INSIDE Inside Sales – Ep 54: 5 Keys to Creating New Opportunities

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We here at INSIDE Inside Sales have a special episode for you as the year winds down and we get ever closer to the end of the final quarter. We have a very special guest who is here to offer up some encouragement and advice from his latest bestselling book, “#SalesTruth”.

In this episode, Darryl is joined by the unmistakable and world-renowned sales consultant, bestselling author, and original member of the Four Horsemen, Mike Weinberg.

Darryl and Mike discuss best practices and highlights from some of the brightest stars in the world of sales, as well as tried and true ways to address real issues, faced by real people, working for real companies. From having the right attitude to proper calendar management and strategic targeting, this podcast is chock-full of wisdom you can use to finish this year strong!

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


Host:  Darryl PraillVanillaSoft

Guest:  Mike Weinberg, MikeWeinberg.com

 

Darryl Praill – And it’s another episode of Inside Inside Sales. How are you doing folks? You know, that’s actually a loaded question right? ‘Cause I ask that question every week ’cause I genuinely care, I really wanna know how you’re doing, but I’m gonna answer, I’m gonna answer the question this week. I’m sick. It’s that time of year. I spent the entire weekend on the couch, I’m recording this right now on a Monday morning. Here’s the killer. I have this recording to do today, and then tomorrow I’m speaking all day at a variety, we’re sponsoring a show for the next two days.

Darryl Praill – It’s a SAS North show, and we have NABU with everything else, and we got a ton of meetings lined up with financial folks and all those other kind of people that I have to talk to. That’s tomorrow. And then Wednesday I’m on stage speaking for 40 minutes about the power of social selling. Which I know my guest who I’m gonna have on today is a huge fanatic of, loves social selling. Massive advocate for it, you’re gonna see that shortly. And teach people how to use LinkedIn, in other words what’s not to do. Like templates. Like sending a message like hi Darryl, we do this, can I have 15 minutes and your counter tomorrow at 10 AM?

Darryl Praill – That’s bad, so don’t do that. So yeah, I’m sick. I’m trying to nurse my voice all weekend long to do that. So I can speak to you today and I can speak on the stage on Wednesday and I can speak all day tomorrow. So that’s my hell. And you, in the sales profession, you get it right? Because you make your living on the phone. I mean sure there’s e-mail and there’s social and maybe SMS, but really when you’re on your game you’re either on the phone or you’re on a video meeting, and it’s about sounding good. So you feel my pain. So brothers and sisters, welcome to my painful world. If you hear me sniffling along the way, I apologize.

Darryl Praill – Also though, to make it better, my guest today who you’re gonna meet shortly, took it upon himself to make himself sick just to make me feel better. Which I think is very magnanimous. The question is who’s gonna sniffle more? If you’re listening with your headphones in, maybe you’re on the bus, you’re on the ride home, you’re walking down the street, I apologize in advance if any of our sniffles do damage to your ear drums. That is not nice of us, but it is not intentional. I got a question for you. Real serious question. For many of you this is not gonna make any sense at all, for others you’re gonna totally get it.

Darryl Praill – So I am at a certain vintage in my career, many of you know I’m 52 years old, and I think my guest is of a comparable vintage. He may be a tad younger, we shall see. And there’s a thing that happens with this vintage. Everything old is new again. But the challenge is that not… The noobies, those of you who have just been in the sales force for the last five or 10 years, you don’t know that what’s new is actually old ’cause we did it a decade or two or three ago. It’s just got a different name. And it’s always interesting because it’ll have these newfangled things coming at you, and I’ll give you some examples all right?

Darryl Praill – So this is one of my favorite ones. ABM, account-based marketing, or ABS, account-based selling. This thing is the rage, right? You got it buzz everything, are you doing an ABM? Are you all in an ABS? Blah blah blah, it’s like everything and it’s like well what do you mean? And I’ve got news for you folks. When I hear that, I just roll my eyes at you. I roll my eyes. And that may offend you, and I’m sorry, it’s not meant to, but let me explain why I roll my eyes. I roll my eyes because account-based marketing or account-based selling is not new. The acronym is new, but when I grew up and I was in the sales war in the 90s we called this TAS. Target account selling.

Darryl Praill – IBM was the dominant force behind target account selling. But let me ask you this candidly. Do you ever see a world where you wouldn’t identify your key accounts and pursue them relentlessly? Yes, you’ve got maybe the top 50 or 100 accounts you want, then you get the next 500 or 1,000 accounts as tier two, then maybe another 5,000 tier three, whatever stratification you want. But I mean just because ABM or ABS is all the rage, don’t go thinking that this is the best thing since sliced bread. It’s hearsay It’s not. It’s old, just reinvented. And it works, and the reason it’s hot is ’cause it does work. That’s the thing with sales. With sales, there are so many things out there that people are saying you gotta do this. Social selling. You gotta do that. Account based selling.

Darryl Praill – When the reality is everything we’re doing is just, if we’re doing it right, is just traditional, it’s just the standards, it’s just blocking and tackling. It’s just what always worked. Another example of that would be the phone, all right? The phone is hot again, why is it hot again? Well it’s hot again because of things like GDPR. Because I can’t spam my people to death, so guess what, I gotta pick up the phone. But the phone never went out of style. That’s the thing with selling. The foundations, the basics. Those things never go out of style. If you’re not good with that, then you’re not gonna succeed.

Darryl Praill – So get your basics down solid. Which leads me to introduce today’s guest. Let me bring onto the stage here for everybody. Bestselling author of this book right here, #SalesTruth, Mike Weinberg. I am so stoked to have this man today. I have been chasing him relentlessly to get him on the show, and apparently he’s a little busy promoting the show, being in demand. He probably has a little group of flunkies that travels with him everywhere. That make him look all special. If you don’t know him from his sales books, previously of course bestselling author of New Sales Simplified, then you would know as one of the Four Horsemen, I believe Chris Biel gave him that name, of the OutBound conference fame. Him and Hunter and Iannarino are the original four amigos who just kick ass.

Mike Weinberg – And Jeb. Mr. Blount.

Darryl Praill – And Jeb Blount, yes, thank you. I should not lose Jeb, that would be bad. Thank you, Mike. Mike, welcome to the show.

Mike Weinberg – I don’t even know where to start. I just want you to know that as you kicked off in the opening there, empathy is a very important gift in sales, and part of the reason I got myself sick was to show empathy for you. Make you look better as a host. Just for a record, I am also 52 years old and that is a great age, Darryl.
Darryl Praill – It is a great age.

Mike Weinberg – I kept wanting to interrupt you during the opening, I don’t know if my mic was hot, but I could just listen to you talk about sales and reality and truth all day long. So thank you for having me, I’m so glad we set this up, and it’ll be fun to talk.

Darryl Praill – It is, and I have to bring the audience in on our inside joke. So I was saying that Mike is a huge fan of social selling, and while he is a user of social media, he’s also an individual who says social selling on its own is not gonna get you to your quota. Did I say that well? Look at him, he’s all wound up and ready to go and jump on this. Got for it Mike, talk to me about that.

Mike Weinberg – You know, I’m a user of social, and I’m a fan of social as an aspect of selling. I think in my first book seven years ago I wrote it’s a great supplement to, not a replacement for, our traditional selling efforts. And not much has changed over those seven years. Where I get wound up, and I don’t hold back and you can read about it in #SalesTruth, is when the people who are promoting social selling make it into something bigger than it really is and they say stupid stuff like everything that used to work in sales doesn’t, the phone is dead, you’re a Luddite and a dinosaur if you even dare try to interrupt somebody.

Mike Weinberg – And a lot of people that are purveyors of social preach crazy stuff like don’t do it, instead you should copy Gary V or Kylie Jenner and put out all kinds of crazy content and then people will come running to you. When they’re exactly 57% through their buying process, that’s another whole conversation. When they’re ready to buy. And I would tell you I have a lot of business and so do my friends from OutBound that are teaching there because there are sales teams that are opportunity starved waiting for people to jump into their funnel because they got really good at tweeting and perfecting their LinkedIn profile and commenting in groups and putting out content. So I love that stuff, I use it, I would be a hypocrite if I told you otherwise. A lot of my business comes from inbound efforts. But that doesn’t mean we shouldn’t be blending it together with good old fashioned stuff just the way you described in the opening.

Darryl Praill – And that was really the genesis, was it not? I mean you tell me, of the OutBound conference right? I mean it’s not the social selling conference. It’s not the account-based selling conference. It’s just OutBound.

Mike Weinberg – Yeah, because OutBound still works and it gets a bad name. I think Anthony is the creator, he was the mastermind. He sat there one day, you know there’s this crazy conference for all these people that wanna talk inbound, we have all of these companies in this amazing breadth of industries from defense to big data, from uniforms to distribution, from sass to trash, from payroll services to plastics, I mean I could go on and on and on. And in all these companies where we’re doing work, people are having tremendous success creating their own sales opportunities.

Mike Weinberg – Many of those opportunities being created through traditional prospecting effort. Old school. E-mail, telephone, networking, trace all associations, pop-in prospecting, I got a couple companies I work with both in the insurance space, in the constructive supply space, in the communication space. They’re still knocking on doors. So we get really offended and frustrated when people in a movement, particularly the social selling movement, like to say dangerous things that tickle the ears of gullible, weak salespeople who are looking for an easy button.

Mike Weinberg – And part of the reason that Jeb and Anthony and Mark and I would go so crazy defending the value of OutBound is because it was the salesperson who was most vulnerable that would fall for the nonsense, that oh, if I just go make a bunch of videos and write a bunch of posts, my business is gonna take off, I don’t need the phone. And yet in all those types of companies I described, we could take you in to real sales people who are crushing it, generating their own sales opportunities through traditional methodology.

Darryl Praill – You talk about you have companies, clients, who still go out and knock on doors, so to speak. One of the biggest, total sidebar, not pitching here folks, just sharing. One of the biggest features in VanillaSoft that gets the biggest reaction from so many of our prospects, is we have the ability to go and draw a map. Like here are the boundary’s meaning, the rep, the outside rep who’s gonna be knocking on those doors, it’s gonna be in that location tomorrow or the next two days, and so here are the boundaries of where he’s going or she’s going to go hang out in her car and knock on doors.

Darryl Praill – And then it will work with the inside reps, actually optimize and set up appointments for them to maximize their time out in the field. My point I raise is because that actually is still common and effective. So many of us get blinded by what sales professionals do in one industry, and that industry is high tech. But there are so many other industries out there folks, let me tell you that. In our case high techs on 18% of our install base. Insurance, finance, you talk about manufacturing, all these companies still wanna do face to face stuff and that’s an important part of selling. So I gotta ask a question.

Mike Weinberg – No, I need to say something.

Darryl Praill – Go for it.

Mike Weinberg – I wanna say thank you. Because I think part of what’s happened in the last decade or so is that a lot of the noise in the sales industry comes out of Silicon Valley or out of Boston.

Darryl Praill – Yes. Yup.

Mike Weinberg – So some big voices that have big platforms that are on the coasts. And I’m not going political here ’cause I live in the Midwest. ‘Cause I’m from New York and I get the coast, but what you’re describing is this mania towards new tool, tech stack, social, don’t interrupt, making fun of people that use traditional methods, a lot of it emanates from the coasts. From the elites in sales who became very popular in the tech world.

Mike Weinberg – And when these people write and make blanket statements regularly, in LinkedIn posts and in their comments, making fun of people that use traditional methods, they’re ignoring the fact that the average guy that sells mac trucks or works for an industrial distributor selling some type of supplies to some factory, or even just other types of territory sales jobs around the world, their customer isn’t necessarily on LinkedIn looking for IP or trying to solve their problem. It’s a fallacy. So I just wanna thank you for pointing out the thing where just because it works in tech, it doesn’t mean it works everywhere else or that that’s the only way or the right way, so kudos for bringing that up.

Darryl Praill – I would even go a step further. Just because tech does it doesn’t mean it’s right. So that’s just, you gotta pick what’s right for you. Which is probably why I loved the book, I’m gonna pitch the book for a second guys. So I mentioned this weekend I was sick. I knew I was gonna talk to Mike today. The book’s been on my to do list for forever, and I actually got off my butt, I drove to the bookstore, and I didn’t want to, I wanted to do a download, but I said no no, I’m gonna get the hard copy ’cause my plan is I’m gonna get this guy to sign this someday. And I drove, I bought it, and I sat and I read this book, actually I read this book in one day, my wife doesn’t know how I did it, but I had nothing else going on. This book is awesome! I was sharing with Mike before we went live. I was taking pictures of certain pages and sending it to my colleagues nonstop all weekend long saying this, this, see what he says here, this. So talk to me, Mike. Why did you write the book?

Mike Weinberg – I wrote the book for a couple reasons. Some of it was righteous anger. And in the early chapters I take on the industry ’cause I think there are charlatans in our space promoting their way. Their common phrase of the last few years has been everything in sales has changed and nothing that used to work still works. And I hear that. Then I contrast that with what I see with my own eyes, in the breadth of the type of companies and industries I described earlier, and I say no, that’s not true.

Mike Weinberg – In a lot of places where I’m seeing top producers, they’re deploying the very same best practices they did a few years ago, five years ago, maybe even 10 years ago, so clearly everything has not changed, so I wanted to set the record straight and I wanted to actually quote some of the crazies in our industry and put their own words out there public. I think they get away with a lot of things, posting things on LinkedIn, that their fanboys like and share, but the general public really never sees it. I called out some of the nonsense in the industry.

Mike Weinberg – And then the second half of the book I really broke it down into a couple segments. I’ve got this six chapter run where I talk about what does it really take to become a creator? So you’re creating, not just chasing. You’re being proactive, not just reactive. And all the benefits that accrue to you as a seller who is being strategic, who owns their calendar, who has the right attitude, who’s taking responsibility for filling your own funnel. So there’s a whole bunch there, I know you wanna go into that section for sure. And then later on I just talk about some other best practices, my favorite chapter is chapter 15 where I highlight two of the best salespeople I’ve ever seen on this planet.

Darryl Praill – I love that chapter.

Mike Weinberg – Neither are my clients, I take no credit for their success which makes the stories even better. And they’re very different people in very different industries, but I wanted to include that for the sales population to see. These two individuals who are crushing it, making crazy money, at the top of the game in their various industries. Have no tricks, no shortcuts, no secret sauce. They just work their ass off, they know their business, they know their customer. They’ve mastered the fundamentals.

Mike Weinberg – I included that ’cause I wanted people to be encouraged that there’s no magic and there’s no shortcut. So there’s that, then there’s a couple chapters about not getting commoditized and fall into that procurement pit, but that’s what, I wrote it because those are the issues I’m seeing in real companies and I felt like I was in a position, because of the success of the other two books in my platform, to hit people hard with some truth, and take on some of the nonsense.

Darryl Praill – One of the, just total sidebar, one of the things, I loved your book, I loved your analogy of chapter 15, especially the Volvo sales rep. One of the things I loved especially, I loved loved loved, you go into how you don’t need to let procurement drive the process. And how you work against procurement too. And you set the stage up front and you’re not afraid to walk away. It’s all about communication. And the best line, one of the best lines I got out of the whole book folks, was when you get that objection the first time, I hope I’m not giving anything away here, but read the book, it’s worth it. One line Mike shares. When they say no, I don’t want a meeting, he uses the line “Well why don’t you just visit “with me anyway and I will show you X, Y, and Z.”

Darryl Praill – And that line, it’s such a beautiful, non-confrontational line. Love that. Okay, so let’s talk about, you bring this up at the end of chapter six. My hardcover book, it was around page 70. I was so impressed ’cause I read it this morning. I was talking to my crew and I said page 70, that was gold for me, and it was still page 70, I remembered that, it stuck out so much. You said there’s five things that we need to do to fill the top of the sales funnel which was you need to have, and you go into each of this. There’s a chapter, if I recall, dedicated to each of these five points. The right attitude. Intentional calendar management, I loved this topic. Strategic targeting. Show. Me. The. List. With periods between each word. Really really good.

Darryl Praill – Compelling messaging, the marketer in me was like can I get an amen brother? The compelling messaging stuff was fantastic, all right? And the elevator pitch, I’m gonna use it tomorrow. I won’t give it away, but Mike, sales leaders like yourself will often invest in VanillaSoft if, and I’m gonna carry on. And a commitment to prospecting, and this almost ties back to intentional calendar management. So we’ve talked on the show multiple times about the right attitude, mindset, et cetera. So go to past episodes for that, we’re gonna skip that for now. We’ve never talked about intentional calendar management. Mike, this is gold. And it’s such an easy thing to do, and so many aren’t doing, and you use a really good description in the book about what a typical sales rep’s day often looks like and how on the surface it looks like it was really busy, but the reality was he didn’t do anything. So talk to me about this tactic.

Mike Weinberg – Well I mean we could talk for days about this. It’s amazing. Anthony Iannarino and I joke about this a lot, but how much of success comes down to time? Anthony calls it “me management” right? I call it the art of becoming selfishly productive. Sales is different. No one cares how many hours you work. We don’t get paid to move stuff around.

Mike Weinberg – There are no prizes for having inbox zero. I see a lot of sales people that spend 50 hours a week working, but they’re not working on things that accomplish the only three sales verbs that matter. There are only three verbs that matter in sales. Create. Advance. Close. Our whole life should be focused around, when we’re working, creating new opportunities, advancing existing opportunities, and closing warm opportunities.

Mike Weinberg – And I watch salespeople work. They deliver parts to customers and they play inbox jockey and they’re all over customer service request. They jump in, they’re helping on operations. Right now we’re recording this, it’s holiday season. They’re the ones decorating for the Thanksgiving Day party. They’re doing everything right? They’re making little pop-in courtesy calls on their favorite accounts. I’ll share this, we’ll talk probably a little bit more about it later. There’s no data that says that spending extra time with a non-growable existing account is gonna increase your sales. It makes you feel good ’cause they like you, makes them feel good ’cause you’re serving them, but overserving or babysitting, dare I say, an existing customer that is not incrementally growable, actually hurts, doesn’t help your sales.

Mike Weinberg – So all of that thrown together is a strong message to salespeople. You gotta look at your time. You can’t make more time, and I can’t believe that companies pay me real money to tell them this, but how often I need to sit down with an executive and go I found your biggest sales problem, and unfortunately it’s really simple. And I always make sure I cash the check before I tell a senior executive this. But the reason you don’t have more new sales, the reason your people aren’t winning, net new business, is because they don’t spend enough time working on that. They’re working, but they’re doing everything else but hunting trying to put opportunities in the top of the funnel. And that’s why I went so deep in the chapter and so was blunt in some of my descriptions about how we spend/waste our time.

Darryl Praill – So you talk about one tactic when it comes to managing your calendar so you’re not wasting your time. So you are prospecting as opposed to servicing. It’s time blocking. So can you elaborate on that?

Mike Weinberg – Yeah, I mean it’s the simplest concept in the world, it’s been out there forever, it’s been popular forever, I’ve learned it from Michael Hyatt, I learned it from Alan Weiss, right now there’s books about being indistractable, I’m losing the author’s name but I just read that book over my last trip. Cal Newport, Digital Minimalism and Deep Work, two very influential books. They all say virtually the same thing. You gotta take back control of your calendar.

Mike Weinberg – And it means, you go in there and you put little blocks, offensive blocks around your highest value activities, and you make appointments with yourself to work on things that actually move the needle. You don’t prospect by accident. My dear friend Mark Hunter, he’s got a rule in his book High-Profit Prospecting, it’s a myth. He says the myth is I’ll prospect after I take care of my existing customers. And the reason it’s a myth, because it never happens. Unless you carve out the time, you won’t do it because prospecting isn’t urgent. It doesn’t call you.

Mike Weinberg – And there’s always something easier, or more urgent, and definitely more attractive to do, than initiating contact with people that don’t know you. So we find other things to do, even if it’s overserving an existing customer. So go in your calendar and carve out little blocks of time, even if it’s only 60 or 90 minutes, to work on creating new sales opportunities, and when you’re in that time block, stay focused. Don’t take inbound communication. Don’t be distracted. Get off social media. Just do what you gotta do, make your OutBound e-mails, make your OutBound phone calls, do whatever is a research, but everything has to be completely focused because if you don’t, it’ll never happen, and then the day, and all the crap that hits the fan, will prevent you from doing your most important activities.

Darryl Praill – What I liked about that conversation was, in the book you even talk about you don’t need to be super responsive on e-mail because there was a day when we didn’t have e-mail. We would go to our little—

Mike Weinberg – No one’s gonna die, Darryl.

Darryl Praill – No one’s gonna die, exactly.

Mike Weinberg – No one’s gonna die if you don’t get back at them for an hour.

Darryl Praill – Right.

Mike Weinberg – Unless you’re an emergency room doctor, and that’s a different conversation. And I have one client, I got one client in a very reactive business where they must respond to client inquiries immediately, otherwise they’re gonna call the competitor. But that’s one out of hundreds of companies that I meet. If you get back to somebody in 59 minutes after your time block is over, most people would say that’s awesome. And let me also say one other thing to salespeople ’cause I go deep in the chapter on this.

Mike Weinberg – Stop saying stupid crap to customers like I’m your guy, I’m your gal, anything you need you call me, you text me, I’ll drop everything, I’ll be right there. Dude, I long for the days before we all had cell phones. And when customers needed something, you know who they called? Customer service. Because they knew you were a salesperson, you were actually out on the road, seeing customers, making appointments on airplanes. So part of it is we have, with our smart phones and connectivity, we have allowed customers to use us as their personal concierge. And while that sounds good, and it’s great in the name of customer retention, it actually hinders our new business development success because we’re overly tied to those existing accounts that see us as their service people.

Darryl Praill – So we’ve overlapped a few things here. So the five points he talks about. The right attitude, which is straightforward. Counter-management, so we talk time blocking when you’re gonna do e-mail, time blocking when you’re gonna do social, time blocking when you’re gonna do prospecting right? Which his fifth point is related, we just talked about, commitment to prospecting. No excuses, this is a discipline. And we’ve talked about this before, I had a conversation with Andy Paul recently. I’m in one of his e-books, and it was 61 people, he asked what’s the number one habit. My statement was discipline, and the reason it was discipline was really related to prospecting.

Darryl Praill – You have the discipline to do it every single day. That is reserved, that’s on your calendar. No excuses, no distractions, that is . You cannot break that. Discipline. Now he talks a little bit about strategic targeting, which effectively means you know who you’re going after. You know them by name, you’ve identified them. He does a fantastic job in this book, and I won’t give it away, he talks about a sales rep, we’ll say he’s a little awkward. Stands out from the crowd as not being part of the normal sales profile. And he’s hammering it, he’s kicking ass. So when Mike went to investigate because the CEO wanted to know why this somewhat awkward rep was doing so well, he actually understood, it all made sense because this rep had spent so much time targeting who he thought was the right fit. And that, cause and effect right? The last thing was compelling messaging. Now we’re out of time. But the one thing I want to hit on was the one point you took about compelling messaging. You’ve got 30 seconds, Mike. Talk to me, talk to my audience, talk to the sales reps about the power and the necessity for compelling messaging.

Mike Weinberg – Yeah, most sales people are awful when they message, when they tell their story, when they open their mouth, when they write, because they’re self-focused. They’re either talking or writing about their company or their product, and the consequences of that are awful. At best you’re getting commoditized, at worst you’re getting completely ignored. The key to compelling messaging is as quickly as possible, in written and oral communication, or even in a PowerPoint deck, to get to the issues we address for our clients, and the outcomes we produce.

Mike Weinberg – And the easiest way to do that is to bridge into those issues because it’s not natural. When someone says tell me about your business, or you’re just talking the most common way we default to saying we do this, we’re the manufacturer, we’re the best, we’ve been in business this long, here’s our history, here’s why we’re so wonderful, here’s our cool product. And all of that faces resistance because it feels like a pitch to the customer. And the way to get their guard down, and intrigue them and engage their heart and their mind, is to lead with stuff that’s on their mind. They’ve got problems they want solved, they’ve got pains they’d loved removed, there are outcomes they’re trying to achieve, they’re under pressure to achieve a different type of result, and if we can get that out first, everything changes, we message, and I go really deep and give you a couple great exercises in chapter 10 to help you do that.

Darryl Praill – And you do. As the marketer in me, I loved that. I just loved, loved, loved that. I’m gonna roll that out to my own sales crew. Anyway, we’re out of time guys. I apologize, I could talk to Mike all day long. But let me give you a good plan B. Buy the book. It’s awesome, all right? It’s an awesome, awesome, awesome book. What I love most about this book , you guys, you know me. I try to shoot straight. Mike shoots straight. Nothing burnished, no agenda. He’s just pleading with you to do the basics, and he gives you so many cool tricks. The messaging, the list, visit with me anyway, it all goes on. The five things you need to do to fill up the top of your funnel. These are all #SalesTruth from Mike Weinberg. Check it out, you can get it on Amazon, or be like me, get it at your local bookstore. Either way, Mike, thank you so much. What’s the best way for people to follow you or to get a hold of you?

Mike Weinberg – Thanks. It’s Mike_Weinberg on Twitter and on Instagram, and MikeWeinberg.com is where I blog and you can find out more. Thank you for having me Darryl. Thanks for your sponsorship at OutBound. I’m not gonna be involved this year, but I’m pumped for those guys. I think 2020 OutBound’s gonna be the best conference they’ve had yet and I’m excited to see all the great stuff that you’re doing, so thank you for having me.

Darryl Praill – Oh man, dude, we are so thrilled here, and we are devastated that you are not there. But we know why, and we respect it, but the next best thing folks, #SalesTruth. My name is Darryl Praill, this is Inside Inside Sales. We’ll talk to you soon. Take care folks, bye bye.