INSIDE Inside Sales – Episode 4: Do you understand why you are prospecting?

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Are you prospecting because it’s your job? Is there another reason you prospect? Simply stated – do you understand why? If you don’t understand why you’re prospecting then you not going to win. It’s that simple. Listen in as Darryl Praill interviews Steve Burton — the only two-time and current winner of BESMA’s Sales Trainer of the Year — to drill down on this issue to help you understand the reason you go through the grind everyday.


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

Host:  Darryl Praill, VanillaSoft

Guest: Steve Burton, The UK’s Top Sales Trainer

 

Darryl Praill: Thank you, Paul. How you doing, folks? This is Darryl Praill, and I am your host of “Inside Inside Sales,” and I am so pleased that you’ve joined us for another episode. As you know, the whole purpose of “Inside Inside Sales” is to get inside the role, the profession, the how-to. It is pragmatic, it is tactical. Some of our great guests we’ve had before include Benjamin Dennehy, Lori Richardson, James Bawden. With every single one of those people, they’re giving you incredible takeaway that you can do and you can implement today so that you can better, more successful tomorrow.

Darryl Praill: Now, the last one I had was actually with Benjamin Dennehy. We talked about just the whole role of prospecting, alright? And it was hilarious. He walks us through, he gives some great role-playing. Listen to it. I’ve never laughed so much on a podcast. But, the whole idea of the prospecting theme is critical, and that is the segue to my next guest I’m going to introduce you to shortly.

Darryl Praill: But today’s topic is “do you understand why you are prospecting?” Are you prospecting just because that’s your job? Do you understand why? Because if you don’t understand why, you’re not gonna win. So that’s the theme. Today’s guest, I’m gonna bring him in here right now, it is Steve Burton. Now Steve Burton is a sales manager with The Point Co … You can check them out, The Point Co.- thepointco.com/. And they specialize in demand generation, especially around emerging technology, cyber, cyber security, but it’s all around demand generation. He’s got an entire team of people he manages who have to struggle with this every single day. Now, he’s not just a real-life practitioner, he’s also a pretty kick-ass sales trainer. In fact, he is the two-time winner of the U.K. top sales trainer award.

Darryl Praill: Steve, welcome to the show, sir.

Steve Burton: Wow, Darryl, what an intro. What a professional you really are, sir.

Darryl Praill: You know, you make it easy when you bring the town and the award recognition. I am totally just in living awe of your brand and your accomplishments here.

Darryl Praill: But I truly am excited about today’s topic. So, if you’re not sure the way the process works, you know, I get an idea in my head and I reach out for who are the right people. And I was talking to Steve about this one, do you understand why you’re prospecting. And he immediately was like firing off ideas. You know, x, y, and z, and all these issues and what we gotta talk about. So we’re gonna try to cram a lot today into our session. But Steve let me come back to you. Why was this topic so passionate for you?

Steve Burton: Alright, Darryl. Well I’ve had the privilege of working in quite a few countries all over the world, and what I’ve learned from people better than me and what I’ve learned from observing sales teams is if you do not know why you are prospecting, if you do not know the reason why you actually go through the grind every day, you’re gonna fail.

If you do not know why you are prospecting, if you do not know the reason why you actually go through the grind every day, you're gonna fail. ~ Steve Burton #Prospecting Click To Tweet

Steve Burton: Now prospecting can be one of the hardest jobs in the world. I still do the job, I’ve done the job, I’ve managed teams who do the job. In fact, I just walked off the sales floor. So this is just not all hypothetical teachings I’m talking about, I’ve been living it 30 minutes ago on the sales floor. You know, we’re in the trenches doing it every day. And I feel for people, because the phone gets heavy, it can be demoralizing, and unless you know why you’re doing it, it can be a hard task all around. Your bosses are shouting at you, you’re probably not prospecting for 20 years, you want the highest of standards, you know anyone who’s doing it. Any SDRs listening, full respect guys, you’ve got a hard job. You’ve got the hardest job of the sales pipeline and you’re probably the most junior member.

Steve Burton: So unless you know why you’re doing it and it’s personalized to you, it can be demoralizing. But if you can harness that, and you know why you’re doing it … What’s the end goal, what’s the end result and why it benefits you … you can also be unstoppable, and it can lead to greater and better things.

Darryl Praill: So when you’re talking to these SDRs, I mean, do you actually ever ask that question at any point in the process,

Steve Burton: Yes.

Darryl Praill: “Do you understand why you’re prospecting?” And what’s their reaction when you do that?

Steve Burton: I ask it, I do in the interview and into my first day of training. Usually people don’t know. I mean, a lot of the times they need a job or their mom sent them here, they don’t know where they’re going. They think they’re doing sales until they get a proper job. All these things are incorrect, you need to uncover why they’re doing it.

Steve Burton: When I was 17 I started working in prospecting and I was given the Yellow Pages and an ashtray and told to crack on. And I was failing, I was failing miserably, I was depressed. And it wasn’t until somebody reached out to me and said “Steve, why are you here? What does success in this job mean to you?” They actually sat down, and I realized I wanted to go travel, I wanted to see the world. And at that point I broke it down, learned what I needed to do to get there, then all the activity, all the no’s, all the rejection, it all became irrelevant because it was worse not achieving my goal than having to deal with that on a daily basis.

Steve Burton: So I ask all my people when they start. We then break it down in the training before we even go into any sales training. I break it down to them and I show them their path, I show them where they’re gonna be, how they’re gonna get there, and what success in this job will mean to them, what the activity will take them towards, what they need to do to achieve their personal goals, what that money will mean to them, whether it’s education, whether it’s progression, whether it’s buying their mom a house. Whatever it may be, everyone’s got different reasons. When you uncover it and you understand it, you can track back then and work out how you’re gonna achieve it.

Steve Burton: So when you come in every day and you’ve got a mile to climb … and believe me, some of those mountains are steep, some of those phones are heavy … it just gets you through the day. And I see it, you know, I’m a Northerner, I was born in Glasgow. Someone once told me “Skillset without mindset will leave you upset, Steve,” and I see it time and time again. How these blue-chip prospects, landed in the office, all the skill in the world, no will, fail on day one. It’s the people with the will to succeed, and you need to get that will by understanding why you’re there.

Darryl Praill: I love that. Skillset without mindset will leave you upset. I have never heard that before, but that is brilliant. That is so spot-on. What I also like about what you’re saying is … I heard you basically … you’re helping the sales professionals, these young sales professionals who are trying to figure out what to do. You’re making it personal for them, you’re illuminating why they’re doing it. It’s no more a job, it’s a job with purpose.

Steve Burton: Darryl, it’s personal for me, mate, because ultimately these young guys and girls, 18 to 25 year-olds, they were me 20 years ago, you know? And now I’m trying to help them. So I don’t want them to go down the path that I went down of too much failure. So if we can eliminate that, get the mindset right, the skills can be taught, the technologies can be learned, the motivation can be given, you know. They need to grasp in their mind why they’re doing it, and that’s how we start before we even start the training. But that’s another story, that’s my sales training side, my sales management side, I need them to understand why they’re here before we start.

Darryl Praill: You know Benjamin Dennehy made a comment when we had our session. He goes, “Everybody thinks I’m just naturally good,” he goes, “when I began, I was awful, I was brutal.” And he said the same thing, “I was working through the Yellow Pages and I was failing miserably.” So why do I share that? I share that because here’s Benjamin saying it, here’s Steve saying it. So if you’re listening to this and perhaps you’re a little bit disheartened, you’re a little bit frustrated, you’re perhaps dissatisfied with your progress so far, then it sounds like you’re in the right episode.

Darryl Praill: Okay, there’s several talking points we want to cover today, so why don’t we hop right into it? The first one you mentioned to me was you asked a very simple question. Let me frame it for the audience. The question was, “Do you understand who your ideal customer is, and is your message aligned?” So talk to me about that.

Steve Burton: Alright, so my customers are senior salespeople, VP of Sales at tech companies, and I deal with hundreds of them. They’re who I sell to. And it never fails to amaze me when they come in to do the product overview, that they have one static message for the product. When I ask them, “Who would buy your product?” they say, everyone. Everyone, they’re always high on their products. And that’s great, but people need to realize not everyone’s as high on your product as you are.

Steve Burton: Alright, so let’s just look at a path to least resistance. If you’re hot on a specific carrier … mind me, manufacturer … if you’re hot in the financial vertical, you’ve got some hot case for these, or some client referrals there, let’s start there and work out. That’s a logical place to start to work out. So let’s have a tailored marketing message for those, and that can be in your outreach, your emails, your email templates, your white papers, and most of all when you talk to people. How are you appealing to those guys? Now, let’s break that down and say there’s five or six decision makers with these companies. Not all those decision makers have the same pains, right? So let’s talk about them, let’s look at how the product is going to appeal to these people at different levels, and then let’s headline the marketing message.

Steve Burton: You should not be starting a campaign or an outreach campaign just blindly calling people with one set elevator pitch. Which, you know, can garner some appointments, don’t get me wrong. But appointments are not where you want to be. It’s ROI on sales. Right, so the way you’re gonna do that is by working out what pains the people in the organization have, how those pains differ, how does your product solve those pains, and align your marketing message accordingly. Then start where you’re hot, and work out. Obviously as you’re working out if you find there’s some more hot, hot, hot verticals, hot, hot, hot target lists, incorporate it. Start where you’re hot, work out, align your marketing message, you’re gonna get the better results quick, which is gonna build your confidence, gonna help your ISRs gain momentum, and ultimately if you’re in charge of it, it’s gonna show some ROI in your account straight away and allow you get cracking.

Steve Burton: If you start off just rigging blindly with poor level meetings, poor marketing message, you’re gonna get poor level quality meetings, you’re gonna get a poor result for conversions, and you’re gonna blame the ISR who’s a 21-year-old guy who’s the lowest on the food chain. You cannot blame your ISR if you’ve got a poor marketing message or a poor strategy for adoption. So take responsibility at the top head and sort it out is my message.

Darryl Praill: Let’s draw down a bit on that. So I’m that young SDR. I’m fairly new in my career. Maybe several years, but still fairly new. I don’t have a lot of life experience, shall we say, in the corporate world. I’m still maturing as an adult. Maybe I’m in a relationship, maybe I’m about to get married. So a lot of exciting things happening in your life, as you said, into the next 30 plus years of your career.

Darryl Praill: In that situation, with that youth and that lack of experience, how can they come in and determine the pains, because they can’t relate?

Steve Burton: Well you’ve gotta work closely with your senior salespeople and your marketing teams. If you’re working for a technology company, you’re not gonna come in at 21 years and be told to dictate the marketing strategy for your organization. What you are gonna do is work with the marketing team. So really, this is something that the ISRs, SDRs should be bringing up. You know, “Could you please give me some guidance on why the CFO or why the CTO would want this product.” Why would that be different to the IT security manager lower down the food chain? If you’re looking for an influencer, why would the analyst or why would the desktop technician be interested at looking at a demonstration of these products and why are they gonna refer it?

Steve Burton: So you need to talk about that. If you start then breaking it down and giving a massive technical explanation, you’re not really apt to stop it there and say who we are, why we’re different, and why should we care. Who are we, why are we different, and why should we care? Because these people are getting emails, phone calls, they’re getting approached at conferences, they’re getting invited to events 24/7 in a tech space. So we’ve probably been a little too general because this is about tech, but across any prospective there’s always going to be a competitor.

Steve Burton: Who are you, why are you different, why should the person care, and why is that different to all the people the decision maker [Inaudible]

Steve Burton: Get them to provide you with the information, and then get started. If that’s not there, or they don’t have time, well, you know you need to be a little bit resourceful. Go to the website, look at your white papers, break it down. Ask the people on the phone, “What are your key challenges? What are your key pains?” Build up some information, go back to your seniors and say, “Well these are the challenges, the pains I’m getting asked. How does our product solve those problems?” And then, obviously, go back with your marketing message.

Darryl Praill: So what’s really interesting to hear the consistency in what I’m hearing from my various guests. Lori Richardson made a comment about one of the things you should do as a young SDR is identify a mentor. Someone who’s successful … multiple … it could be revenue…it could be career success, what have you. And go and ask them a question, and she used the word why. You know, “Why this, why this, why this? Help me understand.” I’m hearing you say something almost similar. “Why this, why this, why this?” A lot of people are afraid to ask that question. Should they be afraid to ask that question?

Steve Burton: No, no we shouldn’t be afraid to ask. I mean, I’m a great plagiarizer. I wouldn’t say I’ve had a unique idea in my whole career, but I’ve always been good at learning from people more successful than me. You know, I’ve worked with a lot of them. So that’s what really helped me out and young ISRs and SDRs should be doing the same thing. Now, sometimes you might see some bad habits, so don’t encourage that. Some people are a bit long in the tooth, might have a lot of shortcuts.

Steve Burton: Do it the hard way, do it the right way, but ask those important questions, seek out intelligent people. Sometimes the most successful salesperson in your room won’t wanna share those ideas as the reason why they’re successful, they could be competitive. But it doesn’t hurt to ask, right? It doesn’t hurt to ask a variety of different people. And also look on different forums, look on YouTube, reach out. There’s never been more learning places … more ways you can get free information. Look at this podcast, someone’s listening to this podcast now thinking, “Good idea, Steve. I’m gonna do it.” It’s all there for you. Back in our day, you had to go pick up a book from Zig Ziglar, read that. Half the people probably don’t even know who he is. In this day and age, there’s loads of free advice. You can get mentors, but my advice to you is pick the right mentors, don’t take shortcuts, learn how to do it the hard way, and obviously work a bit smarter once you know how to work harder.

Darryl Praill: My first job at a school was selling photocopiers door-to-door, and when I was between calls I was listening to Zig Ziglar on my audio cassette, so it brings back memories.

Steve Burton: There you go.

Darryl Praill: What I also like about what you said was it wasn’t just the why, which is actually asking the people to spoon-feed you the answers, hey do that. You told them “Take ownership and accountability and do your own research because you are responsible for that.”

Steve Burton: Why are some people not life learners? If you learned to cut hair in 1970, never learned to cut hairstyle again, you’d be giving everyone perms and mullets. You wouldn’t be very successful, even though they are coming back into fashion. So as a salesperson, why are we not learning? Sales is evolving, that’s one of my next points about technology. Technology changes at a rapid pace, you should be keeping to date with technology.

If you learned to cut hair in 1970, never learned to cut hairstyle again, you'd be giving everyone perms and mullets. You wouldn't be very successful, even though they are coming back into fashion. ~ Steve Burton Click To Tweet

Steve Burton: I’m seeing two demos on Friday. Probably people think I’m a tech geek here. Maybe I am, but I do buy technology for my team and I do my licenses. And that evolves and changes and I have to keep up to speed with it, right? If I was still using the same tactics I was using four years ago I’d be out of business. That’s the reality. All young salespeople should be learning, adapting to looking at free resources and evolving their craft. It’s a craft. You meet these salespeople who have been selling for 20 years. Well, they probably learned to sell 20 years ago and they have about 20 years of the same year’s experience. So we’ve got one year’s of sales experience under the belt. Do something 20 times. Now, you should be learning and evolving all the time. I mean I’ve sat here now talking to you before, having a little chat. I’m learning from stuff you’re doing online at the moment. So we should all be learning from each other as a sales industry.

Darryl Praill: With that as the extro, we’re gonna cut to commercial break. Stay tuned. We got more Steve and more points around understanding why you are prospecting. We’ll be right back, folks.

Darryl Praill: Alright Steve, so let’s get into it now. You talked about the importance of having an effective plan with scheduled time. What do you mean by that?

Steve Burton: Look, I’ve seen too many people fail by procrastination, doing sporadic calling. If you have a time scheduled in your diary, your optimum time, for us is 8:30 to 11:00 every day. During that time it’s dial only. You eliminate your distractions, you turn your phone off, you turn you Facebook off, you turn your Tinder off, whatever floats your boat. You get on the phone and start prospecting. It’s like the gym, you’re not gonna go to the gym and lift your heaviest weights on the first attempt, you’ve gotta warm up. So you do your role plays, you warm up, and you get to the phone and you do your effective prospecting at the most convenient time to get through to people.

Steve Burton: With your best prospects, you’re gonna have a higher success rate. If you preplan that in your diary, you’re gonna have more success. Otherwise, you’re gonna just leave it out. Especially if you’re someone a bit more senior who doesn’t have to do prospecting all day every day. If you don’t put it in your diary, you’re not gonna do it. Be honest with yourself, alright? Be honest with yourself. And also if you have an effective plan in place, and you’ve diarized it, you can look at your KPIs and results on the back of it and you can reformulate the plan if it’s not working. If you’re just doing it sporadically, you’ve got no data to go off, alright? All your data should be driven from your CRM, so if you’re logging your calls and you’ve got some sort of automation system, that will all be easy in your CRM. So you can watch what you’re doing, how you’re doing it, and it gives you tangible data for your sales manager to help you out.

Darryl Praill: Classic expression, “Failing to plan is planning to fail.” And it’s all about having a plan in effect. We actually had a whole episode with James Bawden where he goes into depth on creating a framework that works for you to be productive exactly as Steve was just talking about.

Darryl Praill: But you talked about CRMs, talked about some tools, talked about how you’re still learning. You mentioned having the correct tools to help-

Steve Burton: Alright, so before I get in to that, let me just explain. Tools are not the answer to your problems. They’re gonna help you, but they’re not the answer. They’re not an excuse to why you’re not hitting your target. First and foremost you should be looking, “Am I doing the basics well consistently?” Okay, “Am I doing the basics well consistently?” And I’m talking about asking for more buys on every call, asking for the order, making sure you’re hitting your KPIs. “Am I doing the basics well consistently?” If you’re not, adjust that first.

Tools are not the answer to your problems. They're gonna help you, but they're not the answer. They're not an excuse to why you're not hitting your target. ~ Steve Burton #Sales Click To Tweet

Steve Burton: Now all these tools, they’re meant to optimize you, they’re not meant to replace what you’re doing. So go out and research tools. You’ve got a CRM, I would advise you to arm your sales force with LinkedIn Navigator. You need to have the right data. Again, my advice would be to essentially look at DiscoverOrg for, like, seamless AI.

Steve Burton: If you’ve not got the right tools, and the reality is a lot of your sales managers, or people senior to you … especially in the U.K. & America… are not going to know what these tools are. I’m looking off that I work for a lot of people for the state, so I have access to all the sales neighborhood stuff. But go out, take ownership for it, go out and research the stuff yourself. Look at LeadIQ, look at Capture, look at [inaudible] look at Madison Logic, use SalesLoft. Look at all these tools. Work out what are the best tools for your sales stack. Put a case together for your boss. If it’s in your budget, you’re gonna get them.

Steve Burton: If you don’t have the right tools for your job, just like anything … If you’re a plumber and you turn up and you’ve got no tools, it’d be very hard to do your job. These tools are not meant to replace what you’re doing, like the phone. Your tool’s always going to be your phone, but are meant to optimize it. Automate where you can automate to save you time, and use a human touch with everything else. That’s my advice to you. But look at these things, see a demo on these things, pick the right tools for you and start using them. But do not hide behind them.

Darryl Praill: That’s brilliant advice. You know, the biggest tool people talk about, of course, is LinkedIn Sales Navigator, which is a tool but it’s not the only tool. You mentioned several others here. DiscoverOrg, ZoomInfo is another comparable to that one. There’s several others out there. You mentioned SalesLoft, I know you meant to mention VanillaSoft in that one.

Steve Burton: Sorry about that one, yeah.

Darryl Praill: That’s an honest mistake. We’ll let that one go. Yeah, of course. But here at VanillaSoft we do the exact same thing. We have a variety of tools, we use our own platform for sales engagement. Right now we’re actually in a bake-off between DiscoverOrg and ZoomInfo, so the reps are testing them out right now and seeing which one is better. The tools are critical, they make you so efficient, and you’re right. Do the research and advocate for your own success.

Darryl Praill: You talk a little bit about combo prospecting-

Steve Burton: I’m just gonna put out there. Everyone talking online about cold calling his dead, social selling this, whatever. It’s a whole lot of rubbish, combo prospecting. If you go into war, you have a knife or a sword, you’re gonna take everything. If you’ve got tools at your disposal, use them all.

Steve Burton: I think it was Tony Hughes over in Australasia, he’s a big guy in combo prospecting. He’s even got a book out on it. Now, have a look at that, read it. I think the guy’s been studying my sales office for a couple years, watching me how I work. Because everything he’s saying is basically what we’re doing. Or maybe we’re actually taking it from him.

Steve Burton: Well, combination prospecting uses stuff to automate your outreach. Call people or leave voicemails, hit them up on LinkedIn, use SalesLoft to sort your cadence out, use VanillaSoft to sort your cadence out. Go and meet people, go to networking events. Ask for referrals. Why are we not using everything? Factor your time in to each of those different ways of prospecting, and use them all. Use them all. Why would you not? Please understand at some point you’re going to have to talk to somebody. Deals do not drop out of the sky and do not drop on your lap. So if you’re not picking up the phone in tandem with using your outreach tools, in tandem with asking for referrals, in tandem with your Marketo, your marketing tools going out, you are going to fail. So be honest with yourself. Wake up to the fact, and why not just use everything in a measured way logically? Does that not make sense?

Darryl Praill: As you know, you and I were talking before we went live here. I just got off a livestream with Dan Disney, and the whole debate, it was a big debate, was around social media versus cold calling. In fact, one of the points we made in that, that I made … totally in line with what you’re saying here … is I said, “Listen. Social media is just another channel. I can use social media, I can use networking events, I can use trade shows, I can use email.” They’re all channels to help drive demand, to move demand, and you’re a moron if you don’t use all those channels to help build your pipeline.

Darryl Praill: So you are spot-on, why would you not do that? Because in the same breath, you’re also establishing and building relationships, and one of these prospects could actually be your employer tomorrow. You just don’t know, man. So it is in your own self-interest to do this for your short-term success, and your long-term aspirations.

Steve Burton: It’s called phone fear, and that’s why. People will gravitate to the past of least resistance or something they can hide behind. Use everything, be honest with yourself, seek out some help if you need some help somewhere. Put it all in to action and you’d be ahead of the curve, especially over in the U.K. And that’s why we’re in business.

Darryl Praill: Do not let your own fear, your own insecurities, prevent you from doing it. Just do it. Put yourself out there, there’s so many people you can watch. Including, of course, Steve Burton. How do you think I found Steve, guys? I found him on LinkedIn, and this man was prolific. I love what his take was every single time. And I reached out to him because he taught me so much. That’s how it works. Use it all.

Darryl Praill: Alright, let’s bring it full-circle. What are you gonna action tomorrow?

Steve Burton: Nothing I’m saying is revolutionary, nothing I’m saying is going to rock your world. What I’ll say to you, quite simply, take some action. You can talk all you want, and this is another thing where people fall down. You can talk about it, you can write about it, you can meditate on it. But unless you take action, it doesn’t mean anything.

Steve Burton: So come in to work tomorrow. If you’ve not got a plan, take action and put it in place. If you’re not watching demos, research them. If you need some training, seek it out. If you don’t know why you’re there, write it down. But do something. Because if you don’t change what you do, you’re gonna get the same result. So take some action, change what you’re doing, and you’re gonna change your results. It’s quite simple, and believe it or not people pay me money to tell them that. I walk away laughing because it’s the most simple thing in the world, but not everyone will do it. Will you? That’s the question.

Darryl Praill: He’s dropping the gauntlet, I love it. So let’s recap. Steve Burton, the U.K. two-time winner, top sales trainer, his advice on-

Steve Burton: The only person to win it twice, sorry.

Darryl Praill: Yeah? Not only is he the two-time winner of the U.K. top sales trainer, he’s the only one to win it twice. I love it. His point is, “Do you understand why you’re prospecting?”

Darryl Praill: He’s made five points, let’s recap them. Do you understand who your ideal customer is, and is your message in line? If not, ask people. Ask why, why, why, and research it. Understand the pains. If you don’t know them, go to marketing, go to somebody who does. It’s all about focus on knowing your ideal customer. Number two, do you have an effective plan to optimize and schedule your time? Because you can’t prospect if you haven’t scheduled it. Do you have the correct tools to help you in that prospecting? Do you understand what you need? If you need more than you’ve got, take responsibility and ownership on actually sourcing that. Talk to other professionals in your industry. What do they use, why do they use it? I mentioned VanillaSoft, a fantastic choice there as Steve mentioned. Use combination prospecting methods, multichannel, I would say, omnichannel. Social networking, trade shows, email. And the phone, of course, amongst others. Don’t rely upon one tactic. Don’t let fear stop you from learning and discovering and developing a new tool. And finally, know what you’re going to action tomorrow.

Darryl Praill: Steve, fantastic. Thank you so much. Everybody, if you haven’t done it yet, go on to LinkedIn, send him a connection request. By the way, don’t just send a connection request. Actually say, “I heard you on ‘INSIDE Inside Sales’ and I wanna connect.” Make it contextual for him. You can learn more about his organization, ThePointCo, at thepointco.com. He is an awesome, incredible, and accomplished sales trainer. You need to follow him. From everybody here at Inside INSIDE Sales, thank you so much for your time.

Steve Burton: A lot of fun there Darryl. Thanks for inviting me on and love to talk again sometime. Have a good one.