There is no organisational incentive to change a lead-first culture

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relative w-full h-full object-cover" src="https://media.licdn.com/dms/image/v2/D4D12AQF2z1b4wdpSEw/article-cover_image-shrink_600_2000/article-cover_image-shrink_600_2000/0/1689535245273?e=2147483647&v=beta&t=z6TsWe0cy2d_SsL5qUxMjY2nYTNIWT2MoH4InhFRYX0" fetchpriority="high" data-embed-id="cover-image" alt="There is no organisational incentive to change a lead-first culture"> </div> </div>  </figure> <header> <section class="core-section-container relative my-3"> <h1 class="pulse-title text-display-md text-color-text lg:text-display-lg font-bold w-11/12">There is no organisational incentive to change a lead-first culture</h1> <div class="ellipsis-menu absolute right-0 top-0"> <div class="collapsible-dropdown flex items-center relative hyphens-auto"> <button class="ellipsis-menu__trigger collapsible-dropdown__button btn-md btn-tertiary cursor-pointer !py-[6px] !px-1 flex items-center rounded-[50%] " aria-expanded="false" aria-label="Open menu" 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base-card--link base-main-card flex flex-wrap py-2 pr-2 babybear:pr-0 base-main-card--link publisher-author-card"> <a class="base-card__full-link absolute top-0 right-0 bottom-0 left-0 p-0 z-[2]" href="https://uk.linkedin.com/in/christopherpetersv2" data-tracking-control-name="article-ssr-frontend-pulse_publisher-author-card" data-tracking-will-navigate> <span class="sr-only"> Chris Peters </span> </a> <img class="inline-block relative rounded-[50%] w-6 h-6 " data-delayed-url="https://media.licdn.com/dms/image/v2/C4D03AQF7-0sfxdn2Pw/profile-displayphoto-shrink_400_400/profile-displayphoto-shrink_400_400/0/1640677692794?e=2147483647&v=beta&t=SESPQy4TN-4KiEeK1W2CqmMEr8NV6PuawGMV7U4AVjs" data-ghost-classes="bg-color-entity-ghost-background" data-ghost-url="https://static.licdn.com/aero-v1/sc/h/9c8pery4andzj6ohjkjp54ma2" alt="Chris Peters"> <div class="base-main-card__info self-center ml-1 flex-1 relative break-words papabear:min-w-0 mamabear:min-w-0 babybear:w-full ">  <h3 class="base-main-card__title font-sans text-[18px] font-bold text-color-text overflow-hidden "> Chris Peters </h3> <h4 class="base-main-card__subtitle body-text text-color-text overflow-hidden "> B2B Marketing Partner </h4>  <div class="body-text text-color-text-low-emphasis base-main-card__metadata"> Published Jul 16, 2023 </div>  </div> <div class="base-main-card__ctas z-[3] self-center ml-3 babybear:ml-1 babybear:self-start"> <a class="base-main-card__cta btn-sm btn-secondary" href="https://www.linkedin.com/signup/cold-join?session_redirect=%2Fpulse%2Forganisational-incentive-change-lead-first-culture-chris-peters&trk=article-ssr-frontend-pulse_publisher-author-card" data-tracking-control-name="article-ssr-frontend-pulse_publisher-author-card" data-tracking-will-navigate> + Follow </a> </div> </div> </div> </section> </header> <div data-test-id="article-content-blocks">  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class>B2B Excellence is a weekly newsletter that curates the best B2B marketing content from the brightest minds in our industry.</span> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class>We include the perspectives from a variety of enterprise marketers, stories from fast-growth businesses challenging the conventional ways of working and thinking, and the top 1% of B2B marketers shaping modern-day practices.</span> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class><a href="https://www.linkedin.com/redir/redirect?url=https%3A%2F%2Fwww%2Eb2bexcellence%2Eco%2F&urlhash=ew-_&trk=article-ssr-frontend-pulse_little-text-block" target="_blank" data-tracking-control-name="article-ssr-frontend-pulse_little-text-block" data-tracking-will-navigate data-test-link>Sign up to receive the email in your inbox every Friday. </a></span> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class>For more content, you can follow me on </span><span class><a href="https://www.linkedin.com/in/christopherpetersv2/?trk=article-ssr-frontend-pulse_little-text-block" target="_blank" data-tracking-control-name="article-ssr-frontend-pulse_little-text-block" data-tracking-will-navigate data-test-link>LinkedIn. </a></span> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class>****</span> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <br> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class="font-[700]">Article 1 - There is no organisational incentive to change a lead-first culture</span> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class><a href="https://www.linkedin.com/posts/christopherpetersv2_there-is-no-organisational-incentive-to-change-activity-7081545535572041728-gVUY/?utm_source=share&utm_medium=member_desktop&trk=article-ssr-frontend-pulse_little-text-block" target="_blank" data-tracking-control-name="article-ssr-frontend-pulse_little-text-block" data-tracking-will-navigate data-test-link>This was my post on LinkedIn from earlier this week. </a></span> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class>Winning leads at any cost is an ingrained cultural obsession.</span> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class>But no obsession is placed on the definition, tracking beyond gathering an email address, the customer experience, and how lead generation fits into an overarching strategy.</span> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class>This culture will dedicate these 5 behaviours and ways of working.</span> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class> <ul> <li><span class>Short-Termism = all marketing$B!G(Bs success needs to be measured immediately </span></li> <li><span class>Tactic Focused = all marketing efforts are tactic based </span></li> <li><span class>GTM Motion = strategic thinking is secondary</span></li> <li><span class>Agency Agenda = you reward the agency and your partners on their ability to deliver leads at the cheapest cost and highest volumes</span></li> <li><span class>Promotions & Pay rises = when you and your team are rewarded for delivering leads, there isn$B!G(Bt much incentive to take an alternative lane</span></li> </ul> </span> </p> </div>  <div class="flex flex-col mt-2" data-test-id="publishing-image-block" rel="ugc"> <figure> <img alt="No alt text provided for this image" class="lazy-load block w-full" data-delayed-url="https://media.licdn.com/dms/image/v2/D4D12AQH8pdpm8Phqfw/article-inline_image-shrink_1000_1488/article-inline_image-shrink_1000_1488/0/1689535186599?e=2147483647&v=beta&t=nxcvMU58bvExZjbTJuwJ8giMDZc6Y9iJou2ajoO3als">  </figure> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class> </span> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class="font-[700]">Article 2 - Three Phases of Differentiation </span> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class>I love this simplistic view of the evolution of differentiating your brand. As your brand goes through the different stages of growth, the focus of distinction will differ at those phases of growth.</span> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class><a href="https://www.linkedin.com/posts/anthonypierri_productmarketing-saas-gotomarket-activity-7081280008182267904-xs1u/?utm_source=share&utm_medium=member_desktop&trk=article-ssr-frontend-pulse_little-text-block" target="_blank" data-tracking-control-name="article-ssr-frontend-pulse_little-text-block" data-tracking-will-navigate data-test-link>This is a great piece from product marketing expert Anthony Pierri. </a></span> </p> </div> <div class="inline-articles bg-color-surface-new border-hidden rounded-sm p-1 mx-auto my-1.5 mamabear:w-2/3 inline-articles__after"> <h2 class="text-xl font-medium ml-1.5 my-1 text-color-text mamabear:text-center">Recommended by LinkedIn</h2> <div class="flex flex-wrap mx-0.5 babybear:mx-1.5"> <div class="content-author-card flex flex-col max-w-[270px] h-auto rounded-md border-1 border-system-gray-30 border-solid pb-1.5 inline-article mx-auto my-1 border-hidden papabear:w-[219px] babybear:min-w-full mamabear:min-w-full h-auto bg-color-canvas-tint"> <a class="no-underline" data-tracking-control-name="inline-recommended-articles" data-tracking-will-navigate href="https://www.linkedin.com/pulse/unfair-advantage-7-elite-strategies-smart-b2b-brands-use-shama-hyder-2cn5e"> <img class="content-image w-full h-[150px] bg-cover rounded-t-md object-cover" data-delayed-url="https://media.licdn.com/dms/image/v2/D4E12AQG7RPQ68aIAyA/article-cover_image-shrink_720_1280/article-cover_image-shrink_720_1280/0/1730735787992?e=2147483647&v=beta&t=Zvs3DCaQcUkKPYwxH2xpKsBOXUtga2JoZwzzH4DrIkg"> <div class="inline-article-title text-md text-color-text font-bold pl-2 pt-1 pr-1.5">The Unfair Advantage: 7 Elite Strategies Smart B2B…</div> <div class="inline-article-meta px-2 mt-1 font-sans text-xs font-normal text-color-text-low-emphasis h-full"> <span class="inline-article-author pt-0.5"> Shama Hyder </span> <span class="before:middot pt-0.5 inline-article-published-date"> 2 weeks ago </span> </div> </a>  </div> <div class="content-author-card flex flex-col max-w-[270px] h-auto rounded-md border-1 border-system-gray-30 border-solid pb-1.5 inline-article mx-auto my-1 border-hidden papabear:w-[219px] babybear:min-w-full mamabear:min-w-full h-auto bg-color-canvas-tint"> <a class="no-underline" data-tracking-control-name="inline-recommended-articles" data-tracking-will-navigate href="https://www.linkedin.com/pulse/pragmatic-approach-build-effective-b2b-marketing-strategy-mayank-gmucc"> <img class="content-image w-full h-[150px] bg-cover rounded-t-md object-cover" data-delayed-url="https://media.licdn.com/dms/image/v2/D5612AQGvgr02COif-w/article-cover_image-shrink_720_1280/article-cover_image-shrink_720_1280/0/1726658806369?e=2147483647&v=beta&t=xOAwz6_q45MkqRHaw8qG__frd0L3ZONVPYfNj8LzZpY"> <div class="inline-article-title text-md text-color-text font-bold pl-2 pt-1 pr-1.5">Pragmatic Approach to Build an Effective B2B Marketing…</div> <div class="inline-article-meta px-2 mt-1 font-sans text-xs font-normal text-color-text-low-emphasis h-full"> <span class="inline-article-author pt-0.5"> Akash Mayank </span> <span class="before:middot pt-0.5 inline-article-published-date"> 2 months ago </span> </div> </a>  </div> <div class="content-author-card flex flex-col max-w-[270px] h-auto rounded-md border-1 border-system-gray-30 border-solid pb-1.5 inline-article mx-auto my-1 border-hidden papabear:w-[219px] babybear:min-w-full mamabear:min-w-full h-auto bg-color-canvas-tint"> <a class="no-underline" data-tracking-control-name="inline-recommended-articles" data-tracking-will-navigate href="https://www.linkedin.com/pulse/b2b-marketing-hard-geoff-hollingworth-irhie"> <img class="content-image w-full h-[150px] bg-cover rounded-t-md object-cover" data-delayed-url="https://media.licdn.com/dms/image/v2/D4E12AQFMIFERUpqVLg/article-cover_image-shrink_720_1280/article-cover_image-shrink_720_1280/0/1719173031695?e=2147483647&v=beta&t=tcCfoB9K2mDIKJkZNRyYDXqwfGx2FafP4LXwGO5LDH0"> <div class="inline-article-title text-md text-color-text font-bold pl-2 pt-1 pr-1.5">B2B Marketing is hard</div> <div class="inline-article-meta px-2 mt-1 font-sans text-xs font-normal text-color-text-low-emphasis h-full"> <span class="inline-article-author pt-0.5"> Geoff Hollingworth </span> <span class="before:middot pt-0.5 inline-article-published-date"> 5 months ago </span> </div> </a>  </div> </div> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class> <ol> <li><span class>Contextual Differentiation - Demonstrate how your product or service is a contrarian and better way of doing the same ingrained thing(s). </span></li> <li><span class>Competitive Differentiation - Once you have validated your new concept. Competitors will finally appear. Product differentiation will be critical for continued growth.</span></li> <li><span class>Brand Differentiation - Once your product category has reached maturity, brand power will favour those will clear market authority.</span></li> </ol> </span> </p> </div>  <div class="flex flex-col mt-2" data-test-id="publishing-image-block" rel="ugc"> <figure> <img alt="No alt text provided for this image" class="lazy-load block w-full" data-delayed-url="https://media.licdn.com/dms/image/v2/D4D12AQHjd95niuWd3w/article-inline_image-shrink_1000_1488/article-inline_image-shrink_1000_1488/0/1689535209240?e=2147483647&v=beta&t=kofD_0LKpPDdp12TxOjnNkVWJtH2PZQ3aeWH_hKx0QA">  </figure> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <br> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class="font-[700]">Article 3 - Creativity is paramount to favour the odds for smaller brands</span> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <br> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class>Smaller businesses have the odds stacked against them for achieving fast growth.</span> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class>Brand power is lower, loyalty is lower, retention is lower, and it will cost you more to acquire a customer.</span> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class>But creativity brands can win by being exactly that. Creative.</span> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class><a href="https://www.linkedin.com/pulse/why-small-brands-must-play-harder-win-the-b2b-institute-linkedin/?trackingId=k1u2DogRGbMba5eoMKaQEg%3D%3D&trk=article-ssr-frontend-pulse_little-text-block" target="_blank" data-tracking-control-name="article-ssr-frontend-pulse_little-text-block" data-tracking-will-navigate data-test-link>This article by Kate Newstead identifies the key components of how smaller brands can win. </a></span> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class> <ul> <li><span class>Don't rely on demand capture campaigns only, allocate a proportion of your budget to brand building.</span></li> <li><span class>Identify a particular pain point, category, or sub cohort of users, or be known for one specific thing for your brand-building efforts. You can$B!G(Bt afford to do it all, so pick one thing and grow your future buyers with that one thing.</span></li> <li><span class>Creative. Poorly designed, poorly branded and unrecognisable work is a problem for larger and smaller businesses. Without a legacy brand to fall back on, a lack of creativity will stifle your growth.</span></li> </ul> </span> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <br> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class="font-[700]">Conversations or articles I liked this week</span> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class><a href="https://www.linkedin.com/posts/jasonbradwell_i-honestly-believe-that-downloads-are-an-activity-7082344489536610304-UV3k?utm_source=share&utm_medium=member_desktop&trk=article-ssr-frontend-pulse_little-text-block" target="_blank" data-tracking-control-name="article-ssr-frontend-pulse_little-text-block" data-tracking-will-navigate data-test-link>Brand-owned podcast in B2B metrics </a></span> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class><a href="https://www.linkedin.com/pulse/ai-killing-b2b-research-simon-hayhurst/?trackingId=OfzMaG0P5%2FgYHVgzq3dCnQ%3D%3D&trk=article-ssr-frontend-pulse_little-text-block" target="_blank" data-tracking-control-name="article-ssr-frontend-pulse_little-text-block" data-tracking-will-navigate data-test-link>Is AI killing B2B research? </a></span> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class><a href="https://www.linkedin.com/posts/shiv-n22_marketing-digitalmarketing-activity-7081965417987993600-x5qR?utm_source=share&utm_medium=member_desktop&trk=article-ssr-frontend-pulse_little-text-block" target="_blank" data-tracking-control-name="article-ssr-frontend-pulse_little-text-block" data-tracking-will-navigate data-test-link>Paid Media without content hits diminishing returns. </a></span> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class><a href="https://www.linkedin.com/posts/christine-mclean-lewis_zero-click-content-the-counterintuitive-activity-7081995002314141696-nr_X?utm_source=share&utm_medium=member_desktop&trk=article-ssr-frontend-pulse_little-text-block" target="_blank" data-tracking-control-name="article-ssr-frontend-pulse_little-text-block" data-tracking-will-navigate data-test-link>Zero-click content </a></span><span class> </span> </p> </div>  <div class="article-main__content" data-test-id="publishing-text-block"> <p> <span class><a href="https://www.linkedin.com/posts/vladimirblagojevic_decision-makers-your-audience-most-b2b-activity-7082689657544556544-4Blo?utm_source=share&utm_medium=member_desktop&trk=article-ssr-frontend-pulse_little-text-block" target="_blank" data-tracking-control-name="article-ssr-frontend-pulse_little-text-block" data-tracking-will-navigate data-test-link>Decision makers $B!b(B your audience </a></span> </p> </div>  </div>   </article> <div class="base-card relative w-full 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style="display: none"></code> <code id="social-actions__reaction-image-PRAISE" style="display: none"></code>  <a href="https://www.linkedin.com/signup/cold-join?session_redirect=%2Fpulse%2Forganisational-incentive-change-lead-first-culture-chris-peters&trk=article-ssr-frontend-pulse_x-social-details_likes-count_social-actions-comments" target="_blank" data-tracking-control-name="article-ssr-frontend-pulse_x-social-details_likes-count_social-actions-comments" data-tracking-will-navigate class="flex items-center font-normal text-color-text-low-emphasis no-underline visited:text-color-text-low-emphasis before:middot my-1" data-test-id="social-actions__comments" data-id="social-actions__comments" data-num-comments="5" data-singular="%numComments% Comment" data-plural="%numComments% Comments" data-entity-urn="urn:li:ugcPost:7086425391178915840"> 5 Comments </a>  </div> </div> </div> <div class="comments__container"> <div class="comments">   <section class="comment flex grow-1 items-stretch leading-[16px] comment-with-action my-1.5"> <div> <a href="https://nl.linkedin.com/in/sven-van-stek-138040172/en?trk=article-ssr-frontend-pulse_x-social-details_comments-action_comment_actor-image" data-tracking-control-name="article-ssr-frontend-pulse_x-social-details_comments-action_comment_actor-image" data-tracking-will-navigate> <img class="inline-block relative rounded-[50%] w-4 h-4 " data-delayed-url="https://media.licdn.com/dms/image/v2/C4D03AQEPKvoD3uHXLg/profile-displayphoto-shrink_400_400/profile-displayphoto-shrink_400_400/0/1553711079811?e=2147483647&v=beta&t=FGwbfgg0eve67Yl3ao43vrgWDPS_4HYAUNnYNw21rms" data-ghost-classes="bg-color-entity-ghost-background" data-ghost-url="https://static.licdn.com/aero-v1/sc/h/9c8pery4andzj6ohjkjp54ma2" alt="Sven van Stek"> </a> </div> <div class="w-full min-w-0"> <div class="comment__body ml-0.5 mb-1 pt-1 pr-1.5 pb-1 pl-1.5 rounded-[8px] rounded-tl-none relative"> <div class="comment__header flex flex-col"> <a class="text-sm link-styled no-underline leading-open comment__author truncate pr-6" href="https://nl.linkedin.com/in/sven-van-stek-138040172/en?trk=article-ssr-frontend-pulse_x-social-details_comments-action_comment_actor-name" data-tracking-control-name="article-ssr-frontend-pulse_x-social-details_comments-action_comment_actor-name" data-tracking-will-navigate> Sven van Stek </a> <p class="!text-xs text-color-text-low-emphasis leading-[1.33333] mb-0.5 truncate comment__author-headline">Business Owner</p> <span class="text-xs text-color-text-low-emphasis comment__duration-since absolute right-6 top-1 inline-block"> 1y </span> <div class="ellipsis-menu absolute right-0 top-0 !mr-0.5 babybear:!-top-0.5" data-test-id="comment__ellipsis-menu" data-feed-action="show-comment-dropdown"> <div class="collapsible-dropdown flex items-center relative hyphens-auto"> <button class="ellipsis-menu__trigger collapsible-dropdown__button btn-md btn-tertiary cursor-pointer !py-[6px] !px-1 flex items-center rounded-[50%] 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href="/uas/login?session_redirect=https%3A%2F%2Fwww.linkedin.com%2Fpulse%2Forganisational-incentive-change-lead-first-culture-chris-peters&trk=article-ssr-frontend-pulse_x-social-details_comments-action_comment_ellipsis-menu-semaphore-sign-in-redirect&guestReportContentType=COMMENT&_f=guest-reporting" data-tracking-control-name="article-ssr-frontend-pulse_x-social-details_comments-action_comment_ellipsis-menu-semaphore-sign-in-redirect" data-tracking-will-navigate data-item-type="semaphore" data-semaphore-content-type="COMMENT" data-semaphore-content-urn="urn:li:comment:(urn:li:ugcPost:7086425391178915840,7097040900609986560)" data-semaphore-tracking-prefix="article-ssr-frontend-pulse_x-social-details_comments-action_comment_ellipsis-menu-semaphore" data-is-logged-in="false" data-modal="semaphore__toggle" class="semaphore__toggle visited:text-color-text-secondary ellipsis-menu__semaphore ellipsis-menu__item-button flex items-center w-full p-1 cursor-pointer font-sans text-sm font-bold link-styled focus:link-styled link:no-underline active:bg-color-background-container-tint focus:bg-color-background-container-tint hover:bg-color-background-container-tint outline-offset-[-2px]">  <icon class="ellipsis-menu__item-icon text-color-text h-[24px] w-[24px] mr-1" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/iq0x9q37wj214o129ai1yjut"> </icon> Report this comment </a>  </li>  </ul>  </div> </div> </div> <div class="attributed-text-segment-list__container relative mt-1 mb-1.5 babybear:mt-0 babybear:mb-0.5"> <p class="attributed-text-segment-list__content text-color-text !text-sm whitespace-pre-wrap break-words comment__text babybear:mt-0.5" dir="ltr">Very interesting! I like your take on this, thank you for sharing!</p>  </div>   </div> <div class="comment__actions flex flex-row flex-wrap items-center ml-2" aria-label="Comment Controls"> <a href="https://www.linkedin.com/signup/cold-join?session_redirect=%2Fpulse%2Forganisational-incentive-change-lead-first-culture-chris-peters&trk=article-ssr-frontend-pulse_x-social-details_comments-action_comment_like" class="comment__action inline-block font-sans text-xs text-color-text-low-emphasis cursor-pointer" data-tracking-control-name="article-ssr-frontend-pulse_x-social-details_comments-action_comment_like" data-tracking-will-navigate> <div class="flex flex-row items-center "> <icon class="action-btn__icon w-2 mr-0.5" data-svg-class-name="action-btn__icon--svg" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/70k0g8kmgdfjjymflqqzipzxj"> </icon> <span class="action-btn__button-text inline-block align-baseline"> Like </span> </div> </a> <span class="before:middot font-sans text-s text-color-text-low-emphasis"></span> <a href="https://www.linkedin.com/signup/cold-join?session_redirect=%2Fpulse%2Forganisational-incentive-change-lead-first-culture-chris-peters&trk=article-ssr-frontend-pulse_x-social-details_comments-action_comment_reply" class="comment__action inline-block font-sans text-xs text-color-text-low-emphasis cursor-pointer comment__reply" data-feed-action="replyToComment" data-feed-control="reply" data-feed-action-category="EXPAND" data-feed-action-type="expandReplyBox" data-tracking-control-name="article-ssr-frontend-pulse_x-social-details_comments-action_comment_reply" data-tracking-will-navigate> <div class="flex flex-row items-center "> <icon class="action-btn__icon w-2 mr-0.5" data-svg-class-name="action-btn__icon--svg" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/4ol9mo4lxvobj5ww3va90wz1o"> </icon> <span class="action-btn__button-text inline-block align-baseline"> Reply </span> </div> </a>  <span class="comment__reactions-count font-sans text-xs text-color-text-low-emphasis border-l-1 border-solid border-color-border-low-emphasis pl-1 mx-1 hidden"> 1 Reaction </span> </div> </div> </section>  <section class="comment flex grow-1 items-stretch leading-[16px] comment-with-action my-1.5"> <div> <a href="https://bd.linkedin.com/in/zahidhasanbokul?trk=article-ssr-frontend-pulse_x-social-details_comments-action_comment_actor-image" data-tracking-control-name="article-ssr-frontend-pulse_x-social-details_comments-action_comment_actor-image" data-tracking-will-navigate> <img class="inline-block relative rounded-[50%] w-4 h-4 " data-delayed-url="https://media.licdn.com/dms/image/v2/D5603AQE72D0fPjnbgQ/profile-displayphoto-shrink_400_400/profile-displayphoto-shrink_400_400/0/1701708649929?e=2147483647&v=beta&t=zsk5la00OFjfmZnw71Kf0XyM0JEQxzekKAyTP2BRdXE" data-ghost-classes="bg-color-entity-ghost-background" data-ghost-url="https://static.licdn.com/aero-v1/sc/h/9c8pery4andzj6ohjkjp54ma2" alt="MD. Zahid Hasan"> </a> </div> <div class="w-full min-w-0"> <div class="comment__body ml-0.5 mb-1 pt-1 pr-1.5 pb-1 pl-1.5 rounded-[8px] rounded-tl-none relative"> <div class="comment__header flex flex-col"> <a class="text-sm link-styled no-underline leading-open comment__author truncate pr-6" href="https://bd.linkedin.com/in/zahidhasanbokul?trk=article-ssr-frontend-pulse_x-social-details_comments-action_comment_actor-name" data-tracking-control-name="article-ssr-frontend-pulse_x-social-details_comments-action_comment_actor-name" data-tracking-will-navigate> MD. Zahid Hasan </a> <p class="!text-xs text-color-text-low-emphasis leading-[1.33333] mb-0.5 truncate comment__author-headline">Founder at Cold Email Lead | Co-Founder @sandboxemails.com | 700M+ Targeted B2B Emails | 100% Accurate Lead Lists | Helping Entrepreneurs Generate Revenue | Get 5 Clients Monthly with My B2B Leads & Email Marketing</p> <span class="text-xs text-color-text-low-emphasis comment__duration-since absolute right-6 top-1 inline-block"> 1y </span> <div class="ellipsis-menu absolute right-0 top-0 !mr-0.5 babybear:!-top-0.5" data-test-id="comment__ellipsis-menu" data-feed-action="show-comment-dropdown"> <div class="collapsible-dropdown flex items-center relative hyphens-auto"> <button class="ellipsis-menu__trigger collapsible-dropdown__button btn-md btn-tertiary cursor-pointer !py-[6px] !px-1 flex items-center rounded-[50%] ellipsis-menu__trigger--small w-[32px] h-[32px] babybear:rotate-90 mamabear:!h-4 mamabear:!min-h-[32px] papabear:!h-4 papabear:!min-h-[32px]" aria-expanded="false" aria-label="Open menu" data-tracking-control-name="article-ssr-frontend-pulse_x-social-details_comments-action_comment_ellipsis-menu-trigger" tabindex="0"> <icon class="ellipsis-menu__trigger-icon m-0 p-0 centered-icon" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/c26vw8uiog92lvrqov98hvbxr"></icon> </button> <ul class="collapsible-dropdown__list hidden container-raised absolute w-auto overflow-y-auto flex-col items-stretch z-1 bottom-auto top-[100%]" role="menu" tabindex="-1"> <li class="ellipsis-menu__item border-t-1 border-solid border-color-border-low-emphasis first-of-type:border-none flex"> <a href="/uas/login?session_redirect=https%3A%2F%2Fwww.linkedin.com%2Fpulse%2Forganisational-incentive-change-lead-first-culture-chris-peters&trk=article-ssr-frontend-pulse_x-social-details_comments-action_comment_ellipsis-menu-semaphore-sign-in-redirect&guestReportContentType=COMMENT&_f=guest-reporting" data-tracking-control-name="article-ssr-frontend-pulse_x-social-details_comments-action_comment_ellipsis-menu-semaphore-sign-in-redirect" data-tracking-will-navigate data-item-type="semaphore" data-semaphore-content-type="COMMENT" data-semaphore-content-urn="urn:li:comment:(urn:li:ugcPost:7086425391178915840,7086727017114603520)" data-semaphore-tracking-prefix="article-ssr-frontend-pulse_x-social-details_comments-action_comment_ellipsis-menu-semaphore" data-is-logged-in="false" data-modal="semaphore__toggle" class="semaphore__toggle visited:text-color-text-secondary ellipsis-menu__semaphore ellipsis-menu__item-button flex items-center w-full p-1 cursor-pointer font-sans text-sm font-bold link-styled focus:link-styled link:no-underline active:bg-color-background-container-tint focus:bg-color-background-container-tint hover:bg-color-background-container-tint outline-offset-[-2px]">  <icon class="ellipsis-menu__item-icon text-color-text h-[24px] w-[24px] mr-1" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/iq0x9q37wj214o129ai1yjut"> </icon> Report this comment </a>  </li>  </ul>  </div> </div> </div> <div class="attributed-text-segment-list__container relative mt-1 mb-1.5 babybear:mt-0 babybear:mb-0.5"> <p class="attributed-text-segment-list__content text-color-text !text-sm whitespace-pre-wrap break-words comment__text babybear:mt-0.5" dir="ltr"><a class="link" href="https://uk.linkedin.com/in/christopherpetersv2?trk=article-ssr-frontend-pulse_x-social-details_comments-action_comment-text" target="_self" data-tracking-control-name="article-ssr-frontend-pulse_x-social-details_comments-action_comment-text" data-tracking-will-navigate>Chris Peters</a> Impressive perspective. Shifting from a lead-centric mindset to a customer-centric approach is key for organizations to thrive. Integrating customer experience, tracking, and strategy will yield better results. Additionally, embracing creativity empowers smaller brands to overcome obstacles and drive rapid growth. Thanks for sharing these enlightening articles :)</p>  </div>   </div> <div class="comment__actions flex flex-row flex-wrap items-center ml-2" aria-label="Comment Controls"> <a href="https://www.linkedin.com/signup/cold-join?session_redirect=%2Fpulse%2Forganisational-incentive-change-lead-first-culture-chris-peters&trk=article-ssr-frontend-pulse_x-social-details_comments-action_comment_like" class="comment__action inline-block font-sans text-xs text-color-text-low-emphasis cursor-pointer" data-tracking-control-name="article-ssr-frontend-pulse_x-social-details_comments-action_comment_like" data-tracking-will-navigate> <div class="flex flex-row items-center "> <icon class="action-btn__icon w-2 mr-0.5" data-svg-class-name="action-btn__icon--svg" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/70k0g8kmgdfjjymflqqzipzxj"> </icon> <span class="action-btn__button-text inline-block align-baseline"> Like </span> </div> </a> <span class="before:middot font-sans text-s 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href="https://www.linkedin.com/signup/cold-join?session_redirect=%2Fpulse%2Forganisational-incentive-change-lead-first-culture-chris-peters&trk=article-ssr-frontend-pulse_x-social-details_comments-action_comment_reactions" class="comment__reactions-count font-sans text-xs text-color-text-low-emphasis border-l-1 border-solid border-color-border-low-emphasis pl-1 mx-1" data-tracking-control-name="article-ssr-frontend-pulse_x-social-details_comments-action_comment_reactions" data-tracking-will-navigate> 1 Reaction </a> <span class="comment__reactions-count font-sans text-xs text-color-text-low-emphasis border-l-1 border-solid border-color-border-low-emphasis pl-1 mx-1 hidden"> 2 Reactions </span> </div> </div> </section>  <section class="comment flex grow-1 items-stretch leading-[16px] comment-with-action my-1.5"> <div> <a href="https://nl.linkedin.com/in/stefan-repin-enterprisemarketing?trk=article-ssr-frontend-pulse_x-social-details_comments-action_comment_actor-image" data-tracking-control-name="article-ssr-frontend-pulse_x-social-details_comments-action_comment_actor-image" data-tracking-will-navigate> <img class="inline-block relative rounded-[50%] w-4 h-4 " data-delayed-url="https://media.licdn.com/dms/image/v2/C5603AQGjGSStUhFJ3A/profile-displayphoto-shrink_400_400/profile-displayphoto-shrink_400_400/0/1584472610270?e=2147483647&v=beta&t=1ab48M7ZVH4YWx7JJ5uUotVgOYMJaPzFn8RGlMEC7-c" data-ghost-classes="bg-color-entity-ghost-background" data-ghost-url="https://static.licdn.com/aero-v1/sc/h/9c8pery4andzj6ohjkjp54ma2" alt="Stefan Repin"> </a> </div> <div class="w-full min-w-0"> <div class="comment__body ml-0.5 mb-1 pt-1 pr-1.5 pb-1 pl-1.5 rounded-[8px] rounded-tl-none relative"> <div class="comment__header flex flex-col"> <a class="text-sm link-styled no-underline leading-open comment__author truncate pr-6" href="https://nl.linkedin.com/in/stefan-repin-enterprisemarketing?trk=article-ssr-frontend-pulse_x-social-details_comments-action_comment_actor-name" data-tracking-control-name="article-ssr-frontend-pulse_x-social-details_comments-action_comment_actor-name" data-tracking-will-navigate> Stefan Repin </a> <p class="!text-xs text-color-text-low-emphasis leading-[1.33333] mb-0.5 truncate comment__author-headline">VP of Marketing @ Platforce | Fractional CMO, Account Based Initiatives, B2B expert</p> <span class="text-xs text-color-text-low-emphasis comment__duration-since absolute right-6 top-1 inline-block"> 1y </span> <div class="ellipsis-menu absolute right-0 top-0 !mr-0.5 babybear:!-top-0.5" data-test-id="comment__ellipsis-menu" data-feed-action="show-comment-dropdown"> <div class="collapsible-dropdown flex items-center relative hyphens-auto"> <button class="ellipsis-menu__trigger collapsible-dropdown__button btn-md btn-tertiary cursor-pointer !py-[6px] !px-1 flex items-center 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link-styled focus:link-styled link:no-underline active:bg-color-background-container-tint focus:bg-color-background-container-tint hover:bg-color-background-container-tint outline-offset-[-2px]">  <icon class="ellipsis-menu__item-icon text-color-text h-[24px] w-[24px] mr-1" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/iq0x9q37wj214o129ai1yjut"> </icon> Report this comment </a>  </li>  </ul>  </div> </div> </div> <div class="attributed-text-segment-list__container relative mt-1 mb-1.5 babybear:mt-0 babybear:mb-0.5"> <p class="attributed-text-segment-list__content text-color-text !text-sm whitespace-pre-wrap break-words comment__text babybear:mt-0.5" dir="ltr">It is simple and efficient</p>  </div>   </div> <div class="comment__actions flex flex-row flex-wrap items-center ml-2" aria-label="Comment Controls"> <a href="https://www.linkedin.com/signup/cold-join?session_redirect=%2Fpulse%2Forganisational-incentive-change-lead-first-culture-chris-peters&trk=article-ssr-frontend-pulse_x-social-details_comments-action_comment_like" class="comment__action inline-block font-sans text-xs text-color-text-low-emphasis cursor-pointer" data-tracking-control-name="article-ssr-frontend-pulse_x-social-details_comments-action_comment_like" data-tracking-will-navigate> <div class="flex flex-row items-center "> <icon class="action-btn__icon w-2 mr-0.5" data-svg-class-name="action-btn__icon--svg" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/70k0g8kmgdfjjymflqqzipzxj"> </icon> <span class="action-btn__button-text inline-block align-baseline"> Like </span> </div> </a> <span class="before:middot font-sans text-s text-color-text-low-emphasis"></span> <a 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href="https://www.linkedin.com/signup/cold-join?session_redirect=%2Fpulse%2Forganisational-incentive-change-lead-first-culture-chris-peters&trk=article-ssr-frontend-pulse_x-social-details_comments-action_comment_reactions" class="comment__reactions-count font-sans text-xs text-color-text-low-emphasis border-l-1 border-solid border-color-border-low-emphasis pl-1 mx-1" data-tracking-control-name="article-ssr-frontend-pulse_x-social-details_comments-action_comment_reactions" data-tracking-will-navigate> 1 Reaction </a> <span class="comment__reactions-count font-sans text-xs text-color-text-low-emphasis border-l-1 border-solid border-color-border-low-emphasis pl-1 mx-1 hidden"> 2 Reactions </span> </div> </div> </section>  <section class="comment flex grow-1 items-stretch leading-[16px] comment-with-action my-1.5"> <div> <a href="https://bg.linkedin.com/in/irina-poddubnaia?trk=article-ssr-frontend-pulse_x-social-details_comments-action_comment_actor-image" data-tracking-control-name="article-ssr-frontend-pulse_x-social-details_comments-action_comment_actor-image" data-tracking-will-navigate> <img class="inline-block relative rounded-[50%] w-4 h-4 " data-delayed-url="https://media.licdn.com/dms/image/v2/C4E03AQFcbt0lGsEZoQ/profile-displayphoto-shrink_400_400/profile-displayphoto-shrink_400_400/0/1584662738014?e=2147483647&v=beta&t=ce2bswFgVXjjRUx6GEaj4nUvdDtD3ALVuLWmbfo2SPQ" data-ghost-classes="bg-color-entity-ghost-background" data-ghost-url="https://static.licdn.com/aero-v1/sc/h/9c8pery4andzj6ohjkjp54ma2" alt="Irina Poddubnaia"> </a> </div> <div class="w-full min-w-0"> <div class="comment__body ml-0.5 mb-1 pt-1 pr-1.5 pb-1 pl-1.5 rounded-[8px] rounded-tl-none relative"> <div class="comment__header flex flex-col"> <a class="text-sm link-styled no-underline leading-open comment__author truncate pr-6" href="https://bg.linkedin.com/in/irina-poddubnaia?trk=article-ssr-frontend-pulse_x-social-details_comments-action_comment_actor-name" data-tracking-control-name="article-ssr-frontend-pulse_x-social-details_comments-action_comment_actor-name" data-tracking-will-navigate> Irina Poddubnaia </a> <p class="!text-xs text-color-text-low-emphasis leading-[1.33333] mb-0.5 truncate comment__author-headline">Founder @ TrackMage | I help DTC ecommerce brands create memorable post-purchase experiences, foster repeat business, customer loyalty, boost sales and streamline ops with TrackMage.</p> <span class="text-xs text-color-text-low-emphasis comment__duration-since absolute right-6 top-1 inline-block"> 1y </span> <div class="ellipsis-menu absolute right-0 top-0 !mr-0.5 babybear:!-top-0.5" data-test-id="comment__ellipsis-menu" data-feed-action="show-comment-dropdown"> <div class="collapsible-dropdown flex items-center relative hyphens-auto"> <button class="ellipsis-menu__trigger collapsible-dropdown__button btn-md btn-tertiary cursor-pointer !py-[6px] !px-1 flex items-center rounded-[50%] ellipsis-menu__trigger--small w-[32px] h-[32px] babybear:rotate-90 mamabear:!h-4 mamabear:!min-h-[32px] papabear:!h-4 papabear:!min-h-[32px]" aria-expanded="false" aria-label="Open menu" data-tracking-control-name="article-ssr-frontend-pulse_x-social-details_comments-action_comment_ellipsis-menu-trigger" tabindex="0"> <icon class="ellipsis-menu__trigger-icon m-0 p-0 centered-icon" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/c26vw8uiog92lvrqov98hvbxr"></icon> </button> <ul class="collapsible-dropdown__list hidden container-raised absolute w-auto overflow-y-auto flex-col items-stretch z-1 bottom-auto top-[100%]" role="menu" tabindex="-1"> <li class="ellipsis-menu__item border-t-1 border-solid border-color-border-low-emphasis first-of-type:border-none flex"> <a href="/uas/login?session_redirect=https%3A%2F%2Fwww.linkedin.com%2Fpulse%2Forganisational-incentive-change-lead-first-culture-chris-peters&trk=article-ssr-frontend-pulse_x-social-details_comments-action_comment_ellipsis-menu-semaphore-sign-in-redirect&guestReportContentType=COMMENT&_f=guest-reporting" data-tracking-control-name="article-ssr-frontend-pulse_x-social-details_comments-action_comment_ellipsis-menu-semaphore-sign-in-redirect" data-tracking-will-navigate data-item-type="semaphore" data-semaphore-content-type="COMMENT" data-semaphore-content-urn="urn:li:comment:(urn:li:ugcPost:7086425391178915840,7086563789017391104)" data-semaphore-tracking-prefix="article-ssr-frontend-pulse_x-social-details_comments-action_comment_ellipsis-menu-semaphore" data-is-logged-in="false" data-modal="semaphore__toggle" class="semaphore__toggle visited:text-color-text-secondary ellipsis-menu__semaphore ellipsis-menu__item-button flex items-center w-full p-1 cursor-pointer font-sans text-sm font-bold link-styled focus:link-styled link:no-underline active:bg-color-background-container-tint focus:bg-color-background-container-tint hover:bg-color-background-container-tint outline-offset-[-2px]">  <icon class="ellipsis-menu__item-icon text-color-text h-[24px] w-[24px] mr-1" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/iq0x9q37wj214o129ai1yjut"> </icon> Report this comment </a>  </li>  </ul>  </div> </div> </div> <div class="attributed-text-segment-list__container relative mt-1 mb-1.5 babybear:mt-0 babybear:mb-0.5"> <p class="attributed-text-segment-list__content text-color-text !text-sm whitespace-pre-wrap break-words comment__text babybear:mt-0.5" dir="ltr">Spot on, Chris! A balanced focus on leads and the customer experience creates a powerful growth engine.</p>  </div>   </div> <div class="comment__actions flex flex-row flex-wrap items-center ml-2" aria-label="Comment Controls"> <a href="https://www.linkedin.com/signup/cold-join?session_redirect=%2Fpulse%2Forganisational-incentive-change-lead-first-culture-chris-peters&trk=article-ssr-frontend-pulse_x-social-details_comments-action_comment_like" class="comment__action inline-block font-sans text-xs text-color-text-low-emphasis cursor-pointer" data-tracking-control-name="article-ssr-frontend-pulse_x-social-details_comments-action_comment_like" data-tracking-will-navigate> <div class="flex flex-row items-center "> <icon class="action-btn__icon w-2 mr-0.5" data-svg-class-name="action-btn__icon--svg" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/70k0g8kmgdfjjymflqqzipzxj"> </icon> <span class="action-btn__button-text inline-block align-baseline"> Like </span> </div> </a> <span class="before:middot font-sans text-s text-color-text-low-emphasis"></span> <a href="https://www.linkedin.com/signup/cold-join?session_redirect=%2Fpulse%2Forganisational-incentive-change-lead-first-culture-chris-peters&trk=article-ssr-frontend-pulse_x-social-details_comments-action_comment_reply" class="comment__action inline-block font-sans text-xs text-color-text-low-emphasis cursor-pointer comment__reply" data-feed-action="replyToComment" data-feed-control="reply" data-feed-action-category="EXPAND" data-feed-action-type="expandReplyBox" data-tracking-control-name="article-ssr-frontend-pulse_x-social-details_comments-action_comment_reply" data-tracking-will-navigate> <div class="flex flex-row items-center "> <icon class="action-btn__icon w-2 mr-0.5" data-svg-class-name="action-btn__icon--svg" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/4ol9mo4lxvobj5ww3va90wz1o"> </icon> <span class="action-btn__button-text inline-block align-baseline"> Reply </span> </div> </a> <a href="https://www.linkedin.com/signup/cold-join?session_redirect=%2Fpulse%2Forganisational-incentive-change-lead-first-culture-chris-peters&trk=article-ssr-frontend-pulse_x-social-details_comments-action_comment_reactions" class="comment__reactions-count font-sans text-xs text-color-text-low-emphasis border-l-1 border-solid border-color-border-low-emphasis pl-1 mx-1" data-tracking-control-name="article-ssr-frontend-pulse_x-social-details_comments-action_comment_reactions" data-tracking-will-navigate> 2 Reactions </a> <span class="comment__reactions-count font-sans text-xs text-color-text-low-emphasis border-l-1 border-solid border-color-border-low-emphasis pl-1 mx-1 hidden"> 3 Reactions </span> </div> </div> </section>  <section class="comment flex grow-1 items-stretch leading-[16px] comment-with-action my-1.5"> <div> <a href="https://www.linkedin.com/in/anthonypierri?trk=article-ssr-frontend-pulse_x-social-details_comments-action_comment_actor-image" data-tracking-control-name="article-ssr-frontend-pulse_x-social-details_comments-action_comment_actor-image" data-tracking-will-navigate> <img class="inline-block relative rounded-[50%] w-4 h-4 " data-delayed-url="https://media.licdn.com/dms/image/v2/D5603AQHWuU0kr61h9w/profile-displayphoto-shrink_400_400/profile-displayphoto-shrink_400_400/0/1679359769757?e=2147483647&v=beta&t=DFIpVzeb5YJz_gFkTE6skadZU0QQatpqUS__PtqeSPE" data-ghost-classes="bg-color-entity-ghost-background" data-ghost-url="https://static.licdn.com/aero-v1/sc/h/9c8pery4andzj6ohjkjp54ma2" alt="Anthony Pierri 🎸"> </a> </div> <div class="w-full min-w-0"> <div class="comment__body ml-0.5 mb-1 pt-1 pr-1.5 pb-1 pl-1.5 rounded-[8px] rounded-tl-none relative"> <div class="comment__header flex flex-col"> <a class="text-sm link-styled no-underline leading-open comment__author truncate pr-6" href="https://www.linkedin.com/in/anthonypierri?trk=article-ssr-frontend-pulse_x-social-details_comments-action_comment_actor-name" data-tracking-control-name="article-ssr-frontend-pulse_x-social-details_comments-action_comment_actor-name" data-tracking-will-navigate> Anthony Pierri 🎸 </a> <p class="!text-xs text-color-text-low-emphasis leading-[1.33333] mb-0.5 truncate comment__author-headline">Homepage positioning for early stage B2B startups | Elder Emo</p> <span class="text-xs text-color-text-low-emphasis comment__duration-since absolute right-6 top-1 inline-block"> 1y </span> <div class="ellipsis-menu absolute right-0 top-0 !mr-0.5 babybear:!-top-0.5" data-test-id="comment__ellipsis-menu" data-feed-action="show-comment-dropdown"> <div class="collapsible-dropdown flex items-center relative hyphens-auto"> <button class="ellipsis-menu__trigger collapsible-dropdown__button btn-md btn-tertiary cursor-pointer !py-[6px] !px-1 flex items-center rounded-[50%] ellipsis-menu__trigger--small w-[32px] h-[32px] babybear:rotate-90 mamabear:!h-4 mamabear:!min-h-[32px] papabear:!h-4 papabear:!min-h-[32px]" aria-expanded="false" aria-label="Open menu" data-tracking-control-name="article-ssr-frontend-pulse_x-social-details_comments-action_comment_ellipsis-menu-trigger" tabindex="0"> <icon class="ellipsis-menu__trigger-icon m-0 p-0 centered-icon" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/c26vw8uiog92lvrqov98hvbxr"></icon> </button> <ul class="collapsible-dropdown__list hidden container-raised absolute w-auto overflow-y-auto flex-col items-stretch z-1 bottom-auto top-[100%]" role="menu" tabindex="-1"> <li class="ellipsis-menu__item border-t-1 border-solid border-color-border-low-emphasis first-of-type:border-none flex"> <a href="/uas/login?session_redirect=https%3A%2F%2Fwww.linkedin.com%2Fpulse%2Forganisational-incentive-change-lead-first-culture-chris-peters&trk=article-ssr-frontend-pulse_x-social-details_comments-action_comment_ellipsis-menu-semaphore-sign-in-redirect&guestReportContentType=COMMENT&_f=guest-reporting" data-tracking-control-name="article-ssr-frontend-pulse_x-social-details_comments-action_comment_ellipsis-menu-semaphore-sign-in-redirect" data-tracking-will-navigate data-item-type="semaphore" data-semaphore-content-type="COMMENT" data-semaphore-content-urn="urn:li:comment:(urn:li:ugcPost:7086425391178915840,7086430742204854273)" data-semaphore-tracking-prefix="article-ssr-frontend-pulse_x-social-details_comments-action_comment_ellipsis-menu-semaphore" data-is-logged-in="false" data-modal="semaphore__toggle" class="semaphore__toggle visited:text-color-text-secondary ellipsis-menu__semaphore ellipsis-menu__item-button flex items-center w-full p-1 cursor-pointer font-sans text-sm font-bold link-styled focus:link-styled link:no-underline active:bg-color-background-container-tint focus:bg-color-background-container-tint hover:bg-color-background-container-tint outline-offset-[-2px]">  <icon class="ellipsis-menu__item-icon text-color-text h-[24px] w-[24px] mr-1" data-delayed-url="https://static.licdn.com/aero-v1/sc/h/iq0x9q37wj214o129ai1yjut"> </icon> Report this comment </a>  </li>  </ul>  </div> </div> </div> <div class="attributed-text-segment-list__container relative mt-1 mb-1.5 babybear:mt-0 babybear:mb-0.5"> <p class="attributed-text-segment-list__content text-color-text !text-sm whitespace-pre-wrap break-words comment__text babybear:mt-0.5" dir="ltr">Thanks so much for sharing my diagram! 🙏🏻</p>  </div>   </div> <div class="comment__actions flex flex-row flex-wrap items-center ml-2" aria-label="Comment Controls"> <a href="https://www.linkedin.com/signup/cold-join?session_redirect=%2Fpulse%2Forganisational-incentive-change-lead-first-culture-chris-peters&trk=article-ssr-frontend-pulse_x-social-details_comments-action_comment_like" class="comment__action inline-block font-sans text-xs text-color-text-low-emphasis cursor-pointer" data-tracking-control-name="article-ssr-frontend-pulse_x-social-details_comments-action_comment_like" 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border-color-border-low-emphasis pl-1 mx-1 hidden"> 4 Reactions </span> </div> </div> </section> <div class="comments__see-more-wrapper"> <a class="comments__see-more" href="https://www.linkedin.com/signup/cold-join?session_redirect=%2Fpulse%2Forganisational-incentive-change-lead-first-culture-chris-peters&trk=article-ssr-frontend-pulse_x-social-details_comments_comment-see-more" data-tracking-control-name="article-ssr-frontend-pulse_x-social-details_comments_comment-see-more" data-tracking-will-navigate> See more comments </a> </div> </div> </div> <p class="feed-cta-banner__text border-t-1 border-color-surface-border border-solid p-3 text-center text-md text-color-text-low-emphasis"> To view or add a comment, <a href="https://www.linkedin.com/signup/cold-join?session_redirect=%2Fpulse%2Forganisational-incentive-change-lead-first-culture-chris-peters&trk=article-ssr-frontend-pulse_x-social-details_feed-cta-banner-cta" target="" aria-label="To view or add a comment, sign in" 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