six, when you’re in that block of time, have a goal so that you can celebrate the victories and then keep the momentum going. But, part of that as well, always evaluate what you learned and how it helps you improve. So, continual improvement.

Darryl Praill: Step seven, it’s all about your mindset and your attitude. You’ve got to have the right mindset and the right attitude. In other words, I believe in my solution. If I get rejected, it’s not a rejection of me, it’s a rejection of this solution. But again, going back to learning from this, maybe I didn’t present it well enough, so maybe I’ll refine that. But again, it’s with the right attitude and the oh look it, I learned something. That’s a win. Even though I got rejected, I learned something. That’s a win. Keep it going. Step eight, never give up. Be persistent. If you struggle with being persistent for whatever things, this is where I would say you need to buy VanillaSoft because we’ll help you with that. That’s what we’re all about. That’s my little plug for VanillaSoft. Mark, what are you up to these days? Where are you speaking? You got any books happening? Should I buy something? Have you written something in the last couple of weeks? You’re always fricking writing.

Mark Hunter: I’m always writing. I probably write 3,000 to 4,000 words a week. Hey, my new book, we can now officially talk about it. A Mind for Sales. A Mind for Sales. That’s my next book. HarperCollins is my publisher, and that will be releasing in the first quarter of 2020. Outstanding [crosstalk 00:27:02] more news on that one.

Darryl Praill: A Mind for Sales.

Mark Hunter: That really is a great book. We just got done writing the manuscript about two weeks ago. I love it.

Darryl Praill: Did you go to the other three horsemen to help you write that or [crosstalk 00:27:13]

Mark Hunter: Hey, the other three horsemen are in there. And, of course, we’ve got OutBound coming up next year the week of May 5th. And, ooh, guess what? We’re taking it to the next level. It’s getting even bigger. Yes.

Darryl Praill: And, heading to OutBound-

Mark Hunter: You know what? Sales is fun. This is fun.

Darryl Praill: … OutBound is like one of the preeminent events you guys need to go to. If you have a budget to go to shows, if I can make any one recommendation … I’m not saying this just because Mark is here on the podcast right now. Okay, maybe he’s influencing it a little bit. OutBound is definitely one you have to hit. It is a-

Mark Hunter: It is a mind-blowing occasion.

Darryl Praill: … It is a mind-blow. Everybody walks away from that, going wow. So, if you want to develop your craft, that’s the way to go. But, if you want A Mind for Sales, Q1 next year. In the meantime, whilst you wait for that one, Mark has several other books. [inaudible 00:28:00] your favorite book seller. Amazon, whatever you want to. Check him out. Mark, what’s the best way to reach you, sir?

Mark Hunter: Well, the website is thesaleshunter.com. And yes, Hunter is my real last name. No, I did not change it. It’s [crosstalk 00:28:07]

Darryl Praill: You embraced it.

Mark Hunter: It’s The Sales Hunter.

Darryl Praill: Thesaleshunter.com.

Mark Hunter: So, hey, I guess that I was just born to be in sales.

Darryl Praill: You were definitely born to be a hunter. We know that for a fact.

Mark Hunter: Yeah, and because people were trying to rip off my name, I actually had to trademark it. So, The Sales Hunter is trademarked.

Darryl Praill: Trademarked. So, you have to say that. The Sales Hunter, trademarked.

Mark Hunter: Trademarked.

Darryl Praill: To get that. One last thing you need to know, guys. He is very active on social media. What I like about Mark, he does something a little different from other influencers. He actually does a lot of video work, but his videos are like 10 seconds long. So, you get a nugget in a hurry. Now, I’m still working with him on captioning his videos, but they’re like 10 seconds long. So, turn the video sound on quickly, listen, and then turn it back off again.

Mark Hunter: I should add captions, you’re right.

Darryl Praill: You should add captions.

Mark Hunter: I do them so rapidly when I’m dashing through an airport.

Darryl Praill: I know, you’re multi-tasking.

Mark Hunter: That’s my life. That’s my life.

Darryl Praill: We’re out of time, folks. It’s another episode in the books. If you like this show, stay tuned. We’re going to be back next week and doing it again. My name is Darryl Praill. I am with INSIDE Inside Sales. Happy selling, folks. We’ll talk to you soon.