CINXE.COM

<!DOCTYPE html> <html lang="en" dir="ltr" class="wcmmode-disabled runmode-publish" prefix="og: http://ogp.me/ns#"> <head> <title>Common Barriers | LinkedIn Sales Solutions</title> <meta name="treeID" content="AAYnkt3K1OsagbazSSD3fQ=="> <meta charset="utf-8"/> <meta name="asset-url" id="artdeco/static/images/icons.svg" content="https://content.linkedin.com/etc.clientlibs/settings/wcm/designs/gandalf/clientlibs/resources/artdeco-aem/artdeco/static/images/icons.svg"/> <meta name="asset-url" id="artdeco/static/fonts/fonts64.css" content="https://content.linkedin.com/etc.clientlibs/settings/wcm/designs/gandalf/clientlibs/resources/artdeco-aem/artdeco/static/fonts/fonts64.css"/> <meta http-equiv="X-UA-Compatible" content="IE=edge,chrome=1"/> <meta name="viewport" content="width=device-width"/> <meta name="globalTrackingUrl" content="https://www.linkedin.com/li/track"> <meta name="globalTrackingAppName" content="microsites"> <meta name="globalTrackingAppId" content="microsites"> <meta name="appName" content="microsites"> <meta property="og:title" content="Common Barriers | LinkedIn Sales Solutions"> <meta property="og:url" content="https://business.linkedin.com/sales-solutions/sales-academy/common-barriers"> <meta property="og:locale" content="en_US"> <meta property="og:locale:alternate" content="en"/> <meta property="og:image" content="https://business.linkedin.com/content/dam/me/business/en-us/amp/sales-solutions/homepage-joint-narrative/social/sales-solutions-social-share.jpg"/> <meta name="twitter:card" content="summary_large_image"> <meta name="twitter:site" content="@LinkedIn"> <meta data-page="{"siteSection":"business : sales-solutions","entity.refreshOnCookieConsent":"false","bu":"lss","siteSubSection":"Core pages","contentLanguage":"en","entity.name":"Common Barriers | LinkedIn Sales Solutions","user.categoryId":"lss-sales-academy, lss-sales-academy:common-barriers","targetRedirectExperimentPage":"false","entity.categoryId":"lss-sales-academy, lss-sales-academy:common-barriers"}"> <meta data-gdpr-banner-text="This website uses cookies to improve service and provide tailored ads. By using this site, you agree to this use. See our <a href="https://www.linkedin.com/legal/cookie-policy" target="_blank">Cookie Policy</a>."> <meta data-gdpr-banner-nl-text="This LinkedIn website uses cookies and similar tools to improve the functionality and performance of this site and LinkedIn services, to understand how you use LinkedIn services, and to provide you with tailored ads and other recommendations. Third parties may also place cookies through this website for advertising, tracking, and analytics purposes. These cookies enable us and third parties to track your Internet navigation behavior on our website and potentially off of our website. By continuing your use of this website, you consent to this use of cookies and similar technologies. See our <a href="https://www.linkedin.com/legal/cookie-policy" target="_blank">Cookie Policy</a> for more information."> <link rel="shortcut icon" href="https://static.licdn.com/sc/h/413gphjmquu9edbn2negq413a"/> <link rel="apple-touch-icon" href="https://static.licdn.com/sc/h/2if24wp7oqlodqdlgei1n1520"/> <link rel="apple-touch-icon-precomposed" href="https://static.licdn.com/sc/h/eahiplrwoq61f4uan012ia17i"/> <link rel="apple-touch-icon-precomposed" href="https://static.licdn.com/sc/h/2if24wp7oqlodqdlgei1n1520" sizes="57x57"/> <link rel="apple-touch-icon-precomposed" href="https://static.licdn.com/sc/h/eahiplrwoq61f4uan012ia17i" sizes="144x144"/> <meta name="msapplication-TileImage" content="https://static.licdn.com/scds/common/u/images/logos/linkedin/logo-in-win8-tile-144_v1.png"/> <meta name="msapplication-TileColor" content="#0077B5"/> <meta name="theme-color" content="#0077B5"/> <meta name="application-name" content="Common Barriers | LinkedIn Sales Solutions"/> <link rel="canonical" href="https://business.linkedin.com/sales-solutions/sales-academy/common-barriers"/> <meta data-analytics-service="tracking" data-analytics-property="isEnabled" data-analytics-value="true"/> <meta data-analytics-service="kafka" data-analytics-property="pagePath" data-analytics-value="/content/me/business/en-us/sales-solutions/sales-academy/common-barriers"/> <meta data-analytics-service="rum" data-analytics-property="url" data-analytics-value="https://www.linkedin.com/li/track"/> <link rel="alternate" hreflang="en" href="https://business.linkedin.com/sales-solutions/sales-academy/common-barriers"/> <link rel="alternate" hreflang="en-US" href="https://business.linkedin.com/sales-solutions/sales-academy/common-barriers"/> <meta data-aem-lix-name="AQEBbbG8lFyzewAAAZNYzDw4mW3IPW8H66DrSogr2sPvHQh41Za98MgN9jgDUjPx_KXvRZlDIZ5g1qcg2QzTcrTI3dI_8NIJeCh-7HSVDvpknzT1chc"/> <meta data-aem-lix-treatments-url="https://www.linkedin.com/microsites/api/lix-treatments"/> <meta data-tms-profile-name="microsites-lss"/> <script type="text/javascript" src="/etc.clientlibs/settings/wcm/designs/gandalf/embed/artdeco.min.LIHASHb6f952127c6c3b30b363e4b4880add19.js" async></script> <script type="text/javascript" src="/etc.clientlibs/settings/wcm/designs/gandalf/embed/runtime/runtime.min.LIHASHcd96c3cf64d9704211aa991d0e58e6d4.js"></script> <script type="text/javascript" src="/etc.clientlibs/settings/wcm/designs/gandalf/embed/foundation/foundation.min.LIHASHd0c32493fab2799988a1571d087eb1f4.js"></script> <link rel="stylesheet" href="https://content.linkedin.com/etc.clientlibs/settings/wcm/designs/gandalf/clientlibs/css/all.en-us.min.LIHASH1c7ff81af969a848e85352468666a1c7.css" type="text/css"> </head> <body> <div style="display:none;"> <svg xmlns="http://www.w3.org/2000/svg" display="none"> <symbol id="linkedin-logo-full" viewBox="0 0 103 24" enable-background="new 0 0 103 24"> <title>linkedin-logo-full</title> <g> <g> <polygon fill="#231F20" points="0,3.5 3.7,3.5 3.7,17 10.6,17 10.6,20.5 0,20.5 "/> <g> <path fill="#231F20" d="M12.2,9h3.6v11.5h-3.6V9z M14,3.3c1.1,0,2.1,0.9,2.1,2.1S15.1,7.4,14,7.4c-1.1,0-2.1-0.9-2.1-2.1 S12.8,3.3,14,3.3"/> </g> <polygon fill="#231F20" points="30.6,3.5 34.2,3.5 34.2,13.6 38.2,9 42.6,9 37.9,14.3 42.5,20.5 38,20.5 34.2,14.8 34.2,14.8 34.2,20.5 30.6,20.5 "/> <path fill="#231F20" d="M17.7,9h3.4v1.6h0c0.5-0.9,1.6-1.8,3.4-1.8c3.6,0,4.3,2.4,4.3,5.5v6.3h-3.6v-5.6c0-1.3,0-3-1.9-3 c-1.8,0-2.1,1.4-2.1,2.9v5.7h-3.6V9z"/> <path fill="#231F20" d="M50.1,13.4c0-1.2-0.9-2.2-2.2-2.2c-1.6,0-2.4,1.1-2.5,2.2H50.1z M53.1,18.5c-1.1,1.4-3,2.3-4.9,2.3 c-3.6,0-6.4-2.4-6.4-6.1c0-3.7,2.8-6,6.4-6c3.3,0,5.4,2.4,5.4,6v1.1h-8.3c0.3,1.4,1.3,2.2,2.7,2.2c1.2,0,1.9-0.6,2.5-1.4 L53.1,18.5z"/> <path fill="#231F20" d="M61,11.8c-1.8,0-2.8,1.2-2.8,2.9c0,1.7,1.1,2.9,2.8,2.9c1.8,0,2.8-1.2,2.8-2.9 C63.9,12.9,62.8,11.8,61,11.8 M67.2,20.4h-3.3v-1.5h0c-0.5,0.8-1.9,1.8-3.5,1.8c-3.4,0-5.7-2.5-5.7-6c0-3.2,2-6.1,5.3-6.1 c1.5,0,2.8,0.4,3.7,1.5h0V3.5h3.6V20.4z"/> </g> <g> <g> <path fill="#0077B5" d="M92.9,0H72.5c-1,0-1.8,0.8-1.8,1.7v20.5c0,1,0.8,1.7,1.8,1.7h20.5c1,0,1.8-0.8,1.8-1.7V1.7 C94.7,0.8,93.9,0,92.9,0z"/> <path fill="#FFFFFF" d="M74.3,9h3.6v11.5h-3.6V9z M76.1,3.3c1.1,0,2.1,0.9,2.1,2.1s-0.9,2.1-2.1,2.1c-1.1,0-2.1-0.9-2.1-2.1 S74.9,3.3,76.1,3.3"/> <path fill="#FFFFFF" d="M80.1,9h3.4v1.6h0c0.5-0.9,1.6-1.8,3.4-1.8c3.6,0,4.3,2.4,4.3,5.5v6.3h-3.6v-5.6c0-1.3,0-3-1.9-3 c-1.9,0-2.1,1.4-2.1,2.9v5.7h-3.6V9z"/> </g> <g opacity="0.55"> <path fill="#231F20" d="M100.5,18.2c0.5-0.1,0.8-0.4,0.8-0.9c0-0.6-0.4-0.9-1.1-0.9H99v3.2h0.5v-1.4h0.6l0,0l0.9,1.4h0.5 L100.5,18.2L100.5,18.2z M100,17.8h-0.5v-1.1h0.7c0.3,0,0.7,0.1,0.7,0.5C100.8,17.8,100.4,17.8,100,17.8z"/> <path fill="#231F20" d="M100,15c-1.7,0-3,1.3-3,3c0,1.7,1.3,3,3,3c1.7,0,3-1.3,3-3C103,16.3,101.7,15,100,15z M100,20.6 c-1.4,0-2.6-1.1-2.6-2.6c0-1.5,1.1-2.6,2.6-2.6c1.4,0,2.6,1.1,2.6,2.6C102.6,19.5,101.4,20.6,100,20.6z"/> </g> </g> </g> </symbol> </svg> <svg xmlns="http://www.w3.org/2000/svg" display="none"> <symbol id="linkedin-logo-icon" viewBox="0 0 33 24" enable-background="new 0 0 33 24"> <title>linkedin-logo-icon</title> <g> <g> <path fill="#0077B5" d="M22.2,0H1.8C0.8,0,0,0.8,0,1.7v20.5c0,1,0.8,1.7,1.8,1.7h20.5c1,0,1.8-0.8,1.8-1.7V1.7 C24,0.8,23.2,0,22.2,0z"/> <path fill="#FFFFFF" d="M3.6,9h3.6v11.5H3.6V9z M5.3,3.3c1.1,0,2.1,0.9,2.1,2.1S6.5,7.4,5.3,7.4c-1.1,0-2.1-0.9-2.1-2.1 S4.2,3.3,5.3,3.3"/> <path fill="#FFFFFF" d="M9.4,9h3.4v1.6h0c0.5-0.9,1.6-1.8,3.4-1.8c3.6,0,4.3,2.4,4.3,5.5v6.3h-3.6v-5.6c0-1.3,0-3-1.9-3 c-1.9,0-2.1,1.4-2.1,2.9v5.7H9.4V9z"/> </g> <g opacity="0.55"> <path fill="#231F20" d="M29.8,18.2c0.5-0.1,0.8-0.4,0.8-0.9c0-0.6-0.4-0.9-1.1-0.9h-1.2v3.2h0.5v-1.4h0.6l0,0l0.9,1.4h0.5 L29.8,18.2L29.8,18.2z M29.2,17.8h-0.5v-1.1h0.7c0.3,0,0.7,0.1,0.7,0.5C30.1,17.8,29.7,17.8,29.2,17.8z"/> <path fill="#231F20" d="M29.3,15c-1.7,0-3,1.3-3,3c0,1.7,1.3,3,3,3c1.7,0,3-1.3,3-3C32.3,16.3,31,15,29.3,15z M29.3,20.6 c-1.4,0-2.6-1.1-2.6-2.6c0-1.5,1.1-2.6,2.6-2.6c1.4,0,2.6,1.1,2.6,2.6C31.9,19.5,30.7,20.6,29.3,20.6z"/> </g> </g> </symbol> </svg> <svg xmlns="http://www.w3.org/2000/svg" display="none"> <symbol id="social-baidu" x="0px" y="0px" viewBox="0 0 24 24" enable-background="new 0 0 24 24" xml:space="preserve"> <g fill-opacity="0.55"> <path d="M10.4,14.1H9.1c0,0-1.2,0.1-1.7,1.5c-0.1,0.9,0.1,1.5,0.2,1.6c0,0.1,0.4,0.8,1.5,1h2.3v-5.6h-1V14.1z M10.4,17.3H9.4 c0,0-0.6,0-0.9-0.8c-0.1-0.3,0-0.7,0.1-0.9c0-0.1,0.3-0.5,0.7-0.6h1V17.3z"/> <path d="M14.6,17.2h-1.1c0,0-0.3,0-0.4-0.3v-2.6l-1.1,0v2.9c0,0,0,0.7,1.1,1h2.7v-3.9h-1.2V17.2z"/> <path d="M20,2H4C2.9,2,2,2.9,2,4v16c0,1.1,0.9,2,2,2h16c1.1,0,2-0.9,2-2V4C22,2.9,21.1,2,20,2z M12.8,6.1c0.1-0.9,1.2-2.4,2.2-2.2 c0.9,0.2,1.8,1.4,1.6,2.5c-0.2,1-1,2.4-2.3,2.3C13,8.4,12.7,7.3,12.8,6.1z M10.1,3.4c1,0,1.8,1.2,1.8,2.5c0,1.4-0.8,2.5-1.8,2.5 S8.3,7.3,8.3,5.9C8.3,4.5,9.1,3.4,10.1,3.4z M4.6,9.4c0,0,0.2-2.1,1.6-2.2c1.1-0.1,2,1.1,2.1,1.8c0.1,0.5,0.3,2.6-1.5,3 S4.4,10.3,4.6,9.4z M18.1,18.3c-0.9,2.3-4.5,1.1-4.5,1.1s-1.3-0.4-2.8-0.1c-1.5,0.3-2.8,0.2-2.8,0.2s-1.8,0-2.3-2.2 c-0.5-2.2,1.8-3.5,1.9-3.7c0.2-0.2,1.3-1,2.1-2.3c0.8-1.3,3-2.3,4.6,0.2c1.2,1.7,3.2,3.3,3.2,3.3S19,16,18.1,18.3z M17.8,13.1 c-1.9,0-2-1.3-2-2.3s0.2-2.4,1.8-2.4s2,1.5,2,2S19.7,13.1,17.8,13.1z"/> </g> </symbol> </svg> <svg xmlns="http://www.w3.org/2000/svg" display="none"> <symbol id="social-rss" x="0px" y="0px" viewBox="0 0 24 24" enable-background="new 0 0 24 24" xml:space="preserve"> <g> <path fill-opacity="0.55" d="M20,2H4C2.9,2,2,2.9,2,4v16c0,1.1,0.9,2,2,2h16c1.1,0,2-0.9,2-2V4C22,2.9,21.1,2,20,2z M7.7,18.2 c-1,0-1.8-0.8-1.8-1.8s0.8-1.8,1.8-1.8c1,0,1.8,0.8,1.8,1.8S8.6,18.2,7.7,18.2z M11.9,18.2c0-3.3-2.7-6-6-6V9.7 c4.7,0,8.5,3.8,8.5,8.5H11.9z M16.2,18.2c0-5.7-4.6-10.3-10.3-10.3V5.3c7.1,0,12.9,5.8,12.9,12.9H16.2z"/> </g> </symbol> </svg> <svg xmlns="http://www.w3.org/2000/svg" display="none"><symbol id="logo-404-front" viewBox="0 0 240 240" enable-background="new 0 0 240 240" x="0px" y="0px" xml:space="preserve"><title>logo-404-front</title><g><path fill="#0077B5" d="M222.2,0H17.7C7.9,0,0,7.7,0,17.3v205.4c0,9.6,7.9,17.3,17.7,17.3h204.5c9.8,0,17.8-7.8,17.8-17.3V17.3 C240,7.7,232,0,222.2,0z"/><g opacity="0.25"><linearGradient gradientUnits="userSpaceOnUse" x1="96.3442" y1="254.1469" x2="143.6503" y2="-14.1396"><stop offset="0" style="stop-color:#fff;stop-opacity:0"/><stop offset="0.67" style="stop-color:#fff"/><stop offset="1" style="stop-color:#fff;stop-opacity:.5"/></linearGradient><path fill="url(#SVGID_1_)" d="M222.2,0H17.7C7.9,0,0,7.7,0,17.3v205.4c0,9.6,7.9,17.3,17.7,17.3h204.5 c9.8,0,17.8-7.8,17.8-17.3V17.3C240,7.7,232,0,222.2,0z"/></g></g><path fill="#FFFFFF" d="M36,90h35v115H36V90z M53.5,33C64.8,33,74,42.2,74,53.5C74,64.8,64.8,74,53.5,74C42.2,74,33,64.8,33,53.5 C33,42.2,42.2,33,53.5,33L53.5,33z"/><path fill="#FFFFFF" d="M94,90h34v15.6h0.1c4.8-9,16.4-18.6,33.7-18.6c36,0,42.2,23.8,42.2,54.7V205h-35v-56.2 c0-13.3-0.3-29.9-18.6-29.9c-18.5,0-21.4,14-21.4,29V205H94V90z"/></symbol><symbol id="logo-404-back" viewBox="132 60 240 240" enable-background="new 0 0 240 240" x="0px" y="0px" xml:space="preserve"><title>logo-404-back</title><g><g><g><path fill="#0077B5" d="M354.2,60H149.7c-9.8,0-17.7,7.7-17.7,17.3v205.4c0,9.6,7.9,17.3,17.7,17.3h204.5 c9.8,0,17.8-7.8,17.8-17.3V77.3C372,67.7,364,60,354.2,60z"/><g opacity="0.25"><linearGradient gradientUnits="userSpaceOnUse" x1="104.2278" y1="150.5656" x2="135.7654" y2="329.4242" gradientTransform="matrix(1.5 0 0 -1.5 72 540)"><stop offset="0" style="stop-color:#fff;stop-opacity:0"/><stop offset="0.67" style="stop-color:#fff"/><stop offset="1" style="stop-color:#fff;stop-opacity:.5"/></linearGradient><path fill="url(#SVGID_1_)" d="M354.2,60H149.7c-9.8,0-17.7,7.7-17.7,17.3v205.4c0,9.6,7.9,17.3,17.7,17.3h204.5 c9.8,0,17.8-7.8,17.8-17.3V77.3C372,67.7,364,60,354.2,60z"/></g></g><path display="none" fill="#FFFFFF" d="M168,150h35v115h-35V150z M185.5,93c11.3,0,20.5,9.2,20.5,20.5s-9.2,20.5-20.5,20.5 s-20.5-9.2-20.5-20.5S174.2,93,185.5,93L185.5,93z"/><path display="none" fill="#FFFFFF" d="M226,150h34v15.6h0.1c4.8-9,16.4-18.6,33.7-18.6c36,0,42.2,23.8,42.2,54.7V265h-35v-56.2 c0-13.3-0.3-29.9-18.6-29.9c-18.5,0-21.4,14-21.4,29V265h-35V150z"/></g></g><g enable-background="new "><path fill="#FFFFFF" d="M211.2,210.5h-10.3v21.5h-19.3v-21.5h-38.8v-14.3l32.8-53.9h25.4v52.4h10.3V210.5z M181.6,194.7v-14.5 c0-5.8,0.6-14.4,0.8-20h-0.6c-2.3,4.9-4.8,10-7.3,15.1l-11.9,19.5H181.6z"/><path fill="#FFFFFF" d="M219.8,186.8c0-30.5,12.8-46.2,32-46.2s32,15.7,32,46.2s-12.8,46.9-32,46.9S219.8,217.2,219.8,186.8z M264.3,186.8c0-24.6-5.4-30.1-12.4-30.1c-6.9,0-12.4,5.5-12.4,30.1c0,24.4,5.5,30.8,12.4,30.8 C258.9,217.5,264.3,211.2,264.3,186.8z"/><path fill="#FFFFFF" d="M360.3,210.5H350v21.5h-19.3v-21.5h-38.8v-14.3l32.8-53.9H350v52.4h10.3V210.5z M330.7,194.7v-14.5 c0-5.8,0.6-14.4,0.8-20h-0.6c-2.3,4.9-4.8,10-7.3,15.1l-11.9,19.5H330.7z"/></g></symbol></svg> <svg xmlns="http://www.w3.org/2000/svg" display="none"><symbol id="filter-1-large" x="0px" y="0px" viewBox="0 0 24 24" style="enable-background:new 0 0 24 24" xml:space="preserve"><style>.st0{fill:#f0f}.st1{opacity:.55}.st2{fill:#00a0dc}.st3{fill:none}.st4{fill:#dd2e1f}.st5{fill:#7c5bbb}.st6{fill:#ec640c}.st7{fill:#e6a700}.st8{fill:#009ea5}</style><g></g><g><g><path class="st2" d="M16,5l4.1,7L16,19H8l-4.1-7L8,5H16 M16.3,3H7.7c-0.5,0-1,0.3-1.3,0.7L2.2,11c-0.4,0.6-0.4,1.4,0,2.1l4.2,7.2 C6.7,20.7,7.2,21,7.7,21h8.6c0.5,0,1-0.3,1.3-0.7l4.2-7.2c0.4-0.6,0.4-1.4,0-2.1l-4.2-7.2C17.4,3.3,16.9,3,16.3,3L16.3,3z"/><rect class="st3" width="24" height="24"/></g></g><g></g></symbol><symbol id="filter-1-small" x="0px" y="0px" viewBox="0 0 16 16" style="enable-background:new 0 0 16 16" xml:space="preserve"><style>.st0{fill:#f0f}.st1{opacity:.55}.st2{fill:#00a0dc}.st3{fill:none}.st4{fill:#dd2e1f}.st5{fill:#7c5bbb}.st6{fill:#ec640c}.st7{fill:#e6a700}.st8{fill:#009ea5}</style><g></g><g><g><path class="st2" d="M10.4,4l2.4,4l-2.4,4H5.6L3.2,8l2.4-4H10.4 M11,2H5C4.7,2,4.3,2.2,4.2,2.5l-3,5C1,7.8,1,8.2,1.1,8.5l3,5 C4.3,13.8,4.7,14,5,14H11c0.4,0,0.7-0.2,0.9-0.5l3-5c0.2-0.3,0.2-0.7,0-1l-3-5C11.7,2.2,11.3,2,11,2L11,2z"/><rect class="st3" width="16" height="16"/></g></g><g></g></symbol><symbol id="filter-2-large" x="0px" y="0px" viewBox="0 0 24 24" style="enable-background:new 0 0 24 24" xml:space="preserve"><style>.st0{fill:#f0f}.st1{opacity:.55}.st2{fill:#00a0dc}.st3{fill:none}.st4{fill:#dd2e1f}.st5{fill:#7c5bbb}.st6{fill:#ec640c}.st7{fill:#e6a700}.st8{fill:#009ea5}</style><g></g><g><g><path class="st5" d="M19.4,4L19.4,4L20,4.6l-1.9,6.8l0,1.1l1.9,6.8L19.4,20L4.6,20L4,19.4l1.9-6.8v-1.1L4,4.6L4.6,4H19.4 M19.4,2 H4.6c-0.5,0-1,0.2-1.4,0.6L2.6,3.2C2.1,3.7,1.9,4.4,2.1,5.1L4,12l-1.9,6.9c-0.2,0.7,0,1.4,0.5,1.9l0.6,0.6C3.6,21.8,4.1,22,4.6,22 h14.8c0.5,0,1-0.2,1.4-0.6l0.6-0.6c0.5-0.5,0.7-1.2,0.5-1.9L20,12l1.9-6.9c0.2-0.7,0-1.4-0.5-1.9l-0.6-0.6C20.4,2.2,19.9,2,19.4,2 L19.4,2z"/><rect class="st3" width="24" height="24"/></g></g><g></g></symbol><symbol id="filter-2-small" x="0px" y="0px" viewBox="0 0 16 16" style="enable-background:new 0 0 16 16" xml:space="preserve"><style>.st0{fill:#f0f}.st1{opacity:.55}.st2{fill:#00a0dc}.st3{fill:none}.st4{fill:#dd2e1f}.st5{fill:#7c5bbb}.st6{fill:#ec640c}.st7{fill:#e6a700}.st8{fill:#009ea5}</style><g></g><g><g><path class="st5" d="M12.8,3l-1.7,4.3l0,1.5l1.7,4.3H3.2l1.7-4.3V7.3L3.2,3H12.8 M13.3,1H2.7C2.4,1,2.2,1.1,2,1.3L1.3,2 C1,2.2,0.9,2.6,1,3l2,5l-2,5.1c-0.1,0.3,0,0.7,0.3,0.9L2,14.7C2.2,14.9,2.4,15,2.7,15h10.6c0.3,0,0.5-0.1,0.7-0.3l0.7-0.7 c0.3-0.2,0.4-0.6,0.3-1l-2-5l2-5c0.1-0.3,0-0.7-0.3-1L14,1.3C13.8,1.1,13.5,1,13.3,1L13.3,1z"/><rect class="st3" width="16" height="16"/></g></g><g></g></symbol><symbol id="filter-3-large" x="0px" y="0px" viewBox="0 0 24 24" style="enable-background:new 0 0 24 24" xml:space="preserve"><style>.st0{fill:#f0f}.st1{opacity:.55}.st2{fill:#00a0dc}.st3{fill:none}.st4{fill:#dd2e1f}.st5{fill:#7c5bbb}.st6{fill:#ec640c}.st7{fill:#e6a700}.st8{fill:#009ea5}</style><g></g><g><g><path class="st4" d="M12,4.1L12,4.1L18.8,19H5.2L12,4.1L12,4.1 M12,2c-0.7,0-1.5,0.4-1.8,1.3L3,19v2h18v-2L13.8,3.3 C13.5,2.4,12.7,2,12,2L12,2z"/><rect class="st3" width="24" height="24"/></g></g><g></g></symbol><symbol id="filter-3-small" x="0px" y="0px" viewBox="0 0 16 16" style="enable-background:new 0 0 16 16" xml:space="preserve"><style>.st0{fill:#f0f}.st1{opacity:.55}.st2{fill:#00a0dc}.st3{fill:none}.st4{fill:#dd2e1f}.st5{fill:#7c5bbb}.st6{fill:#ec640c}.st7{fill:#e6a700}.st8{fill:#009ea5}</style><g></g><g><g><path class="st4" d="M8,4.3l3.8,7.7H4.2L8,4.3 M8,1C7.6,1,7.3,1.2,7.1,1.6L2,12v2h12v-2L8.9,1.6C8.7,1.2,8.4,1,8,1L8,1z"/><rect class="st3" width="16" height="16"/></g></g><g></g></symbol><symbol id="filter-4-large" x="0px" y="0px" viewBox="0 0 24 24" style="enable-background:new 0 0 24 24" xml:space="preserve"><style>.st0{fill:#f0f}.st1{opacity:.55}.st2{fill:#00a0dc}.st3{fill:none}.st4{fill:#dd2e1f}.st5{fill:#7c5bbb}.st6{fill:#ec640c}.st7{fill:#e6a700}.st8{fill:#009ea5}</style><g></g><g><g><g><path class="st6" d="M19,5v14H5V5H19 M19,3H5C3.9,3,3,3.9,3,5v14c0,1.1,0.9,2,2,2h14c1.1,0,2-0.9,2-2V5C21,3.9,20.1,3,19,3L19,3z "/></g><rect class="st3" width="24" height="24"/></g></g><g></g></symbol><symbol id="filter-4-small" x="0px" y="0px" viewBox="0 0 16 16" style="enable-background:new 0 0 16 16" xml:space="preserve"><style>.st0{fill:#f0f}.st1{opacity:.55}.st2{fill:#00a0dc}.st3{fill:none}.st4{fill:#dd2e1f}.st5{fill:#7c5bbb}.st6{fill:#ec640c}.st7{fill:#e6a700}.st8{fill:#009ea5}</style><g></g><g><g><g><path class="st6" d="M12,4v8H4V4H12 M13,2H3C2.4,2,2,2.4,2,3v10c0,0.6,0.4,1,1,1h10c0.6,0,1-0.4,1-1V3C14,2.4,13.6,2,13,2L13,2z"/></g><rect class="st3" width="16" height="16"/></g></g><g></g></symbol><symbol id="filter-5-large" x="0px" y="0px" viewBox="0 0 24 24" style="enable-background:new 0 0 24 24" xml:space="preserve"><style>.st0{fill:#f0f}.st1{opacity:.55}.st2{fill:#00a0dc}.st3{fill:none}.st4{fill:#dd2e1f}.st5{fill:#7c5bbb}.st6{fill:#ec640c}.st7{fill:#e6a700}.st8{fill:#009ea5}</style><g></g><g><g><g><path class="st8" d="M16.6,5l3.1,8.4L12,20.5l-7.7-7.1L7.4,5H16.6 M18,3H6L2,14l8.7,8c0.4,0.3,0.9,0.5,1.3,0.5 c0.5,0,0.9-0.2,1.3-0.5l8.7-8L18,3L18,3z"/></g><rect class="st3" width="24" height="24"/></g></g><g></g></symbol><symbol id="filter-5-small" x="0px" y="0px" viewBox="0 0 16 16" style="enable-background:new 0 0 16 16" xml:space="preserve"><style>.st0{fill:#f0f}.st1{opacity:.55}.st2{fill:#00a0dc}.st3{fill:none}.st4{fill:#dd2e1f}.st5{fill:#7c5bbb}.st6{fill:#ec640c}.st7{fill:#e6a700}.st8{fill:#009ea5}</style><g></g><g><g><g><path class="st8" d="M10.8,4l1.8,4.5L8,12.9L3.4,8.5L5.2,4H10.8 M12.1,2H3.9L1,9l6.3,6c0.2,0.2,0.4,0.3,0.7,0.3s0.5-0.1,0.7-0.3 L15,9L12.1,2L12.1,2z"/></g><rect class="st3" width="16" height="16"/></g></g><g></g></symbol><symbol id="filter-6-large" x="0px" y="0px" viewBox="0 0 24 24" style="enable-background:new 0 0 24 24" xml:space="preserve"><style>.st0{fill:#f0f}.st1{opacity:.55}.st2{fill:#00a0dc}.st3{fill:none}.st4{fill:#dd2e1f}.st5{fill:#7c5bbb}.st6{fill:#ec640c}.st7{fill:#e6a700}.st8{fill:#009ea5}</style><g></g><g><g><g><path class="st7" d="M12,3.5L12,3.5l8.5,8.5L12,20.5L3.5,12L12,3.5C12,3.5,12,3.5,12,3.5 M12,1.5c-0.5,0-1,0.2-1.4,0.6l-8.5,8.5 c-0.8,0.8-0.8,2,0,2.8l8.5,8.5c0.4,0.4,0.9,0.6,1.4,0.6s1-0.2,1.4-0.6l8.5-8.5c0.8-0.8,0.8-2,0-2.8l-8.5-8.5 C13,1.7,12.5,1.5,12,1.5L12,1.5z"/></g><rect class="st3" width="24" height="24"/></g></g><g></g></symbol><symbol id="filter-6-small" x="0px" y="0px" viewBox="0 0 16 16" style="enable-background:new 0 0 16 16" xml:space="preserve"><style>.st0{fill:#f0f}.st1{opacity:.55}.st2{fill:#00a0dc}.st3{fill:none}.st4{fill:#dd2e1f}.st5{fill:#7c5bbb}.st6{fill:#ec640c}.st7{fill:#e6a700}.st8{fill:#009ea5}</style><g></g><g><g><g><path class="st7" d="M8,3l5,5l-5,5L3,8L8,3 M8,0.6c-0.3,0-0.5,0.1-0.7,0.3L0.9,7.3c-0.4,0.4-0.4,1,0,1.4l6.4,6.4 c0.2,0.2,0.5,0.3,0.7,0.3s0.5-0.1,0.7-0.3l6.4-6.4c0.4-0.4,0.4-1,0-1.4L8.7,0.9C8.5,0.7,8.3,0.6,8,0.6L8,0.6z"/></g><rect x="0" class="st3" width="16" height="16"/></g></g><g></g></symbol></svg> <svg xmlns="http://www.w3.org/2000/svg"> <symbol id="empty-post"> <polygon points="70 56 70 170 158 170 158 79.24 134.76 56 70 56" style="fill: #fff"/> <path d="M136,53H69a2,2,0,0,0-2,2V171a2,2,0,0,0,2,2h90a2,2,0,0,0,2-2V78Zm0,4.24L157,78H136V57.24ZM158,170H70V56h63V81h25v89Z" style="fill: #acb9c2;opacity: 0.4"/> <polygon points="157 78 136 57.24 136 78 157 78" style="fill: #acb9c2;opacity: 0.15"/> </symbol> </svg> <svg version="1.1" xmlns="http://www.w3.org/2000/svg" xmlns:xlink="http://www.w3.org/1999/xlink" xml:space="preserve" display="none"> <symbol id="media-play-icon" x="0px" y="0px" viewBox="0 0 80 80" style="enable-background:new 0 0 80 80;"> <path fill="#fff" d="M31.1,26l21.2,13.4c0.5,0.2,0.7,0.6,0.8,1.2c0,0.5-0.3,0.9-0.8,1.2L31,55L31.1,26z"/> </symbol> </svg> <?xml version="1.0" encoding="UTF-8"?> <svg enable-background="new 0 0 14 14" version="1.1" viewBox="0 0 14 14" xml:space="preserve" xmlns="http://www.w3.org/2000/svg"> <symbol id="inbug-blue-14"> <style type="text/css">.st0{fill:#0a66c2}</style> <title>LinkedIn logo</title> <path class="st0" d="m13 0h-12c-0.5 0-1 0.5-1 1v12c0 0.6 0.5 1 1 1h12c0.6 0 1-0.4 1-1v-12c0-0.6-0.5-1-1-1zm-8.8 11.9h-2.1v-6.6h2.1v6.6zm-1.1-7.6c-0.7 0-1.2-0.5-1.2-1.2s0.5-1.2 1.2-1.2 1.2 0.5 1.2 1.2-0.5 1.2-1.2 1.2zm8.8 7.6h-2v-3.2c0-0.8 0-1.8-1.1-1.8s-1.2 0.8-1.2 1.7v3.3h-2.1v-6.6h2v0.9c0.3-0.5 1-1.1 2-1.1 2.1 0 2.5 1.4 2.5 3.2v3.6z"/> </symbol> </svg> <?xml version="1.0" encoding="UTF-8"?> <svg enable-background="new 0 0 21 21" version="1.1" viewBox="0 0 21 21" xml:space="preserve" xmlns="http://www.w3.org/2000/svg"> <symbol id="inbug-blue-21"> <style type="text/css">.st0{fill:#0a66c2}</style> <title>LinkedIn logo</title> <path class="st0" d="m19.4 0h-17.8c-0.9 0-1.6 0.7-1.6 1.5v18c0 0.8 0.7 1.5 1.6 1.5h17.9c0.8 0 1.5-0.7 1.6-1.5v-18c-0.1-0.8-0.8-1.5-1.7-1.5zm-13.2 17.9h-3.1v-10h3.1v10zm-1.5-11.4c-1 0-1.8-0.8-1.8-1.8s0.8-1.8 1.8-1.8 1.8 0.8 1.8 1.8-0.8 1.8-1.8 1.8zm13.2 11.4h-3.1v-4.9c0-1.2 0-2.7-1.6-2.7s-1.9 1.3-1.9 2.6v5h-3.1v-10h3v1.4c0.4-0.8 1.4-1.6 2.9-1.6 3.1 0 3.7 2.1 3.7 4.8v5.4z"/> </symbol> </svg> <?xml version="1.0" encoding="UTF-8"?> <svg enable-background="new 0 0 28 28" version="1.1" viewBox="0 0 28 28" xml:space="preserve" xmlns="http://www.w3.org/2000/svg"> <symbol id="inbug-blue-28"> <style type="text/css">.st0{fill:#0a66c2}</style> <title>LinkedIn logo</title> <path class="st0" d="m25.9 0h-23.8c-1.2 0-2.1 0.9-2.1 2v24c0 1.1 0.9 2 2.1 2h23.9c1.1 0 2.1-0.9 2.1-2v-24c-0.1-1.1-1-2-2.2-2zm-17.6 23.9h-4.1v-13.4h4.2v13.4zm-2.1-15.2c-1.3 0-2.4-1.1-2.4-2.4s1.1-2.4 2.4-2.4 2.4 1.1 2.4 2.4-1 2.4-2.4 2.4zm17.7 15.2h-4.1v-6.5c0-1.5 0-3.5-2.2-3.5s-2.5 1.7-2.5 3.4v6.6h-4.1v-13.4h4v1.8h0.1c0.6-1 1.9-2.2 3.9-2.2 4.2 0 5 2.8 5 6.4v7.4z"/> </symbol> </svg> <?xml version="1.0" encoding="UTF-8"?> <svg enable-background="new 0 0 40 40" version="1.1" viewBox="0 0 40 40" xml:space="preserve" xmlns="http://www.w3.org/2000/svg"> <symbol id="inbug-blue-34"> <style type="text/css">.st0{fill:#0a66c2}</style> <title>LinkedIn logo</title> <path class="st0" d="m37 0h-34c-1.7 0-3 1.3-3 2.9v34.2c0 1.6 1.3 2.9 3 2.9h34c1.6 0 2.9-1.3 3-2.9v-34.2c0-1.6-1.3-2.9-3-2.9zm-25.1 34.1h-6v-19.1h5.9v19.1zm-3-21.7c-1.9 0-3.4-1.5-3.4-3.4s1.5-3.5 3.4-3.5 3.4 1.5 3.4 3.4c0 2-1.5 3.5-3.4 3.5zm25.2 21.7h-5.9v-9.3c0-2.2 0-5.1-3.1-5.1s-3.6 2.4-3.6 4.9v9.4h-5.9v-19h5.7v2.6h0.1c0.8-1.5 2.7-3.1 5.6-3.1 6 0 7.1 4 7.1 9.1v10.5z"/> </symbol> </svg> <?xml version="1.0" encoding="UTF-8"?> <svg enable-background="new 0 0 40 40" version="1.1" viewBox="0 0 40 40" xml:space="preserve" xmlns="http://www.w3.org/2000/svg"> <symbol id="inbug-blue-40"> <style type="text/css">.st0{fill:#0a66c2}</style> <title>LinkedIn logo</title> <path class="st0" d="m37 0h-34c-1.7 0-3 1.3-3 2.9v34.2c0 1.6 1.3 2.9 3 2.9h34c1.6 0 2.9-1.3 3-2.9v-34.2c0-1.6-1.3-2.9-3-2.9zm-25.1 34.1h-6v-19.1h5.9v19.1zm-3-21.7c-1.9 0-3.4-1.5-3.4-3.4s1.5-3.5 3.4-3.5 3.4 1.5 3.4 3.4c0 2-1.5 3.5-3.4 3.5zm25.2 21.7h-5.9v-9.3c0-2.2 0-5.1-3.1-5.1s-3.6 2.4-3.6 4.9v9.4h-5.9v-19h5.7v2.6h0.1c0.8-1.5 2.7-3.1 5.6-3.1 6 0 7.1 4 7.1 9.1v10.5z"/> </symbol> </svg> <?xml version="1.0" encoding="UTF-8"?> <svg enable-background="new 0 0 48 48" version="1.1" viewBox="0 0 48 48" xml:space="preserve" xmlns="http://www.w3.org/2000/svg"> <symbol id="inbug-blue-48"> <style type="text/css">.st0{fill:#0a66c2}</style> <title>LinkedIn logo</title> <path class="st0" d="m44.4 0h-40.9c-1.9 0-3.5 1.5-3.5 3.5v41.1c0 1.9 1.6 3.4 3.5 3.4h40.9c1.9 0 3.5-1.5 3.6-3.5v-41c0-2-1.6-3.5-3.6-3.5zm-30.2 40.9h-7.1v-22.9h7.1v22.9zm-3.5-26c-2.3 0-4.1-1.8-4.1-4.1s1.8-4.1 4.1-4.1 4.1 1.8 4.1 4.1c0 2.2-1.8 4.1-4.1 4.1zm30.2 26h-7.1v-11.1c0-2.7 0-6.1-3.7-6.1s-4.3 2.9-4.3 5.9v11.3h-7.1v-22.9h6.8v3.1h0.1c1-1.8 3.3-3.7 6.7-3.7 7.2 0 8.5 4.7 8.5 10.9v12.6z"/> </symbol> </svg> <?xml version="1.0" encoding="UTF-8"?> <svg enable-background="new 0 0 55.2 14" version="1.1" viewBox="0 0 55.2 14" xml:space="preserve" xmlns="http://www.w3.org/2000/svg"> <symbol id="linkedin-logo-blue-14"> <style type="text/css">.st0{fill:#0a66c2}</style> <title>LinkedIn logo</title> <polygon class="st0" points="0 2.1 2.2 2.1 2.2 9.9 6.2 9.9 6.2 11.9 0 11.9"/> <path class="st0" d="m7.1 5.2h2.1v6.7h-2.1v-6.7zm1.1-3.3c0.7 0 1.2 0.5 1.2 1.2s-0.6 1.2-1.2 1.2-1.2-0.5-1.2-1.2 0.5-1.2 1.2-1.2"/> <polygon class="st0" points="17.9 2.1 19.9 2.1 19.9 8 22.3 5.2 24.8 5.2 22.1 8.3 24.8 11.9 22.2 11.9 20 8.6 19.9 8.6 19.9 11.9 17.9 11.9"/> <path class="st0" d="m10.3 5.2h2v0.9c0.4-0.7 1.2-1.1 2-1.1 2.1 0 2.5 1.4 2.5 3.2v3.7h-2.1v-3.2c0-0.8 0-1.8-1.1-1.8s-1.2 0.8-1.2 1.7v3.3h-2.1v-6.7z"/> <path class="st0" d="m29.2 7.8c0-0.7-0.5-1.3-1.2-1.3h-0.1c-0.8 0-1.4 0.5-1.5 1.3h2.8zm1.8 3c-0.7 0.8-1.7 1.3-2.8 1.3-2.1 0-3.7-1.4-3.7-3.5s1.5-3.6 3.6-3.6c1.9 0 3.2 1.4 3.2 3.5v0.7h-4.8c0.1 0.8 0.8 1.3 1.6 1.3 0.6 0 1.2-0.3 1.5-0.8l1.4 1.1z"/> <path class="st0" d="m35.6 6.9c-1 0-1.7 0.7-1.7 1.7s0.6 1.7 1.7 1.7 1.7-0.7 1.7-1.7-0.7-1.7-1.7-1.7m3.6 5h-1.9v-0.9c-0.5 0.7-1.2 1-2.1 1.1-2 0-3.3-1.4-3.3-3.5 0-1.9 1.1-3.6 3-3.6 0.9 0 1.7 0.2 2.1 0.9v-3.8h2.1l0.1 9.8z"/> <path class="st0" d="m54.2 0h-11.9c-0.6 0-1 0.4-1 1v12c0 0.6 0.5 1 1 1h11.9c0.6 0 1-0.4 1-1v-12c0-0.6-0.4-1-1-1zm-8.8 11.9h-2.1v-6.7h2.1v6.7zm-1-7.6c-0.7 0-1.2-0.5-1.2-1.2s0.5-1.2 1.2-1.2 1.2 0.5 1.2 1.2-0.6 1.2-1.2 1.2zm8.8 7.6h-2.1v-3.2c0-0.8 0-1.8-1.1-1.8s-1.2 0.8-1.2 1.7v3.3h-2.1v-6.7h2v0.9c0.4-0.7 1.2-1.1 2-1.1 2.1 0 2.5 1.4 2.5 3.2v3.7z"/> </symbol> </svg> <?xml version="1.0" encoding="UTF-8"?> <svg enable-background="new 0 0 82.9 21" version="1.1" viewBox="0 0 82.9 21" xml:space="preserve" xmlns="http://www.w3.org/2000/svg"> <symbol id="linkedin-logo-blue-21"> <style type="text/css">.st0{fill:#0a66c2}</style> <title>LinkedIn logo</title> <polygon class="st0" points="0 3.1 3.2 3.1 3.2 14.9 9.2 14.9 9.2 17.9 0 17.9"/> <path class="st0" d="m10.7 7.9h3.1v10h-3.1v-10zm1.5-5c1 0 1.8 0.8 1.8 1.8s-0.8 1.8-1.8 1.8-1.8-0.8-1.8-1.8 0.8-1.8 1.8-1.8"/> <polygon class="st0" points="26.8 3.1 29.9 3.1 29.9 11.9 33.4 7.9 37.2 7.9 33.2 12.5 37.2 17.9 33.3 17.9 29.9 12.9 29.9 12.9 29.9 17.9 26.8 17.9"/> <path class="st0" d="m15.5 7.9h3v1.4c0.6-1 1.7-1.7 2.9-1.6 3.2 0 3.7 2.1 3.7 4.8v5.5h-3.1v-5c0-1.2 0-2.7-1.6-2.7s-1.9 1.3-1.9 2.6v5h-3.1v-10z"/> <path class="st0" d="m43.8 11.7c0-1-0.8-1.9-1.8-1.9h-0.1c-1.1-0.1-2.1 0.8-2.2 1.9h4.1zm2.6 4.5c-1 1.3-2.6 2-4.3 2-3.1 0-5.6-2.1-5.6-5.3s2.5-5.3 5.6-5.3c2.9 0 4.7 2.1 4.7 5.3v1h-7.2c0.2 1.1 1.2 2 2.3 2 0.9 0 1.7-0.5 2.2-1.2l2.3 1.5z"/> <path class="st0" d="m53.4 10.3c-1.6 0-2.5 1-2.5 2.6s0.9 2.6 2.5 2.6 2.5-1 2.5-2.6-0.9-2.6-2.5-2.6m5.4 7.6h-2.9v-1.3c-0.7 1-1.9 1.6-3.1 1.6-3 0-5-2.2-5-5.2 0-2.8 1.7-5.4 4.6-5.4 1.3 0 2.5 0.4 3.2 1.3v-5.8h3.1l0.1 14.8z"/> <path class="st0" d="m81.3 0h-17.9c-0.8 0-1.5 0.7-1.6 1.5v18c0 0.8 0.7 1.5 1.6 1.5h17.9c0.8 0 1.5-0.7 1.6-1.5v-18c0-0.8-0.7-1.5-1.6-1.5zm-13.2 17.9h-3.1v-10h3.1v10zm-1.6-11.4c-1 0-1.8-0.8-1.8-1.8s0.8-1.8 1.8-1.8 1.8 0.8 1.8 1.8-0.8 1.8-1.8 1.8zm13.3 11.4h-3.1v-4.9c0-1.2 0-2.7-1.6-2.7s-1.9 1.3-1.9 2.6v5h-3.1v-10h3v1.4c0.6-1 1.7-1.7 2.9-1.6 3.2 0 3.7 2.1 3.7 4.8l0.1 5.4z"/> </symbol> </svg> <?xml version="1.0" encoding="UTF-8"?> <svg enable-background="new 0 0 110.5 28" version="1.1" viewBox="0 0 110.5 28" xml:space="preserve" xmlns="http://www.w3.org/2000/svg"> <symbol id="linkedin-logo-blue-28"> <style type="text/css">.st0{fill:#0a66c2}</style> <title>LinkedIn logo</title> <polygon class="st0" points="0 4.1 4.3 4.1 4.3 19.9 12.3 19.9 12.3 23.9 0 23.9"/> <path class="st0" d="m14.2 10.5h4.2v13.4h-4.2v-13.4zm2.1-6.7c1.3 0 2.4 1.1 2.4 2.4s-1.1 2.4-2.4 2.4-2.4-1.1-2.4-2.4 1.1-2.4 2.4-2.4"/> <polygon class="st0" points="35.7 4.1 39.9 4.1 39.9 15.9 44.6 10.5 49.7 10.5 44.2 16.7 49.6 23.9 44.3 23.9 39.9 17.3 39.9 17.3 39.9 23.9 35.7 23.9"/> <path class="st0" d="m20.7 10.5h4v1.8h0.1c0.8-1.4 2.3-2.2 3.9-2.2 4.2 0 5 2.8 5 6.4v7.3h-4.2v-6.5c0-1.6 0-3.6-2.2-3.6s-2.5 1.7-2.5 3.4v6.6h-4.1v-13.2z"/> <path class="st0" d="m58.4 15.6c0-1.4-1.1-2.5-2.4-2.5h-0.1c-1.5-0.1-2.8 1-2.9 2.5h5.4zm3.5 6c-1.4 1.7-3.5 2.7-5.7 2.7-4.2 0-7.5-2.8-7.5-7.1s3.3-7.1 7.5-7.1c3.9 0 6.3 2.8 6.3 7.1v1.3h-9.6c0.2 1.5 1.6 2.6 3.1 2.6 1.2 0 2.3-0.6 3-1.6l2.9 2.1z"/> <path class="st0" d="m71.2 13.7c-2.1 0-3.3 1.4-3.3 3.4s1.2 3.4 3.3 3.4 3.3-1.4 3.3-3.4-1.2-3.4-3.3-3.4m7.1 10.2h-3.8v-1.8h-0.1c-1 1.3-2.5 2.1-4.1 2.1-4 0-6.6-2.9-6.6-6.9 0-3.7 2.3-7.2 6.1-7.2 1.7 0 3.3 0.5 4.3 1.8h0.1v-7.8h4.2l-0.1 19.8z"/> <path class="st0" d="m108.4 0h-23.8c-1.1 0-2.1 0.9-2.1 2v24c0 1.1 0.9 2 2.1 2h23.9c1.1 0 2.1-0.9 2.1-2v-24c-0.1-1.1-1.1-2-2.2-2zm-17.6 23.9h-4.2v-13.4h4.2v13.4zm-2.1-15.2c-1.3 0-2.4-1.1-2.4-2.4s1.1-2.4 2.4-2.4 2.4 1.1 2.4 2.4-1 2.4-2.4 2.4zm17.7 15.2h-4.2v-6.5c0-1.6 0-3.6-2.2-3.6-2.1 0-2.5 1.7-2.5 3.4v6.6h-4.1v-13.3h4v1.8h0.1c0.8-1.4 2.3-2.2 3.9-2.2 4.2 0 5 2.8 5 6.4v7.4z"/> </symbol> </svg> <?xml version="1.0" encoding="UTF-8"?> <svg enable-background="new 0 0 134.2 34" version="1.1" viewBox="0 0 134.2 34" xml:space="preserve" xmlns="http://www.w3.org/2000/svg"> <symbol id="linkedin-logo-blue-34"> <style type="text/css">.st0{fill:#0a66c2}</style> <title>LinkedIn logo</title> <polygon class="st0" points="0 5 5.2 5 5.2 24.1 15 24.1 15 29 0 29"/> <path class="st0" d="m17.3 12.7h5v16.3h-5v-16.3zm2.5-8c1.6 0 2.9 1.3 2.9 2.9s-1.3 2.9-2.9 2.9-2.9-1.3-2.9-2.9 1.3-2.9 2.9-2.9"/> <polygon class="st0" points="43.4 5 48.4 5 48.4 19.3 54.1 12.7 60.3 12.7 53.7 20.2 60.2 29 53.8 29 48.5 20.9 48.4 20.9 48.4 29 43.4 29"/> <path class="st0" d="m25.1 12.7h4.8v2.3h0.1c1-1.7 2.8-2.7 4.8-2.6 5.1 0 6 3.4 6 7.7v8.9h-5v-7.9c0-1.9 0-4.3-2.6-4.3s-3 2.1-3 4.2v8h-5v-16.3z"/> <path class="st0" d="m70.9 19c0-1.7-1.3-3.1-2.9-3.1h-0.1c-1.8-0.1-3.4 1.3-3.6 3.1h6.6zm4.3 7.2c-1.7 2.1-4.2 3.2-6.9 3.2-5 0-9.1-3.4-9.1-8.6s4-8.6 9.1-8.6c4.7 0 7.7 3.4 7.7 8.6v1.6h-11.7c0.3 1.9 1.9 3.2 3.8 3.2 1.5 0 2.8-0.8 3.6-2l3.5 2.6z"/> <path class="st0" d="m86.5 16.7c-2.5 0-4 1.7-4 4.1s1.5 4.1 4 4.1 4-1.7 4-4.1-1.5-4.1-4-4.1m8.6 12.3h-4.6v-2.2h-0.1c-1.2 1.6-3 2.5-5 2.6-4.8 0-8-3.5-8-8.4 0-4.5 2.8-8.7 7.5-8.7 2.1 0 4 0.6 5.2 2.2h0.1v-9.5h5l-0.1 24z"/> <path class="st0" d="m131.7 0h-29c-1.4 0-2.5 1.1-2.5 2.4v29.1c0 1.4 1.1 2.5 2.5 2.5h29c1.4 0 2.5-1.1 2.5-2.5v-29.1c-0.1-1.3-1.2-2.4-2.5-2.4zm-21.4 29h-5v-16.3h5v16.3zm-2.6-18.5c-1.6 0-2.9-1.3-2.9-2.9s1.3-2.9 2.9-2.9 2.9 1.3 2.9 2.9c0.1 1.6-1.2 2.9-2.9 2.9zm21.5 18.5h-5.1v-7.9c0-1.9 0-4.3-2.6-4.3s-3 2.1-3 4.2v8h-5v-16.3h4.8v2.3h0.1c1-1.7 2.8-2.7 4.8-2.6 5.1 0 6 3.4 6 7.7v8.9z"/> </symbol> </svg> <?xml version="1.0" encoding="UTF-8"?> <svg enable-background="new 0 0 189.4 48" version="1.1" viewBox="0 0 189.4 48" xml:space="preserve" xmlns="http://www.w3.org/2000/svg"> <symbol id="linkedin-logo-blue-40"> <style type="text/css">.st0{fill:#0a66c2}</style> <title>LinkedIn logo</title> <polygon class="st0" points="0 7.1 7.4 7.1 7.4 34.1 21.1 34.1 21.1 40.9 0 40.9"/> <path class="st0" d="m24.4 18h7.1v22.9h-7.1v-22.9zm3.6-11.4c2.3 0 4.1 1.8 4.1 4.1s-1.8 4.1-4.1 4.1-4.1-1.8-4.1-4.1 1.8-4.1 4.1-4.1"/> <polygon class="st0" points="61.2 7.1 68.4 7.1 68.4 27.3 76.4 18 85.1 18 75.8 28.6 84.9 40.9 76 40.9 68.5 29.6 68.4 29.6 68.4 40.9 61.2 40.9"/> <path class="st0" d="m35.4 18h6.8v3.1h0.1c1.4-2.4 4-3.8 6.7-3.7 7.2 0 8.5 4.7 8.5 10.9v12.6h-7.1v-11.1c0-2.7 0-6.1-3.7-6.1s-4.3 2.9-4.3 5.9v11.4h-7.1v-23z"/> <path class="st0" d="m100.1 26.8c0.1-2.4-1.8-4.3-4.2-4.4h-0.2c-2.6-0.2-4.8 1.8-5 4.4h9.4zm6 10.1c-2.4 2.9-6 4.6-9.7 4.6-7.1 0-12.8-4.7-12.8-12.1s5.7-12.1 12.8-12.1c6.6 0 10.8 4.7 10.8 12.1v2.2h-16.5c0.4 2.6 2.7 4.5 5.4 4.5 2.1 0 4-1.1 5.1-2.8l4.9 3.6z"/> <path class="st0" d="m122.1 23.5c-3.6 0-5.7 2.4-5.7 5.8s2.1 5.8 5.7 5.8 5.7-2.4 5.7-5.8-2.2-5.8-5.7-5.8m12.2 17.4h-6.5v-3h-0.1c-1.7 2.2-4.3 3.6-7.1 3.6-6.8 0-11.3-4.9-11.3-11.9 0-6.4 4-12.3 10.5-12.3 2.9 0 5.7 0.8 7.3 3h0.1v-13.2h7.1v33.8z"/> <path class="st0" d="m185.9 0h-40.9c-1.9 0-3.5 1.5-3.5 3.5v41.1c0 1.9 1.6 3.5 3.5 3.5h40.9c1.9 0 3.5-1.5 3.6-3.5v-41.1c-0.1-2-1.7-3.5-3.6-3.5zm-30.2 40.9h-7.1v-22.9h7.1v22.9zm-3.6-26c-2.3 0-4.1-1.8-4.1-4.1s1.8-4.1 4.1-4.1 4.1 1.8 4.1 4.1c0 2.2-1.8 4.1-4.1 4.1zm30.2 26h-7.1v-11.1c0-2.7-0.1-6.1-3.7-6.1s-4.3 2.9-4.3 5.9v11.4h-7.1v-23h6.8v3.1h0.1c1.4-2.4 4-3.8 6.7-3.7 7.2 0 8.5 4.7 8.5 10.9l0.1 12.6z"/> </symbol> </svg> <svg version="1.1" xmlns="http://www.w3.org/2000/svg" xmlns:xlink="http://www.w3.org/1999/xlink" display="none"> <symbol id="linkedin-logo-lynda" viewBox="0 0 314 68"> <g stroke="none" stroke-width="1" fill="none" fill-rule="evenodd"> <g> <path d="M85.78,40 L101.32,40 L101.32,37.018 L89.266,37.018 L89.266,12.448 L85.78,12.448 L85.78,40 Z M112.192,40 L128.488,40 L128.488,37.018 L115.678,37.018 L115.678,27.022 L126.136,27.022 L126.136,24.04 L115.678,24.04 L115.678,15.388 L128.068,15.388 L128.068,12.448 L112.192,12.448 L112.192,40 Z M145.072,24.586 L143.77,28.786 L152.044,28.786 L150.742,24.586 C149.734,21.52 148.852,18.496 147.97,15.304 L147.802,15.304 C146.962,18.496 146.08,21.52 145.072,24.586 Z M136.672,40 L145.996,12.448 L149.944,12.448 L159.268,40 L155.53,40 L152.926,31.6 L142.888,31.6 L140.242,40 L136.672,40 Z M169.174,40 L169.174,12.448 L177.784,12.448 C183.412,12.448 187.444,14.464 187.444,20.176 C187.444,24.46 185.008,27.064 181.228,27.988 L188.242,40 L184.294,40 L177.658,28.366 L172.66,28.366 L172.66,40 L169.174,40 Z M172.66,25.51 L177.28,25.51 C181.564,25.51 183.958,23.746 183.958,20.176 C183.958,16.564 181.564,15.262 177.28,15.262 L172.66,15.262 L172.66,25.51 Z M199.072,40 L202.39,40 L202.39,25.594 C202.39,22.696 202.138,19.756 201.928,16.984 L202.096,16.984 L205.078,22.654 L215.074,40 L218.686,40 L218.686,12.448 L215.368,12.448 L215.368,26.686 C215.368,29.584 215.62,32.692 215.788,35.464 L215.62,35.464 L212.638,29.752 L202.684,12.448 L199.072,12.448 L199.072,40 Z M232.246,40 L235.732,40 L235.732,12.448 L232.246,12.448 L232.246,40 Z M249.292,40 L252.61,40 L252.61,25.594 C252.61,22.696 252.358,19.756 252.148,16.984 L252.316,16.984 L255.298,22.654 L265.294,40 L268.906,40 L268.906,12.448 L265.588,12.448 L265.588,26.686 C265.588,29.584 265.84,32.692 266.008,35.464 L265.84,35.464 L262.858,29.752 L252.904,12.448 L249.292,12.448 L249.292,40 Z M293.302,40.504 C296.998,40.504 300.022,39.16 301.786,37.312 L301.786,25.72 L292.756,25.72 L292.756,28.618 L298.594,28.618 L298.594,35.8 C297.502,36.808 295.612,37.438 293.638,37.438 C287.758,37.438 284.482,33.07 284.482,26.14 C284.482,19.294 288.052,15.01 293.596,15.01 C296.368,15.01 298.132,16.186 299.518,17.614 L301.45,15.346 C299.854,13.666 297.334,11.944 293.512,11.944 C286.204,11.944 280.87,17.362 280.87,26.224 C280.87,35.212 286.036,40.504 293.302,40.504 Z" id="Learning" fill-opacity="0.9" fill="#000000"></path> <path d="M189.192525,53.3237785 C189.037931,53.7975148 188.95069,54.2963234 188.95069,54.8604523 C188.95069,55.4239214 189.037931,55.9379055 189.192525,56.4169202 C189.34712,56.8959349 189.569711,57.2997324 189.860298,57.6540449 C190.150886,58.0083575 190.513959,58.2729372 190.925143,58.4675782 C191.336327,58.6615593 191.800753,58.7519519 192.333175,58.7519519 C193.364022,58.7519519 194.187031,58.3277006 194.820806,57.4448884 L195.832408,58.3976394 C195.454581,58.9116235 194.990155,59.3206994 194.423734,59.6545581 C193.857956,59.9739012 193.13694,60.1487482 192.245935,60.1487482 C191.52492,60.1487482 190.857147,60.024046 190.25737,59.7792603 C189.656952,59.5146805 189.144415,59.1458524 188.713345,58.6668377 C188.282917,58.187823 187.958332,57.6388695 187.716497,56.9856677 C187.479152,56.331806 187.358555,55.6238408 187.358555,54.8802463 C187.358555,54.1366519 187.474662,53.4286866 187.716497,52.7952788 C187.958332,52.1612111 188.282917,51.607639 188.713345,51.1339027 C189.144415,50.6595066 189.656952,50.2906785 190.25737,50.0208204 C190.857147,49.751622 191.52492,49.6117444 192.245935,49.6117444 C193.13694,49.6117444 193.857956,49.771416 194.423734,50.1059345 C194.976042,50.4450717 195.454581,50.869323 195.832408,51.3628533 L194.820806,52.3162641 C194.496862,51.8570434 194.133789,51.5225248 193.722605,51.3080899 C193.31078,51.0936549 192.846353,50.9887467 192.333175,50.9887467 C191.800753,50.9887467 191.336327,51.0784795 190.925143,51.2731205 C190.513959,51.4677614 190.150886,51.7323412 189.860298,52.0866537 C189.569711,52.4409662 189.34712,52.8500422 189.192525,53.3237785 L189.192525,53.3237785 Z M186.051876,58.148235 C186.274467,58.3778454 186.375819,58.6417653 186.375819,58.9611085 C186.375819,59.2804516 186.274467,59.5450313 186.051876,59.7746417 C185.829285,60.0035922 185.572696,60.1085004 185.262864,60.1085004 C184.953033,60.1085004 184.696444,60.0035922 184.473853,59.7746417 C184.251262,59.5450313 184.149909,59.2804516 184.149909,58.9611085 C184.149909,58.6417653 184.251262,58.3778454 184.473853,58.148235 C184.696444,57.9186247 184.953033,57.8137165 185.262864,57.8137165 C185.572696,57.8137165 185.829285,57.9186247 186.051876,58.148235 L186.051876,58.148235 Z M179.551834,57.479198 C179.329243,57.7635717 179.039297,57.9931821 178.676224,58.1330596 C178.298396,58.2729372 177.901966,58.3474946 177.490782,58.3474946 C176.977604,58.3474946 176.546535,58.2227924 176.188593,57.9582127 C175.830651,57.6942927 175.656171,57.3399802 175.656171,56.8609655 C175.656171,56.3667754 175.825519,55.9926689 176.188593,55.7280891 C176.551666,55.4641692 176.977604,55.339467 177.490782,55.339467 C177.901966,55.339467 178.298396,55.4094058 178.676224,55.553902 C179.05341,55.6937796 179.343997,55.9227301 179.551834,56.2071038 L179.551834,57.479198 Z M180.820025,50.4054837 C180.422954,50.1059345 179.963659,49.8914996 179.445991,49.7667974 C178.932813,49.6420952 178.40039,49.5721564 177.848724,49.5721564 C177.074467,49.5721564 176.319453,49.6968586 175.583684,49.9614384 C174.847915,50.2260181 174.175652,50.6146402 173.575234,51.1635937 L174.552838,52.9344965 C175.375847,52.1361387 176.319453,51.7475166 177.39841,51.7475166 C178.052071,51.7475166 178.564607,51.9071882 178.961679,52.2060775 C179.358751,52.5056266 179.547343,52.9298779 179.547343,53.4432022 L179.547343,54.8056889 C179.222758,54.396613 178.79233,54.0970639 178.245796,53.8872475 C177.698619,53.6728126 177.093711,53.5685642 176.445182,53.5685642 C176.04811,53.5685642 175.656171,53.6233276 175.244987,53.7427514 C174.833803,53.8674535 174.470729,54.0423005 174.146144,54.3068802 C173.822201,54.5708002 173.56048,54.9099373 173.337889,55.3143946 C173.130052,55.7386459 173.028699,56.2321762 173.028699,56.8160991 C173.028699,57.3795682 173.130052,57.8783769 173.337889,58.3026282 C173.546367,58.7268795 173.817069,59.0607382 174.146144,59.3305964 C174.470729,59.5945163 174.833803,59.8096111 175.244987,59.9488289 C175.656171,60.0887064 176.053242,60.1632638 176.445182,60.1632638 C177.098201,60.1632638 177.679375,60.0385616 178.231042,59.8294051 C178.763464,59.5997947 179.208646,59.2804516 179.551834,58.8766541 L179.551834,59.9191379 L182.126705,59.9191379 L182.126705,53.4286866 C182.126705,52.7048862 182.006108,52.1018291 181.768763,51.607639 C181.54104,51.0936549 181.217097,50.704373 180.820025,50.4054837 L180.820025,50.4054837 Z M221.298229,50.3507203 C221.757523,50.859426 222,51.6228144 222,52.6303288 L222,59.8993439 L220.489974,59.8993439 L220.489974,53.0743741 C220.489974,52.4356878 220.334737,51.9217037 220.058904,51.5528756 C219.768958,51.1833877 219.303891,50.9887467 218.655362,50.9491588 C218.142825,50.9491588 217.644401,51.1088303 217.165221,51.4281735 C216.686041,51.7475166 216.322968,52.0965507 216.066378,52.5056266 L216.066378,59.8788901 L214.556352,59.8788901 L214.556352,53.0545801 C214.556352,52.4158938 214.421001,51.9019098 214.145168,51.5330816 C213.869335,51.1635937 213.409399,50.9689528 212.75638,50.9689528 C212.262446,50.9689528 211.778776,51.1286243 211.299596,51.4479674 C210.820416,51.7673106 210.462474,52.1163447 210.186641,52.5254206 L210.186641,59.8841685 L208.676614,59.8841685 L208.676614,49.8215608 L210.186641,49.8215608 L210.186641,51.2935743 C210.293125,51.1134489 210.442588,50.9392618 210.651067,50.7446208 C210.854414,50.5499798 211.111003,50.3705143 211.386836,50.1956673 C211.676781,50.0162018 211.986613,49.8763242 212.311198,49.751622 C212.635142,49.6321982 212.998215,49.5774348 213.356157,49.5774348 C214.11117,49.5774348 214.692344,49.7569004 215.122772,50.1257285 C215.54871,50.4952165 215.824543,50.9392618 215.979138,51.4677614 C216.11513,51.2533265 216.303723,51.0237161 216.526314,50.7941058 C216.768149,50.5598768 217.024739,50.3652359 217.300572,50.1910487 C217.571273,50.0313771 217.90099,49.8914996 218.224934,49.7667974 C218.554009,49.6467138 218.897839,49.5919504 219.25578,49.5919504 C220.146144,49.5919504 220.833161,49.8367362 221.298229,50.3507203 L221.298229,50.3507203 Z M204.91117,56.3271874 C204.775819,56.8062021 204.553228,57.2099996 204.277395,57.5643122 C204.001562,57.9186247 203.657733,58.2029984 203.265793,58.412155 C202.869363,58.6272497 202.409427,58.7314981 201.877005,58.7314981 C201.344582,58.7314981 200.880156,58.6272497 200.468331,58.412155 C200.057147,58.19772 199.713959,57.9186247 199.438126,57.5643122 C199.161651,57.2099996 198.958946,56.7857483 198.803709,56.3271874 C198.668359,55.8481727 198.595872,55.3539826 198.595872,54.8406583 C198.595872,54.3266742 198.663227,53.8324841 198.803709,53.3739232 C198.93906,52.9147025 199.161651,52.4904512 199.438126,52.1361387 C199.713959,51.782486 200.057147,51.4981122 200.468331,51.2882959 C200.880156,51.0738609 201.344582,50.9689528 201.877005,50.9689528 C202.409427,50.9689528 202.873853,51.0738609 203.265793,51.2882959 C203.662864,51.5027308 204.001562,51.782486 204.277395,52.1361387 C204.553228,52.4904512 204.756575,52.8949085 204.91117,53.3739232 C205.047162,53.8324841 205.119649,54.3266742 205.119649,54.8406583 C205.114517,55.3744364 205.046521,55.8831421 204.91117,56.3271874 L204.91117,56.3271874 Z M205.419216,51.1088303 C205.003542,50.6298156 204.494854,50.2603277 203.889946,49.975954 C203.290169,49.6915802 202.622396,49.5523625 201.881495,49.5523625 C201.141236,49.5523625 200.473463,49.6915802 199.873044,49.975954 C199.273267,50.2603277 198.760089,50.6298156 198.343774,51.1088303 C197.928099,51.587845 197.608646,52.1361387 197.380923,52.7900004 C197.158332,53.4432022 197.05698,54.1168579 197.05698,54.8406583 C197.05698,55.583593 197.177576,56.272424 197.380923,56.9104505 C197.603514,57.5491368 197.928099,58.1132656 198.343774,58.5922803 C198.760089,59.071295 199.268136,59.4401232 199.873044,59.7244969 C200.473463,60.0088706 201.141236,60.1487482 201.881495,60.1487482 C202.622396,60.1487482 203.290169,60.0088706 203.889946,59.7244969 C204.490364,59.4401232 205.003542,59.071295 205.419216,58.5922803 C205.835532,58.1132656 206.160117,57.5643122 206.382708,56.9104505 C206.605299,56.272424 206.706652,55.583593 206.706652,54.8406583 C206.706652,54.1168579 206.586055,53.4234082 206.382708,52.7900004 C206.160117,52.1361387 205.835532,51.587845 205.419216,51.1088303 L205.419216,51.1088303 Z M158.432631,50.4754225 C158.9503,51.0540669 159.206889,51.831971 159.206889,52.8249698 L159.206889,59.9191379 L156.632018,59.9191379 L156.632018,53.8377625 C156.632018,53.1291375 156.477423,52.6356072 156.152838,52.3710275 C155.828894,52.1018291 155.37858,51.9619515 154.832046,51.9619515 C154.313736,51.9619515 153.868554,52.0813753 153.491368,52.3307797 C153.113541,52.580184 152.823595,52.8645578 152.601004,53.1641069 L152.601004,59.9191379 L150.026133,59.9191379 L150.026133,49.8565302 L152.601004,49.8565302 L152.601004,51.1583153 C152.910194,50.7696932 153.356017,50.4153807 153.94104,50.0808621 C154.522214,49.7470034 155.223985,49.5873318 156.032241,49.5873318 C157.111198,49.5873318 157.919453,49.8717056 158.432631,50.4754225 L158.432631,50.4754225 Z M132.884702,57.297514 L138.561093,57.2951138 L138.561093,59.9138595 L130,59.9138595 L130,46.0151754 L132.884702,46.0151754 L132.884702,57.297514 Z M146.009232,49.8367362 L148.820806,49.8367362 L144.223372,61.5455445 C143.86543,62.4982955 143.367006,63.1369818 142.733231,63.4708405 C142.098815,63.805359 141.363046,63.980206 140.521434,64 C140.366197,64 140.16285,64 139.887017,63.9650306 C139.611184,63.9300612 139.403347,63.8950918 139.233998,63.8601224 L139.611184,61.4703273 C139.717668,61.5257505 139.853661,61.5607199 140.008255,61.5950295 C140.16285,61.6102049 140.298843,61.6299989 140.419439,61.6299989 C140.763269,61.6299989 141.039102,61.5752355 141.261693,61.4703273 C141.484284,61.366079 141.653633,61.171438 141.774871,60.8870643 L142.132813,60.0385616 L138.1544,49.8367362 L140.898619,49.8367362 L143.454246,56.8411715 L146.009232,49.8367362 Z M168.576238,56.6267366 C168.334402,56.9803893 168.024571,57.244969 167.612746,57.459404 C167.201562,57.6738389 166.771134,57.7787471 166.345196,57.7787471 C165.986613,57.7787471 165.643425,57.7088083 165.348348,57.5643122 C165.038516,57.4244346 164.781927,57.2297936 164.57409,56.9605953 C164.350858,56.6960155 164.196263,56.3971262 164.060912,56.0230197 C163.939674,55.6535318 163.872319,55.2642498 163.872319,54.8353799 C163.872319,53.9525677 164.09491,53.2439427 164.559336,52.715443 C165.023762,52.1664895 165.604295,51.9019098 166.345196,51.9019098 C166.775624,51.9019098 167.201562,52.0068179 167.612746,52.2212529 C168.024571,52.4356878 168.348515,52.715443 168.576238,53.0545801 L168.576238,56.6267366 Z M168.556993,51.1088303 C168.159922,50.5948462 167.699986,50.2055643 167.182318,49.9614384 C166.66914,49.6968586 166.117473,49.5721564 165.53694,49.5721564 C164.917278,49.5721564 164.336745,49.6968586 163.804323,49.9409846 C163.271901,50.1910487 162.807475,50.5447014 162.429647,51.0039221 C162.052461,51.4631428 161.74263,52.0114365 161.520039,52.6652982 C161.297448,53.3185001 161.195454,54.0620945 161.195454,54.8756277 C161.195454,55.7082952 161.316692,56.467065 161.520039,57.1202669 C161.74263,57.7741285 162.052461,58.342876 162.429647,58.7816429 C162.807475,59.2256882 163.271901,59.5800007 163.804323,59.8096111 C164.336745,60.0385616 164.902524,60.1632638 165.522187,60.1632638 C166.107851,60.1632638 166.674271,60.0385616 167.186808,59.7746417 C167.699986,59.5100619 168.1503,59.12078 168.54224,58.6272497 L168.54224,59.9191379 L171.145977,59.8993439 L171.145977,46 L168.556993,46 L168.556993,51.1088303 Z" id="Lynda.com" fill="#000000"></path> <path d="M86.368,60 L88.624,60 L89.888,54.496 C90.064,53.68 90.224,52.88 90.368,52.08 L90.432,52.08 C90.56,52.88 90.72,53.68 90.896,54.496 L92.192,60 L94.496,60 L96.496,49.536 L94.72,49.536 L93.808,54.816 C93.648,55.92 93.472,57.04 93.312,58.16 L93.248,58.16 C93.008,57.04 92.784,55.904 92.544,54.816 L91.264,49.536 L89.648,49.536 L88.368,54.816 C88.128,55.92 87.904,57.056 87.68,58.16 L87.616,58.16 C87.456,57.056 87.28,55.936 87.104,54.816 L86.192,49.536 L84.288,49.536 L86.368,60 Z M99.328,60 L101.184,60 L101.184,49.536 L99.328,49.536 L99.328,60 Z M107.152,60 L109.008,60 L109.008,51.104 L112.032,51.104 L112.032,49.536 L104.128,49.536 L104.128,51.104 L107.152,51.104 L107.152,60 Z M114.976,60 L116.832,60 L116.832,55.36 L121.072,55.36 L121.072,60 L122.928,60 L122.928,49.536 L121.072,49.536 L121.072,53.744 L116.832,53.744 L116.832,49.536 L114.976,49.536 L114.976,60 Z" id="with" fill-opacity="0.9" fill="#000000"></path> <path d="M233.504,60.192 C234.848,60.192 235.952,59.648 236.8,58.672 L235.808,57.504 C235.216,58.144 234.496,58.576 233.568,58.576 C231.808,58.576 230.688,57.136 230.688,54.752 C230.688,52.4 231.904,50.96 233.616,50.96 C234.432,50.96 235.056,51.328 235.6,51.872 L236.592,50.672 C235.936,49.968 234.88,49.344 233.568,49.344 C230.928,49.344 228.784,51.376 228.784,54.8 C228.784,58.272 230.864,60.192 233.504,60.192 Z M243.28,60.192 C240.56,60.192 238.672,58.112 238.672,54.72 C238.672,51.344 240.56,49.344 243.28,49.344 C246.016,49.344 247.904,51.344 247.904,54.72 C247.904,58.112 246.016,60.192 243.28,60.192 Z M243.28,58.576 C244.928,58.576 245.984,57.072 245.984,54.72 C245.984,52.384 244.928,50.96 243.28,50.96 C241.632,50.96 240.576,52.384 240.576,54.72 C240.576,57.072 241.632,58.576 243.28,58.576 Z M251.2,60 L252.976,60 L252.976,55.424 C252.976,54.256 252.816,52.992 252.736,51.888 L252.8,51.888 L253.872,54.112 L257.136,60 L259.04,60 L259.04,49.536 L257.264,49.536 L257.264,54.08 C257.264,55.248 257.424,56.576 257.504,57.648 L257.44,57.648 L256.368,55.424 L253.104,49.536 L251.2,49.536 L251.2,60 Z M265.008,60 L266.864,60 L266.864,51.104 L269.888,51.104 L269.888,49.536 L261.984,49.536 L261.984,51.104 L265.008,51.104 L265.008,60 Z M272.832,60 L279.296,60 L279.296,58.432 L274.688,58.432 L274.688,55.344 L278.448,55.344 L278.448,53.776 L274.688,53.776 L274.688,51.104 L279.136,51.104 L279.136,49.536 L272.832,49.536 L272.832,60 Z M282.64,60 L284.416,60 L284.416,55.424 C284.416,54.256 284.256,52.992 284.176,51.888 L284.24,51.888 L285.312,54.112 L288.576,60 L290.48,60 L290.48,49.536 L288.704,49.536 L288.704,54.08 C288.704,55.248 288.864,56.576 288.944,57.648 L288.88,57.648 L287.808,55.424 L284.544,49.536 L282.64,49.536 L282.64,60 Z M296.448,60 L298.304,60 L298.304,51.104 L301.328,51.104 L301.328,49.536 L293.424,49.536 L293.424,51.104 L296.448,51.104 L296.448,60 Z" id="Content" fill-opacity="0.9" fill="#000000"></path> <g id="[in]-34-copy-7"> <path d="M5.6,68 L62.4,68 C65.492,68 68,65.492 68,62.4 L68,5.6 C68,2.508 65.492,0 62.4,0 L5.6,0 C2.508,0 0,2.508 0,5.6 L0,62.4 C0,65.492 2.508,68 5.6,68" id="Background" fill="#0077B5"></path> <path d="M26,26 L35.5,26 L35.5,30.782 C36.774,28.228 40.484,25.5 45.39,25.5 C54.794,25.5 58,29.75 58,39.844 L58,58 L48,58 L48,41.968 C48,36.656 46.962,33.75 43.084,33.75 C37.842,33.75 36,37.734 36,41.968 L36,58 L26,58 L26,26 Z" id="n" fill="#FFFFFF"></path> <path d="M10,58 L10,26 L20,26 L20,58 L10,58 Z M21.1,15 C21.1,18.368 18.368,21.1 15,21.1 C11.632,21.1 8.9,18.368 8.9,15 C8.9,11.63 11.632,8.9 15,8.9 C18.368,8.9 21.1,11.63 21.1,15 Z" id="i" fill="#FFFFFF"></path> </g> </g> </g> </symbol> </svg> <?xml version="1.0" encoding="UTF-8"?> <svg version="1.1" xmlns="http://www.w3.org/2000/svg" display="none"> <symbol id="linkedin-logo-lynda-blue" viewBox="0 0 164 34"> <title>LinkedIn logo</title> <g fill="none" fill-rule="evenodd"> <path d="m53.462 17.452v1.5485h-7.7235v-13.614h1.8335v12.065h5.89zm14.231 0.0475l-0.0095 1.501h-8.3885v-13.614h8.3885v1.501h-6.5455v4.522h5.301v1.444h-5.301v4.6455h6.555zm13.604-3.553l-2.1375-5.5385c-0.063334-0.16467-0.12983-0.35625-0.1995-0.57475s-0.13617-0.45125-0.1995-0.69825c-0.133 0.513-0.26917 0.9405-0.4085 1.2825l-2.1375 5.529h5.0825zm3.838 5.054h-1.425c-0.16467 0-0.29767-0.041166-0.399-0.1235s-0.17733-0.18683-0.228-0.3135l-1.273-3.287h-6.1085l-1.273 3.287c-0.038 0.114-0.11083 0.21533-0.2185 0.304s-0.24067 0.133-0.399 0.133h-1.425l5.4435-13.614h1.862l5.4435 13.614zm9.367-7.0205c0.532 0 1.0022-0.064916 1.4108-0.19475 0.4085-0.12983 0.7505-0.3135 1.026-0.551 0.2755-0.2375 0.48292-0.52092 0.62225-0.85025 0.13933-0.32934 0.209-0.6935 0.209-1.0925 0-0.81067-0.266-1.4218-0.798-1.8335-0.532-0.41167-1.33-0.6175-2.394-0.6175h-2.014v5.1395h1.938zm6.289 7.0205h-1.634c-0.33567 0-0.58267-0.12983-0.741-0.3895l-3.534-4.864c-0.10767-0.152-0.22325-0.26125-0.34675-0.32775-0.1235-0.0665-0.31508-0.09975-0.57475-0.09975h-1.3965v5.681h-1.8335v-13.614h3.8475c0.86134 0 1.6055 0.087082 2.2325 0.26125 0.627 0.17417 1.1447 0.42592 1.5532 0.75525 0.4085 0.32933 0.71092 0.72675 0.90725 1.1922 0.19633 0.4655 0.2945 0.98641 0.2945 1.5628 0 0.48134-0.075999 0.931-0.228 1.349-0.152 0.418-0.37208 0.79325-0.66025 1.1258-0.28817 0.3325-0.63966 0.61592-1.0545 0.85025-0.41484 0.23433-0.88508 0.41167-1.4108 0.532 0.23433 0.133 0.437 0.32617 0.608 0.5795l3.971 5.4055zm16.672-13.614v13.614h-0.9215c-0.14567 0-0.26758-0.025333-0.36575-0.076s-0.19475-0.13617-0.28975-0.2565l-7.8755-10.26c0.012667 0.15833 0.022166 0.3135 0.0285 0.4655 0.006333 0.152 0.0095 0.2945 0.0095 0.4275v9.6995h-1.615v-13.614h0.95c0.082334 0 0.152 0.00475 0.209 0.01425s0.10767 0.025333 0.152 0.0475c0.044333 0.022167 0.088666 0.053833 0.133 0.095 0.044333 0.041167 0.091833 0.093416 0.1425 0.15675l7.8755 10.25c-0.012667-0.16467-0.02375-0.32458-0.03325-0.47975s-0.01425-0.30242-0.01425-0.44175v-9.6425h1.615zm9.12 13.614h-1.843v-13.614h1.843v13.614zm18.306-13.614v13.614h-0.9215c-0.14567 0-0.26758-0.025333-0.36575-0.076s-0.19475-0.13617-0.28975-0.2565l-7.8755-10.26c0.012666 0.15833 0.022166 0.3135 0.0285 0.4655 0.006333 0.152 0.0095 0.2945 0.0095 0.4275v9.6995h-1.615v-13.614h0.95c0.082333 0 0.152 0.00475 0.209 0.01425 0.057 0.0095 0.10767 0.025333 0.152 0.0475 0.044333 0.022167 0.088666 0.053833 0.133 0.095 0.044333 0.041167 0.091833 0.093416 0.1425 0.15675l7.8755 10.25c-0.012667-0.16467-0.02375-0.32458-0.03325-0.47975s-0.01425-0.30242-0.01425-0.44175v-9.6425h1.615zm18.335 7.068v5.225c-0.684 0.494-1.4139 0.86292-2.1898 1.1068-0.77584 0.24383-1.6261 0.36575-2.5508 0.36575-1.0957 0-2.0837-0.16942-2.964-0.50825-0.88034-0.33884-1.6324-0.81383-2.2562-1.425-0.62384-0.61117-1.1036-1.3442-1.4392-2.1992-0.33567-0.855-0.5035-1.7955-0.5035-2.8215 0-1.0387 0.16308-1.9855 0.48925-2.8405 0.32617-0.855 0.79008-1.5881 1.3918-2.1992 0.60167-0.61117 1.3332-1.0846 2.1945-1.4202 0.86134-0.33567 1.824-0.5035 2.888-0.5035 0.53834 0 1.0387 0.039583 1.501 0.11875 0.46234 0.079167 0.88983 0.19317 1.2825 0.342 0.39267 0.14883 0.75683 0.32933 1.0925 0.5415 0.33567 0.21217 0.64916 0.45125 0.9405 0.71725l-0.5225 0.836c-0.082334 0.12667-0.18842 0.20742-0.31825 0.24225s-0.27392 0.0047505-0.43225-0.09025c-0.152-0.088667-0.32617-0.19633-0.5225-0.323-0.19634-0.12667-0.43542-0.24858-0.71725-0.36575-0.28184-0.11717-0.61433-0.21692-0.9975-0.29925-0.38317-0.082334-0.83758-0.1235-1.3632-0.1235-0.76634 0-1.4598 0.12508-2.0805 0.37525-0.62067 0.25017-1.1495 0.608-1.5865 1.0735-0.437 0.4655-0.77267 1.0292-1.007 1.691-0.23434 0.66184-0.3515 1.4044-0.3515 2.2278 0 0.855 0.12192 1.6197 0.36575 2.2942 0.24383 0.6745 0.59216 1.2477 1.045 1.7195 0.45284 0.47184 1.0022 0.83125 1.6482 1.0782 0.646 0.247 1.3712 0.3705 2.1755 0.3705 0.63334 0 1.1954-0.071249 1.6862-0.21375 0.49084-0.1425 0.97058-0.34042 1.4392-0.59375v-2.9925h-2.1185c-0.12033 0-0.21692-0.034833-0.28975-0.1045-0.072834-0.069667-0.10925-0.15517-0.10925-0.2565v-1.045h4.18z" fill="#000" fill-opacity=".9"/> <path d="m2.8 34h28.4c1.546 0 2.8-1.254 2.8-2.8v-28.4c0-1.546-1.254-2.8-2.8-2.8h-28.4c-1.546 0-2.8 1.254-2.8 2.8v28.4c0 1.546 1.254 2.8 2.8 2.8" fill="#0A66C2"/> <path d="m13 13h4.75v2.391c0.637-1.277 2.492-2.641 4.945-2.641 4.702 0 6.305 2.125 6.305 7.172v9.078h-5v-8.016c0-2.656-0.519-4.109-2.458-4.109-2.621 0-3.542 1.992-3.542 4.109v8.016h-5v-16z" fill="#fff"/> <path d="m5 29v-16h5v16h-5zm5.55-21.5c0 1.684-1.366 3.05-3.05 3.05s-3.05-1.366-3.05-3.05c0-1.685 1.366-3.05 3.05-3.05s3.05 1.365 3.05 3.05z" fill="#fff"/> <path d="m52.74 24.6l-1.68 5.4h-0.79125l-1.2675-3.8775c-0.015-0.0425-0.029375-0.08875-0.043125-0.13875s-0.026875-0.10375-0.039375-0.16125c-0.0125 0.0575-0.025625 0.11125-0.039375 0.16125s-0.028125 0.09625-0.043125 0.13875l-1.2788 3.8775h-0.79125l-1.68-5.4h0.735c0.075 0 0.13812 0.018125 0.18938 0.054375s0.085625 0.085625 0.10312 0.14812l1.0125 3.4612c0.02 0.075 0.03875 0.15625 0.05625 0.24375s0.035 0.17875 0.0525 0.27375c0.0175-0.095 0.036875-0.18687 0.058125-0.27562s0.044375-0.16937 0.069375-0.24188l1.1588-3.4612c0.0175-0.05 0.0525-0.09625 0.105-0.13875s0.115-0.06375 0.1875-0.06375h0.255c0.0775 0 0.14 0.019375 0.1875 0.058125s0.08375 0.086875 0.10875 0.14438l1.155 3.4612c0.025 0.0725 0.048125 0.15062 0.069375 0.23438s0.040625 0.17187 0.058125 0.26438c0.0175-0.0925 0.034375-0.18062 0.050625-0.26438s0.034375-0.16187 0.054375-0.23438l1.0088-3.4612c0.015-0.055 0.049375-0.1025 0.10312-0.1425s0.11687-0.06 0.18938-0.06h0.68625zm1.7788 5.4h-0.88125v-5.4h0.88125v5.4zm5.1688-4.6688h-1.6838v4.6688h-0.87375v-4.6688h-1.6875v-0.73125h4.245v0.73125zm5.39-0.73125v5.4h-0.8775v-2.4038h-2.7112v2.4038h-0.88125v-5.4h0.88125v2.3625h2.7112v-2.3625h0.8775zm8.197 4.2345v1.1655h-4.4468v-7.5915h1.4122v6.426h3.0345zm4.9212-4.221l-2.9348 6.867c-0.0385 0.091-0.088375 0.16012-0.14962 0.20738s-0.15487 0.070875-0.28088 0.070875h-0.966l1.008-2.163-2.1788-4.9822h1.1392c0.1015 0 0.18112 0.0245 0.23888 0.0735s0.10062 0.105 0.12862 0.168l1.1445 2.793c0.0385 0.0945 0.070875 0.189 0.097125 0.2835s0.051625 0.19075 0.076125 0.28875c0.0315-0.098 0.063-0.19512 0.0945-0.29138 0.0315-0.09625 0.0665-0.19162 0.105-0.28612l1.0815-2.7878c0.028-0.07 0.074375-0.12775 0.13912-0.17325s0.13737-0.06825 0.21788-0.06825h1.0395zm2.0285 0.6615c0.1085-0.1085 0.22312-0.20912 0.34388-0.30188s0.2485-0.1715 0.38325-0.23625 0.27912-0.1155 0.43312-0.15225 0.322-0.055125 0.504-0.055125c0.294 0 0.55475 0.049874 0.78225 0.14962 0.2275 0.09975 0.41737 0.23975 0.56962 0.42 0.15225 0.18025 0.26775 0.3955 0.3465 0.64575s0.11812 0.52587 0.11812 0.82688v3.4282h-1.2968v-3.4282c0-0.329-0.075249-0.58362-0.22575-0.76388-0.1505-0.18025-0.37975-0.27038-0.68775-0.27038-0.224 0-0.434 0.05075-0.63 0.15225s-0.3815 0.23975-0.5565 0.41475v3.8955h-1.2968v-5.3865h0.79275c0.168 0 0.27825 0.078749 0.33075 0.23625l0.08925 0.42525zm8.2602 0.714c-0.147-0.1785-0.30712-0.3045-0.48038-0.378s-0.35962-0.11025-0.55912-0.11025c-0.196 0-0.37275 0.03675-0.53025 0.11025s-0.29225 0.18462-0.40425 0.33338c-0.112 0.14875-0.19775 0.33775-0.25725 0.567s-0.08925 0.49962-0.08925 0.81112c0 0.315 0.025375 0.58187 0.076125 0.80062 0.05075 0.21875 0.12337 0.39725 0.21788 0.5355s0.21 0.238 0.3465 0.29925 0.28875 0.091875 0.45675 0.091875c0.2695 0 0.49875-0.055999 0.68775-0.168 0.189-0.112 0.3675-0.27125 0.5355-0.47775v-2.415zm1.2968-3.7905v7.8015h-0.79275c-0.1715 0-0.28-0.078749-0.3255-0.23625l-0.11025-0.51975c-0.217 0.2485-0.46637 0.44975-0.74812 0.60375s-0.60987 0.231-0.98438 0.231c-0.294 0-0.5635-0.061249-0.8085-0.18375s-0.45587-0.30012-0.63262-0.53288-0.31325-0.52062-0.4095-0.86362-0.14438-0.735-0.14438-1.176c0-0.399 0.05425-0.77 0.16275-1.113 0.1085-0.343 0.26425-0.6405 0.46725-0.8925s0.44625-0.44887 0.72975-0.59062 0.602-0.21262 0.9555-0.21262c0.301 0 0.55825 0.04725 0.77175 0.14175s0.40425 0.22225 0.57225 0.38325v-2.8402h1.2968zm4.2965 5.502c-0.3745 0.0175-0.6895 0.049875-0.945 0.097125s-0.46025 0.10762-0.61425 0.18112-0.26425 0.15925-0.33075 0.25725-0.09975 0.20475-0.09975 0.32025c0 0.2275 0.067374 0.39025 0.20212 0.48825s0.31062 0.147 0.52762 0.147c0.266 0 0.49612-0.048124 0.69038-0.14438s0.38412-0.24237 0.56962-0.43838v-0.90825zm-2.9715-2.3362c0.6195-0.567 1.365-0.8505 2.2365-0.8505 0.315 0 0.59675 0.051624 0.84525 0.15488 0.2485 0.10325 0.4585 0.24675 0.63 0.4305 0.1715 0.18375 0.30187 0.40337 0.39112 0.65888 0.08925 0.2555 0.13388 0.5355 0.13388 0.84v3.402h-0.588c-0.1225 0-0.217-0.018375-0.2835-0.055125s-0.119-0.11112-0.1575-0.22312l-0.1155-0.3885c-0.1365 0.1225-0.2695 0.23012-0.399 0.32288-0.1295 0.09275-0.26425 0.17062-0.40425 0.23362s-0.28962 0.11112-0.44888 0.14438-0.33512 0.049875-0.52762 0.049875c-0.2275 0-0.4375-0.030625-0.63-0.091875-0.1925-0.06125-0.35875-0.15312-0.49875-0.27562s-0.2485-0.27475-0.3255-0.45675-0.1155-0.39375-0.1155-0.63525c0-0.1365 0.02275-0.27212 0.06825-0.40688s0.11987-0.26337 0.22312-0.38588 0.23712-0.238 0.40162-0.3465 0.36662-0.203 0.60638-0.2835 0.51887-0.14612 0.83738-0.19688 0.6825-0.081375 1.092-0.091875v-0.315c0-0.3605-0.076999-0.62737-0.231-0.80062s-0.37625-0.25988-0.66675-0.25988c-0.21 0-0.38412 0.0245-0.52238 0.0735s-0.25987 0.10412-0.36488 0.16538-0.20037 0.11637-0.28612 0.16538-0.18112 0.0735-0.28612 0.0735c-0.091 0-0.168-0.023625-0.231-0.070875s-0.11375-0.10237-0.15225-0.16538l-0.231-0.41475zm5.4358 3.9218c0-0.1085 0.020125-0.21175 0.060375-0.30975s0.095375-0.182 0.16538-0.252c0.07-0.07 0.154-0.126 0.252-0.168s0.203-0.063 0.315-0.063c0.112 0 0.21612 0.021 0.31238 0.063s0.18025 0.098 0.252 0.168c0.07175 0.07 0.12862 0.154 0.17062 0.252s0.063 0.20125 0.063 0.30975c0 0.112-0.021 0.21612-0.063 0.31238s-0.098875 0.17937-0.17062 0.24938c-0.07175 0.07-0.15575 0.12512-0.252 0.16538s-0.20037 0.060375-0.31238 0.060375c-0.112 0-0.217-0.020125-0.315-0.060375s-0.182-0.095375-0.252-0.16538c-0.07-0.07-0.12512-0.15312-0.16538-0.24938s-0.060375-0.20037-0.060375-0.31238zm6.6538-3.6592c-0.028 0.0385-0.056 0.06825-0.084 0.08925s-0.0665 0.0315-0.1155 0.0315c-0.0525 0-0.11025-0.021875-0.17325-0.065625s-0.14088-0.091875-0.23362-0.14438-0.2065-0.10062-0.34125-0.14438-0.30012-0.065625-0.49612-0.065625c-0.2625 0-0.4935 0.046374-0.693 0.13912s-0.36662 0.22662-0.50138 0.40162-0.23625 0.38675-0.3045 0.63525-0.10238 0.52675-0.10238 0.83475c0 0.322 0.03675 0.60812 0.11025 0.85838s0.17762 0.46025 0.31238 0.63 0.2975 0.29925 0.48825 0.3885 0.40512 0.13388 0.64312 0.13388c0.2275 0 0.41475-0.027125 0.56175-0.081375s0.26862-0.11462 0.36488-0.18112c0.096251-0.0665 0.17675-0.12687 0.2415-0.18112s0.12862-0.081375 0.19162-0.081375c0.077 0 0.1365 0.02975 0.1785 0.08925l0.2625 0.34125c-0.1155 0.1435-0.24675 0.266-0.39375 0.3675s-0.30537 0.18637-0.47512 0.25462-0.34737 0.11812-0.53288 0.14962-0.3745 0.04725-0.567 0.04725c-0.3325 0-0.64137-0.061249-0.92662-0.18375s-0.53287-0.30012-0.74288-0.53288-0.3745-0.51887-0.4935-0.85838-0.1785-0.72625-0.1785-1.1602c0-0.3955 0.055124-0.76125 0.16538-1.0972 0.11025-0.336 0.27125-0.62562 0.483-0.86888s0.4725-0.43312 0.78225-0.56962 0.66587-0.20475 1.0684-0.20475c0.3745 0 0.70437 0.060374 0.98962 0.18112s0.53812 0.29137 0.75862 0.51188l-0.24675 0.336zm3.6298-1.029c0.3885 0 0.7385 0.064749 1.05 0.19425s0.5775 0.31325 0.798 0.55125 0.38937 0.52587 0.50662 0.86362 0.17588 0.71487 0.17588 1.1314c0 0.42-0.058624 0.798-0.17588 1.134s-0.28612 0.623-0.50662 0.861-0.4865 0.42087-0.798 0.54862-0.6615 0.19162-1.05 0.19162c-0.392 0-0.74462-0.063874-1.0579-0.19162s-0.58012-0.31062-0.80062-0.54862-0.38937-0.525-0.50662-0.861-0.17588-0.714-0.17588-1.134c0-0.4165 0.058624-0.79362 0.17588-1.1314s0.28612-0.62562 0.50662-0.86362 0.48737-0.42175 0.80062-0.55125 0.66587-0.19425 1.0579-0.19425zm0 4.746c0.525 0 0.917-0.17587 1.176-0.52762s0.3885-0.84262 0.3885-1.4726c0-0.6335-0.1295-1.127-0.3885-1.4805s-0.651-0.53025-1.176-0.53025c-0.266 0-0.49787 0.0455-0.69562 0.1365s-0.36225 0.22225-0.4935 0.39375-0.22925 0.38237-0.294 0.63262-0.097125 0.53287-0.097125 0.84788c0 0.63 0.13037 1.1209 0.39112 1.4726s0.65712 0.52762 1.1891 0.52762zm3.8818 0.65625v-5.3182h0.56175c0.133 0 0.21525 0.064749 0.24675 0.19425l0.06825 0.546c0.196-0.2415 0.4165-0.43925 0.6615-0.59325s0.5285-0.231 0.8505-0.231c0.357 0 0.64662 0.099749 0.86888 0.29925s0.38238 0.469 0.48038 0.8085c0.077-0.1925 0.17587-0.35875 0.29662-0.49875s0.25637-0.2555 0.40688-0.3465 0.31062-0.1575 0.48038-0.1995 0.34212-0.063 0.51712-0.063c0.28 0 0.52937 0.044625 0.74812 0.13388s0.40425 0.21962 0.5565 0.39112 0.26862 0.38237 0.34912 0.63262 0.12075 0.53637 0.12075 0.85838v3.3862h-0.93975v-3.3862c0-0.4165-0.090999-0.73237-0.273-0.94762s-0.4445-0.32288-0.7875-0.32288c-0.154 0-0.30012 0.027125-0.43838 0.081375s-0.25987 0.13387-0.36488 0.23888-0.18812 0.23712-0.24938 0.39638-0.091875 0.34387-0.091875 0.55388v3.3862h-0.93975v-3.3862c0-0.427-0.085749-0.7455-0.25725-0.9555s-0.42175-0.315-0.75075-0.315c-0.231 0-0.4445 0.062124-0.6405 0.18638s-0.37625 0.29312-0.54075 0.50662v3.9638h-0.93975zm14.547-1.2038c0.0475 0 0.08875 0.01875 0.12375 0.05625l0.34875 0.37875c-0.22 0.265-0.49 0.46937-0.81 0.61312s-0.7025 0.21562-1.1475 0.21562c-0.395 0-0.75187-0.068124-1.0706-0.20438s-0.59062-0.32625-0.81562-0.57-0.39812-0.53437-0.51938-0.87188-0.18188-0.70875-0.18188-1.1138 0.064374-0.77687 0.19312-1.1156 0.31-0.63 0.54375-0.87375 0.51375-0.43312 0.84-0.56812 0.68562-0.2025 1.0781-0.2025c0.39 0 0.73437 0.063124 1.0331 0.18938 0.29875 0.12625 0.55812 0.29437 0.77812 0.50438l-0.28875 0.40875c-0.02 0.0275-0.04375 0.05125-0.07125 0.07125s-0.065 0.03-0.1125 0.03c-0.05 0-0.10688-0.023125-0.17062-0.069375s-0.145-0.0975-0.24375-0.15375c-0.09875-0.05625-0.2225-0.1075-0.37125-0.15375s-0.33437-0.069375-0.55688-0.069375c-0.2575 0-0.49375 0.045-0.70875 0.135s-0.4 0.22125-0.555 0.39375-0.27562 0.3825-0.36188 0.63-0.12938 0.52875-0.12938 0.84375c0 0.3175 0.045 0.60062 0.135 0.84938s0.21375 0.45875 0.37125 0.63 0.3425 0.30187 0.555 0.39188c0.2125 0.09 0.44125 0.135 0.68625 0.135 0.15 0 0.28437-0.0081249 0.40312-0.024375s0.22812-0.0425 0.32812-0.07875c0.1-0.03625 0.19438-0.081875 0.28312-0.13688s0.17688-0.1225 0.26438-0.2025c0.05-0.045 0.1-0.0675 0.15-0.0675zm6.3688-1.4962c0 0.4-0.064999 0.76875-0.195 1.1062s-0.31312 0.62812-0.54938 0.87188-0.52 0.43437-0.85125 0.57188-0.69937 0.20625-1.1044 0.20625c-0.4025 0-0.76937-0.068749-1.1006-0.20625s-0.61562-0.32812-0.85312-0.57188-0.42125-0.53437-0.55125-0.87188-0.195-0.70625-0.195-1.1062 0.064999-0.76875 0.195-1.1062 0.31375-0.62875 0.55125-0.87375 0.52187-0.43625 0.85312-0.57375 0.69812-0.20625 1.1006-0.20625c0.405 0 0.77312 0.068749 1.1044 0.20625s0.615 0.32875 0.85125 0.57375 0.41937 0.53625 0.54938 0.87375 0.195 0.70625 0.195 1.1062zm-0.89625 0c0-0.31-0.041875-0.58875-0.12562-0.83625s-0.20375-0.4575-0.36-0.63-0.34562-0.305-0.56812-0.3975-0.4725-0.13875-0.75-0.13875c-0.275 0-0.52375 0.04625-0.74625 0.13875s-0.4125 0.225-0.57 0.3975-0.27875 0.3825-0.36375 0.63-0.1275 0.52625-0.1275 0.83625c0 0.3125 0.0425 0.5925 0.1275 0.84s0.20625 0.45687 0.36375 0.62812 0.3475 0.3025 0.57 0.39375 0.47125 0.13688 0.74625 0.13688c0.2775 0 0.5275-0.045624 0.75-0.13688s0.41187-0.2225 0.56812-0.39375 0.27625-0.38062 0.36-0.62812 0.12562-0.5275 0.12562-0.84zm6.4962-2.7v5.4h-0.44625c-0.0675 0-0.125-0.011875-0.1725-0.035625s-0.0925-0.063125-0.135-0.11812l-2.9662-3.81c0.0075 0.0725 0.013125 0.14437 0.016875 0.21562s0.005625 0.13687 0.005625 0.19688v3.5512h-0.7725v-5.4h0.4575c0.0375 0 0.069375 0.001875 0.095625 0.005625s0.050625 0.010625 0.073125 0.020625c0.0225 0.01 0.04375 0.025 0.06375 0.045s0.04125 0.045 0.06375 0.075l2.97 3.8138c-0.0075-0.0775-0.013125-0.15375-0.016875-0.22875s-0.005625-0.145-0.005625-0.21v-3.5212h0.76875zm5.1725 0.73125h-1.6838v4.6688h-0.87375v-4.6688h-1.6875v-0.73125h4.245v0.73125zm4.2912 3.96l-0.00375 0.70875h-3.3675v-5.4h3.3675v0.70875h-2.4862v1.6275h1.9875v0.68625h-1.9875v1.6688h2.49zm5.5888-4.6912v5.4h-0.44625c-0.0675 0-0.125-0.011875-0.1725-0.035625s-0.0925-0.063125-0.135-0.11812l-2.9662-3.81c0.0075 0.0725 0.013125 0.14437 0.016875 0.21562s0.005625 0.13687 0.005625 0.19688v3.5512h-0.7725v-5.4h0.4575c0.0375 0 0.069375 0.001875 0.095625 0.005625s0.050625 0.010625 0.073125 0.020625c0.0225 0.01 0.04375 0.025 0.06375 0.045s0.04125 0.045 0.06375 0.075l2.97 3.8138c-0.0075-0.0775-0.013125-0.15375-0.016875-0.22875s-0.005625-0.145-0.005625-0.21v-3.5212h0.76875zm5.1725 0.73125h-1.6838v4.6688h-0.87375v-4.6688h-1.6875v-0.73125h4.245v0.73125z" fill="#000" fill-opacity=".9"/> </g> </symbol> </svg> </div> <div id="global-nav-a11y-menu" class="global-nav__a11y-menu"> <div class="global-nav__a11y-menu-container"> <button id="global-nav-a11y-menu-skip" class="global-nav__a11y-menu-button global-nav__a11y-menu-button--skip"> <span class="button__text"> Skip to main content </span> </button> <button id="global-nav-a11y-menu-close" class="global-nav__a11y-menu-button global-nav__a11y-menu-button--close"> <li-icon size="small" type="cancel-icon" aria-hidden="true"></li-icon> <span class="a11y-hidden"> Close jump menu </span> </button> </div> </div> <section class="mbox__container mbox__container--loading mbox__container--loading-animated " data-mbox-timeout="4000" data-mbox-loading-style="animated"> <li-icon type="loader" size="small" class="mbox__content-loader"> </li-icon> <div id="lss-homepage-header-navigation" class="mbox__header mbox__content"> <div class="site-header-spacer js-site-header-spacer has-utility-navigation" aria-hidden="true"></div> <div class="utility-navigation-wrapper desktop-only"> <nav id="utility-navigation" class="utility-navigation" aria-label="Utitlity navigation" data-component-js-load-path="components/navigation/utility"> <div class="utility-navigation-river content-margin"> <div class="free-links utility-navigation-section"> <p class="free-links-message"></p> <ul class="free-links-list"> <li id="lss-homepage-header-navigation-utility-nav-desktop-chat" class="free-link" style="display:none;"> <a class="live-chat-link" href="/etc/gandalf/global-settings/chat/lss-en-us-chat" title="Chat live with sales" target="_blank" rel="nofollow"> Chat live with sales </a> </li> <li id="lss-homepage-header-navigation-utility-nav-desktop-free-link-sign-into-sales-navigator" class="free-link"> <a href="https://www.linkedin.com/uas/login?session_redirect=%2Fsales&_f=navigator&fromSignIn=true&src=direct%2Fnone&veh=direct%2Fnone&trk=lss-microsite-utility-nav-sign-into-sales-navigator" title="Sign into Sales Navigator" target="_blank"> Sign into Sales Navigator </a> </li> <li id="lss-homepage-header-navigation-utility-nav-desktop-free-link-visit-help-center" class="free-link"> <a href="https://www.linkedin.com/help/sales-navigator?src=direct%2Fnone&veh=direct%2Fnone&trk=lss-microsite-utility-nav-visit-help-center" title="Visit Help Center" target="_blank"> Visit Help Center </a> </li> </ul> </div> </div> </nav> </div> <header class="site-header has-link has-more has-utility-navigation" data-component-js-load-path="components/navigation/header"> <div class="primary-navigation-wrapper"> <div class="primary-navigation-river"> <div class="site-title "> <a href="/sales-solutions" class="site-title-link js-analytics-event" data-analytics-config="{"category":"Internal","action":"click - Sales Solutions","label":"/content/me/business/en-us/sales-solutions - header","componentId":"header_447133608"}"> <span class="site-title-logo"> <span class="a11y-text full">LinkedIn Logo</span> <svg class="full"><use xlink:href="#linkedin-logo-blue-21" data-size="large"/></svg> <span class="a11y-text icon">LinkedIn Logo</span> <svg class="icon"><use xlink:href="#inbug-blue-28" data-size="large"/></svg> </span> <span class="site-title-spacer">LinkedIn</span> <span class="site-title-text standard ">Sales Solutions</span> </a> <button data-menu="primary" data-open="Open menu" class="site-title-menu hamburger js-analytics-event" title="Open menu" data-close="Close menu"> <span class="site-title-icon"> <li-icon type="hamburger-icon" size="" class="closed" a11y-text="" ""> </li-icon> <li-icon type="cancel-icon" size="" class="open" a11y-text="" ""> </li-icon> </span> </button> </div> <nav class="primary-navigation" role="navigation" data-menu="primary" aria-label="Primary header navigation"> <ul class="primary-navigation-list link"> <li id='lss-homepage-header-navigation-primary-nav-desktop-product-overview' class="primary-navigation-item none" data-menu=""> <a class="primary-navigation-link js-analytics-event" href="/sales-solutions/sales-navigator" title="Product" data-analytics-config="{"category":"Internal","action":"click - Product overview","label":"/content/me/business/en-us/sales-solutions/sales-navigator - header","componentId":"header_447133608"}"> Product overview </a> </li> <li id='lss-homepage-header-navigation-primary-nav-desktop-why-sales-navigator' class="primary-navigation-item basic" data-menu="item_4"> <a data-menu="item_4" class="primary-navigation-link has-sub-menu js-analytics-event" href="/sales-solutions/sales-navigator/benefits-sales-navigator" title="Why Sales Navigator" data-analytics-config="{"category":"Internal","action":"click - Why Sales Navigator","label":"/content/me/business/en-us/sales-solutions/sales-navigator/benefits-sales-navigator - header","componentId":"header_447133608"}"> Why Sales Navigator </a> <button class="primary-navigation-sub-menu-button js-show-sub-menu js-analytics-event" aria-controls="secondary-menu-item_4" aria-expanded="false" aria-haspopup="true" id="sub-menu-button-item_4" title="Why Sales Navigator Menu"> <span class="sub-menu-button-display-text"> Why Sales Navigator </span> <div class="sub-menu-button-display-icon-container"> <li-icon type="chevron-right-icon" size="large" class="primary-navigation-sub-menu-icon" a11y-text="" ""> </li-icon> </div> </button> </li> <li id='lss-homepage-header-navigation-primary-nav-desktop-compare-plans' class="primary-navigation-item none" data-menu=""> <a class="primary-navigation-link js-analytics-event" href="/sales-solutions/compare-plans" title="Compare plans" data-analytics-config="{"category":"Internal","action":"click - Compare plans","label":"/content/me/business/en-us/sales-solutions/compare-plans - header","componentId":"header_447133608"}"> Compare plans </a> </li> <li id='lss-homepage-header-navigation-primary-nav-desktop-resources' class="primary-navigation-item advanced" data-menu="item_5"> <a data-menu="item_5" class="primary-navigation-link has-sub-menu js-analytics-event" href="/sales-solutions/sales-strategies-tips" title="Resources" data-analytics-config="{"category":"Internal","action":"click - Resources","label":"/content/me/business/en-us/sales-solutions/sales-strategies-tips - header","componentId":"header_447133608"}"> Resources </a> <button class="primary-navigation-sub-menu-button js-show-sub-menu js-analytics-event" aria-controls="secondary-menu-item_5" aria-expanded="false" aria-haspopup="true" id="sub-menu-button-item_5" title="Resources Menu"> <span class="sub-menu-button-display-text"> Resources </span> <div class="sub-menu-button-display-icon-container"> <li-icon type="chevron-right-icon" size="large" class="primary-navigation-sub-menu-icon" a11y-text="" ""> </li-icon> </div> </button> </li> </ul> <div class="primary-navigation-divider"></div> <ul class="primary-navigation-list action"> <li id='lss-homepage-header-navigation-primary-button' class="primary-navigation-item"> <a class="primary-navigation-action more js-analytics-event" href="/sales-solutions/contact-us" data-analytics-config="{"category":"Internal","action":"click - Contact sales","label":"/content/me/business/en-us/sales-solutions/contact-us.html - header","componentId":"actionable-content_1419144231"}"> Contact sales </a> </li> </ul> <div class="utility-navigation-wrapper non-desktop-only"> <nav id="utility-navigation" class="utility-navigation" aria-label="Utitlity navigation" data-component-js-load-path="components/navigation/utility"> <div class="utility-navigation-river content-margin"> <div class="free-links utility-navigation-section"> <p class="free-links-message"></p> <ul class="free-links-list"> <li id="lss-homepage-header-navigation-utility-nav-mobile-chat" class="free-link" style="display:none;"> <a class="live-chat-link" href="/etc/gandalf/global-settings/chat/lss-en-us-chat" title="Chat live with sales" target="_blank" rel="nofollow"> Chat live with sales </a> </li> <li id="lss-homepage-header-navigation-utility-nav-mobile-free-link-sign-into-sales-navigator" class="free-link"> <a href="https://www.linkedin.com/uas/login?session_redirect=%2Fsales&_f=navigator&fromSignIn=true&src=direct%2Fnone&veh=direct%2Fnone&trk=lss-microsite-utility-nav-sign-into-sales-navigator" title="Sign into Sales Navigator" target="_blank"> Sign into Sales Navigator </a> </li> <li id="lss-homepage-header-navigation-utility-nav-mobile-free-link-visit-help-center" class="free-link"> <a href="https://www.linkedin.com/help/sales-navigator?src=direct%2Fnone&veh=direct%2Fnone&trk=lss-microsite-utility-nav-visit-help-center" title="Visit Help Center" target="_blank"> Visit Help Center </a> </li> </ul> </div> </div> </nav> </div> </nav> </div> </div> <div id='lss-homepage-header-navigation-primary-nav-mobile-why-sales-navigator' class="secondary-navigation-wrapper basic" data-menu="item_4" tabindex="-1" role="menu" aria-labelledby="sub-menu-button-item_4"> <nav class="secondary-navigation" role="navigation" id="secondary-menu-item_4" aria-label="Why Sales Navigator link navigation"> <div class="secondary-nav-panel js-hide-sub-menu non-desktop-only"> <button class="sub-navigation-button js-hide-sub-menu js-analytics-event" aria-label="Back"> <li-icon type="chevron-left-icon" size="small" class="" a11y-text="" ""> </li-icon> </button> <h3 class="secondary-nav-title">Why Sales Navigator</h3> </div> <div class="secondary-nav-overview-basic non-desktop-only"> <a href="/sales-solutions/sales-navigator/benefits-sales-navigator" class="secondary-nav-link-basic js-analytics-event" title="Why Sales Navigator" data-analytics-config="{"category":"Internal","action":"click - Why Sales Navigator","label":"/content/me/business/en-us/sales-solutions/sales-navigator/benefits-sales-navigator - header","componentId":"header_447133608"}"> </a> </div> <nav> <ul class="link-list "> <li class="link-list-item"> <a href="/sales-solutions/sales-navigator/benefits-sales-navigator" class="link-list-link js-analytics-event" title="Product benefits"> Product benefits </a> </li> <li class="link-list-item"> <a href="/sales-solutions/deep-sales" class="link-list-link js-analytics-event" title="Our selling approach"> Our selling approach </a> </li> <li class="link-list-item"> <a href="/sales-solutions/social-selling-companies" class="link-list-link js-analytics-event" title="Customer stories"> Customer stories </a> </li> </ul> </nav> </nav> </div> <div id='lss-homepage-header-navigation-primary-nav-mobile-resources' class="secondary-navigation-wrapper advanced" data-menu="item_5" tabindex="-1" role="menu" aria-labelledby="sub-menu-button-item_5"> <nav class="secondary-navigation" role="navigation" id="secondary-menu-item_5" aria-label="Resources link navigation"> <div class="secondary-nav-panel js-hide-sub-menu non-desktop-only"> <button class="sub-navigation-button js-hide-sub-menu js-analytics-event" aria-label="Back"> <li-icon type="chevron-left-icon" size="small" class="" a11y-text="" ""> </li-icon> </button> <h3 class="secondary-nav-title">Resources</h3> </div> <div class="secondary-nav-overview non-desktop-only"> <a href="/sales-solutions/sales-strategies-tips" class="secondary-nav-link js-analytics-event" title="Resources" data-analytics-config="{"category":"Internal","action":"click - Resources","label":"/content/me/business/en-us/sales-solutions/sales-strategies-tips - header","componentId":"header_447133608"}"> </a> </div> <div class="inherited-column-frame column-frame main-container padding-gutter "> <div class="column-frame-foreground content-margin"> <div class="columns-container"> <section class="inherited-column-wrapper column-4 no-link no-headline"> <section class="inherited-column default"> <section class="inherited-column-content-wrapper headline-comp-padding"> </section> </section> </section> <section class="inherited-column-wrapper column-4 no-link"> <section class="inherited-column default"> <p class="col-headline "> Sales resources </p> <section class="inherited-column-content-wrapper "> <div class="link-list parbase section"> <nav> <ul class="link-list "> <li class="link-list-item"> <a class="link-list-link js-analytics-event" href="/sales-solutions/sales-strategies-tips" title="Resource Center" data-analytics-config="{"category":"Internal","action":"click - Resource Center","label":"/content/me/business/sales-solutions/sales-strategies-tips.html - header - inherited-column-frame - inherited-column - link-list","componentId":"actionable-content_967007533"}"> Resource Center </a> </li> <li class="link-list-item"> <a class="link-list-link js-analytics-event" href="/sales-solutions/social-selling/the-social-selling-index-ssi" title="Social Selling Index score" data-analytics-config="{"category":"Internal","action":"click - Social Selling Index score","label":"/content/me/business/en-us/sales-solutions/social-selling/the-social-selling-index-ssi.html - header - inherited-column-frame - inherited-column - link-list","componentId":"actionable-content_967007534"}"> Social Selling Index score </a> </li> <li class="link-list-item"> <a class="link-list-link js-analytics-event" href="https://www.linkedin.com/business/sales/blog?src=direct%2Fnone&veh=direct%2Fnone&trk=lss-microsite-header-nav-resources-sales-blog" title="Sales Blog" target="_blank" data-analytics-config="{"category":"External LinkedIn","action":"click - Sales Blog","label":"https://www.linkedin.com/business/sales/blog?src=direct%2Fnone&veh=direct%2Fnone&trk=lss-microsite-header-nav-resources-sales-blog - header - inherited-column-frame - inherited-column - link-list","componentId":"actionable-content_967007535"}"> Sales Blog </a> </li> </ul> </nav> </div> </section> </section> </section> <section class="inherited-column-wrapper column-4 no-link"> <section class="inherited-column default"> <p class="col-headline "> Customers & partners </p> <section class="inherited-column-content-wrapper "> <div class="link-list parbase section"> <nav> <ul class="link-list "> <li class="link-list-item"> <a class="link-list-link js-analytics-event" href="/sales-solutions/sales-navigator/customer-resources" title="Customer resources " data-analytics-config="{"category":"Internal","action":"click - Customer resources","label":"/content/me/business/sales-solutions/sales-navigator/customer-resources.html - header - inherited-column-frame - inherited-column - link-list","componentId":"actionable-content_44323950"}"> Customer resources </a> </li> <li class="link-list-item"> <a class="link-list-link js-analytics-event" href="/sales-solutions/sales-navigator/how-to-use-linkedin-sales-navigator" title="Sales Navigator 101" data-analytics-config="{"category":"Internal","action":"click - Sales Navigator 101","label":"/content/me/business/en-us/sales-solutions/sales-navigator/how-to-use-linkedin-sales-navigator.html - header - inherited-column-frame - inherited-column - link-list","componentId":"actionable-content_44323951"}"> Sales Navigator 101 </a> </li> <li class="link-list-item"> <a class="link-list-link js-analytics-event" href="/sales-solutions/sales-navigator-data-and-privacy-resources-new" title="Security & privacy" data-analytics-config="{"category":"Internal","action":"click - Security & privacy","label":"/content/me/business/en-us/sales-solutions/sales-navigator-data-and-privacy-resources-new.html - header - inherited-column-frame - inherited-column - link-list","componentId":"actionable-content_44323952"}"> Security & privacy </a> </li> <li class="link-list-item"> <a class="link-list-link js-analytics-event" href="/sales-solutions/partners" title="Partners" data-analytics-config="{"category":"Internal","action":"click - Partners","label":"/content/me/business/en-us/sales-solutions/partners.html - header - inherited-column-frame - inherited-column - link-list","componentId":"actionable-content_44323953"}"> Partners </a> </li> </ul> </nav> </div> </section> </section> </section> <section class="inherited-column-wrapper column-4 no-link"> <section class="inherited-column default"> <p class="col-headline "> Support </p> <section class="inherited-column-content-wrapper "> <div class="link-list parbase section"> <nav> <ul class="link-list "> <li class="link-list-item"> <a class="link-list-link js-analytics-event" href="https://www.linkedin.com/help/sales-navigator?src=direct%2Fnone&veh=direct%2Fnone&trk=lss-microsite-header-nav-resources-support-visit-help-center" title="Visit Help Center" target="_blank" data-analytics-config="{"category":"External LinkedIn","action":"click - Visit Help Center","label":"https://www.linkedin.com/help/sales-navigator?src=direct%2Fnone&veh=direct%2Fnone&trk=lss-microsite-header-nav-resources-support-visit-help-center - header - inherited-column-frame - inherited-column - link-list","componentId":"actionable-content_878359633"}"> Visit Help Center </a> </li> <li class="link-list-item"> <a class="link-list-link js-analytics-event" href="https://www.linkedin.com/help/linkedin/ask/sdsupport?src=direct%2Fnone&veh=direct%2Fnone&trk=lss-microsite-header-nav-resources-support-contact-support" title="Contact customer support" target="_blank" data-analytics-config="{"category":"External LinkedIn","action":"click - Contact customer support","label":"https://www.linkedin.com/help/linkedin/ask/sdsupport?src=direct%2Fnone&veh=direct%2Fnone&trk=lss-microsite-header-nav-resources-support-contact-support - header - inherited-column-frame - inherited-column - link-list","componentId":"actionable-content_878359632"}"> Contact customer support </a> </li> </ul> </nav> </div> </section> </section> </section> </div> </div> </div> </nav> </div> </header> </div> </section> <section class="page-alert-container"> </section> <script type="text/template" id="page-alert-template"> <div class="alert notice page-alert hidden" role="alert" tabindex="-1"> <div class="page-alert-wrapper"> <p class="page-alert-message"></p> <button class="page-alert-dismiss"> <li-icon class="filter-frame-close-button-icon" type="cancel-icon" size="small" a11y-text="Dismiss Alert"></li-icon> <span class="a11y-hidden">Dismiss Alert</span> </button> </div> </div> </script> <div class="container js-root-container"> <div class="wrapper"> <section id="main" class="site-wrapper" role="main"> <section id="content" class="site-content frame group"> <div class="flexible-column-frame parbase section"> <section id="" data-anchorable class="flexible-column-frame-component layout-component has-responsive-height supports-zero-heights padding-gutter light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="flexible-column-frame_494639386" data-component-js-load-path="components/layout/flexible-column-frame"> <div class="flexible-column-frame-background "> <picture><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/backgrounds/cb-header-bg-fce2ba.svg.original.svg" media="only screen and (min-width: 1025px)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/backgrounds/cb-header-bg-fce2ba.svg.original.svg" media="only screen and (min-width: 768px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/backgrounds/cb-header-bg-fce2ba.svg.original.svg" media="only screen and (min-width: 720px) and (orientation: portrait)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/backgrounds/cb-header-bg-fce2ba.svg.original.svg" media="only screen and (max-width: 767px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/backgrounds/cb-header-bg-fce2ba.svg.original.svg" media="only screen and (max-width: 719px) and (orientation: portrait)"/><img class="flexible-column-frame-background-image desktop-top-center tablet-landscape-top-center tablet-portrait-top-center mobile-landscape-top-center mobile-portrait-top-center needs-resize-desktop lazy-load" alt="" data-image-path="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/backgrounds/cb-header-bg-fce2ba.svg.original.svg"/></picture> </div> <div class="flexible-column-frame-foreground legacy-padding-enabled has-responsive-height component__padding--default" data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false"> <div class="flexible-column-frame-heading content-margin"> </div> <div class="content-margin"> <div class="flexible-column-frame-columns"> <section class="flexible-column-frame-column grid-12-columns align-top stacking-order-1"> <div class="spacer parbase section"> <div class="spacer-component spacing__desktop--2 spacing__tablet-landscape--1 spacing__tablet-portrait--1 spacing__mobile-landscape--1 spacing__mobile-portrait--0 background-color none "></div> </div> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_2039438007" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-default manual-content-position from-1 to-22" id="banner-content-container-banner_2039438007"> <div class="banner-icon"> <div class="image-component content-margin"> <picture><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/sales-academy-logo.svg.original.svg" media="only screen and (min-width: 1025px)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/sales-academy-logo.svg.original.svg" media="only screen and (min-width: 768px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/sales-academy-logo.svg.original.svg" media="only screen and (min-width: 720px) and (orientation: portrait)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/sales-academy-logo.svg.original.svg" media="only screen and (max-width: 767px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/sales-academy-logo.svg.original.svg" media="only screen and (max-width: 719px) and (orientation: portrait)"/><img class="image-content lazy-load" alt="LinkedIn Sales Academy logo" data-image-path="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/sales-academy-logo.svg.original.svg"/></picture> </div> </div> <h1 class="banner-headline headline-42"> How Account Managers can overcome 3 common barriers to success </h1> </div> </div> </section> </div> </section> <section class="flexible-column-frame-column grid-12-columns align-top stacking-order-2"> <div class="embed parbase section"> <div> <div class="image-component content-margin"> <picture><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-1-holder.gif.original.gif" media="only screen and (min-width: 1025px)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-1-holder.gif.original.gif" media="only screen and (min-width: 768px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-1-holder.gif.original.gif" media="only screen and (min-width: 720px) and (orientation: portrait)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-1-holder.gif.original.gif" media="only screen and (max-width: 767px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-1-holder.gif.original.gif" media="only screen and (max-width: 719px) and (orientation: portrait)"/><img class="image-content lazy-load" alt="illustration of two people in conversation sitting on a sofa" data-image-path="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-1-holder.gif.original.gif"/></picture> </div> </div> </div> </section> </div> </div> </div> </section> </div> <div class="flexible-column-frame parbase section"> <section id="" data-anchorable class="flexible-column-frame-component layout-component has-responsive-height supports-zero-heights light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="flexible-column-frame_876168076" data-component-js-load-path="components/layout/flexible-column-frame"> <div class="flexible-column-frame-foreground legacy-padding-enabled has-responsive-height component__padding--default" data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false"> <div class="flexible-column-frame-heading content-margin"> </div> <div class="content-margin"> <div class="flexible-column-frame-columns"> <section class="flexible-column-frame-column "> <div class="spacer parbase section"> <div class="spacer-component spacing__desktop--3 spacing__tablet-landscape--1 spacing__tablet-portrait--1 spacing__mobile-landscape--1 spacing__mobile-portrait--0 background-color none "></div> </div> <div class="flexible-column-frame parbase section"> <section id="" data-anchorable class="flexible-column-frame-component layout-component has-responsive-height supports-zero-heights padding-gutter light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="flexible-column-frame_942746948" data-component-js-load-path="components/layout/flexible-column-frame"> <div class="flexible-column-frame-foreground legacy-padding-enabled has-responsive-height component__padding--none" data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false"> <div class="flexible-column-frame-heading content-margin"> </div> <div class="content-margin"> <div class="flexible-column-frame-columns"> <section class="flexible-column-frame-column grid-12-columns align-top stacking-order-1"> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_1786047603" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-default manual-content-position from-1 to-24" id="banner-content-container-banner_1786047603"> <h2 class="banner-headline headline-34"> Your role as an Account Manager is essential to your company’s success </h2> </div> </div> </section> </div> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_367711041" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-default manual-content-position from-1 to-24" id="banner-content-container-banner_367711041"> <p class="banner-headline subheadline-21"> While your sales counterparts are focused on bringing in new business, it’s your job to cultivate a long-term, mutually beneficial relationship with customers. </p> <p class="banner-subheadline subheadline-17"> <br/> This Guide explores the three core issues preventing many Account Managers from achieving optimal account growth and retention. Read on for proven best practices you can harness to overcome these barriers to success. </p> </div> </div> </section> </div> </section> <section class="flexible-column-frame-column grid-12-columns align-top stacking-order-2"> <div class="embed parbase section"> <div> <div class="image-component content-margin"> <picture><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/stats/cb-1-stat-3percent.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/stats/cb-1-stat-3percent.png/jcr:content/renditions/cb-1-stat-3percent@2x.png 2x" media="only screen and (min-width: 1025px)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/stats/cb-1-stat-3percent.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/stats/cb-1-stat-3percent.png/jcr:content/renditions/cb-1-stat-3percent@2x.png 2x" media="only screen and (min-width: 768px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/stats/cb-1-stat-3percent.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/stats/cb-1-stat-3percent.png/jcr:content/renditions/cb-1-stat-3percent@2x.png 2x" media="only screen and (min-width: 720px) and (orientation: portrait)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/stats/cb-1-stat-3percent.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/stats/cb-1-stat-3percent.png/jcr:content/renditions/cb-1-stat-3percent@2x.png 2x" media="only screen and (max-width: 767px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/stats/cb-1-stat-3percent.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/stats/cb-1-stat-3percent.png/jcr:content/renditions/cb-1-stat-3percent@2x.png 2x" media="only screen and (max-width: 719px) and (orientation: portrait)"/><img class="image-content lazy-load" alt="According to Gartner, account  growth remains one of the top  CSO priorities in 2020. Unfortunately, retention  has dropped by 3%  on average. " data-image-path="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/stats/cb-1-stat-3percent.png.original.png"/></picture> </div> </div> </div> </section> </div> </div> </div> </section> </div> <div class="spacer parbase section"> <div class="spacer-component spacing__desktop--3 spacing__tablet-landscape--1 spacing__tablet-portrait--1 spacing__mobile-landscape--1 spacing__mobile-portrait--0 background-color none "></div> </div> <div class="full-rich-text parbase section"> <section class="content-margin"> <div class="rich-text rich-text-mode-standard rich-text-align-center rich-text__padding--none rich-text__width--narrow"> <hr/> </div> </section> </div> <div class="flexible-column-frame parbase section"> <section id="" data-anchorable class="flexible-column-frame-component layout-component has-responsive-height supports-zero-heights padding-gutter light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="flexible-column-frame_1487711210" data-component-js-load-path="components/layout/flexible-column-frame"> <div class="flexible-column-frame-foreground legacy-padding-enabled has-responsive-height component__padding--none" data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false"> <div class="flexible-column-frame-heading content-margin"> </div> <div class="content-margin"> <div class="flexible-column-frame-columns"> <section class="flexible-column-frame-column grid-8-columns align-top stacking-order-1"> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_2041025093" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-center manual-content-position from-1 to-24" id="banner-content-container-banner_2041025093"> <div class="banner-icon"> <div class="image-component content-margin"> <picture><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-1-icon-No1.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-1-icon-No1.png/jcr:content/renditions/cb-1-icon-No1@2x.png 2x" media="only screen and (min-width: 1025px)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-1-icon-No1.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-1-icon-No1.png/jcr:content/renditions/cb-1-icon-No1@2x.png 2x" media="only screen and (min-width: 768px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-1-icon-No1.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-1-icon-No1.png/jcr:content/renditions/cb-1-icon-No1@2x.png 2x" media="only screen and (min-width: 720px) and (orientation: portrait)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-1-icon-No1.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-1-icon-No1.png/jcr:content/renditions/cb-1-icon-No1@2x.png 2x" media="only screen and (max-width: 767px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-1-icon-No1.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-1-icon-No1.png/jcr:content/renditions/cb-1-icon-No1@2x.png 2x" media="only screen and (max-width: 719px) and (orientation: portrait)"/><img class="image-content lazy-load" alt="number one" data-image-path="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-1-icon-No1.png.original.png"/></picture> </div> </div> <p class="banner-subheadline subheadline-21"> <br/> <a href="#key-relationship">Loss of a key relationship</a><br/> </p> </div> </div> </section> </div> </section> <section class="flexible-column-frame-column grid-8-columns align-top stacking-order-2"> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_511131868" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-center manual-content-position from-1 to-24" id="banner-content-container-banner_511131868"> <div class="banner-icon"> <div class="image-component content-margin"> <picture><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-1-icon-No2.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-1-icon-No2.png/jcr:content/renditions/cb-1-icon-No2@2x.png 2x" media="only screen and (min-width: 1025px)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-1-icon-No2.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-1-icon-No2.png/jcr:content/renditions/cb-1-icon-No2@2x.png 2x" media="only screen and (min-width: 768px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-1-icon-No2.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-1-icon-No2.png/jcr:content/renditions/cb-1-icon-No2@2x.png 2x" media="only screen and (min-width: 720px) and (orientation: portrait)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-1-icon-No2.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-1-icon-No2.png/jcr:content/renditions/cb-1-icon-No2@2x.png 2x" media="only screen and (max-width: 767px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-1-icon-No2.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-1-icon-No2.png/jcr:content/renditions/cb-1-icon-No2@2x.png 2x" media="only screen and (max-width: 719px) and (orientation: portrait)"/><img class="image-content lazy-load" alt="number two" data-image-path="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-1-icon-No2.png.original.png"/></picture> </div> </div> <p class="banner-subheadline subheadline-21"> <br/> <a href="#comfortable-account">The Overly Comfortable Account</a> </p> </div> </div> </section> </div> </section> <section class="flexible-column-frame-column grid-8-columns align-top stacking-order-3"> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_1231678467" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-center manual-content-position from-1 to-24" id="banner-content-container-banner_1231678467"> <div class="banner-icon"> <div class="image-component content-margin"> <picture><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-1-icon-No3.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-1-icon-No3.png/jcr:content/renditions/cb-1-icon-No3@2x.png 2x" media="only screen and (min-width: 1025px)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-1-icon-No3.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-1-icon-No3.png/jcr:content/renditions/cb-1-icon-No3@2x.png 2x" media="only screen and (min-width: 768px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-1-icon-No3.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-1-icon-No3.png/jcr:content/renditions/cb-1-icon-No3@2x.png 2x" media="only screen and (min-width: 720px) and (orientation: portrait)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-1-icon-No3.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-1-icon-No3.png/jcr:content/renditions/cb-1-icon-No3@2x.png 2x" media="only screen and (max-width: 767px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-1-icon-No3.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-1-icon-No3.png/jcr:content/renditions/cb-1-icon-No3@2x.png 2x" media="only screen and (max-width: 719px) and (orientation: portrait)"/><img class="image-content lazy-load" alt="number three" data-image-path="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-1-icon-No3.png.original.png"/></picture> </div> </div> <p class="banner-subheadline subheadline-21"> <br/> <a href="#customer-experience">Customer Experience in a Digital Age</a> </p> </div> </div> </section> </div> </section> </div> </div> </div> </section> </div> <div class="spacer parbase section"> <div class="spacer-component spacing--4 background-color none "></div></div> </section> </div> </div> </div> </section> </div> <div class="flexible-column-frame parbase section"> <section id="key-relationship" data-anchorable class="flexible-column-frame-component layout-component has-responsive-height supports-zero-heights light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="flexible-column-frame_866261932" data-component-js-load-path="components/layout/flexible-column-frame"> <div class="flexible-column-frame-background "> <picture><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/talent-solutions-lodestone/body/backgrounds/5set-bg-EEF3F8.svg.original.svg" media="only screen and (min-width: 1025px)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/talent-solutions-lodestone/body/backgrounds/5set-bg-EEF3F8.svg.original.svg" media="only screen and (min-width: 768px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/talent-solutions-lodestone/body/backgrounds/5set-bg-EEF3F8.svg.original.svg" media="only screen and (min-width: 720px) and (orientation: portrait)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/talent-solutions-lodestone/body/backgrounds/5set-bg-EEF3F8.svg.original.svg" media="only screen and (max-width: 767px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/talent-solutions-lodestone/body/backgrounds/5set-bg-EEF3F8.svg.original.svg" media="only screen and (max-width: 719px) and (orientation: portrait)"/><img class="flexible-column-frame-background-image desktop-top-center tablet-landscape-top-center tablet-portrait-top-center mobile-landscape-top-center mobile-portrait-top-center needs-resize-desktop lazy-load" alt="" data-image-path="https://content.linkedin.com/content/dam/me/business/en-us/talent-solutions-lodestone/body/backgrounds/5set-bg-EEF3F8.svg.original.svg"/></picture> </div> <div class="flexible-column-frame-foreground legacy-padding-enabled has-responsive-height component__padding--default" data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false"> <div class="flexible-column-frame-heading content-margin"> </div> <div class="content-margin"> <div class="flexible-column-frame-columns"> <section class="flexible-column-frame-column "> <div class="flexible-column-frame parbase section"> <section id="" data-anchorable class="flexible-column-frame-component layout-component has-responsive-height supports-zero-heights padding-gutter light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="flexible-column-frame_273325348" data-component-js-load-path="components/layout/flexible-column-frame"> <div class="flexible-column-frame-foreground legacy-padding-enabled has-responsive-height component__padding--none" data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false"> <div class="flexible-column-frame-heading content-margin"> </div> <div class="content-margin"> <div class="flexible-column-frame-columns"> <section class="flexible-column-frame-column grid-4-columns align-top stacking-order-1"> </section> <section class="flexible-column-frame-column grid-16-columns align-top stacking-order-2"> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_1306561888" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-center manual-content-position from-1 to-24" id="banner-content-container-banner_1306561888"> <div class="banner-icon"> <div class="image-component content-margin"> <picture><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-2-icon-No1.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-2-icon-No1.png/jcr:content/renditions/cb-2-icon-No1@2x.png 2x" media="only screen and (min-width: 1025px)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-2-icon-No1.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-2-icon-No1.png/jcr:content/renditions/cb-2-icon-No1@2x.png 2x" media="only screen and (min-width: 768px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-2-icon-No1.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-2-icon-No1.png/jcr:content/renditions/cb-2-icon-No1@2x.png 2x" media="only screen and (min-width: 720px) and (orientation: portrait)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-2-icon-No1.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-2-icon-No1.png/jcr:content/renditions/cb-2-icon-No1@2x.png 2x" media="only screen and (max-width: 767px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-2-icon-No1.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-2-icon-No1.png/jcr:content/renditions/cb-2-icon-No1@2x.png 2x" media="only screen and (max-width: 719px) and (orientation: portrait)"/><img class="image-content lazy-load" alt="Number one" data-image-path="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-2-icon-No1.png.original.png"/></picture> </div> </div> <h3 class="banner-headline headline-34"> Loss of a Key Relationship </h3> </div> </div> </section> </div> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_1232935218" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-center manual-content-position from-1 to-24" id="banner-content-container-banner_1232935218"> <p class="banner-subheadline subheadline-21"> <br/> Approximately 15% of decision makers change roles every year, so it’s  quite possible you’ll lose a key relationship during the year. <br/> <br/> <strong>And that is one of the biggest obstacles to maintaining a productive<br/> dialogue with your account.<br/> <br/> <br/> </strong>Here are three ways you can quickly fill the gap: </p> </div> </div> </section> </div> </section> <section class="flexible-column-frame-column grid-4-columns align-top stacking-order-3"> </section> </div> </div> </div> </section> </div> <div class="see-more-frame parbase section"> <section class="see-more-frame " data-component-js-load-path="components/layout/see-more-frame"> <section class="see-more-content" id="" data-tablet-portrait="0" data-tablet-landscape="0" data-mobile-portrait="0" data-mobile-landscape="0" data-desktop="0"> <div class="flexible-column-frame parbase section"> <section id="" data-anchorable class="flexible-column-frame-component layout-component has-responsive-height supports-zero-heights padding-gutter light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="flexible-column-frame_958710651" data-component-js-load-path="components/layout/flexible-column-frame"> <div class="flexible-column-frame-foreground legacy-padding-enabled has-responsive-height component__padding--default" data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false"> <div class="flexible-column-frame-heading content-margin"> </div> <div class="content-margin"> <div class="flexible-column-frame-columns"> <section class="flexible-column-frame-column grid-12-columns align-top stacking-order-1"> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_1125911766" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-default manual-content-position from-1 to-24" id="banner-content-container-banner_1125911766"> <h4 class="banner-headline headline-42"> Strengthen other key relationships </h4> <p class="banner-subheadline headline-34"> <br/> Redouble your relationship-building efforts with your other key account contacts to help ensure a strong foundation. </p> </div> </div> </section> </div> </section> <section class="flexible-column-frame-column grid-12-columns align-top stacking-order-2"> <div class="embed parbase section"> <div> <div class="image-component"> <picture><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-5-holder.gif.original.gif" media="only screen and (min-width: 1025px)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-5-holder.gif.original.gif" media="only screen and (min-width: 768px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-5-holder.gif.original.gif" media="only screen and (min-width: 720px) and (orientation: portrait)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-5-holder.gif.original.gif" media="only screen and (max-width: 767px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-5-holder.gif.original.gif" media="only screen and (max-width: 719px) and (orientation: portrait)"/><img class="image-content lazy-load" alt="illustration of two people in conversation at a workstation. One is holding a mobile telephone." data-image-path="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-5-holder.gif.original.gif"/></picture> </div> </div> </div> </section> </div> </div> </div> </section> </div> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_68992701" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-default manual-content-position from-1 to-24" id="banner-content-container-banner_68992701"> <p class="banner-headline headline-34"> To that end, identify: </p> <p class="banner-subheadline headline-subheadline-26"> <br/> • All key players<br/> • Their roles and buying influences<br/> • Their core business concerns according to their roles<br/> <br/> While there’s more than one way to map an account, Sales Navigator is one tool you can use. The Advanced Search feature offers a view into how companies are structured, allowing you to identify the key players within an account. Connecting with at least 6 stakeholders in each account is what we call taking a multi-threaded approach. </p> </div> </div> </section> </div> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_1683195620" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-default manual-content-position from-1 to-24" id="banner-content-container-banner_1683195620"> <p class="banner-subheadline subheadline-21"> By establishing multiple relationships at an account (i.e., by multi-threading), you minimize the risk if one or more stakeholders move into new positions or leave the organization. </p> </div> </div> </section> </div> </section> <span class="see-more-empty-line"></span> <button class="see-more-button js-expandable js-analytics-event" data-more-icon="chevron-down-icon" data-less-icon="chevron-up-icon" aria-expanded="false" data-less-text="See less" href="#" data-more-text="Strengthen other key relationships"> <span class="js-expandable-text">See less</span> <li-icon type="chevron-up-icon" size="large" class="see-more-button-icon js-expandable-icon" a11y-text="" ""> </li-icon> </button> </section> </div> <div class="spacer parbase section"> <div class="spacer-component spacing--2 background-color none "></div></div> <div class="see-more-frame parbase section"> <section class="see-more-frame " data-component-js-load-path="components/layout/see-more-frame"> <section class="see-more-content" id="" data-tablet-portrait="0" data-tablet-landscape="0" data-mobile-portrait="0" data-mobile-landscape="0" data-desktop="0"> <div class="flexible-column-frame parbase section"> <section id="" data-anchorable class="flexible-column-frame-component layout-component has-responsive-height supports-zero-heights padding-gutter light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="flexible-column-frame_1299044016" data-component-js-load-path="components/layout/flexible-column-frame"> <div class="flexible-column-frame-foreground legacy-padding-enabled has-responsive-height component__padding--default" data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false"> <div class="flexible-column-frame-heading content-margin"> </div> <div class="content-margin"> <div class="flexible-column-frame-columns"> <section class="flexible-column-frame-column grid-12-columns align-top stacking-order-1"> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_1491185697" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-default manual-content-position from-1 to-24" id="banner-content-container-banner_1491185697"> <h4 class="banner-headline headline-42"> Plan to stay engaged </h4> <p class="banner-subheadline headline-34"> <br/> Your next step is to double-down on staying in touch with, and keeping track of, other players in the account: </p> </div> </div> </section> </div> </section> <section class="flexible-column-frame-column grid-12-columns align-top stacking-order-2"> <div class="embed parbase section"> <div> <div class="image-component content-margin"> <picture><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-8-holder.gif.original.gif" media="only screen and (min-width: 1025px)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-8-holder.gif.original.gif" media="only screen and (min-width: 768px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-8-holder.gif.original.gif" media="only screen and (min-width: 720px) and (orientation: portrait)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-8-holder.gif.original.gif" media="only screen and (max-width: 767px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-8-holder.gif.original.gif" media="only screen and (max-width: 719px) and (orientation: portrait)"/><img class="image-content lazy-load" alt="illustration of someone working remotely in a café on a laptop computer" data-image-path="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-8-holder.gif.original.gif"/></picture> </div> </div> </div> </section> </div> </div> </div> </section> </div> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_1588396590" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-default manual-content-position from-1 to-24" id="banner-content-container-banner_1588396590"> <p class="banner-subheadline headline-subheadline-26"> • Keep tabs on each stakeholder, such as by following them on LinkedIn<br/> • Regularly conduct searches for news on them and their business division<br/> • See what they’re posting and sharing on third-party sites, including LinkedIn<br/> <br/> This sheds light on what each stakeholder cares about most—insights you canuse to engage with them in a meaningful way. </p> </div> </div> </section> </div> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_64455527" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-default manual-content-position from-1 to-24" id="banner-content-container-banner_64455527"> <p class="banner-subheadline subheadline-21"> Devise a cadence for reaching out in a meaningful way on a regular basis, such as to say, “I saw the news about your new strategic initiative. I’ve noticed a few commonalities between others in your position who are succeeding with such projects. Let me know if you’d like to hear more.”<br/> <br/> Using the Buyer Circle feature in Sales Navigator, you can save people in the Buying Circle as leads. That way you know when key people in your accounts change roles, move companies, and do something of note. </p> </div> </div> </section> </div> <div class="spacer parbase section"> <div class="spacer-component spacing--4 background-color none "></div></div> <div class="flexible-column-frame parbase section"> <section id="" data-anchorable class="flexible-column-frame-component layout-component has-responsive-height supports-zero-heights padding-gutter light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="flexible-column-frame_18293401" data-component-js-load-path="components/layout/flexible-column-frame"> <div class="flexible-column-frame-foreground legacy-padding-enabled has-responsive-height component__padding--default" data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false"> <div class="flexible-column-frame-heading content-margin"> </div> <div class="content-margin"> <div class="flexible-column-frame-columns"> <section class="flexible-column-frame-column grid-12-columns align-top stacking-order-1"> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_1929807638" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-default manual-content-position from-1 to-21" id="banner-content-container-banner_1929807638"> <p class="banner-headline headline-subheadline-26"> LinkedIn research shows that a multi-threaded sales approach focused on nurturing a broad set of relationships on LinkedIn at your target accounts drives higher win rates and shortens deal cycle length. </p> </div> </div> </section> </div> </section> <section class="flexible-column-frame-column grid-12-columns align-top stacking-order-2"> <div class="embed parbase section"> <div> <div class="image-component content-margin"> <picture><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-people-holder.gif.original.gif" media="only screen and (min-width: 1025px)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-people-holder.gif.original.gif" media="only screen and (min-width: 768px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-people-holder.gif.original.gif" media="only screen and (min-width: 720px) and (orientation: portrait)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-people-holder.gif.original.gif" media="only screen and (max-width: 767px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-people-holder.gif.original.gif" media="only screen and (max-width: 719px) and (orientation: portrait)"/><img class="image-content lazy-load" alt="illustration of profile pictures connected by lines." data-image-path="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-people-holder.gif.original.gif"/></picture> </div> </div> </div> </section> </div> </div> </div> </section> </div> </section> <span class="see-more-empty-line"></span> <button class="see-more-button js-expandable js-analytics-event" data-more-icon="chevron-down-icon" data-less-icon="chevron-up-icon" aria-expanded="false" data-less-text="See less" href="#" data-more-text="Plan to stay engaged"> <span class="js-expandable-text">See less</span> <li-icon type="chevron-up-icon" size="large" class="see-more-button-icon js-expandable-icon" a11y-text="" ""> </li-icon> </button> </section> </div> <div class="spacer parbase section"> <div class="spacer-component spacing--2 background-color none "></div></div> <div class="see-more-frame parbase section"> <section class="see-more-frame " data-component-js-load-path="components/layout/see-more-frame"> <section class="see-more-content" id="" data-tablet-portrait="0" data-tablet-landscape="0" data-mobile-portrait="0" data-mobile-landscape="0" data-desktop="0"> <div class="flexible-column-frame parbase section"> <section id="" data-anchorable class="flexible-column-frame-component layout-component has-responsive-height supports-zero-heights padding-gutter light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="flexible-column-frame_346429312" data-component-js-load-path="components/layout/flexible-column-frame"> <div class="flexible-column-frame-foreground legacy-padding-enabled has-responsive-height component__padding--default" data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false"> <div class="flexible-column-frame-heading content-margin"> </div> <div class="content-margin"> <div class="flexible-column-frame-columns"> <section class="flexible-column-frame-column grid-12-columns align-top stacking-order-1"> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_529688751" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-default manual-content-position from-1 to-24" id="banner-content-container-banner_529688751"> <h4 class="banner-headline headline-42"> Identify your new internal champion </h4> <p class="banner-subheadline headline-34"> <br/> While it’s critical to build strong relationships with everyone on the buying committee, it always pays to have a single champion whose trust you cultivate. </p> </div> </div> </section> </div> </section> <section class="flexible-column-frame-column grid-12-columns align-top stacking-order-2"> <div class="embed parbase section"> <div> <div class="image-component content-margin"> <picture><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-2-holder.gif.original.gif" media="only screen and (min-width: 1025px)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-2-holder.gif.original.gif" media="only screen and (min-width: 768px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-2-holder.gif.original.gif" media="only screen and (min-width: 720px) and (orientation: portrait)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-2-holder.gif.original.gif" media="only screen and (max-width: 767px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-2-holder.gif.original.gif" media="only screen and (max-width: 719px) and (orientation: portrait)"/><img class="image-content lazy-load" alt="illustration of two people in conversation at a workstation." data-image-path="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-2-holder.gif.original.gif"/></picture> </div> </div> </div> </section> </div> </div> </div> </section> </div> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_1966666590" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-default manual-content-position from-1 to-24" id="banner-content-container-banner_1966666590"> <p class="banner-subheadline headline-subheadline-26"> That way you become true partners in moving the account forward. Figure out who that new champion is and then work hard to make them your biggest advocate. </p> </div> </div> </section> </div> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_2025956713" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-default manual-content-position from-1 to-24" id="banner-content-container-banner_2025956713"> <p class="banner-subheadline subheadline-21"> That new champion might be an existing stakeholder on the buying committee, or someone new who stepped into the key decision maker’s role. <br/> <br/> When leaders are promoted, they’re more likely to make investments that equip their team to be more successful and productive. By engaging at the time of a job change—when a stakeholder has budget—you seize a major opportunity to be top of mind. Knowing who has been promoted is a valuable detail you can learn through Sales Navigator. </p> </div> </div> </section> </div> <div class="spacer parbase section"> <div class="spacer-component spacing--4 background-color none "></div></div> <div class="flexible-column-frame parbase section"> <section id="" data-anchorable class="flexible-column-frame-component layout-component has-responsive-height supports-zero-heights padding-gutter light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="flexible-column-frame_1369507177" data-component-js-load-path="components/layout/flexible-column-frame"> <div class="flexible-column-frame-foreground legacy-padding-enabled has-responsive-height component__padding--default" data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false"> <div class="flexible-column-frame-heading content-margin"> </div> <div class="content-margin"> <div class="flexible-column-frame-columns"> <section class="flexible-column-frame-column grid-12-columns align-top stacking-order-1"> </section> <section class="flexible-column-frame-column grid-12-columns align-top stacking-order-2"> </section> </div> </div> </div> </section> </div> </section> <span class="see-more-empty-line"></span> <button class="see-more-button js-expandable js-analytics-event" data-more-icon="chevron-down-icon" data-less-icon="chevron-up-icon" aria-expanded="false" data-less-text="See less" href="#" data-more-text="Identify your new internal champion"> <span class="js-expandable-text">See less</span> <li-icon type="chevron-up-icon" size="large" class="see-more-button-icon js-expandable-icon" a11y-text="" ""> </li-icon> </button> </section> </div> <div class="spacer parbase section"> <div class="spacer-component spacing--4 background-color none "></div></div> </section> </div> </div> </div> </section> </div> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height dark-monochrome has-background has-content-width-background " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="dark-monochrome,dark-monochrome,dark-monochrome,dark-monochrome,dark-monochrome" data-background-video-id="banner_1762588297" data-component-js-load-path="components/content/banner"> <div class="banner-background background-color solid solid-blue"> </div> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-center manual-content-position from-1 to-24" id="banner-content-container-banner_1762588297"> <p class="banner-headline headline-34"> See what LinkedIn Sales Navigator can do for you </p> <p class="banner-subheadline subheadline-17"> *Free trial eligibility determined on log-in </p> <div class="banner-actions"> <a class=" banner-action banner-action-primary js-analytics-event" href="https://www.linkedin.com/premium/products/?intentType=FIND_LEADS&selectedPlan=PRO&trk=lss_web_sbd_mktg-b2c-form" title="Start your free trial*" target="_blank" data-analytics-config="{"category":"External LinkedIn","action":"click - Start your free trial*","label":"https://www.linkedin.com/premium/products/?intentType=FIND_LEADS&selectedPlan=PRO&trk=lss_web_sbd_mktg-b2c-form - banner","componentId":"actionable-content_139177419"}"> Start your free trial* </a> </div> </div> </div> </section> </div> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="100px,75px,75px,50px,50px" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_762101878" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-center manual-content-position from-1 to-24" id="banner-content-container-banner_762101878"> </div> </div> </section> </div> <div class="flexible-column-frame parbase section"> <section id="comfortable-account" data-anchorable class="flexible-column-frame-component layout-component has-responsive-height supports-zero-heights light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="flexible-column-frame_2117301464" data-component-js-load-path="components/layout/flexible-column-frame"> <div class="flexible-column-frame-background "> <picture><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/talent-solutions-lodestone/body/backgrounds/5set-bg-FDFAF5.svg.original.svg" media="only screen and (min-width: 1025px)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/talent-solutions-lodestone/body/backgrounds/5set-bg-FDFAF5.svg.original.svg" media="only screen and (min-width: 768px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/talent-solutions-lodestone/body/backgrounds/5set-bg-FDFAF5.svg.original.svg" media="only screen and (min-width: 720px) and (orientation: portrait)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/talent-solutions-lodestone/body/backgrounds/5set-bg-FDFAF5.svg.original.svg" media="only screen and (max-width: 767px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/talent-solutions-lodestone/body/backgrounds/5set-bg-FDFAF5.svg.original.svg" media="only screen and (max-width: 719px) and (orientation: portrait)"/><img class="flexible-column-frame-background-image desktop-top-center tablet-landscape-top-center tablet-portrait-top-center mobile-landscape-top-center mobile-portrait-top-center needs-resize-desktop lazy-load" alt="" data-image-path="https://content.linkedin.com/content/dam/me/business/en-us/talent-solutions-lodestone/body/backgrounds/5set-bg-FDFAF5.svg.original.svg"/></picture> </div> <div class="flexible-column-frame-foreground legacy-padding-enabled has-responsive-height component__padding--default" data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false"> <div class="flexible-column-frame-heading content-margin"> </div> <div class="content-margin"> <div class="flexible-column-frame-columns"> <section class="flexible-column-frame-column "> <div class="flexible-column-frame parbase section"> <section id="" data-anchorable class="flexible-column-frame-component layout-component has-responsive-height supports-zero-heights padding-gutter light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="flexible-column-frame_1924687608" data-component-js-load-path="components/layout/flexible-column-frame"> <div class="flexible-column-frame-foreground legacy-padding-enabled has-responsive-height component__padding--none" data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false"> <div class="flexible-column-frame-heading content-margin"> </div> <div class="content-margin"> <div class="flexible-column-frame-columns"> <section class="flexible-column-frame-column grid-4-columns align-top stacking-order-1"> </section> <section class="flexible-column-frame-column grid-16-columns align-top stacking-order-2"> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_251472244" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-center manual-content-position from-1 to-24" id="banner-content-container-banner_251472244"> <div class="banner-icon"> <div class="image-component content-margin"> <picture><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-3-icon-No2.png.original.png" media="only screen and (min-width: 1025px)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-3-icon-No2.png.original.png" media="only screen and (min-width: 768px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-3-icon-No2.png.original.png" media="only screen and (min-width: 720px) and (orientation: portrait)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-3-icon-No2.png.original.png" media="only screen and (max-width: 767px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-3-icon-No2.png.original.png" media="only screen and (max-width: 719px) and (orientation: portrait)"/><img class="image-content lazy-load" alt="Number two" data-image-path="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-3-icon-No2.png.original.png"/></picture> </div> </div> <h3 class="banner-headline headline-34"> The Overly Comfortable Account </h3> </div> </div> </section> </div> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_982152954" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-center manual-content-position from-1 to-24" id="banner-content-container-banner_982152954"> <p class="banner-subheadline subheadline-21"> It’s easy to feel overly secure in your position with an account, especially when you’ve been working with a customer for years.<br/> <br/> <strong>The danger is that you stop asking questions and proactively looking for new business across the account. In your complacency, you might overlook warning signs that your customer is getting ready to abandon your company for another.<br/> </strong><br/> <br/> Here are three ways to avoid that fate: </p> </div> </div> </section> </div> </section> <section class="flexible-column-frame-column grid-4-columns align-top stacking-order-3"> </section> </div> </div> </div> </section> </div> <div class="see-more-frame parbase section"> <section class="see-more-frame " data-component-js-load-path="components/layout/see-more-frame"> <section class="see-more-content" id="" data-tablet-portrait="0" data-tablet-landscape="0" data-mobile-portrait="0" data-mobile-landscape="0" data-desktop="0"> <div class="flexible-column-frame parbase section"> <section id="" data-anchorable class="flexible-column-frame-component layout-component has-responsive-height supports-zero-heights padding-gutter light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="flexible-column-frame_855485657" data-component-js-load-path="components/layout/flexible-column-frame"> <div class="flexible-column-frame-foreground legacy-padding-enabled has-responsive-height component__padding--default" data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false"> <div class="flexible-column-frame-heading content-margin"> </div> <div class="content-margin"> <div class="flexible-column-frame-columns"> <section class="flexible-column-frame-column grid-12-columns align-top stacking-order-1"> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_1512578262" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-default manual-content-position from-1 to-23" id="banner-content-container-banner_1512578262"> <h4 class="banner-headline headline-42"> Establish a communication cadence </h4> <p class="banner-subheadline headline-34"> <br/> You want to proactively stay in touch with customers. While it’s okay to reach out on an ad hoc basis, only do so if you can offer value. </p> </div> </div> </section> </div> </section> <section class="flexible-column-frame-column grid-12-columns align-top stacking-order-2"> <div class="embed parbase section"> <div> <div class="image-component content-margin"> <picture><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-6-holder.gif.original.gif" media="only screen and (min-width: 1025px)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-6-holder.gif.original.gif" media="only screen and (min-width: 768px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-6-holder.gif.original.gif" media="only screen and (min-width: 720px) and (orientation: portrait)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-6-holder.gif.original.gif" media="only screen and (max-width: 767px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-6-holder.gif.original.gif" media="only screen and (max-width: 719px) and (orientation: portrait)"/><img class="image-content lazy-load" alt="illustration of a woman sitting on a couch, working on a laptop computer." data-image-path="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-6-holder.gif.original.gif"/></picture> </div> </div> </div> </section> </div> </div> </div> </section> </div> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_2010886423" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-default manual-content-position from-1 to-24" id="banner-content-container-banner_2010886423"> <p class="banner-subheadline headline-subheadline-26"> The results page in advanced search on Sales Navigator spotlights what to prioritize whenit comes to connecting with your account and provides ideas for getting in touch. </p> </div> </div> </section> </div> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_1436300144" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-default manual-content-position from-1 to-24" id="banner-content-container-banner_1436300144"> <p class="banner-subheadline subheadline-21"> Plus, Sales Navigator notifies you about your contacts’ activities, providing a reminder and reason to reach out. </p> </div> </div> </section> </div> <div class="flexible-column-frame parbase section"> <section id="" data-anchorable class="flexible-column-frame-component layout-component has-responsive-height supports-zero-heights padding-gutter light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="flexible-column-frame_269735752" data-component-js-load-path="components/layout/flexible-column-frame"> <div class="flexible-column-frame-foreground legacy-padding-enabled has-responsive-height component__padding--default" data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false"> <div class="flexible-column-frame-heading content-margin"> </div> <div class="content-margin"> <div class="flexible-column-frame-columns"> <section class="flexible-column-frame-column grid-12-columns align-top stacking-order-1"> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_1046856217" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-default manual-content-position from-1 to-23" id="banner-content-container-banner_1046856217"> <p class="banner-headline headline-subheadline-26"> You can effortlessly stay up to date on what’s happening through five types of alerts served up on your homepage and via email: </p> </div> </div> </section> </div> </section> <section class="flexible-column-frame-column grid-12-columns align-top stacking-order-2"> </section> </div> </div> </div> </section> </div> <div class="flexible-column-frame parbase section"> <section id="" data-anchorable class="flexible-column-frame-component layout-component has-responsive-height supports-zero-heights padding-gutter light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="flexible-column-frame_1585155623" data-component-js-load-path="components/layout/flexible-column-frame"> <div class="flexible-column-frame-foreground legacy-padding-enabled has-responsive-height component__padding--default" data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false"> <div class="flexible-column-frame-heading content-margin"> </div> <div class="content-margin"> <div class="flexible-column-frame-columns"> <section class="flexible-column-frame-column grid-11-columns align-top stacking-order-1"> <div class="full-rich-text parbase section"> <section class="content-margin"> <div class="rich-text rich-text-mode-standard rich-text-align-center rich-text__padding--none rich-text__width--narrow"> <ul> <li><strong>Lead Updates<br/> </strong>Be one of the first to know when your contacts change roles, has a work anniversary or connects with someone in your network.<br/> </li> <li><strong>Shares<br/> </strong>Understand what your contacts care about by seeing their professional shares on LinkedIn.<br/> </li> <li><strong>Company Updates<br/> </strong>Receive key information about your accounts as they post to their LinkedIn.com Company Page.<br/> </li> <li><strong>In the News<br/> </strong>See when people or companies are mentioned in the news, sourced from sites across the web.<br/> </li> <li><strong>Potential Leads<br/> </strong>Identify new potential contacts or decision makers when accounts make new key hires.</li> </ul> </div> </section> </div> </section> <section class="flexible-column-frame-column grid-3-columns align-top stacking-order-2"> </section> <section class="flexible-column-frame-column grid-10-columns align-top stacking-order-3"> <div class="embed parbase section"> <div> <div class="image-component"> <picture><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-3-img-1b-dsk.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-3-img-1b-dsk.png/jcr:content/renditions/cb-3-img-1b-dsk@2x.png 2x" media="only screen and (min-width: 1025px)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-3-img-1b-dsk.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-3-img-1b-dsk.png/jcr:content/renditions/cb-3-img-1b-dsk@2x.png 2x" media="only screen and (min-width: 768px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-3-img-1b-dsk.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-3-img-1b-dsk.png/jcr:content/renditions/cb-3-img-1b-dsk@2x.png 2x" media="only screen and (min-width: 720px) and (orientation: portrait)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-3-img-1b-dsk.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-3-img-1b-dsk.png/jcr:content/renditions/cb-3-img-1b-dsk@2x.png 2x" media="only screen and (max-width: 767px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-3-img-1b-dsk.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-3-img-1b-dsk.png/jcr:content/renditions/cb-3-img-1b-dsk@2x.png 2x" media="only screen and (max-width: 719px) and (orientation: portrait)"/><img class="image-content lazy-load" alt="Sales Navigator demo screen" data-image-path="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-3-img-1b-dsk.png.original.png"/></picture> </div> </div> </div> </section> </div> </div> </div> </section> </div> </section> <span class="see-more-empty-line"></span> <button class="see-more-button js-expandable js-analytics-event" data-more-icon="chevron-down-icon" data-less-icon="chevron-up-icon" aria-expanded="false" data-less-text="See less" href="#" data-more-text="Establish a communication cadence"> <span class="js-expandable-text">See less</span> <li-icon type="chevron-up-icon" size="large" class="see-more-button-icon js-expandable-icon" a11y-text="" ""> </li-icon> </button> </section> </div> <div class="spacer parbase section"> <div class="spacer-component spacing--2 background-color none "></div></div> <div class="see-more-frame parbase section"> <section class="see-more-frame " data-component-js-load-path="components/layout/see-more-frame"> <section class="see-more-content" id="" data-tablet-portrait="0" data-tablet-landscape="0" data-mobile-portrait="0" data-mobile-landscape="0" data-desktop="0"> <div class="flexible-column-frame parbase section"> <section id="" data-anchorable class="flexible-column-frame-component layout-component has-responsive-height supports-zero-heights padding-gutter light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="flexible-column-frame_353543548" data-component-js-load-path="components/layout/flexible-column-frame"> <div class="flexible-column-frame-foreground legacy-padding-enabled has-responsive-height component__padding--default" data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false"> <div class="flexible-column-frame-heading content-margin"> </div> <div class="content-margin"> <div class="flexible-column-frame-columns"> <section class="flexible-column-frame-column grid-12-columns align-top stacking-order-1"> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_648840781" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-default manual-content-position from-1 to-24" id="banner-content-container-banner_648840781"> <h4 class="banner-headline headline-42"> Keep your finger on the pulse </h4> <p class="banner-subheadline headline-34"> <br/> It’s easy to get lulled into thinking that you’re on top  of your accounts. But given  the rapid pace of change in today’s business world, you need to keep your finger on  the pulse at all times. </p> </div> </div> </section> </div> </section> <section class="flexible-column-frame-column grid-12-columns align-top stacking-order-2"> <div class="embed parbase section"> <div> <div class="image-component content-margin"> <picture><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-9-holder.gif.original.gif" media="only screen and (min-width: 1025px)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-9-holder.gif.original.gif" media="only screen and (min-width: 768px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-9-holder.gif.original.gif" media="only screen and (min-width: 720px) and (orientation: portrait)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-9-holder.gif.original.gif" media="only screen and (max-width: 767px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-9-holder.gif.original.gif" media="only screen and (max-width: 719px) and (orientation: portrait)"/><img class="image-content lazy-load" alt="illustration of two people in conversation on a bench seat." data-image-path="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-9-holder.gif.original.gif"/></picture> </div> </div> </div> </section> </div> </div> </div> </section> </div> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_887345446" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-default manual-content-position from-1 to-24" id="banner-content-container-banner_887345446"> <p class="banner-subheadline headline-subheadline-26"> Your best approach is to assume that there are unmet needs in every account.<br/> Finding and addressing the ones you can should be your priority—otherwise you<br/> leave room for a competitor to move in. </p> </div> </div> </section> </div> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_1945433491" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-default manual-content-position from-1 to-24" id="banner-content-container-banner_1945433491"> <p class="banner-subheadline subheadline-21"> That’s why it’s essential for you to track key announcements and activities within your accounts, such as mergers and acquisitions, reorganizations or new strategic endeavors. It’s also key that you stay aligned with your customers on their long-term strategic objectives and how you can help achieve them.<br/> <br/> In addition to the Sales Navigator notifications noted above, you can take advantage of spotlights in Advanced Search to stay abreast of your accounts. You’ll know details such as whether a contact has changed jobs, whether a company has had a change in leadership, and other interesting trigger activities.<br/> <br/> Being up to speed on all of these details positions you to serve as a credible and valuable resource for your accounts as they try to make sense of the big picture. </p> </div> </div> </section> </div> </section> <span class="see-more-empty-line"></span> <button class="see-more-button js-expandable js-analytics-event" data-more-icon="chevron-down-icon" data-less-icon="chevron-up-icon" aria-expanded="false" data-less-text="See less" href="#" data-more-text="Keep your finger on the pulse"> <span class="js-expandable-text">See less</span> <li-icon type="chevron-up-icon" size="large" class="see-more-button-icon js-expandable-icon" a11y-text="" ""> </li-icon> </button> </section> </div> <div class="spacer parbase section"> <div class="spacer-component spacing--2 background-color none "></div></div> <div class="see-more-frame parbase section"> <section class="see-more-frame " data-component-js-load-path="components/layout/see-more-frame"> <section class="see-more-content" id="" data-tablet-portrait="0" data-tablet-landscape="0" data-mobile-portrait="0" data-mobile-landscape="0" data-desktop="0"> <div class="flexible-column-frame parbase section"> <section id="" data-anchorable class="flexible-column-frame-component layout-component has-responsive-height supports-zero-heights padding-gutter light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="flexible-column-frame_1467766996" data-component-js-load-path="components/layout/flexible-column-frame"> <div class="flexible-column-frame-foreground legacy-padding-enabled has-responsive-height component__padding--default" data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false"> <div class="flexible-column-frame-heading content-margin"> </div> <div class="content-margin"> <div class="flexible-column-frame-columns"> <section class="flexible-column-frame-column grid-12-columns align-top stacking-order-1"> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_1126788517" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-default manual-content-position from-1 to-24" id="banner-content-container-banner_1126788517"> <h4 class="banner-headline headline-42"> Develop strategic account plans </h4> <p class="banner-subheadline headline-34"> <br/> Once you’ve done all that research, you are ready to develop a strategic account plan that goes beyond the product or service the customer purchased. </p> </div> </div> </section> </div> </section> <section class="flexible-column-frame-column grid-12-columns align-top stacking-order-2"> <div class="embed parbase section"> <div> <div class="image-component content-margin"> <picture><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-3-holder.gif.original.gif" media="only screen and (min-width: 1025px)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-3-holder.gif.original.gif" media="only screen and (min-width: 768px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-3-holder.gif.original.gif" media="only screen and (min-width: 720px) and (orientation: portrait)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-3-holder.gif.original.gif" media="only screen and (max-width: 767px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-3-holder.gif.original.gif" media="only screen and (max-width: 719px) and (orientation: portrait)"/><img class="image-content lazy-load" alt="illustration of a man working at a standing workstation." data-image-path="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-3-holder.gif.original.gif"/></picture> </div> </div> </div> </section> </div> </div> </div> </section> </div> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_248421582" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-default manual-content-position from-1 to-24" id="banner-content-container-banner_248421582"> <p class="banner-subheadline headline-subheadline-26"> While there’s more than one way to enable your strategic account approach, here’s how you do it using Sales Navigator. </p> </div> </div> </section> </div> <div class="flexible-column-frame parbase section"> <section id="" data-anchorable class="flexible-column-frame-component layout-component has-responsive-height supports-zero-heights padding-gutter light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="flexible-column-frame_1696409451" data-component-js-load-path="components/layout/flexible-column-frame"> <div class="flexible-column-frame-background background-color solid solid-white"> </div> <div class="flexible-column-frame-foreground legacy-padding-enabled has-responsive-height component__padding--default" data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false"> <div class="flexible-column-frame-heading content-margin"> </div> <div class="content-margin"> <div class="flexible-column-frame-columns"> <section class="flexible-column-frame-column grid-6-columns align-top stacking-order-1"> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_1594024166" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-default manual-content-position from-4 to-24" id="banner-content-container-banner_1594024166"> <p class="banner-headline headline-subheadline-26"> Get the Basics </p> <p class="banner-subheadline subheadline-17"> (1–2 min) </p> </div> </div> </section> </div> </section> <section class="flexible-column-frame-column grid-18-columns align-top stacking-order-2"> <div class="full-rich-text parbase section"> <section class="content-margin"> <div class="rich-text rich-text-mode-standard rich-text-align-center rich-text__padding--none rich-text__width--narrow"> <ul> <li>Search for the company, navigate to its Account Page—<strong>Save Account</strong></li> <li>Review the basic information on the Account Page</li> <li>Check the News & Insights tab for relevant recent news and updates</li> </ul> </div> </section> </div> </section> </div> </div> </div> </section> </div> <div class="spacer parbase section"> <div class="spacer-component spacing--2 background-color none "></div></div> <div class="flexible-column-frame parbase section"> <section id="" data-anchorable class="flexible-column-frame-component layout-component has-responsive-height supports-zero-heights padding-gutter light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="flexible-column-frame_276592565" data-component-js-load-path="components/layout/flexible-column-frame"> <div class="flexible-column-frame-background "> <picture><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/backgrounds/cb-3-table-bg-50-fce2ba.svg.original.svg" media="only screen and (min-width: 1025px)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/backgrounds/cb-3-table-bg-50-fce2ba.svg.original.svg" media="only screen and (min-width: 768px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/backgrounds/cb-3-table-bg-50-fce2ba.svg.original.svg" media="only screen and (min-width: 720px) and (orientation: portrait)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/backgrounds/cb-3-table-bg-50-fce2ba.svg.original.svg" media="only screen and (max-width: 767px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/backgrounds/cb-3-table-bg-50-fce2ba.svg.original.svg" media="only screen and (max-width: 719px) and (orientation: portrait)"/><img class="flexible-column-frame-background-image desktop-top-center tablet-landscape-top-center tablet-portrait-top-center mobile-landscape-top-center mobile-portrait-top-center needs-resize-desktop lazy-load" alt="" data-image-path="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/backgrounds/cb-3-table-bg-50-fce2ba.svg.original.svg"/></picture> </div> <div class="flexible-column-frame-foreground legacy-padding-enabled has-responsive-height component__padding--default" data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false"> <div class="flexible-column-frame-heading content-margin"> </div> <div class="content-margin"> <div class="flexible-column-frame-columns"> <section class="flexible-column-frame-column grid-6-columns align-top stacking-order-1"> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_1836281862" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-default manual-content-position from-4 to-24" id="banner-content-container-banner_1836281862"> <p class="banner-headline headline-subheadline-26"> Complete Account Management </p> <p class="banner-subheadline subheadline-17"> (3–5 min) </p> </div> </div> </section> </div> </section> <section class="flexible-column-frame-column grid-18-columns align-top stacking-order-2"> <div class="full-rich-text parbase section"> <section class="content-margin"> <div class="rich-text rich-text-mode-standard rich-text-align-center rich-text__padding--none rich-text__width--narrow"> <ul> <li>Navigate to view <strong>All Employees</strong><ol> <li>Filter for C-Level—Save CEO & other relevant leaders</li> <li>Use filters to walk down the hierarchy— VP, Director, Manager</li> <li>Use keywords/function to quickly identify your contact(s) or people<br/> in specific roles</li> </ol> </li> <li>Save a <strong>minimum of 7 people</strong></li> </ul> </div> </section> </div> </section> </div> </div> </div> </section> </div> <div class="spacer parbase section"> <div class="spacer-component spacing--2 background-color none "></div></div> <div class="flexible-column-frame parbase section"> <section id="" data-anchorable class="flexible-column-frame-component layout-component has-responsive-height supports-zero-heights padding-gutter light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="flexible-column-frame_1199147920" data-component-js-load-path="components/layout/flexible-column-frame"> <div class="flexible-column-frame-background "> <picture><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/backgrounds/cb-3-table-bg-100-fce2ba.svg.original.svg" media="only screen and (min-width: 1025px)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/backgrounds/cb-3-table-bg-100-fce2ba.svg.original.svg" media="only screen and (min-width: 768px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/backgrounds/cb-3-table-bg-100-fce2ba.svg.original.svg" media="only screen and (min-width: 720px) and (orientation: portrait)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/backgrounds/cb-3-table-bg-100-fce2ba.svg.original.svg" media="only screen and (max-width: 767px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/backgrounds/cb-3-table-bg-100-fce2ba.svg.original.svg" media="only screen and (max-width: 719px) and (orientation: portrait)"/><img class="flexible-column-frame-background-image desktop-top-center tablet-landscape-top-center tablet-portrait-top-center mobile-landscape-top-center mobile-portrait-top-center needs-resize-desktop lazy-load" alt="" data-image-path="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/backgrounds/cb-3-table-bg-100-fce2ba.svg.original.svg"/></picture> </div> <div class="flexible-column-frame-foreground legacy-padding-enabled has-responsive-height component__padding--default" data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false"> <div class="flexible-column-frame-heading content-margin"> </div> <div class="content-margin"> <div class="flexible-column-frame-columns"> <section class="flexible-column-frame-column grid-6-columns align-top stacking-order-1"> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_281742751" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-default manual-content-position from-4 to-24" id="banner-content-container-banner_281742751"> <p class="banner-headline headline-subheadline-26"> Monitor Updates  & Insights </p> <p class="banner-subheadline subheadline-17"> (3–5 min/day) </p> </div> </div> </section> </div> </section> <section class="flexible-column-frame-column grid-18-columns align-top stacking-order-2"> <div class="full-rich-text parbase section"> <section class="content-margin"> <div class="rich-text rich-text-mode-standard rich-text-align-center rich-text__padding--none rich-text__width--narrow"> <ul> <li>Pay attention to the automated <strong>sales alerts</strong> emails on your accounts<ol> <li>Job changes?</li> <li>Mentions in the news?</li> </ol> </li> </ul> <ul> <li>Every morning check the Sales Navigator home feed</li> <li><strong>Continue identifying new contacts</strong><ol> <li>Lead Recommendations</li> <li>‘Discover’ tab</li> <li>Mobile app daily suggestions</li> </ol> </li> </ul> </div> </section> </div> </section> </div> </div> </div> </section> </div> <div class="spacer parbase section"> <div class="spacer-component spacing--2 background-color none "></div></div> </section> <span class="see-more-empty-line"></span> <button class="see-more-button js-expandable js-analytics-event" data-more-icon="chevron-down-icon" data-less-icon="chevron-up-icon" aria-expanded="false" data-less-text="See less" href="#" data-more-text="Develop strategic account plans"> <span class="js-expandable-text">See less</span> <li-icon type="chevron-up-icon" size="large" class="see-more-button-icon js-expandable-icon" a11y-text="" ""> </li-icon> </button> </section> </div> <div class="spacer parbase section"> <div class="spacer-component spacing--4 background-color none "></div></div> </section> </div> </div> </div> </section> </div> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height dark-monochrome has-background has-full-background " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="dark-monochrome,dark-monochrome,dark-monochrome,dark-monochrome,dark-monochrome" data-background-video-id="banner_1032299927" data-component-js-load-path="components/content/banner"> <div class="banner-background "> <picture><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/backgrounds/cb-divider-e7a33e.svg.original.svg" media="only screen and (min-width: 1025px)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/backgrounds/cb-divider-e7a33e.svg.original.svg" media="only screen and (min-width: 768px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/backgrounds/cb-divider-e7a33e.svg.original.svg" media="only screen and (min-width: 720px) and (orientation: portrait)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/backgrounds/cb-divider-e7a33e.svg.original.svg" media="only screen and (max-width: 767px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/backgrounds/cb-divider-e7a33e.svg.original.svg" media="only screen and (max-width: 719px) and (orientation: portrait)"/><img class="banner-background-image desktop-top-center tablet-landscape-top-center tablet-portrait-top-center mobile-landscape-top-center mobile-portrait-top-center needs-resize-desktop lazy-load" alt="" data-image-path="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/backgrounds/cb-divider-e7a33e.svg.original.svg"/></picture> </div> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-center manual-content-position from-1 to-24" id="banner-content-container-banner_1032299927"> <p class="banner-headline headline-34"> See what LinkedIn Sales Navigator can do for you </p> <p class="banner-subheadline subheadline-17"> *Free trial eligibility determined on log-in </p> <div class="banner-actions"> <a class=" banner-action banner-action-primary js-analytics-event" href="https://www.linkedin.com/premium/products/?intentType=FIND_LEADS&selectedPlan=PRO&trk=lss_web_sbd_mktg-b2c-form" title="Start your free trial*" target="_blank" data-analytics-config="{"category":"External LinkedIn","action":"click - Start your free trial*","label":"https://www.linkedin.com/premium/products/?intentType=FIND_LEADS&selectedPlan=PRO&trk=lss_web_sbd_mktg-b2c-form - banner","componentId":"actionable-content_183227925"}"> Start your free trial* </a> </div> </div> </div> </section> </div> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="100px,75px,75px,50px,50px" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_1955028795" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-center manual-content-position from-1 to-24" id="banner-content-container-banner_1955028795"> </div> </div> </section> </div> <div class="flexible-column-frame parbase section"> <section id="customer-experience" data-anchorable class="flexible-column-frame-component layout-component has-responsive-height supports-zero-heights light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="flexible-column-frame_169711005" data-component-js-load-path="components/layout/flexible-column-frame"> <div class="flexible-column-frame-background "> <picture><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/talent-solutions-lodestone/body/backgrounds/5set-bg-40-FADFD8-v2.svg.original.svg" media="only screen and (min-width: 1025px)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/talent-solutions-lodestone/body/backgrounds/5set-bg-40-FADFD8-v2.svg.original.svg" media="only screen and (min-width: 768px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/talent-solutions-lodestone/body/backgrounds/5set-bg-40-FADFD8-v2.svg.original.svg" media="only screen and (min-width: 720px) and (orientation: portrait)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/talent-solutions-lodestone/body/backgrounds/5set-bg-40-FADFD8-v2.svg.original.svg" media="only screen and (max-width: 767px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/talent-solutions-lodestone/body/backgrounds/5set-bg-40-FADFD8-v2.svg.original.svg" media="only screen and (max-width: 719px) and (orientation: portrait)"/><img class="flexible-column-frame-background-image desktop-top-center tablet-landscape-top-center tablet-portrait-top-center mobile-landscape-top-center mobile-portrait-top-center needs-resize-desktop lazy-load" alt="" data-image-path="https://content.linkedin.com/content/dam/me/business/en-us/talent-solutions-lodestone/body/backgrounds/5set-bg-40-FADFD8-v2.svg.original.svg"/></picture> </div> <div class="flexible-column-frame-foreground legacy-padding-enabled has-responsive-height component__padding--default" data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false"> <div class="flexible-column-frame-heading content-margin"> </div> <div class="content-margin"> <div class="flexible-column-frame-columns"> <section class="flexible-column-frame-column "> <div class="flexible-column-frame parbase section"> <section id="" data-anchorable class="flexible-column-frame-component layout-component has-responsive-height supports-zero-heights padding-gutter light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="flexible-column-frame_1299740115" data-component-js-load-path="components/layout/flexible-column-frame"> <div class="flexible-column-frame-foreground legacy-padding-enabled has-responsive-height component__padding--none" data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false"> <div class="flexible-column-frame-heading content-margin"> </div> <div class="content-margin"> <div class="flexible-column-frame-columns"> <section class="flexible-column-frame-column grid-4-columns align-top stacking-order-1"> </section> <section class="flexible-column-frame-column grid-16-columns align-top stacking-order-2"> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_34666473" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-center manual-content-position from-1 to-24" id="banner-content-container-banner_34666473"> <div class="banner-icon"> <div class="image-component content-margin"> <picture><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-4-icon-No3.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-4-icon-No3.png/jcr:content/renditions/cb-4-icon-No3@2x.png 2x" media="only screen and (min-width: 1025px)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-4-icon-No3.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-4-icon-No3.png/jcr:content/renditions/cb-4-icon-No3@2x.png 2x" media="only screen and (min-width: 768px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-4-icon-No3.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-4-icon-No3.png/jcr:content/renditions/cb-4-icon-No3@2x.png 2x" media="only screen and (min-width: 720px) and (orientation: portrait)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-4-icon-No3.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-4-icon-No3.png/jcr:content/renditions/cb-4-icon-No3@2x.png 2x" media="only screen and (max-width: 767px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-4-icon-No3.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-4-icon-No3.png/jcr:content/renditions/cb-4-icon-No3@2x.png 2x" media="only screen and (max-width: 719px) and (orientation: portrait)"/><img class="image-content lazy-load" alt="Number three" data-image-path="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/icons/cb-4-icon-No3.png.original.png"/></picture> </div> </div> <h3 class="banner-headline headline-34"> Customer Experience in a Digital Age </h3> </div> </div> </section> </div> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_1922173509" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-center manual-content-position from-1 to-24" id="banner-content-container-banner_1922173509"> <p class="banner-subheadline subheadline-21"> <strong>Turns out, customer experience is the single most important variable in account renewal.<br/> </strong><br/> It’s no wonder: According to consulting firm Walker, product and price take a back seat to customer experience as the new brand differentiator. Walker also predicts that in 2020, the winners will be those “that consciously and deliberately work at anticipating the future needs of their customers and devise strategies to deliver.”<br/> <br/> <br/> Here are three practical steps you can take to do just that. </p> </div> </div> </section> </div> </section> <section class="flexible-column-frame-column grid-4-columns align-top stacking-order-3"> </section> </div> </div> </div> </section> </div> <div class="see-more-frame parbase section"> <section class="see-more-frame " data-component-js-load-path="components/layout/see-more-frame"> <section class="see-more-content" id="" data-tablet-portrait="0" data-tablet-landscape="0" data-mobile-portrait="0" data-mobile-landscape="0" data-desktop="0"> <div class="flexible-column-frame parbase section"> <section id="" data-anchorable class="flexible-column-frame-component layout-component has-responsive-height supports-zero-heights padding-gutter light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="flexible-column-frame_1821069742" data-component-js-load-path="components/layout/flexible-column-frame"> <div class="flexible-column-frame-foreground legacy-padding-enabled has-responsive-height component__padding--default" data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false"> <div class="flexible-column-frame-heading content-margin"> </div> <div class="content-margin"> <div class="flexible-column-frame-columns"> <section class="flexible-column-frame-column grid-12-columns align-top stacking-order-1"> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_1157201537" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-default manual-content-position from-1 to-24" id="banner-content-container-banner_1157201537"> <h4 class="banner-headline headline-42"> Be proactive, persistent and patient </h4> <p class="banner-subheadline headline-34"> <br/> You’re in it for the long haul, which inherently means you need to exercise patience. </p> </div> </div> </section> </div> </section> <section class="flexible-column-frame-column grid-12-columns align-top stacking-order-2"> <div class="embed parbase section"> <div> <div class="image-component"> <picture><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-7-holder.gif.original.gif" media="only screen and (min-width: 1025px)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-7-holder.gif.original.gif" media="only screen and (min-width: 768px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-7-holder.gif.original.gif" media="only screen and (min-width: 720px) and (orientation: portrait)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-7-holder.gif.original.gif" media="only screen and (max-width: 767px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-7-holder.gif.original.gif" media="only screen and (max-width: 719px) and (orientation: portrait)"/><img class="image-content lazy-load" alt="illustration of a woman sitting at a dining table working on a laptop computer." data-image-path="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-7-holder.gif.original.gif"/></picture> </div> </div> </div> </section> </div> </div> </div> </section> </div> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_1070865868" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-default manual-content-position from-1 to-24" id="banner-content-container-banner_1070865868"> <p class="banner-subheadline headline-subheadline-26"> Your priority is satisfying your customer’s needs—whether that means helping them seize an opportunity or stepping back to let them focus on business at hand. </p> </div> </div> </section> </div> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_1442870587" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-default manual-content-position from-1 to-24" id="banner-content-container-banner_1442870587"> <p class="banner-subheadline subheadline-21"> In other words, you need to strike the perfect balance of being proactive, persistent, and patient. </p> </div> </div> </section> </div> <div class="flexible-column-frame parbase section"> <section id="" data-anchorable class="flexible-column-frame-component layout-component has-responsive-height supports-zero-heights padding-gutter light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="flexible-column-frame_1629719783" data-component-js-load-path="components/layout/flexible-column-frame"> <div class="flexible-column-frame-foreground legacy-padding-enabled has-responsive-height component__padding--default" data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false"> <div class="flexible-column-frame-heading content-margin"> </div> <div class="content-margin"> <div class="flexible-column-frame-columns"> <section class="flexible-column-frame-column grid-12-columns align-top stacking-order-1"> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_1304393366" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-default manual-content-position from-1 to-24" id="banner-content-container-banner_1304393366"> <p class="banner-headline headline-subheadline-26"> Only reach out when you have something of value to offer your key contacts. That might be: </p> </div> </div> </section> </div> <div class="full-rich-text parbase section"> <section class="content-margin"> <div class="rich-text rich-text-mode-standard rich-text-align-center rich-text__padding--none rich-text__width--narrow"> <ul> <li>Surfacing a potential opportunity for the customer to improve a business process</li> <li>Introducing the customer to another partner who can help address a key issue</li> <li>Packaging up the latest industry research with your summary of the key trends and your unique perspective on the issues</li> <li>Admitting that your company can’t help solve a problem today but suggesting alignment with the customer’s future strategy</li> </ul> <p>Investing time and not pressuring the customer demonstrates that you truly care about helping their company succeed. And that goes a long way to convincing the customer that you are the right strategic partner.</p> </div> </section> </div> </section> <section class="flexible-column-frame-column grid-12-columns align-top stacking-order-2"> <div class="embed parbase section"> <div> <div class="image-component"> <picture><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-1b-dsk.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-1b-dsk.png/jcr:content/renditions/cb-4-img-1b-dsk@2x.png 2x" media="only screen and (min-width: 1025px)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-1b-dsk.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-1b-dsk.png/jcr:content/renditions/cb-4-img-1b-dsk@2x.png 2x" media="only screen and (min-width: 768px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-1b-dsk.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-1b-dsk.png/jcr:content/renditions/cb-4-img-1b-dsk@2x.png 2x" media="only screen and (min-width: 720px) and (orientation: portrait)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-1b-dsk.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-1b-dsk.png/jcr:content/renditions/cb-4-img-1b-dsk@2x.png 2x" media="only screen and (max-width: 767px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-1b-dsk.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-1b-dsk.png/jcr:content/renditions/cb-4-img-1b-dsk@2x.png 2x" media="only screen and (max-width: 719px) and (orientation: portrait)"/><img class="image-content lazy-load" alt="The percentage of organizations boasting deep relationships with their customers has actually dropped by 4%. CSO Insights 2019 World-Class Sales Practices Study" data-image-path="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-1b-dsk.png.original.png"/></picture> </div> </div> </div> </section> </div> </div> </div> </section> </div> <div class="spacer parbase section"> <div class="spacer-component spacing--4 background-color none "></div></div> </section> <span class="see-more-empty-line"></span> <button class="see-more-button js-expandable js-analytics-event" data-more-icon="chevron-down-icon" data-less-icon="chevron-up-icon" aria-expanded="false" data-less-text="See less" href="#" data-more-text="Be proactive, persistent and patient"> <span class="js-expandable-text">See less</span> <li-icon type="chevron-up-icon" size="large" class="see-more-button-icon js-expandable-icon" a11y-text="" ""> </li-icon> </button> </section> </div> <div class="spacer parbase section"> <div class="spacer-component spacing--2 background-color none "></div></div> <div class="see-more-frame parbase section"> <section class="see-more-frame " data-component-js-load-path="components/layout/see-more-frame"> <section class="see-more-content" id="" data-tablet-portrait="0" data-tablet-landscape="0" data-mobile-portrait="0" data-mobile-landscape="0" data-desktop="0"> <div class="flexible-column-frame parbase section"> <section id="" data-anchorable class="flexible-column-frame-component layout-component has-responsive-height supports-zero-heights padding-gutter light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="flexible-column-frame_402371527" data-component-js-load-path="components/layout/flexible-column-frame"> <div class="flexible-column-frame-foreground legacy-padding-enabled has-responsive-height component__padding--default" data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false"> <div class="flexible-column-frame-heading content-margin"> </div> <div class="content-margin"> <div class="flexible-column-frame-columns"> <section class="flexible-column-frame-column grid-12-columns align-top stacking-order-1"> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_1731097832" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-default manual-content-position from-1 to-24" id="banner-content-container-banner_1731097832"> <h4 class="banner-headline headline-42"> Promote account growth with inspirational insights </h4> <p class="banner-subheadline headline-34"> <br/> According to Gartner, providing high-quality service and ensuring customers realize full value from the solution they bought will double the likelihood of a renewal—but it does not measurably impact account growth. </p> </div> </div> </section> </div> </section> <section class="flexible-column-frame-column grid-12-columns align-top stacking-order-2"> <div class="embed parbase section"> <div> <div class="image-component content-margin"> <picture><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-2a-dsk.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-2a-dsk.png/jcr:content/renditions/cb-4-img-2a-dsk@2x.png 2x" media="only screen and (min-width: 1025px)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-2a-dsk.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-2a-dsk.png/jcr:content/renditions/cb-4-img-2a-dsk@2x.png 2x" media="only screen and (min-width: 768px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-2a-dsk.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-2a-dsk.png/jcr:content/renditions/cb-4-img-2a-dsk@2x.png 2x" media="only screen and (min-width: 720px) and (orientation: portrait)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-2a-dsk.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-2a-dsk.png/jcr:content/renditions/cb-4-img-2a-dsk@2x.png 2x" media="only screen and (max-width: 767px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-2a-dsk.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-2a-dsk.png/jcr:content/renditions/cb-4-img-2a-dsk@2x.png 2x" media="only screen and (max-width: 719px) and (orientation: portrait)"/><img class="image-content lazy-load" alt="Gartner finds that customer improvement increases the odds of preventing competitor consideration by 32%." data-image-path="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-2a-dsk.png.original.png"/></picture> </div> </div> </div> </section> </div> </div> </div> </section> </div> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_1165450939" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-default manual-content-position from-1 to-22" id="banner-content-container-banner_1165450939"> <p class="banner-subheadline headline-subheadline-26"> Unfortunately, most account managers try to move accounts from retention to growth by focusing on preventing loss. Instead, account managers should focus on activities most likely to increase growth. It’s what Gartner refers to as “customer improvement,” which gives customers an urgent reason to change what they’re doing.<br/> </p> </div> </div> </section> </div> <div class="flexible-column-frame parbase section"> <section id="" data-anchorable class="flexible-column-frame-component layout-component has-responsive-height supports-zero-heights padding-gutter light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="flexible-column-frame_560914202" data-component-js-load-path="components/layout/flexible-column-frame"> <div class="flexible-column-frame-foreground legacy-padding-enabled has-responsive-height component__padding--default" data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false"> <div class="flexible-column-frame-heading content-margin"> </div> <div class="content-margin"> <div class="flexible-column-frame-columns"> <section class="flexible-column-frame-column grid-12-columns align-top stacking-order-1"> <div class="full-rich-text parbase section"> <section class="content-margin"> <div class="rich-text rich-text-mode-standard rich-text-align-center rich-text__padding--none rich-text__width--narrow"> <ul style=""> <li>Providing customers with a unique perspective on how they might operate (i.e., new ways to make money, save money, mitigate risk, etc.)</li> <li>Offering a vision forward for their business</li> <li>Explaining the potential ROI of taking action on an improvement opportunity</li> </ul> <p>Conversations that offer customers a new way to think about or improve their business tend to be more effective at driving both retention and growth. Better yet, they position you as a strategic advisor delivering measurable value. And that means the customer is less likely to think about starting a relationship with a new—unproven—competitor.</p> </div> </section> </div> </section> <section class="flexible-column-frame-column grid-12-columns align-top stacking-order-2"> <div class="embed parbase section"> <div> <div class="image-component"> <picture><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-2b-dsk.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-2b-dsk.png/jcr:content/renditions/cb-4-img-2b-dsk@2x.png 2x" media="only screen and (min-width: 1025px)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-2b-dsk.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-2b-dsk.png/jcr:content/renditions/cb-4-img-2b-dsk@2x.png 2x" media="only screen and (min-width: 768px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-2b-dsk.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-2b-dsk.png/jcr:content/renditions/cb-4-img-2b-dsk@2x.png 2x" media="only screen and (min-width: 720px) and (orientation: portrait)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-2b-dsk.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-2b-dsk.png/jcr:content/renditions/cb-4-img-2b-dsk@2x.png 2x" media="only screen and (max-width: 767px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-2b-dsk.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-2b-dsk.png/jcr:content/renditions/cb-4-img-2b-dsk@2x.png 2x" media="only screen and (max-width: 719px) and (orientation: portrait)"/><img class="image-content lazy-load" alt="Drive customer improvement and you can increase the likelihood of account growth by 45%. Gartner: Position Sales Teams  to Grow Accounts, Not Just  Retain Them" data-image-path="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-2b-dsk.png.original.png"/></picture> </div> </div> </div> </section> </div> </div> </div> </section> </div> <div class="spacer parbase section"> <div class="spacer-component spacing--4 background-color none "></div></div> </section> <span class="see-more-empty-line"></span> <button class="see-more-button js-expandable js-analytics-event" data-more-icon="chevron-down-icon" data-less-icon="chevron-up-icon" aria-expanded="false" data-less-text="See less" href="#" data-more-text="Promote account growth with inspirational insights"> <span class="js-expandable-text">See less</span> <li-icon type="chevron-up-icon" size="large" class="see-more-button-icon js-expandable-icon" a11y-text="" ""> </li-icon> </button> </section> </div> <div class="spacer parbase section"> <div class="spacer-component spacing--2 background-color none "></div></div> <div class="see-more-frame parbase section"> <section class="see-more-frame " data-component-js-load-path="components/layout/see-more-frame"> <section class="see-more-content" id="" data-tablet-portrait="0" data-tablet-landscape="0" data-mobile-portrait="0" data-mobile-landscape="0" data-desktop="0"> <div class="flexible-column-frame parbase section"> <section id="" data-anchorable class="flexible-column-frame-component layout-component has-responsive-height supports-zero-heights padding-gutter light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="flexible-column-frame_1861616215" data-component-js-load-path="components/layout/flexible-column-frame"> <div class="flexible-column-frame-foreground legacy-padding-enabled has-responsive-height component__padding--default" data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false"> <div class="flexible-column-frame-heading content-margin"> </div> <div class="content-margin"> <div class="flexible-column-frame-columns"> <section class="flexible-column-frame-column grid-12-columns align-top stacking-order-1"> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_1482165242" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-default manual-content-position from-1 to-24" id="banner-content-container-banner_1482165242"> <h4 class="banner-headline headline-42"> Share your knowledge </h4> <p class="banner-subheadline headline-34"> <br/> Sometimes you need to connect the dots for your customers. After all, they’re busy with their day-to-day and sometimes can’t see the forest for the trees.  You can be the one who shines  a light on new opportunities. </p> </div> </div> </section> </div> </section> <section class="flexible-column-frame-column grid-12-columns align-top stacking-order-2"> <div class="embed parbase section"> <div> <div class="image-component content-margin"> <picture><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-1a-dsk.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-1a-dsk.png/jcr:content/renditions/cb-4-img-1-dsk@2x.png 2x" media="only screen and (min-width: 1025px)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-1a-dsk.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-1a-dsk.png/jcr:content/renditions/cb-4-img-1-dsk@2x.png 2x" media="only screen and (min-width: 768px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-1a-dsk.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-1a-dsk.png/jcr:content/renditions/cb-4-img-1-dsk@2x.png 2x" media="only screen and (min-width: 720px) and (orientation: portrait)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-1a-dsk.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-1a-dsk.png/jcr:content/renditions/cb-4-img-1-dsk@2x.png 2x" media="only screen and (max-width: 767px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-1a-dsk.png.original.png, https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-1a-dsk.png/jcr:content/renditions/cb-4-img-1-dsk@2x.png 2x" media="only screen and (max-width: 719px) and (orientation: portrait)"/><img class="image-content lazy-load" alt="Sellers who excel at providing perspective and insights during the sales process realize 23% higher win rates compared to those who fall short  of expectations. CSO Insights 2018-2019  Sales Performance  Study" data-image-path="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-4-img-1a-dsk.png.original.png"/></picture> </div> </div> </div> </section> </div> </div> </div> </section> </div> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_1188442137" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-default manual-content-position from-1 to-24" id="banner-content-container-banner_1188442137"> <p class="banner-subheadline headline-subheadline-26"> Share content that speaks to your account’s business and challenges, and add your unique insights to help your connections understand how they can take action. Don’t be afraid to encourage your customers to step beyond their comfort zones—those opportunities often yield the biggest payback. </p> </div> </div> </section> </div> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_1785631680" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-default manual-content-position from-1 to-24" id="banner-content-container-banner_1785631680"> <p class="banner-subheadline subheadline-21"> You can streamline the delivery of information packages to your customers using LinkedIn Smart Links. An evolution of our PointDrive feature, Smart Links allows you to quickly and easily package and share content within your Sales Navigator workflow, track viewing behavior, and gain insights into who is engaging with your content. </p> </div> </div> </section> </div> <div class="spacer parbase section"> <div class="spacer-component spacing--4 background-color none "></div></div> </section> <span class="see-more-empty-line"></span> <button class="see-more-button js-expandable js-analytics-event" data-more-icon="chevron-down-icon" data-less-icon="chevron-up-icon" aria-expanded="false" data-less-text="See less" href="#" data-more-text="Share your knowledge"> <span class="js-expandable-text">See less</span> <li-icon type="chevron-up-icon" size="large" class="see-more-button-icon js-expandable-icon" a11y-text="" ""> </li-icon> </button> </section> </div> <div class="spacer parbase section"> <div class="spacer-component spacing--4 background-color none "></div></div> </section> </div> </div> </div> </section> </div> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height dark-monochrome has-background has-full-background " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="dark-monochrome,dark-monochrome,dark-monochrome,dark-monochrome,dark-monochrome" data-background-video-id="banner_633958182" data-component-js-load-path="components/content/banner"> <div class="banner-background "> <picture><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/backgrounds/cb-divider-b24020.svg.original.svg" media="only screen and (min-width: 1025px)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/backgrounds/cb-divider-b24020.svg.original.svg" media="only screen and (min-width: 768px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/backgrounds/cb-divider-b24020.svg.original.svg" media="only screen and (min-width: 720px) and (orientation: portrait)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/backgrounds/cb-divider-b24020.svg.original.svg" media="only screen and (max-width: 767px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/backgrounds/cb-divider-b24020.svg.original.svg" media="only screen and (max-width: 719px) and (orientation: portrait)"/><img class="banner-background-image desktop-top-center tablet-landscape-top-center tablet-portrait-top-center mobile-landscape-top-center mobile-portrait-top-center needs-resize-desktop lazy-load" alt="" data-image-path="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/backgrounds/cb-divider-b24020.svg.original.svg"/></picture> </div> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-center manual-content-position from-1 to-24" id="banner-content-container-banner_633958182"> <p class="banner-headline headline-34"> See what LinkedIn Sales Navigator can do for you </p> <p class="banner-subheadline subheadline-17"> *Free trial eligibility determined on log-in </p> <div class="banner-actions"> <a class=" banner-action banner-action-primary js-analytics-event" href="https://www.linkedin.com/premium/products/?intentType=FIND_LEADS&selectedPlan=PRO&trk=lss_web_sbd_mktg-b2c-form" title="Start your free trial*" target="_blank" data-analytics-config="{"category":"External LinkedIn","action":"click - Start your free trial*","label":"https://www.linkedin.com/premium/products/?intentType=FIND_LEADS&selectedPlan=PRO&trk=lss_web_sbd_mktg-b2c-form - banner","componentId":"actionable-content_1550769618"}"> Start your free trial* </a> </div> </div> </div> </section> </div> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="100px,75px,75px,25px,25px" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_400056503" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-center manual-content-position from-1 to-24" id="banner-content-container-banner_400056503"> </div> </div> </section> </div> <div class="flexible-column-frame parbase section"> <section id="" data-anchorable class="flexible-column-frame-component layout-component has-responsive-height supports-zero-heights padding-gutter light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="flexible-column-frame_68986071" data-component-js-load-path="components/layout/flexible-column-frame"> <div class="flexible-column-frame-foreground legacy-padding-enabled has-responsive-height component__padding--default" data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false"> <div class="flexible-column-frame-heading content-margin"> </div> <div class="content-margin"> <div class="flexible-column-frame-columns"> <section class="flexible-column-frame-column grid-12-columns align-top stacking-order-1"> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_697259654" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-default manual-content-position from-1 to-24" id="banner-content-container-banner_697259654"> <h2 class="banner-headline headline-42"> Conclusion: Drive Customer Lifetime Value </h2> </div> </div> </section> </div> <div class="banner parbase section"> <section id="" data-anchorable class="banner-component has-responsive-height light-monochrome " data-responsive-height="auto,auto,auto,auto,auto" data-responsive-min-height="auto,auto,auto,auto,auto" data-enable-min-height="false" data-responsive-contrast="light-monochrome,light-monochrome,light-monochrome,light-monochrome,light-monochrome" data-background-video-id="banner_1844395816" data-component-js-load-path="components/content/banner"> <div class="banner-content content-margin component__padding--default"> <div class="banner-content-container banner-content-align-default manual-content-position from-1 to-20" id="banner-content-container-banner_1844395816"> <p class="banner-headline headline-subheadline-26"> As an Account Manager, your ultimate goal is to grow with your customer. </p> <p class="banner-subheadline subheadline-21"> <br/> To that end, your key metric is the customer lifetime value, not top-line revenues. Fortunately you can proactively build and cultivate relationships to drive account growth and retention. By following the best practices in this Pocket Guide—and calling upon purpose-built technology—you can do so efficiently and effectively. </p> </div> </div> </section> </div> </section> <section class="flexible-column-frame-column grid-12-columns align-top stacking-order-2"> <div class="embed parbase section"> <div> <div class="image-component content-margin"> <picture><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-4-holder.gif.original.gif" media="only screen and (min-width: 1025px)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-4-holder.gif.original.gif" media="only screen and (min-width: 768px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-4-holder.gif.original.gif" media="only screen and (min-width: 720px) and (orientation: portrait)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-4-holder.gif.original.gif" media="only screen and (max-width: 767px) and (orientation: landscape)"/><source data-srcset="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-4-holder.gif.original.gif" media="only screen and (max-width: 719px) and (orientation: portrait)"/><img class="image-content lazy-load" alt="illustration of a lady in a wheelchair with a man sitting at a workstation." data-image-path="https://content.linkedin.com/content/dam/me/business/en-us/sales-solutions/resources/images/body/products/cb-sa-4-holder.gif.original.gif"/></picture> </div> </div> </div> </section> </div> </div> </div> </section> </div> </section> </section> <footer class='page-footer js-page-footer'> <div class="page-footer-foreground"> <div class="page-footer-links"> <nav class="footer-navigation" aria-label="Footer links navigation"> <ul class="footer-navigation-items"> <li class="footer-navigation-item"> <a class="footer-navigation-link js-analytics-event" href="/" title="View more business solutions" target="_blank" data-analytics-config="{"category":"Internal","action":"click - View more business solutions","label":"/content/me/business/en-us.html - footer","componentId":"actionable-content_1382930236"}"> View more business solutions </a> </li> </ul> </nav> <hr class="page-footer-divider"> <div class="footer-legal "> <div class="footer-legal-nowrap"> <ul class="footer-legal-items"> <li class="footer-legal-item"> <a class="footer-legal-link js-analytics-event" href="https://about.linkedin.com" target="_blank" data-analytics-config="{"category":"External Other","action":"click - About","label":"https://about.linkedin.com - footer","componentId":"actionable-content_934438347"}"> About </a> </li> <li class="footer-legal-item"> <a class="footer-legal-link js-analytics-event" href="https://www.linkedin.com/legal/cookie-policy" target="_blank" data-analytics-config="{"category":"External LinkedIn","action":"click - Cookie Policy","label":"https://www.linkedin.com/legal/cookie-policy - footer","componentId":"actionable-content_934438347"}"> Cookie Policy </a> </li> <li class="footer-legal-item"> <a class="footer-legal-link js-analytics-event" href="https://www.linkedin.com/legal/privacy-policy" target="_blank" data-analytics-config="{"category":"External LinkedIn","action":"click - Privacy Policy","label":"https://www.linkedin.com/legal/privacy-policy - footer","componentId":"actionable-content_934438347"}"> Privacy Policy </a> </li> <li class="footer-legal-item"> <a class="footer-legal-link js-analytics-event" href="https://www.linkedin.com/legal/california-privacy-disclosure" target="_blank" data-analytics-config="{"category":"External LinkedIn","action":"click - Your California Privacy Choices","label":"https://www.linkedin.com/legal/california-privacy-disclosure - footer","componentId":"actionable-content_934438347"}"> Your California Privacy Choices </a> </li> <li class="footer-legal-item"> <a class="footer-legal-link js-analytics-event" href="https://www.linkedin.com/legal/user-agreement" target="_blank" data-analytics-config="{"category":"External LinkedIn","action":"click - User Agreement","label":"https://www.linkedin.com/legal/user-agreement - footer","componentId":"actionable-content_934438347"}"> User Agreement </a> </li> <li class="footer-legal-item"> <a class="footer-legal-link js-analytics-event" href="https://www.linkedin.com/accessibility" target="_blank" data-analytics-config="{"category":"External LinkedIn","action":"click - Accessibility","label":"https://www.linkedin.com/accessibility - footer","componentId":"actionable-content_934438347"}"> Accessibility </a> </li> <li class="footer-legal-item"> <a class="footer-legal-link js-analytics-event" href="/sitemap" target="_blank" data-analytics-config="{"category":"Internal","action":"click - Sitemap","label":"/content/me/business/en-us/sitemap.html - footer","componentId":"actionable-content_933355309"}"> Sitemap </a> </li> </ul> <span class="footer-legal-copyright"> <span class="a11y-hidden">LinkedIn logo</span> <svg class="footer-logo-blue"><use xlink:href="#linkedin-logo-blue-14" data-size="large"/></svg> <span class="footer-legal-name"> © LinkedIn Corporation 2024 </span> </span> </div> </div> <div class='footer-social'> <ul class="footer-social-icons"> <li class="footer-social-icon"><a href="https://www.linkedin.com/company/linkedin-social-selling" class="footer-social-icon-link js-analytics-event" title="social-linkedin" target="_blank" data-analytics-config="{"category":"External LinkedIn","action":"click - social-linkedin","label":"https://www.linkedin.com/company/linkedin-social-selling - footer","componentId":"footer_494724250"}"><li-icon type="linkedin-icon" size="" class="" a11y-text="" ""></li-icon><span class="a11y-text">social-linkedin</span></a></li><li class="footer-social-icon"><a href="http://www.slideshare.net/linkedin-sales-solutions" class="footer-social-icon-link js-analytics-event" title="social-slideshare" target="_blank" data-analytics-config="{"category":"External Other","action":"click - social-slideshare","label":"http://www.slideshare.net/linkedin-sales-solutions - footer","componentId":"footer_494724250"}"><li-icon type="slideshare-icon" size="" class="" a11y-text="" ""></li-icon><span class="a11y-text">social-slideshare</span></a></li><li class="footer-social-icon"><a href="https://twitter.com/linkedinselling" class="footer-social-icon-link js-analytics-event" title="social-twitter" target="_blank" data-analytics-config="{"category":"External Other","action":"click - social-twitter","label":"https://twitter.com/linkedinselling - footer","componentId":"footer_494724250"}"><li-icon type="twitter-icon" size="" class="" a11y-text="" ""></li-icon><span class="a11y-text">social-twitter</span></a></li><li class="footer-social-icon"><a href="https://www.youtube.com/user/LISalesSolutions" class="footer-social-icon-link js-analytics-event" title="social-youtube" target="_blank" data-analytics-config="{"category":"External Other","action":"click - social-youtube","label":"https://www.youtube.com/user/LISalesSolutions - footer","componentId":"footer_494724250"}"><li-icon type="youtube-icon" size="" class="" a11y-text="" ""></li-icon><span class="a11y-text">social-youtube</span></a></li><li class="footer-social-icon"><a href="http://feeds.feedblitz.com/SalesSolutions" class="footer-social-icon-link js-analytics-event" title="social-rss" target="_blank" data-analytics-config="{"category":"External Other","action":"click - social-rss","label":"http://feeds.feedblitz.com/SalesSolutions - footer","componentId":"footer_494724250"}"><svg class=""><use xlink:href="#social-rss" data-size="large"/></svg><span class="a11y-text">social-rss</span></a></li> </ul> </div> </div> </div> </footer> <section id="artdeco-global-alert-container" aria-live="assertive" role="alert" aria-hidden="true"> <div class="artdeco-global-alert" id="artdeco-global-alert"> <section class="artdeco-global-alert__body"> <li-icon type="notify-pebble-icon" size="medium" class="artdeco-global-alert__icon artdeco-global-alert__icon--notice"></li-icon> <li-icon type="error-pebble-icon" size="medium" class="artdeco-global-alert__icon artdeco-global-alert__icon--error"></li-icon> <li-icon type="yield-pebble-icon" size="medium" class="artdeco-global-alert__icon artdeco-global-alert__icon--yield"></li-icon> <div class="artdeco-global-alert__responsive-container"> <div class="artdeco-global-alert-title__header" id="artdeco-global-alert-title-header"></div> <div class="artdeco-global-alert__content" id="artdeco-global-alert-content"></div> <div class="artdeco-global-alert-action__wrapper" id="artdeco-global-alert-action-container"></div> </div> <button class="artdeco-global-alert__dismiss" id="artdeco-global-alert-dismiss" disabled> <li-icon type="cancel-icon" size="medium" class="artdeco-global-alert__icon artdeco-global-alert__icon--dismiss"></li-icon> <span class="a11y-text">dismiss</span> </button> </section> </div> </section> </div> </div> <div class="modal-wrapper" tabindex="-1"> <section class="modal-content" tabindex="-1" role="dialog" aria-labelledby="modal-title"> <li-icon type="loader" size="" class="light-gray modal-loader" a11y-text="" ""> </li-icon> <div class="modal-title" id="modal-title"></div> <button class="modal-close"> <li-icon type="cancel-icon" size="" class="modal-close-icon" a11y-text="" ""> </li-icon> <span class="a11y-hidden">Cancel</span> </button> <iframe class="modal-frame" role="document"></iframe> </section> </div> <script type="text/javascript" src="/etc.clientlibs/settings/wcm/designs/gandalf/embed/vendor/vendor.min.LIHASH82d53b0955a3082c05b3ac4e6e016244.js" defer></script> <script type="text/javascript" src="/etc.clientlibs/settings/wcm/designs/gandalf/embed/app/app.min.LIHASH2ada600f4565c1b7db7a45723597b3de.js" defer></script> </body> </html>