Kasey Whitmer

"Timing is Everything in B2B Sales" In the current B2B sales framework, timing is everything. Sales teams are finding that the buying decision-making process is often over by the time they make first contact. The solution? Engage earlier. Equip your salesforce with the tools and training needed to start consultative conversations before the buying cycle heats up. Identifying customer needs and challenges ahead of time allows for crafting solutions that truly resonate. This was highlighted at a Korn Ferry networking event I recently attended, thanks to Adam Thorp, who presented research from 6Sense on how Korn Ferry can assist clients in overcoming this shift. How are you ensuring your team connects with potential clients at the right time? #SalesStrategy #B2BSales #CustomerEngagement #BuyingCycle

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$8.1M in pipeline for a Series A healthtech co. in 6wks Here's how we did it with 1 BDR and systems. The client said they were struggling with leads What they were actually struggling with: • Competitors could easily put their name on messaging. • They were automating outreach like everyone else. • They were struggling with inconsistent positioning. • They glossed over their GTM motion. We took a different approach: • Human intelligence over automation. • Revenue operations fundamentals. • Revenue marketing strategy. • Scaled down tech stack. • Precise segmentation. The problem? • They treated all "providers" the same. • Generic messaging missed crucial nuances. • Engagement and conversion rates sucked. Our approach: • Redefined the "provider" category. • Segment by specialty and sub-specialty. • Develop tailored messaging for each group. • Taught social selling basics. • Cut off mass automation. We dug deep: • Sifted through industry benchmarks. • Gathered data on practice-specific KPIs. • Built business cases for each sub-specialty. • Addressed operational and financial outcomes. Our secret weapons? Perplexity and Telescope • Used these for persona-specific research. • Empathy maps + customer journey for EVERY persona. • Built out persona specific account approaches. • Opened the whole buying committee. • Uploaded directly to CRM for BDR reference. We systemized everything: • Lean tech stack focused on revenue ops. • Integrated call transcripts and outreach data. • Analyzed and refined strategies in real-time. Copywriting got a makeover: • Crafted messages based on empathy maps. • Uploaded scripts and FAQs to JustCall. • Enabled real-time conversation adaptation.    The tech stack was slim: • Lavender 💜  for optimized email crafting. • Close CRM and JustCall integration for consistency. • Clay insights available at every touchpoint. The results? • $8.1M in pipeline. • Higher engagement rates. • Increased conversions. Our edge? • Healthcare expertise. • Precise segmentation and messaging. • Systemized, quality-over-volume approach. Tools that made it happen: • HUMANS (not robots) leading campaigns. • Perplexity for up-to-date healthcare trends. • Telescope for refined prospect lists. • The Org to unlock buying committees • MillionVerifier for email validation • Clay for persona enrichment • CloseCRM as our central data hub. • JustCall for personalized cold calls • Lavender for crispy copywriting. The takeaway? • Generic approaches don't cut it. • Tailored strategies drive real results. • Human touch + smart tech = winning combo. Want to unlock revenue today? Then you need to work with experts. Shoot me a connection and a DM if you want to see the flow.

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Great learnings in the Customer Success Community at Gainsight #Pulse2024 -Community, Community, Community: Customer Success Community & enabling customers to accelerate their learnings through communities - Allow users to stay in your app with product lead engagements - Customers stay engaged when the content has value in your communications - Human-First AI can be an efficiency driver to allow Customer Success to focus on the value added interactions Interacted with so many great people like Ainsley Steen who has been such a great partner! #customersuccess

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Med Tech Sales Leaders: You're trying to win a space race with a paper airplane. Let's break it down: The med tech market is more crowded than a sample sale at Bass Pro. Your groundbreaking solution? It's drowning in a sea of "innovative" and "cutting-edge" competitors. Your sales team is feeling overwhelmed and traditional face-to-face tactics are increasingly not scalable and effective. You're selling tomorrow's tech with yesterday's techniques. It's like trying to perform robot-assisted surgery with a rusty scalpel. It's why we created Virtual Sales Rx - your guide through the med tech sales wilderness. We get it. The pressure to hit those sales targets is higher than a surgeon's ego. But here's the kicker: We've been there, done that, and written the prescription for sales enablement success. Our secret weapon? Personalized video strategies that turn your sales team from door-to-door peddlers into digitizing trusted guides. Here's our plan for your sales team: 1. Personalized Video Training: We'll teach your team to create video content so engaging, prospects will forget they're being sold to. 2. Strategic Implementation: We'll weave these videos into your sales process smoother than a silk suture. 3. Continuous Optimization: We'll use more analytics than a hypochondriac with a Fitbit to keep you ahead of the curve. The choice is yours, med tech mavens. You can join us on the cutting edge of sales innovation, or you can keep trying to stalk doctors at trade shows and the scrub sink. Imagine your sales team not just hitting targets, but consistently generating qualified leads. Or... you can stick with the status quo. Keep struggling to engage prospects who are more elusive than a diagnosis on "House." The med tech sales revolution is happening. Will you be leading the charge or playing catch-up? It's time to stop selling and start connecting. Time to trade those brochures for bytes, those cold calls for hot content. Ready to give your sales strategy a much-needed operation? Virtual Sales Rx is scrubbed in and ready to go. The future of med tech sales is calling. Will you answer, or send it to voicemail?

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Times have changed. "Today’s sales reps send 150% more emails than they did ten years ago, but the average rate of reply has decreased by 10% each year since 2014." ____ Just finished reading: "Outbound Sales" a digital book (broken into 10 digestible chapters) from Apollo.io and others. Definitely worth a read and easy to find 10-20 minutes a chapter at a time. Lots of great insights spanning multiple facets of Outbound, but I know a lot of GTM and Ops leaders need to urgently learn about #Deliverability. Having previously lead Sales Dev at a category creating SaaS company with a new brand and domain, I can attest to how difficult it can be to get your emails received, let alone opened, by F1,000 enterprise buyers. Having started my sales journey in Telecommunications, IT/Info Security and Cloud Computing before moving to pure SaaS plays, I won millions in new deals selling tech to these same companies to filter and secure email. Oh, the irony is palpable! 🙄 You can invest in the best tools, personalized and relevant messaging, and team, targeting the tightest of ICPs and Personas and yet have 90% of your emails appear to be delivered without a single one hitting an inbox of your prospects. Read that again. This book not only provides insights into a variety of #Outbound topics but goes further by providing best practices and a toolkit so you can turn awareness into action. Kudos to Apollo.io, their academy team and the co-authors and contributors. https://lnkd.in/gRE6uu-e

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Unshackle your #CustomerSuccess Managers 👮‍♀‍ Take the handcuffs off them. ☎ Stop making them play the telephone game with leadership and the client. 🚗 Leadership needs to stop being a backseat driver. What am I talking about? Not allowing your CSMs to function as CSMs. When a customer needs help solving an issue, or they want to grow, give your CSMs the ability to help the customer. Stop making them come to leadership for permission or guidance on what to do. And Leadership 🛑 handling the issues with the client directly. You are teaching the customer not to use CSMs and to come directly to you instead. HOW? 📚 PLAYBOOKS: Give them playbooks they can use for different situations. Train them on how to use them. Role-play with them on how to use them in different situations. When the CSMs come to you with help/questions, use the playbooks to help teach them. 🎳 GUARDRAILS: Give them guardrails to keep the ball in play Like Bowling, having bumpers so the ball doesn't fly in the gutter guarantees you hit the pins. Teach them how to operate within the guardrails for success! Lessen the guardrail as they learn to manage more difficult customer issues! Some things need to be escalated to leadership for them to handle directly, but NOT EVERYTHING! 🛑 This is why you have guardrails in place. 📣 COMMUNICATION: Doesn't always come back to this? YES it does, WHY? If the CSMs are not communicating to you or in a way that you understand the issue, that is a #leadership fail. Teach them how to communicate with the customer and leadership to inspire confidence. If you don't trust what they are saying, you have a problem. More guardrails MAYBE, better training YES. 👩‍🏫 Being a leader is about enabling your team to do what they do best, what you hired them for. Stop being the backseat driver. Please give them the map 🗺 and the ability to drive the car to the location. ❓ What can we add to this to help leaders get out of CSM's way? #CustomerSuccess #CSM #Leadership #CustomerExpereince

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Sage advice

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🚀 When done right, new hire #onboarding is a strategic process that accelerates ramp time, setting reps up for long-term success & enabling them to contribute quickly. I had the privilege of contributing to a new article on sales onboarding best practices alongside some incredible #enablement leaders! It’s jam-packed with insights on building onboarding programs–ensuring reps hit the ground running, stay productive and thrive in their new roles. 👏 Special shout-out to Federico – The Enablement Insight for bringing this together (and the incredible resources he continues to develop for the enablement community)! 📌 Want the summary PDF and full article? Drop a "sales onboarding" in the comments I'll DM it to you.

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The best "cheat codes" every AE should know: 1. 1:1s with your boss. Approach them strategically. Proactively share format and content. Biggest deals you need support on. Challenges you need help with. Forecast for the month, quarter, etc. Wins. 2. Perception. Performance is your fire. How you're perceived internally (aka your brand) is the water or gas that gets dumped on your fire. Attitude, how you show up, handle change, communicate, matters. Hold yourself to a high bar. Two levels above where you're currently at. 3. Document everything. Take the time to write down your own sales playbook. Every strategy, process and template you have. Store it on your personal computer. The value of this over time is immeasurable. I can't state this enough. 4. Problems are a good thing. Anytime there's a problem that's an opportunity to solve it, improve it, and add value. Some of the biggest opportunities I've gotten in my career came because I dove head first into problems and helped move the business forward. Startups always have problems. Don't be the negative person. 5. Time management. Block Monday mornings every week. Don't go to meetings if they're not worth your time. Most things can be solved async. Make meetings 15 to 20 mins. Sometimes you need a whole week of no meetings to catch up, get organized and do deep work. Don't feel bad for saying no to people. They'll understand. 6. External coaching. Up level by listening to podcasts, taking courses and building an external network. Don't rely on your company for everything. Even if they're doing a great job get the perspectives and strategies of other people for a significant edge. What would you add to this list? - Mike G 👉 Join 5,000+ sellers getting my (free) sales newsletter here: https://lnkd.in/gwQVvVBK

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REMOTE ACCOUNT EXECUTIVES & SR #SDR OPENING$$$$ 🎯 Company & Product 🎯 - Direct to Primary Care + Mental Health Care & Insurance Brokerage- SaaS solution - Affordable Care Act Compliant (PART A & B) - $20M+ in funding from #ycombinator (series b) - REVENUE: company did $10M arr in 2024, aiming for double = growth - TENURED AND GREAT AT WHAT THEY DO SDR team that will set 20+ qualified meetings for you (they get a % of closed won so they will make sure the meetings are serious) - Average deal size $30k-60k - Sales cycle - 1 month - Small team (work with established and newer reps) - 25% of the audits for this federal mandate are #homehealth care orgs and the founders family owned several (personal experience) so you will sell into that industry + non profits but eventually the ICP will GROW as there are tons of industries this space can help 🎯 Role$: 🎯 Account Executive - $75-$95k base, 50/50 split #adp #paycom #paychex #paylocity #paycor ideal rep has sold #benefits but open to a high volume smb seller from #yelp because of the transactional nature of sales cycle - STRONG sdr support (girls with 4+ years experience) and get a % of closed won so they aim to really qualify & help you close Sales Development Representative - $65k base, $120k OTE UNCAPPED - $75- $150 attended, accepted + % of deals closed 🎯 Territory: 🎯 - 1-2 state territory, small growth within company so they don't want you competing against your own team - REMOTE but ideal reps live in central/mt or live in or have worked #eastcoast hours 🎯 ICP: 🎯 - Selling into #homehealth #facilities & #nonprofits but eventually ICP will grow (intentionally) 🎯 Leadership & Training: 🎯 - SELLING POINTS: really are the leaders here, who are player/coaches and build their own pipeline - no middle managers, work directly with the VP of sales who took the company from $500k to$1M arr in his first 6 months and still drives his own quota so he can really diagnose your pipe and help you make more $ - Your VP of sales (STILL RUNS HIS QUOTA!) so he can really diagnose your pipe so you can WIN more- was this companies founding AE but has 9+ years at ADP + small HCM saas orgs - Your VP of sales is a COACH and will give you TONS of chances to fix any mistakes and try again (not expecting immediate perfection not even in discovery interview) - TONS of training (by 30 minutes to presidents club) & leaders who really COACH and are HAPPY to sit on your calls (no middle managers all leaders who drive pipe) - Marketing VP built out the SDR program - so marketing & sales work together (case studies, product marketing, messaging) and EVERYONE thinks the way a sales person does (including the founder) - Chance for growth 4 real - Our reps KILLING IT here $$ (image in comm from our SDR who is doing very well on emails, calls & events to drive meetings that give ROI) get on my schedule! <3 #sales #gtmsaassales

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Attention SDRs and Sales Reps🎙️ If you are not getting enough coaching, use Chat GPT to supplement the lack of support - P.S sorry you aren’t getting support 😥 Paste a transcript of your recorded call or role-play you did with a co-worker into ChatGPT (check with legal if you can do this) Ask ChatGPT to: • Analyze your call based on your call framework or script • Identify areas for improvement by asking Chat GPT (or whatever tool you may use) questions • Suggest alternative phrases to communicate value better Prompts you could use: "What did I do well on this call?” - Start off feeling good "What did I not do well?” "How could I have dug into the pain more? Please provide questions I could have asked?” “Can you give me 3 ways I could have handled the objections?” "Suggest alternative ways I could have gone for the close?” “Did I miss anything in the call that could have helped me go for the close?” A.I. will not replace you; the Reps who learn how to use it to help them improve will. If you are a sales or enablement leader and want to learn more about how you could leverage A.I. to help improve your team. Come to the Allego Sales Success Summit, where Sam Richter CSP, CPAE, will discuss how to use AI to help improve your sales team. https://lnkd.in/eKg3w7w2

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Med tech sales/marketing sticks w/script installed in 1994. It's a race to the messy middle: • exclusive face-to-face sales • sea of sameness product marketing • sales reps "fit-in" and don't "stand out." It's not scalable/differentiated today, tomorrow, or in another years time. Today marks 178 attempts (YTD) where I send a med tech VP, Sales/Marketing a personalized video sequence (3 videos) asking if they watch these videos (avg length is 1m and 47s) and consider a 15 minute virtual chat at their convenience. In total 173 unresponsive (nothing), 4 acceptance, 3 not interested) I keep count. If you're a frontline W2 sales rep, you're boss has not answered my question: what is your strategy to scale sales in 2024? I've never received an answer when I pose this question. Never ever. Pretend I'm a reconnaissance pathfinder - like in the Army, but for med tech sales/marketers. Here's my report and compass setting for you... How are you earning attention and building trust at scale? Not enough windshield time or #hustle for you to be a solution to my question. I'll tell you what you're not realizing as someone in your shoes, got promoted to VP, Sales, and helped sell our business to Medtronic for 16x earnings, and works with some of the top surgeons in the world. Let's go back to the question: How are you earning attention and building trust at scale? Your leadership doesn't seem to want to answer. It's not your fault, you've not been taught to compliantly earn attention and build trust. More product knowledge, blah/blah/blah. Make more calls, blah/blah/blah. In my 30 + years of med tech, I've never experienced a more fierce resistance, on an issue, to sell like it's 1994 and a refusal to answer the question. The silver lining - you can keep your job, and to date, you don't have to evolve your sales enablement skills - but, every year, your quota is going up and territories are being split. Most everyone sells the same exact way, so as long as you "make more calls" you should be fine. Most of you are not ready to hear this... but you're not marketable if you can't virtually increase engagement, deliver virtual sales enablement that scales sales, and differentiate from the sea of sameness. Respectfully, 97% of you will not be trained by us. Our approach, at least the past 4 years - 97% of med tech sales/marketing are indifferent. I've conceded that "change" is our real competition and we are considered too unconventional for the old guard. Every week, I'm contacted by great people - more layoffs. [Back to the question that goes unanswered] How are you earning attention and building trust at scale? If you were laid off today, do you have an answer and the confidence to depend upon emails/personalized videos to help you become face-to-face (at scale)?

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What We Learned (After 4 Years) Trying to Turn Med Tech Sales Reps into Scalable Sales Success Stories. Buckle up, folks. I'm about to spill more tea than a Boston harbor party. For four years, we've been on a mission to drag med tech sales into the 21st century. Our weapon of choice? Personalized videos. Sounds simple, right? About as simple as performing brain surgery with a spork. We work with brain surgeons, my attempt at including these folks. Here's what we discovered when we tried to turn "stalk doctors at scrub sink" warriors into video virtuosos: 1. Imposter Syndrome is Real (and It's Spectacular) "Me? On camera? But I'm not a Kardashian!" News flash: Doctors don't want a reality star. They want a real person. Your "ums" and "ahs" are more charming than you think. 2. VPs of Sales are More Indifferent than a Cat at a Dog Show We thought they'd be all over this like a rash. Instead, they acted like we were trying to sell them snake oil in a Gucci bottle. Memo to VPs: Your competition is already pressing 'record'. Tick tock. 3. Conformity is the New Orange (and It's Ugly) Stand out? In sales? Perish the thought! The pressure to fit in is realer than a $3 bill. Apparently, being a "team player" means being as forgettable as yesterday's lunch. 4. Doctors Prefer Video to Face-to-Face (at First) Plot twist: Physicians actually want to watch your videos. They'd rather see your ugly mug on screen before inviting it into their office. It's like dating in the digital age, but with more stethoscopes. The Bottom Line: Med tech sales is stuck in a time warp, somewhere between flip phones and fax machines. But here's the kicker: The doctors you're chasing? They're living in 2024 and they don't have time to sit in a room, eat your Jimmy John's and give you their undivided attention. They want on-demand, time-shifted information, and they can determine if they want to meet with you. So, what's it gonna be, sales warriors? Are you going to keep knocking on doors like it's 1999? Or are you ready to press 'record' and step into the future? Remember: In the world of med tech sales, if you're not on video, you might as well be invisible. And let me clarify... these personalized videos will never be seen by the public. One personalized video for each doctor. POW! Take that Imposter Syndrome!

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Sales manager: "There's nothing like good old face-to-face selling." I say: "But imagine going face-to-face on a whole new level (at scale)!" --- Are you a med tech sales or marketing professional struggling to capture the attention of busy surgeons with conventional outreach? It’s a common challenge that can stall your sales cycle and weaken your market position. But it doesn’t have to be this way. Introducing our Virtual Sales RX community, designed specifically for med tech professionals like you, aimed at transforming how you connect with and engage surgeons. Our platform leverages cutting-edge technology including AI-driven insights and targeted communication strategies that penetrate the noise and resonate with surgeons on a personal and professional level. Here’s why our solution is indispensable: traditional methods often fail because they don’t speak the language of surgeons who value precision, efficiency, and relevance. Our platform is tailored to meet these needs, ensuring your message isn’t just heard, but is also impactful. The benefits? Surgeons will not only notice but engage with your campaigns, leading to faster conversions, enhanced brand loyalty, and ultimately, a significant boost in sales figures. Plus, our easy-to-use interface and dedicated support team mean you can implement and scale your efforts effortlessly, ensuring a seamless transition and immediate results. 90% of med tech, so far, are indifferent to this approach. What an opportunity to "stand-out" and not "fit-in" with the 'sea of sameness.' Don’t wait for the market to dictate your success. Take control and make your outreach efforts count.

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30 days, 5 hours, and 20 minutes: Busy surgeons consuming my personalized videos. (As of 30 Oct 2:37 PM) 99% of med tech reps get personalized videos horribly wrong. So I'll share —here's how to enter the top 1%: Step 1: Start with pain relief and problem-solving for surgeons Most reps pitch products immediately. Instead, focus on: -Identifying their OR efficiency bottlenecks -Understanding their specific reimbursement challenges -Addressing their staff training needs Instant connection builder. Step 2: Create a "7-Second Hook" Once you've researched their pain points, craft your opening: -Reference a specific challenge they're facing -Connect it to a proven solution -Streamlining their pre-op planning process. One of my clients landed 3 surgeon meetings in a week using this framework. Step 3: Finally, to get ahead of the 99%, focus on patient attraction outcomes. That's easy to say, but not simple to do. -Just last month, I made a video for a spine surgeon highlighting how his minimally invasive technique could attract an NFL/NHL/NBA/MLB endorsement. He not only watched the full video but shared it with his practice partners. It's hard—but when a busy surgeon takes time to respond, you know you've cracked the code. - - - - Virtual Sales Rx: We teach you the same approach I use to send 32,864 videos, average a 75.6% engagement rate over 4 1/2 years, 3x increase consultations, and doubled revenue year over year for past 3 years.

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The results are in! Gong has been named a leader in the new report, The Forrester Wave™: Revenue Orchestration Platforms, Q3 2024. In this report, Forrester analyzed and scored 12 top vendors in the market. Gong received the highest scores possible for more criteria than any other vendor, including:   ⭐ Innovation ⭐ AI and automation differentiators ⭐ Range of analytics insights ⭐ Platform UX and integration “Gong’s AI reveals unique buyer and seller insights to improve deal outcomes. One of the few companies founded with AI at its core, Gong has used its nine-year AI résumé to create transformative insights for revenue organization." Check out the full report here: https://lnkd.in/dzmzU62Y

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Breadth, Depth & Frequency A strong, strategic VP of Sales for a large biotech company - well - he gets it. He holds his team accountable to what drives positive patient outcomes - and revenue follows. Breadth 👉 Of the Total Addressable Market (TAM) within each assigned rep territory, how efficient and effective is each rep in reaching all of the target accounts? 👉 Are they maximizing their reach in driving awareness, educating, building & nurturing relationships across all of their assigned accounts? Depth 👉 It's one thing to 'touch' every account in a rep's assigned territory patch, it's another to build relationships with multiple stakeholders within each account. Frequency 👉 Touching all accounts within the territory one time and meeting all stakeholders one time, won't get the job done. 👉 Success is built on consistent, repeatable interactions with the right folks at the right times. Which means some accounts, need to be seen way more frequently than others. Philosophically, ALL outside sales leaders should wholeheartedly agree with Breadth, Depth and Frequency. What separates the great leaders from the rest of the underperforming pack? 💪 The great leaders understand that the reps need the right technology to make getting into the field and staying in the field as easy as possible. 👎 The underperforming pack will continue to plod along with their spreadsheets and big bulky CRMs made for desk jockeys. #outsidesales #fieldsales

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Learn how Alcon transformed their sales and revenue growth using Salesforce CPQ!

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Throughout my 12 years in SaaS, medical sales, recruiting, and real estate, I’ve come to understand that leadership extends far beyond titles—it’s about how you navigate challenges and create opportunities. Here are a few key insights I’ve gained that might help shift your perspective: 1. Own Your Growth– Success isn’t about waiting for the perfect role or title. It's about setting ambitious goals and driving your development from where you stand. 2. Embrace Change – Market shifts and uncertainty are inevitable. Use them as moments to innovate and find strategic advantages. 3. Leverage Your Expertise – Your unique skills and insights are your greatest assets. Lean into them to differentiate yourself and tackle problems with fresh solutions. 4. Turn Barriers into Breakthroughs – Every challenge is an opportunity to refine your strategy and strengthen your approach. 5. Lead Through Action – True leadership is about embodying the values and work ethic you wish to inspire in others. What are some ways you turn challenges into opportunities in your own career? I’d love to hear your thoughts or experiences!

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