INSIDE Inside Sales – Ep 110: How to Train Your Marketing Team

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The separation between the Sales and the Marketing team is often much bigger than it should be, especially when sales can shine if the marketing is done right.

This week on INSIDE Inside Sales, Darryl is joined by one of the foremost authorities on bridging the divide between sales and marketing, Casey Cheshire of Cheshire Impact. Darryl and Casey go over the many ways you can leverage your marketing team to drive greater revenue, such as inviting them to a sales call, giving them feedback on which of their products resonates with your customers and asking marketing to help with nurture campaigns. Learn how you can train your Marketing team to set you up for success on this episode of INSIDE Inside Sales!

''Number one takeaway is teach marketing about the customer. Tell them what you've been hearing.'' 🎧 Listen as @CaseyChesh covers the many ways you can align your Sales and Marketing teams to drive greater revenue. Click To Tweet

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Host: Darryl PraillVanillaSoft

Guest: Casey Cheshire, Cheshire Impact

 

Darryl Praill: Okay, we’re back for another episode. Hey kids, how you doing? Another week has gone by, it is crazy how fast the season is going by, isn’t it? Oh my goodness. What do I wanna talk about this week? Well you know, it was interesting. I was inspired recently and this has been happening over the last several months, and I’ve even talked about it in other shows if you at all catch me elsewhere, but I don’t think I’ve ever talked it about here and I wanted to bring it to you guys and get your thoughts. I find it so interesting that, and you know, I know I’m rambling, I see this most on social media especially places like LinkedIn, other places, and maybe like a RevGenius or something.

Darryl Praill: And this is what I see, I see salespeople, young salespeople predominantly, who think they’re the cat’s meow. They’re the ones who get it all done, they drive the revenue machine, they’re the ones leading the charge and everybody else is there to serve them. And when you call them out on that, they get defensive, they argue with you, you’re wrong, which I always find even more interesting because I don’t know if you’ve noticed I have white hair, I’ve been doing this for a decade or two. And I love when someone who’s like 23, 25 argues with me cause I’m like, you know dude, self-aware, what context do you have to be arguing with me? Is it possible that you’re wrong?

Darryl Praill: Or maybe you should just listen to somebody who’s a little more senior than you. And it doesn’t have to be me. Look around you, ask someone who’s more senior, maybe like you know, 30 or 35, and get their point of view. Don’t assume you’re right, if you hang out in an echo chamber of everybody’s 23 or 24 or 25 years old you’re just gonna hear that one point of view. So I’m rambling already, what do I mean? I mean, they think that that’s it, they’re the ones driving revenue and without them the company would grind to a halt. And then the worst department that feels that pain of that belief is marketing. Yeah, it’s true. The sales reps look at marketing as if they don’t do anything and they bring us crap leads and they’re nothing, you know, we’re the ones who close it.

Darryl Praill: They do trade shows, and even these days they don’t even do that, they do webinars, like okay, so what? I’m the guy who’s doing it, I could do that, I do better emails than marketing does, my open rate is 87%. What’s yours, like 18? Like pfft. I could do your job, I don’t need you. And honest to God if you’re seeing this right now and you’re hearing this and you’re a little uncomfortable or you’re a little indignant or you’re a little like, I don’t get it, I really don’t get it. What? Yeah. Then you’re the one I’m talking to. And if you’re giggling right now, cause you know somebody who’s this way then you’re just like me, so there’s no in-between. I got news for you, marketing is not sales and sales is not marketing, but you’re all one team, you’re all one revenue team.

Darryl Praill: And before you ever get a lead, marketing has done a boatload of magic to make that happen from brand awareness, so that when you call they know who the hell you are, to content, so you can actually work them and feed them along the way to lead scoring and lead grading and nurturing to try to get them to a certain point. I mean, if you have a decent marketing team, and I understand that’s a qualifier, you are not the only person driving revenue. And that’s the biggest misunderstanding today in the sales ranks. And you know what, that misunderstanding is costing you money. So what I wanted to do today was help you better understand the marketing role in what they do. All right?

Darryl Praill: So that’s the first part, I wanted you to know that. And here’s the thing, okay? Honest to goodness we can debate at another time whether the marketing’s good or not, but what you need to know as a sales rep is how can you leverage all the cool crap they have? How do you work the machine? How do you, you know, take advantage of it to achieve your revenue goals?

Inside Inside Sales Podcast
 

Welcome Casey Cheshire

Darryl Praill: Let’s be candid here kids, marketing is a resource. And instead of judging it or dismissing them, you need to work them, just like you might work your boss for a bigger pay raise or a new vacation or that new computer. You might work your spouse to get that next cool gadget you want, or you work at a prospect to close the deal. You need to work marketing, be selfish, they’re a resource there for you. And once you do that, your life is gonna get way better. And it’s just that simple. So I thought to myself, who’s the right cat to come in and teach sales all about marketing, teach sales how to exploit that opportunity for their own selfish gains. And I didn’t hesitate, it’s Casey Cheshire. If you don’t know them, Casey is the principal, he’s the head honcho, he’s the lead guy behind Cheshire Impact, and he’s the Impact Marketing at Cheshire. Casey help me out here, come on the show, my friend.

Casey Cheshire: Hey.

Darryl Praill: What the hell is your company? What’s your company name again? Cheshire Impact? Cheshire Impact, right?

Casey Cheshire: Yeah that’s it.

Darryl Praill: That’s it.

Casey Cheshire: Just two words Darryl. You got it.

Darryl Praill: I just had, I wanted to put marketing in there, I don’t know why Cheshire Impact. Now, why is Casey the right guy? He’s the right guy, because for example he’s a Pardot rockstar, and he’s in bed tight with the crew at salesforce.com. So he actually lives your world, and here’s the irony of the situation, as much as he’s like, you know, an expert with all things marketing, as the head honcho, the CEO, the President, the Grand Poobah behind Cheshire Impact, he’s actually the guy who’s gotta drive revenue himself. So he in some weird twist of way has to exploit himself to actually hit his own sales quotas, so how did I do there? Is that at all sensical Casey?

Casey Cheshire: Yeah, I’m a longtime marketer and I’ve also done sales and I’ve sold a million dollars a year, I’ve sold tuxedos to angry brides at expos, I’ve been on both sides and so I really appreciate both sides. I think that’s the important part.

Darryl Praill: So to be clear, you seeing both sides, you were both a bride and groom or did I, I’m just? There we go.

Casey Cheshire: Shots fired.

Darryl Praill: Boom. All right, so my friend, we’re gonna get into it fast and furious, now while we’re doing that, and you know the drill kids, you are supposed to go and follow Casey Cheshire on LinkedIn, on Twitter, by the way, he’s great on LinkedIn, but he’s actually more fun on Twitter, it’s just my point of view. Do what you want. Follow him, that’s what you need to do. Casey-

Casey Cheshire: Yeah.

Darryl Praill: Make us smart today. And now did anything I say by the way, in the opening monologue, did it resonate with you? Or were you smiling or were you grimacing or were you just like, “Yeah, It’s just Praill being Praill.”

Casey Cheshire: No, I wasn’t paying attention, I was checking my Slack.

Darryl Praill: Fair enough.

Casey Cheshire: Yeah it resonates with me. Look marketing done right, makes sales shine, right? And a lot of times we tell people in the marketing side, “Hey, sales is your customer like set them up for success.” It’s like you’re playing softball, give them that home run pitch. And so I’m always on my side, trying to get marketers to think more about better serving their sales team. But I love that the fact that you bring it up, like take advantage of this, and there’s some stuff that sales can do from their side to better train marketing. It’s like how to train a dragon, instead of a dragon, it’s the dragon of marketing. And done right, man we can really set people up.

Where your Marketing team should meet your Sales team

Darryl Praill: What’s the first place that sales can go to, to exploit, to take advantage of, to leverage marketing for their own gain. If I had to say, let’s just work through a list so that when we’re done here-

Casey Cheshire: Cool.

Darryl Praill: The first thing they do is they get up and they walk over or they pick up the phone or they get on Slack or they get on a video call and they call their marketing counterparts and they started the process. Where do they start?

Casey Cheshire: Number one, teach them about the customer. Unfortunately, marketing doesn’t get the chance to necessarily be talking to them nearly as much as sales does, right? We’re not calling them all the time, well, we’re not meeting them at the trade shows, when those are happening, we don’t have as much exposure to them. You’re doing it every day, you have so much knowledge on what makes them pick up the phone or what makes them reply to the email, on what the little trigger points that really get them to shine. And those are gold, that oftentimes marketing doesn’t have access to that, we need to know that.

Casey Cheshire: So number one takeaway is teach marketing about the customer, tell them what you’ve been hearing. It doesn’t have to be a well-defined marketing persona or a buyer persona, it could just be, “Hey, you know every time I say this, people pay attention.” We can help you by putting that in our messaging too, so they’re more likely to call you back. The other thing is invite them on a phone call, invite them on one or two or three, unless they’re annoying, just invite them on one. Invite marketing to listen in to your call. I remember being a fly on the wall for a sales call, and this was before doing all the marketing automation, before setting things up, I was brand new to a company.

Casey Cheshire: I got a chance to join one. And the first question the person asked was, “Who are you again and what do you do?” And I thought, this is terrible, they’re not a qualified lead. They don’t know who we are, they don’t know what we do, this is horrible. So I set about fixing that, but I wouldn’t have known that if I hadn’t had a chance to join a call. And so there’s so much value to letting marketing join a call. So grab your marketer, invite them to a call, the things they’re gonna learn, we’re always telling them to ask you to get on one of these calls. And so that’s the number one tip right there.

Darryl Praill: All right, so I wanna stop there because that sounds a little bit you know, but what’s in it for them? That doesn’t really help me understand what’s in it for me. So I understand if I as a sales rep, go over and tell marketing-

Casey Cheshire: Good point.

Darryl Praill: who a customer is, but how does that help me? How does that help me hit revenue, hit quota. I don’t, I’m not connecting the dots.

Casey Cheshire: Yeah, what’s in it for me, right? Well, if they know more about the customer, if they know more about what gets them on the phone or what gets them to reply, they can take that knowledge. Like for instance, one time I had a meeting where we had all these executives, marketing executives, sales executives, and I was the consultant, I was asking them, what gets people on the phone? What makes them respond to you? Because we wanted to build it into some of our nurture campaigns. We want to build it into some of our landing pages and marketing assets and some of the different promotions we’re gonna do. What makes them tick? What makes them respond?

Casey Cheshire: No one knew, no one had an answer except for Inside Sales, somebody had invited an Inside Sales rep, who everyone just kind of knew this person was really plugged in, they invited that person to the call, to this meeting, this big boardroom meeting. Everyone else was silent, that person said, “well, actually if I mentioned one, two or three, these three things, and it directly relates to them, they’re on me like crazy, they respond, they pick up, they this, they that.” And that was a powerful knowledge that we then took and we put that in all the marketing. We put that in all the landing pages, all the promotions. And so that drives you more people that are gonna respond to you.

Casey Cheshire: So it’s almost like letting us know the best kind of things you wanna receive, and then we send more of them. And that actually kind of ties in with number two, which is telling them, tell marketing what a qualified lead looks like to you. So inviting them on a call and then also giving them feedback of when you actually have a great conversation with someone who you love talking with. You’re like, they are so gonna convert, you need to let people know about that, let your marketer know, by the way this person was awesome, right? Because that kind of feedback, then he goes, “Oh cool, that was really nice. I got a compliment from sales, this is really exciting.”

Casey Cheshire: And then what are they gonna do? They’re gonna go out of their way to try to get you more people like that. So that feedback loop is critical to give you more of those softball pitches, right? You know if you stop getting walks all the time and all these weird leads, low quality, you know, they’re having you call webinar attendees, things like that. No, no, no, no, tell them specifically which ones are amazing. What qualities made them amazing. Even okay this person was amazing, and the fact that they were a VP, that really helped me, the fact that they were shopping for this that really helped me. Give them examples of why that person’s helpful, and they’ll continue to send you more and more of those.

Darryl Praill: So now let’s talk about-

Casey Cheshire: Like a self-fulfilling prophecy.

Darryl Praill: Like a self-fulfilling prophecy. So let’s, so what we’re really asking you to do here sales is we’re asking you, and this is… And I’m saying this with love and respect, we’re asking you to play the long game. Now the long game is something that’s not as familiar to sales. And this is actually a good thing to learn about, okay? Sales thinks in terms of you know, week, month, quarter. That’s typically how you… you know, how many sales did you do this week? Cause you have your one-on-one with your manager every single week. So what did you do, right? You get month, did we hit our number this month? And then they get a quarter, did we hit our number this quarter?

Darryl Praill: And then you go further, if I can hit my number, then I can maybe get into accelerators or what have you and that’s all good cause I’m looking at how do I maximize my revenue? So that’s what you want. You’re really thinking short term. But what Casey is saying is if you continually give that feedback loop to marketing on what the customer’s saying cause remember this, this is really important, what you tell marketing today could be about the customer, what you’re learning, feedback you’re picking up on, cause we’re always learning something new, could differ, could vary, could change in six months from now. And because of, I don’t know, a global pandemic happens, and all of a sudden that changes what your prospects prioritize.

Darryl Praill: So you know, life happens, give them that feedback, and then they will change their outbound marketing to drive you more awareness or more targeted leads that you can close, but it’s not just that. So okay, great. So now instead of marketing sending me three leads a day, now they’re sending me five leads a day. Fantastic, okay, I’m grateful. I’m already more happy, but to the second point, if you show them what a qualified lead looks like, so there’s a big difference, it’s subtle, this is who I wanna sell into. I wanna sell into, you know, this title, this size company, this industry, you know, they have these firmographics, these technographics et cetera. Okay, great.

Darryl Praill: That’s teaching them about the customer, but then if you say, but if they have these specific pain points, or they have these specific technologies, or they have these specific regulatory requirements they need to hit, the list goes on. Then that makes them five times, 10 times, 50 times, a hundred times more qualified because their pain is through the roof relative to the baseline. I want those leads, more than I want just the right lead. I want those leads, I think I’m gonna call them first. So now instead of getting five leads, maybe you’re back down to four instead of five, but they’re hyper-focused on just those leads, all right?

Darryl Praill: So now the marketing can have a bigger impact and reach your target audience, so your brand is everywhere. So when you reach out to them on the phone or on email or on social or on SMS, they go, “Oh, I’ve heard of you.” Or, “you guys are kind of in this space that I’m in, aren’t you?” And therefore it’s not a cold call, it’s a warm call and they’re receptive, but telling them the specific pain points it’s gonna drive. Now, here’s the second thing, tell them the specific pain points, isn’t just about them driving leads to you, it’s also about the kind of content and equipping they give you to engage or progress the lead, is that not a fair point Casey?

Casey Cheshire: That’s a super fair point. And just right before we get to that, one of the things is there’s a common complaint, right? These leads suck, well in terms of feedback these leads suck versus these leads are great, the one that marketing can take more action on is even this lead is great. Okay, cool. Let me go find you more of that. These leads suck, that doesn’t help, right? It maybe it helps momentarily, like okay, maybe these do suck-

Darryl Praill: It makes you feel better. You’re able to bitch and moan.

Casey Cheshire: They make you feel better.

Darryl Praill: But you’re gonna be bitching and moaning tomorrow too.

Casey Cheshire: Yeah, I don’t know where to get the right leads from, from that, so I need both. So try to balance out that these leads suck, with an equal number of these leads are awesome. And hopefully, you have at least 50/50 of that. Otherwise call me.

Darryl Praill: I love it. Okay, so we’re gonna go take a quick commercial break, gotta pay the bills and we’ll be right back.

Let’s talk tech stack

Darryl Praill: All right. I wanna talk about technology now. Marketing’s got some cool tech. Is there anything that sales can exploit, take advantage of that they’re not doing now or not doing well when it comes to tech? Because everywhere I’ve been to, marketing controls the tech stack and sales is really much more so a customer. Talk to me about tech, what can I do to get that advantage using their tech?

Casey Cheshire: Absolutely. Quick question. Has the movie “Top Gun” gotten to you yet? Is it up?

Darryl Praill: Yeah, it just came out last year in Canada. It was-

Casey Cheshire: Saskatchewan?

Darryl Praill: That Kelly McGillis gal, I think she’s really gonna go somewhere. Yeah, Kelly, Kelly’s going to go places. Tom, he’s a flash in the pan.

Casey Cheshire: Yeah, I don’t see him doing many more shows.

Darryl Praill: No, no, no. And if you ever want to you can be my goose just so we know that, okay? And then I never thought I’d say that.

Casey Cheshire: You know, it’ll be a great adventure until you eject me into the canopy. I got that in mind now, I’ve got to keep my eye on you.

Darryl Praill:That’s right, that’s right, watch out for Praill. Exactly.

Casey Cheshire: Right, I’ll watch out. I have to come up with a fighter pilot nickname for you as well. We’ll do that offline. Well, here’s the deal, there’s a song that starts to show off, the danger zone, right? Well, there is a danger zone with prospects and marketing can help with this. It’s that person that brushes people off saying, “Oh yeah, this sounds fantastic, call me in six months.” And we’re like, “are they just being really polite or is there something to this?” And so the best reps will probably make a reminder for six or a few or less months, but then there’s a gap, right? And what ends up happening a lot of times is what you call them up again six months later, and they’re like, “Oh yeah, hey Casey, Sorry about that. Yeah. Yeah, we actually did what we said. we were gonna do and we bought from your competitor three months ago,” right?

Casey Cheshire: There’s no agreement, there’s no tacit agreement that they need to call you back whenever they get their things done. So the danger zone is when they’re not fit to go right now. Well, that’s where marketing can help out with nurturing, that’s where technology comes into place. You can get them some of these nurturing emails, whether it’s on the marketing side or the sales enablement side, tech is there to help you with that. And the best-done tech is where you have these little nurturing emails that go out once a month or every so often. And they keep you top of mind with your prospect. You’re basically helping them out and you didn’t even have to think about them, right?

Casey Cheshire: This is just one example, how nurturing is what we call in the marketing side, that we can set up these nurture campaigns that just make you look like a rockstar. I’ve literally seen one, a response to these emails, cause they actually come from you. And I saw one where this rep didn’t do anything, they were all chasing other prospects, but the system, it sent an email off on their behalf, and the prospect wrote back, “Hey, actually we did hire a webmaster. We did do the things I was talking about. I am actually ready to go, when are you available this week?” Right? To have somebody else, we’re always trying to figure out when they’re available, to have somebody else ask us when we’re available, that’s like gold.

Casey Cheshire: So this happens as just a response to these emails. Imagine going to work and you open up your inbox and you have these emails saying when are you available? When are you available? It’s like, “yeah, sign me up.” This is great, these are the kinds of things marketing can do if you leverage that technology. And one of the things you need to happen is somebody brushes you off, you not only make a reminder for yourself to call, but you drop them in a nurture campaign and marketing needs to make sure you have access to that in your CRM or your sales enablement tool. But that’s one of the things that they can do, there’s also all this information that can be captured from these marketing tools and things like, did they click on this?

Casey Cheshire: Did they open that? What kind of marketing events have they taken advantage of? They registered for that webinar; they didn’t join it. That’s a great reason to reach out, “Hey, I saw that were interested in that webinar but didn’t have a chance to make it. Can I send you some? I made it, can I send you some notes on that? Can I give you some more information? There’s a recording we did, would you like to get a link to that?” Right? There’s so many different ways you can leverage all that activity that the prospects are taking, that maybe the marketing software’s tracking, they should be able to get that information to you in the CRM.

Darryl Praill: My advice for you folks in sales is to explicitly go to your marketing colleagues and ask real politely, but affirmatively, and say, “this is what I need from you, all right?” So everything that Casey just talked about, they can do. If they have any, you know, high-end decent marketing automation platform, but there is some other things that you can do, right? You can say, I need to know when my key accounts, my named accounts are on the website. I know and if you can’t, if we don’t have that today, I need you to set that up, I need to be pinged in real-time. I need to know when an email is shared that I sent, so I understand who else is in the process.

Darryl Praill: I need to know when they played a video that I recorded, you know. I need to know engagement levels, so which people in my target industry, which accounts are more engaged. I need to know when maybe they’ve gone to a review site and are checking out me or my competition. Now they may not have all these components today, but they can get them. And there are affordable solutions to do a lot of these things. In other words, you’re not alone. If they control the tech stack, you’re the customer. Casey opened it up by saying, first thing he does is go to marketing and say, how can I serve you better sales?

Darryl Praill: So be that demanding, but polite customer, and go say this is what I need. Cause there’s a really good chance marketing, because they’ve never done sales, is gonna go really? You want that? Yeah, we can do that. Okay, just leave it with me cause they actually are excited to serve you. So that’s the big thing with tech, go and ask, don’t just accept what you’re getting as status quo. Casey how do we keep-

Casey Cheshire: Darryl, there is an email.

Darryl Praill: Yeah, go ahead.

Casey Cheshire: Yeah, sorry. There’s an email that the marketing can turn on literally with a click that shows you all those things you just asked for. Show me all my top prospects, my key accounts, my ABM accounts, show me all these accounts that within the last 24 hours did anything, they breathed, they watched the videos, they interacted with the things I sent them, all these different things, right? I can get an email, It’s one of the most popular emails that we often set up for people, and you can be done in a click. And it just and it comes to your inbox every morning, and you can open up it like the morning newspaper, who should I call today? Who should I prioritize today? It’s these people. And we could set that up on the marketing side, easy peasy. And if you don’t have it, like you said, just ask.

Darryl Praill: Now you understand guys, if you disparage marketing, when you go and ask them for this, they’re gonna make you last on their list, all right? So-

Casey Cheshire: True.

Darryl Praill: don’t start the process by disparaging marketing, they’re your partner in crime, they’re not the enemy of what you’re trying to do.

The importance of SLA for sales reps

Darryl Praill: Okay, we’re getting tight on time here. So let’s go into triple time speed. You had mentioned-

Casey Cheshire: Cool.

Darryl Praill: about the importance of SLA, which is a service level agreement, talk to me about what that means to a sales rep and what the SLA can mean for them to be more successful.

Casey Cheshire: Well, you’ve taught me more about SLAs than I could ever say here on a conversation, but what I wanted to bring up the point to sales here in this conversation is just strike a deal with them, right? You had mentioned the sort of the tit for tat, if you run around saying marketing sucks, the leads suck. Well, when you want something, that may be harder to get, right? On the flip side, there’s a couple of things that marketing is dying for you to do. And I want you to know the big thing that marketing freaks out about is when you call the lead, whether it’s good or bad, the fact that you called them or took action on them or followed up on them.

Casey Cheshire: Marketing really wants to know that that happened knowing that what could you barter? Okay, I’ll tell you what marketing, I will call your leads lickety quick, right? I will call them, in exchange could you do X, Y, and Z for me. And just start a little negotiation, start a little peace treaty. And what are those things that you would like to have? Maybe it’s some fresh content or it’s a new topic for a webinar, whatever you’d like, or maybe just more leads like this, tell you what you send me more leads like I wanted, like we mentioned earlier, and I will call them right away. So consider that you can strike a deal with them, do a little negotiation and even just let them know that when leads come that look like this, you will call them right away all the time.

Darryl Praill: We are tight. So do you have-

Casey Cheshire: We are tight.

Darryl Praill: any final advice? For my tribe.

Casey Cheshire: Final advice.

Darryl Praill: Final advice.

Casey Cheshire: Bring the gong over to marketing. Marketing is often in this constant optimization cycle, they don’t get the big hurrah of the gong being hit of a deal being closed. They often see, like this campaign had 30 deals and this much success rate, right? And they don’t have the excitement as often if ever of this big deal closed. So if one closes, bring that gong over to marketing and celebrate, it ties back to the whole positive feedback. Hey, this deal was awesome, and it’s thanks to you, send me more of them.

Darryl Praill: So let me really make that really clear what Casey’s saying, cause it’s such an understated and often ignored aspect if you include marketing in the celebration, and you say I couldn’t have done this without you, you started it, you qualified it, you gave me the right lead, you gave me the right content, I was able to close it. So top of funnel, first half of that funnel was all you, it doesn’t matter how good I am, if you didn’t do you, I wouldn’t be here today, we did this together.

Darryl Praill: Include them. What’s gonna happen? I’ll give you a hint, it’s like a pet, it’s like a kid, when you do positive reinforcement, they do more of that behavior. Folks, do positive reinforcement with your marketing team, and they will strive to give you more of that cause they want more, they want more gong, that’s what they want. They also want more triangles, but that’s a whole different kettle of fish. So.

Casey Cheshire: More gong. There it is.

Darryl Praill: More gong, there you have it. Casey, best place to meet you and find you, and follow you and learn from you, and basically annoy you, where would that be for our friends?

Casey Cheshire: Hit me up on LinkedIn, Casey Cheshire, and say something in there about where you heard me, so I don’t mistake you for someone trying to get me as a lead.

Darryl Praill: So they mentioned, they heard you on the “INSIDE Inside Sales” show, or they heard you from Darryl Praill, would those cause you to react faster, or to slow down in your response?

Casey Cheshire: Faster, and I’ll send you a note back. And we can become best friends as opposed to, “Hmm, am I gonna be pitched?”

Darryl Praill: Now you’ve also got a podcast too, you haven’t mentioned that, what’s your podcast? Share it here, man.

Casey Cheshire: I do. It’s “The Hard Corps Marketing Show“. It’s awesome. We smash myths, we crush bullshit, we really get to the heart of the matter. It’s a great show.

Darryl Praill: So you want to score friends with marketing? Say, “Hey guys, this podcast rocks. You should listen to it. And by the way, this Casey cat, he really gets me as a sales rep.” That’s it, folks, we’re out of time. My name is Darryl Praill, that is Casey Cheshire of Cheshire Impact. Follow us both online, but in the meantime, we’re out of here. Take care. I’ll talk to you soon. Bye-bye.