Hey Limitless Listener. Listen to this exciting episode on Cold Outreach as Ricky Pearl decodes the anatomy of it. Ricky is a hardcore, outbound sales guy who's all about sales. He is the CEO of Pointer, an organization that offers sales as a service by crafting outbound sales strategies for businesses, coaching sales teams on outbound best practices, and providing outsourced BDRs and SDRs.
Follow Ricky Pearl on LinkedIn: https://www.linkedin.com/in/rickypearl/
Hey all. Welcome to another episode of a Limitless podcast series. I'm Nisha, a product marketer at Hippo Video and your podcast host. We have with us today, Ricky Pearl. Hey Ricky, welcome to Limitless. Hey, thanks for having me on the show. Pleasure is all mine, and it's great to have you here. So Ricky is a hardcore, outbound sales guy who's all about sales.
He is the CEO of Pointer, an organization that offers sales as a service by crafting outbound sales strategies for businesses, coaching sales teams on outbound best practices, and providing outsourced BDRs and SDRs. So today, Ricky Pearl will be decoding the anatomy of an elusive, complex, and extremely critical sales component, which is cold outreach.
Alright, so let's get started with the questions. Let's do it. Awesome here. Okay. Here's my first question for you. Let's start with how salespeople should mentally praise themselves before picking up the receiver. You know, because there's no guessing how the call might go, right? So how does a shake-off that you know dread getting rejected before they make the call?
There's some great videos that you can watch on going from cold call reluctance to cold call confidence, and one of the big strategies we try teach is detaching yourself from they're not rejecting you. They are saying no is a reflection of their own needs and their own circumstance and not you or your voice on the phone, and we try to teach our cold callers to be like actors. You know, a villain in a movie is not a villain in real life. He's playing a role. And if somebody doesn't like that, character, Maybe they're not meant to like that character in a movie. You're playing that role. Well we try to get them to act like good cold callers.
It's not them. They could give themselves a fake name if they want. So, trying to detach the rejection from being personal and detaching themselves from the outcome are probably the two main things that we teach. And, when SDRs or BDRs get that right, they don't feel rejection. They just got a no.
And that's okay. We collect nos, and we collect enough nos. We finally get a yes. Okay, that's good advice. But you know, some people are really passionate about sales. Right. You know, they make the salesperson the whole personality. So look I think it's very difficult when you do that. I think if you want to make sales part of your personality, then that is fine, but you have to have a mature approach to that and understand that sales is.
Not convincing people of anything. Sales is about helping people and facilitating a decision that they make that they need to make. And cold calling professionally interrupting people's days. Yes, there are better ways to do that and there are lesser ways to do that, but there are some people you simply will never reach on a cold call and they are turned off from the seconds.
Their phone rings even before they've heard your voice. So you can't win all of them. And if you are planning to win all of them, then you are very attached to the outcome and you will be feeling the rejection when you don't get the results you want. Okay, yeah, that's great advice. Okay, so, speaking about cold calls, do you have cold call open that it works for you like almost all the time?
Nothing works almost all the time. Firstly, we do a lot of outreach all over the world, and we find that different countries, different cultures work very differently. I'll give you an example. At the moment in the us, permission-based openers are not working well anymore for us. Six months ago, they worked almost every time.
When you say, Hey James, Ricky here. Mind if I tell you why I'm or could I take 30 seconds to tell you I'm calling or whatever. Your permission-based open area is worked almost every time. Okay, now not working as much, and it's putting people on the back foot. So now in the US we're using a bit more of a direct.
Outreach approach where we might use, something a little bit more forceful to put the cold call on the same stature or same status as the person they're calling. And they might just say, James and say, yeah. So you're responsible for the monthly recurring revenue and converting it to Ari at your business.
I'd say, yes. So Great. The reason I wanted to chat to you and okay, so we either go something like the Justin Michaels or the Patrick William Joyce's router and multiply method. Okay. So it's being more direct into the point instead of beating around the bush. Absolutely. Whereas if you're calling in Australia, for example, permission-based openers still work very effectively and will use a permission-based opener over a more direct approach.
In Australia, in New Zealand, as an example, you could, or even in France for example, you could quite comfortably call and say, how are you doing? How's your day? Or how have you been? As a slightly better version of that, which you would be, you'd never do in the US but in certain cultures that's still, it's actually better.
Cause if you don't do that, they might find you rude. Yeah, I mean the US is known for being fast-paced in direct, so I guess, and here Europeans are in general more warm and open, I guess. I mean, not, but still No, of course. It's just the amount of cold calls in, in a, in the US people are inundated with robocalls and cold calls all day.
In Australia, my phone hardly rings and if somebody calls me, I don't mind if they give a polite, how have you? Yeah, because everyone's target is the USA target market is the US so. Exactly. So yeah, in terms of a cold call opener, that works. You have to know your market. You have to know the persona that you're calling.
And if you are not calling, if you're calling into the US, I wouldn't be using permission-based openers anymore. If you're calling anywhere else in the world, permission-based openers are still highly. Awesome. Okay, so I think that's something our listeners would implement going forward. I think this is very useful advice, so, okay.
If not, if not open it, you have a framework like what you lead with Segway into and then end with a gender framework. Kind of we don't really use a generic framework. Every single company that we work with might need something slightly different and we'll go through a process of writing a script.
It depends on the industry you're calling into. We do a lot in construction technology, for example, and when you're calling tradies, it's a li it's a much lighter, more casual conversation. whereas if you're calling a chief marketing officer for an enterprise account, but typically we would start with the call opener.
We would then go, some kind of a problem stake statement or provoke them in some way. We then might go through to bring in some social proof through another provoking question. And then go to our call to action. So really short, sharp, to the point. Okay. So I think most of our listeners here would be your B2B salespeople in the end.
Yeah. They would find us advisors for this framework that you've just shared. So, yeah. So to give you an example, it might be, yeah. Hey, G, James Ricky here from Pointer. Do you mind if I tell you I'm calling? They say, yeah, what's going on? Then you would go with a little bit of a problem statement or provoking them saying, Hey James, talking to a lot of CROs like you, a lot of them are struggling to convert their monthly recurring revenue to annual recurring revenue, and then would go with a provoking question or bring in social proof.
Again, depends. The customer, and you can do them both together. So you could say, I was actually just chatting to the CRO for a click up. And they were mentioning that they really were struggling to convert that ARR to MRR to AR. Is that on your agenda too? Okay. And so now I've like led with a provoking question.
I've brought in some social proof. Hopefully what I'm talking about is hyper-relevant to them, and I've got a simple yes or no answer that I'm getting out of them. So I can start getting some, some small yeses. And if they say no, it's not on the agenda. On the agenda, I go into objection handling, which is all I'm really trying to do.
Essentially that first question, the plan is I'm gonna get into my objection handling. If they say, yes, it is on the agenda, I might do another provoking question, or I might just go straight to the call to and in the call to action again, we might bring in social proof might not. So an example of that could be a simple call to action would be, Hey look, do you mind if I send you some more information on this?
Oh, could I flick it over to you via email or would it be worth your time to, to see how we've solved this for click up? That's bringing in some social proof whilst asking for but whatever the call to action is, we currently going pretty low. So sometimes it's just, could I send you more information, super casual, or sometimes it's really simply asking for time again, depends on the market.
All right. okay, so that brings me to my next question, and this could be highly subjective. But you know, like most prospects when you first call them and you ask them, you ask them some provoking questions, they might just answer them out of curiosity. But trust us, you know what builds a relationship, right?
So where does the trust factor come in, at what stage of the conversation does trust, do you get your prospects to trust you? I mean, it's, that's a, a super challenging one, right? Like some people might answer you, that trust starts with your social selling beforehand. But I think it is very hard to build trust on a cold call.
You can build rapport. Okay? Right. And you, you can build rapport. One of the ways that the great way to build rapport is being natural and, bringing in humor. But a great way to build trust is to make them feel safe on the call. And one of the ways to make them feel is by not being presumptuous and not being pushy.
Okay. Yeah. Right. An example of that could be Hey, listen man, I really don't know if our solution would be good for you, but I think that's, I think seeing as like, I think that we might be able to help you because what you've described is quite similar to a solution a problem that, this company had and we were able to solve it for them, would, would it be worth jumping on a call and we could maybe show you how we solved it for them and you would see if that's relevant or you think that might be able to support you too. Now, I'm not being presumptuous. I'm not saying, Hey, we can solve your problems.
I'm not being verbose or, using hyperbole and how excellent our product is. I'm trying to sound very honest and straightforward, and realistic because that's what people are actually expecting. They know there are no silver bullets out there, right? so you should sound like you're genuinely interested in solving your prospect's problem rather than understate things, be subtle and understate things.
Don't say your, your software's the best in the world. Don't say you've helped hundreds of customers. You know, rather just say, never use the we the best or fortunes or thousands. Just say like a few and a good, like I really like to underplay things and understate things and I feel like that builds trust because once, I give them, I make it sound more realistic.
It doesn't get the back, the hair on the back of the neck standing up. And two, I'll usually frame things in a safe way that they can feel. I'm not really pushing them. They have to. Yeah, sounds counter intuitive. YouTube, but I guess that's why it works,so. Yeah. Yeah, absolutely. I mean, not selling as a pattern interrupts in itself.
Yeah. That's what they're expecting on a cold call. Awesome. Okay. All right, so here's my next one for you. so some salespeople just make like end number of calls every day because they've been given a certain target of it. How detrimental is that practice to building real relationships with prospects?
Because the fewer the better, as far as, I'd really, I think that depends on the sales motion. Very often, the relationship that an SDR has with the prospect is very transactional. It is one conversation, it's a 32nd conversation and they're setting up a meeting then for the account executive. Right.
So they're not actually trying to build a relationship. Okay. And I don't really think SDL should be building a relationship unless you are social if you are not social selling, if you are cold calling, there's no relationship to build. There's rapport to build and the account executive needs to build up that relationship.
So volume does matter. Okay. But, quantity matters too and you need to look at both of those in conjunction. If the goal is to maximize conversion, which it will be a factor of both quality and quantity. Whilst considering in your macro factors like your total addressable markets, if you only have a thousand people to call in total and you're burning through them at a hundred a day in 10 days, what do you do? You're out of prospects. You're, you've burned through your total addressable market. So if you only have a thousand, well then you rarely need to focus on quality. If you come to some of the arenas we play in, which is like, high-level enterprise, we only have a hundred, we'll be looking at a hundred named accounts, and that's what we have to prospect into over the course of a.
So you rarely have to be focused on quality. If you have a massive total addressable markets, you've got potentially 30,000 companies that you could call. Well, you, yes. Get your conversion up as high as you can, but volume will make a big difference then. Okay. So the bigger the companies are that you target, or the higher, the higher up the hierarchy that people are placed, that you call, the fewer the number, less the volume.
Kinda, yeah, absolutely. Typically, we would be looking at most things and saying, does, is this a high-touch campaign or is this a low-touch campaign? And with each, within each company or within the different ideal client profiles, you might have a few, we'll put the CEO onto a high touch campaign where we are trying to build a reputation, social sales, et cetera.
And if we are also calling in through all of their, lower ranks, that might be a lower touch, higher volume. Okay. Got it. All right. And next question. So this is for the sales leaders out there listening to this podcast. What should the leadership do to reduce the laws of moral That's pretty common in sales in general, and is right now more pronounced than ever before due to the ongoing downturn.
Yeah. Morale so important and I think what actually bothers salespeople is quite different to what sales leaders think it might be. For example, most SDRs join a company and they think that the cold calling is gonna be the worst part of the job. What they realize soon is that cold calling's not the worst part of the job.
It's listening to the dial tone and getting no answers and sitting down for an hour on the phone and actually only having a one conversation that is painful. That one conversation was actually the highlights of the hour, the other 59 minutes where you sat just listening to voicemails or, or dial tone.
That was the terrible part. So really understanding what the friction is with your team can make a difference. And focusing on professional development, like one of the things Pointer does as a service is do SDR and BDR management as a service. So we act as an SDR manager or a BDR manager. people's SDRs and BDRs join our team.
So we do daily call coaching with them, daily email reviews, weekly one-on-ones, and ongoing professional developments that will take them over a year's worth of weekly training where they start off as the basics and by the end of it we are teaching them enterprise-level. I can executive skills.
And what we found is even if their job wasn't great as an SDR, because they in this professional development environment, they feel like sticking this out for a year is gonna be so beneficial when three years from now they're gonna be earning double what they're earning now. So they don't mind that they might be earning less or they might be struggling in the role, or not enjoying parts of it because they can see how beneficial it is for their future.
So I think professional development, R&D, and good manage is all that's needed to increase morale and increase retention, and also reducing frictions like maybe getting your team that dial that they don't have to listen to ring tones or doing better on the research so that they're having more connects, and able to get more success.
All right, so I mean, this was something new I thought like rejections were the worst part, but as you said some conversation is better than no conversation. Listening to an automated title. Absolutely. alright. so Rick, speaking of skills, so what are some new skills that is STS need to pick up to sell to the modern bio?
I think writing is only becoming more and more important, right? Oh. people are talking less and writing more. That's just like a general trend. You know, we've gone from phoning to texting and email and dms and social selling. So writing is ever increasing skill. Another one is the social selling.
Being able to build a reputation and prove that you're trustworthy online is a really important skill that's helping people sell. And, I think buying decisions have become more complicated. More people are involved in the buying process. Buying processes have been extended. So sellers that have really good.
Understanding, of how people make decisions like that? Good business acumen, active listening and empathy are the ones that are going to thrive in a more complex environment like enterprise sales. Okay, so listening is more important than speaking every day of the week? Yes. Okay. Awesome. Alright, so next.
automated email cadences are all the rage right now. Windows knows, like since you mentioned writing and everyone's doing it, how can a salesperson strike a balance between automation, personalization in a way that the cold emails stands out to the prospect, but without losing out on the scalability factor?
Yeah, that's a constant challenge, right? And I think it comes down mostly to the quality of what's in the. Right. So sales leaders like Sam McKenna will be teaching the the Show Me, you Know Me. And what that is, is about personalizing your first emails, personalizing your outreach in such a way that you have proven to this person that you are different to every other spammer, and that you've put in some research and earned the rights to have a conversation.
So personalization is becoming really important. Now, there are some sneaky ways to do personalization at. Yeah. And as those tricks grow, they work for a while. People learn them, people start doing them, and then they become less relevant because everyone else copies it. Yeah. So it, it is a hard balance to strike, but there is an a creativity elements to outreach and you'll find the more creative prospectors will be doing better and better over.
Could you give some examples of the creativity? How can that be expressed in emails? So an example was, was one from, bricks as an example. What they did for their called outreach was they had an email from the ceo, this is what the thread looked like. There was an email from the ceo. Hey James, won't you reach out to, Tolar?
I noticed that they're not using point to services and given that they're hiring at the moment, I really think we'd be able to help them. Would you set up a call for me please? Then James forwards, that's emails, that email to the VP of sales at CL saying hi, Susan. was asked to reach out to you and then in brackets, see, We noticed that you're hiring and we rarely think, pointer could help.
Could we set up a call between you and my ceo? Now that looks like a, a threat. It looks like the CEO has sent this SDR an email, and the SDR has forwarded this email onto. Leader ats, the prospects company. But actually that's just all set up within the sales engagement platform. That's clever,you know it just looks that way.
It looks like a forward, even in the subject line, they'll put forward co and then the subject letters, right? So that's an example. Now that was big in 2018 doesn't necessarily work anymore. Maybe it'll work again when everyone's forgotten about it. But that's an example of it's creative and you can get clever.
With something like that, and you can just have like a windfall success because that's out of the norm. It seems genuine, it seems conversational. It doesn't seem like a sales pitch. You've got a CEO asking a team member if they could set up a meeting with another senior leader from, another company.
And you can get really clever with that as well, with the message from the CEO saying, Hey, I'd really see if they're willing to come over for a cup of coffee, whatever it is like that's just an example. It's creative. Somebody very clever thought of that, and it absolutely killed it. Smashed everyone else.
No one else was doing it for a while, and then everyone else started doing it. Exactly. Then everyone starts doing it, and now they actually see it as sneaky and cheating and disingenuine, and you're doing yourself a disservice. So now we would recommend don't do that, but the person who did that first, the person who was creative, Smashed it.
So the line between being inventive and being deceptive was very clear. Oh, of course. Like that's, yes you're right. That is a bit of a deceptive, one bit of a disingenuine one, but at the same time, the CEO or the VP of sales is actually instructing the,the, the BDR or the SDR to set up that meeting.
you know, it's just a little bit different now. I just gave you a list of a hundred companies to say prospect. Right. so there are creative ways, there's, video outreach at the moment, which obviously you know all about. There's, gifts, there's, how you can tie in relevant personalization into your message.
there were some people, for example, transferring people to cents on Venmo. They were just sending their, they were sending, do you know Venmo? We don't have Venmo in Australia, but it's a thing in the States, like it's like PayPal. Kind of a thing, right? Right, right. You can just transfer someone money, right?
And they were sending someone 2 cents, like all you need is like the email address or their phone number, and you can send them money. So they're sending someone 2 cents and in the notes saying, Hey, James, hoping to give you my 2 cents on SDR. Oh my God. Yeah. On, on SDR management. Hey, that's lame, but still like, and you know what?
It's absolutely lame, but that will get you the c e o to, or the VP of sales to actually engage just, just saying like, Hey mate, that was, that was so creative. I'm gonna give you five minutes of my time. Wow. Okay. I mean, yeah, this is all super interesting and there are hundreds of different, these are all, all tricks and gimmicks, right?
But I think to its core, the thing is how do you stand out when every email looks the same? Sounds the same. So be different. Even if it's just in how you write personalize a lot because that is always unique, right? If I just saw that you went on a, on a holiday and you've just come back from, I don't know, from Rome, right? And then I include a picture of myself in Rome and say, Hey, maybe that was you in the background, or, I don't know, like, it's just something that's gonna make you like turn on for, for 15 seconds to read the rest of my okay. So the trick is to think outside the box absolutely. and then in general, short Harper.
Relevance to the point, succinct emails will still perform better, and more than anything you have to get it in the inbox because you could send the world's most creative prospecting email and if it goes to their spam folder you might as well have just tapped it up and click delete. True. Absolutely.
Okay, so thank you for that, Rick. It was super interesting listening to your examples and yeah, so you mentioned video outreach, right? So could you elaborate a little more on that? Because I've noticed that you post quite a lot of content, video content on dic. So how is video better? Text in terms of getting responses or engagement, and also what's your take on using video for prospecting?
So let me start on using video for prospecting. Okay. I think video in a sales cycle can be a superpower. Okay. There's one caveat. The caveat is that including video in your initial cold email can decrease delivery. So now you have a, a challenge. And in general, we'd recommend not sending it on the first email, sending it further down in the sequence.
At the same time, there's relevance to doing that because to, to make a personalized video for 10,000 people or a thousand people, is a hell of a lot of time when a lot of them aren't gonna respond or even watch it. So as soon as we've had some form of engagement, any form of engagement video is.
Video's also rarely good on platforms like LinkedIn where you don't have delivery issues. You know, if you send it, it's gonna go to the inbox because that's the process, right? Email's a bit different, but just someone you connected with further in the sales cycle. Summarizing meetings compressing insights general touchpoints within the sales cycle Video.
Tremendous. And now I'll, I'll like group it in with social, where it's better than text. Okay. People can see your body language they can pick up all of the nuances of, of how you're saying something. It is, you can convey and communicate a lot more information in a video than you can in text. You can't get.
Tone easily in text. you can't get sincerity. You can't get a whole lot that of things that you can convey. And so ultimately you can be more convincing in an email. You can form connections. You're actually building a relationship better via email. It's an asynchronous relationship, but you are building a relationship better when using video.
and yeah, ultimately to make us succinct, three minute email is a lot, but in a three minute video you can convey a lot of information. Okay. That makes a lot of sense. And as this is seeing disbelieving, right? So Yeah. Yeah. And one last thing for me to put together, like a well-structured email. Like a long email, a follow up.
I'm deep within a sales cycle. I'm like, I'm just one stage before negotiating, for example, or handling emails rarely challenging to do that. It'll take me 30 minutes, 45 minutes to type up a really good email. Whereas I could probably bang that off in a video in five minutes cause I know exactly what I want to say.
It's just how to write it in a succinct way. That's the challenge. So video actually saves me a lot of and is better. It's just a, it's just a win. Okay. Yeah. So a lot of people have this you know, perception of videos being time consuming to create. So I think you kind of demystified that. No, it's not, it's actually, well, it doesn't need to be perfect, right?
Yeah. Now it's different. You do, you're doing, social posts on video, that's a different story. Right now you've got branding and whatever. but it's the imperfection in the videos that it helps to convey the humanity of it and bring in those nuances so outta minds, stumbling outta mind, stammering a little bit.
As long as you sincere, relatively succinct and conveying useful and relevant information, you don't have to be perfect. so in that sense, it's a lot quicker. You don't have to edit either, right? or even if you have to want to re-record something, you can. It's super quick. I personally find email takes me a lot, a lot harder.
One last interesting observation is videos on LinkedIn, as an example. tend to have a lot less reach than text. I don't get as many people watching a video as I do reading a post. However, when I bump into people, when I see them in real life or when I talk to them, they always mention my video and not my text.
To me, it's just very often obvious that the video has a greater impact. It's stickier, it's more memorable. Yeah. And so in many ways, the quality of it as a tool to, help build my reputation, it's a much higher quality tool than text that's what matters, right? Like more than reaching a large number of people, just reach a few that you know really matters to you.
So, yeah. okay. So I think the bottom line is video works better than text, like, especially further down the sales cycle. Yeah. And hey, you can use your transcript as text as well. So it's actually video is a great way to create text. Yeah. I think right now the tagline is to write as you speak, don't make your emails to formal.
So yeah, I think this is a great idea to use the transcript as an email script. So, yeah. Okay. alright. So, Ricky, I think we are almost at the end of our session, and here's my final question to you. What are some books, podcasts, or newsletters that you recommend to our listeners? There are so many. I've got a whole list over on, on our website.
There's the ultimate, just like, I dunno, Google the ultimate SDR guide on the Pointer. But if you're just starting out, someone like Beck Holland has put together her flipped the script series. Yeah. And there is so much knowledge and insights and expertise, they're delivered for free. That it is mind.
We use it. So yeah, we know how powerful that was. So Beck Holland Flipped the Script. Absolutely incredible. Then it depends on your style, like listening to someone like or getting a course from someone like Josh Braun, who is rarely powerful. He's exceptional at asking questions and disarming people.
So it really depends what you're looking for. Like if you're looking at someone like Jeb Blunt's, fanatical Prospecting, it's a good book, but it's very like bang your-chest heavy sales, bro. Kind of like almost, some like misogynistic oh kind of trends within it, right? Or like stereotypes of sales that not, that doesn't resonate with everyone.
If it resonates with go for it. Right. Good book. There's a lot of value in it, but it's really not for everyone. podcasts, I really like one, 30 minutes to President's Club. Like it's a classic. Everyone listens to it. Yeah. And for good reason. It's one of the best. there's, As I met, like the fanatical prospecting, Scott Lisa's books are really good.
Jason sorry. Yeah. Jason Bayes outbound Squad. Yeah. Really good to listen to the truth is there's a hell of a lot. Of excellent content out there. but seriously, I dunno if you put it in the show notes, I've got this guide, the Ultimate SDR Guide, where essentially we've just created lists.
It's a, it's like a notion document where we've just created a list of, like, here are the podcasts to listen to. Here are the books to read. Here are some webinars to watch. There's more content out there right now to learn how to do sales than ever before. And so from an academic perspective, you'll never go.
Awesome. And I think a comprehensive list of such books and podcast is necessary, like the one you created so the people don't get lost searching for, yeah. It's, it's quite simply. And yeah, if they go to guide dot pointer strategy.com au it'll, it'll take them there. And there's a list of podcasts.
There's, there's so many, like when they're getting further into the sales cycle, and they're rarely looking. expand into their account executive roles skills. So then there are things like, audibly ready and the Challenger winning the Challenger Sale by Jen Allen. Rarely incredible if you're more into sales enablement.
So then there's the Sales enablement podcast. I love everything by sales. Louis Jenny's team do an incredible job, even one of our competitor's science. Has a podcast called Enterprise Sales Developments, and it is phenomenal, listen. There are a lot of great tools out there. if you're into Medic, for example, there's Masters of Medic with Andy Whites, really incredible podcasts, incredible shows, and so much to listen to and watch when. If an SDR really needs to practice and needs mentoring and needs coaching and needs daily support, like, Hey, would you listen to my cold call? Tell me what I could have done better. Or, Hey, I've just received this, this response on LinkedIn, or this response from the c e o.
How would you apply if you need more coaching, training, mentoring, and management support? That's when it's hard to find it online, and that's the kind of service that point is trying to companies. Awesome. Alright, so I'm sure our listeners would've made notes of your exhaustive and super insightful list.
If not, we'll be posting them on our socials and also the landing page when this podcast goes out. So no worries there. okay, so I think that brings us to the end of this. Thank you, Rick, for those incredibly insightful tips on cold outreach. You've given our listeners a wealth of advice to execute upon, so thank you for that.
Thank you for having me on. It was really, really great chatting to you. Ah, it Yeah, I had fun too. Thank you for that. And yeah, once again, thank you listeners for tuning in today. We'll be doing many more of these podcasts with more search teller sales leaders from around the globe. So stay tuned into our upcoming episodes.
We are on Apple, Spotify, Google and Stitcher. Also subscribe to get notified when a new episode is out. And please leave us a review of your on Apple. Thanks for listening. Bye, and have a great day once again, Ricky. Thank you.