April 10, 2014

Awesome Article on Sales Hacking

5 Sales Hacks That Will Change Your Business

Apr 9, 2014, by Max Altschuler

Secret Sauce:

I’ve tried to write this without giving away too many secrets. My best hacks I keep to myself because if they became overused, they’d be obsolete. I won’t bore you with Rapportive hacks or any of the 101 stuff either. I hope you enjoy these and put them to good use.

Sales Hack #1 -  Frienemies

Salespeople are almost always taught to connect with their prospects on Linkedin. What they aren’t taught are how to configure their privacy settings. Therefore, if you are connected to someone and they haven’t fixed their settings, you can see when they have a new connection.

Now why am I telling you this? Well first go out and connect with reps at your competitor’s companies. Most of them probably haven’t played around with their settings and won’t think anything of it when you asked to connect. Once you’re connected, just wait to see who they connect with. When they connect with a prospect, you’ll be notified via news feed and you can send a very well timed email. Just don’t mention how you knew to send them an email at the perfect time.

Sales Hack #2 - Cold Emailing

There are plenty of articles out there on writing cold emails but people maybe don’t realize, or maybe don’t mention how situational it is. I believe that writing a cold email to the VP of Marketing at Verizon is very different than writing to Marketing at ToutApp. Smaller organizations give more people decision making power and need more info upfront but for bigger orgs, less is more.  I like to aim high in their org with a simple “introduction Request” email that usually gets forwarded downstream to the person you’re supposed to be talking to.

This works for a few reasons:

  1.  It gives you a chance to not say anything that will make them shy away from you. If you give too much info you may end up over selling or trying to hit the wrong pain point with the wrong value  prop. Get on the phone and get some info before you pitch them.
  2. You get forwarded or intro’d down stream, so their boss is literally telling them to talk to you.
  3. It’s easy for them to get it off of their plate. They can respond with nothing other than the right person being Cc’d on the email.

This can work really well for reaching out to high level employees at big companies. Just don’t think cold emails in sales will work in every occasion.

*Side note - I haven’t shared this anywhere else but it seems to be getting written about plenty these days but in different contexts. Soon people will wisen up and it will stop working. Until then, try it out and see if it works for you.

Sales Hack #3 - Messaging

Too often I see people asking for favors in a manner that presents them, well...asking for favors.  When I left Udemy I wrote my personal network asking for people to introduce me to companies that needed a business development rep. I knew I wanted to stay at a small startup but I wanted to hear out all of my options and I didn’t want to start hearing offers while I was still with the company.

One thing to know and never forget. It’s not what you ask, it’s how you ask it. Instead of saying. “I just left my company. Do you know anyone who is hiring?” you say, “I just left my company. If you know anyone looking for a killer BD rep, do them a favor and introduce them to me.” It completely flips the script. That’s my favorite example but keep this in mind when trying to sell something. Whether is written or verbal communication, a lot can be done just by how you phrase things.

Sales Hack #4 - Web Scraping

One of the main points of the Sales Hacker Conference is to get salespeople to embrace all the new technologies that have rapidly evolved over the last 2-3 years. Web scraping is now easy to do for non-technical salespeople. This can open so many doors in the outbound lead gen space.

One tool I like to use is Import.io. In the event space, I can scrape lists of companies that have sponsored similar events, raised a certain amount of funding, are located near my next conference, etc. If you’re customers are restaurants you can easily scrape sites like yelp. If they’re lawyers you can scrape Avvo. You need zero technical ability to use Import.io for basic web scraping and list building. Oh, and it’s free to use!

Two other great tools for list building are LittleBird or FollowerWonk. Both allow you to scrape twitter bios. At Udemy, if I needed to onboard someone that taught PHP, a PHP expert will usually have PHP in their twitter bio. Same thing works if I want to find people in sales in the Los Angeles area.

After I’ve scraped lists I like to get emails using Salesloft or Toofr and fire away emails using ToutApp, of course.

Sales Hack #5 - Outsourcing & Automation

I’m an automating machine. I automate as much as I possibly can. The entire process of list building and outreach can be taught entirely to a Virtual Assistant in the Philippines at $3 an hour (which is a nice wage there so don’t feel bad).

The web scraping in Sales Hack #4 can be taught to anyone. Once they have company names they can find the proper title, first name, and last name of anyone at almost any company solely using linkedin and the company’s About/Team page.  Once that have that they can use Salesloft or Toofr to pull emails. Then upload them as a group of multiple groups into ToutApp. Create a template or a few, and have them send as frequently as you’d like. You just automated the entire outbound sales process up until you receive a response.  I can even instruct my VA’s to set up a call if the incoming email takes me longer than 30 seconds to read.

This process allows you to build massive, targeted, and fresh lists for very little money. Go ahead and try it for yourself!

*Bonus Hack*

I use ToutApp to send the bulk of my emails. When I’m emailing a group of less than 20 people, sometimes I like to add a personal note as the first sentence.  I’ll usually add a column to the spreadsheet I’m uploading with the group I’m about to email called Personal. In the cell for each person I can write my custom personal line for each email. When I upload the sheet, I map it to a custom field {personal} and then dynamically add it into my template. This is the best way to send personalized emails to an entire group.

Max Altschuler is the Founder of the Sales Hacker Conference, Previously the VP of Business Development at AttorneyFee (which sold to Legalzoom), and the first sales hire at Udemy. If you want to see more Sales Hacks like these, sign up for the Sales Hacker Conference on April 24th in NYC or subscribe there for updates on future events and livestreams.

Follow Max at @maxalts

Gregg Towsley 
Search Engine Marketing Specialist
tel: (310) 909 8835
cell: (617) 903-0974 
visit us online at www.wsiqualitysolutions.com

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March 09, 2014

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    5 Things Really Charismatic People Do BY

Some people are likeable, but others have great charisma. Here is how you can recognize and achieve the difference.


You feel charisma the moment it enters the room. It's not just that someone is likable. Charismatic people draw attention. They automatically energize you and motivate you to step up, to take action. What is it about them? All in all, they are certainly likable, but it's more than that. Are they born charismatic, or do they learn how to be that way? It's probably a little of both. But either way, charismatic people inspire us and get us talking.

It's likely that you have some charismatic traits that can be developed to help you attract and inspire those around you. If you aspire to be charismatic, here is a list of behaviors to expand on.

1. Charismatic people exude joy. The first thing you notice about charismatic people is the spark of life. Whether they are saviors or troublemakers, they have a strong passion that triggers powerful emotions in those around them. Even in anger, they make people feel happy to join a cause. They show obvious pleasure in experiences, and they invite others to share in the experience they are having. Enhance your charisma by sharing your passions with those around you and helping their passions flourish.

2. Charismatic people inspire confidence. It seems that charismatic people have the world in their control. Their personal self-worth and confidence appear strong, even when they're not. They have faith in their abilities, their knowledge, and their worth. They also know the line between confidence and narcissism. They don't disparage or dismiss the people around them. Enhance your charisma by dampening your insecurities in favor of celebrating your strengths. Share your confidence with others so they feel stronger in your presence.

3.  Charismatic people share conviction. The times that charismatic people stand out the most is when they are driving a movement. Charismatic people believe in something powerfully and share that belief with others. Their conviction and consistent actions influence others to follow. Dedicated followers add exponentially to the energy that oozes from a charismatic leader. Apathy will kill charisma and momentum. Enhance your charisma by being diligent and committed. Inspire others by helping them engage in a common cause.

4. Charismatic people are great storytellers. People don't follow someone simply because they are told to do so. Moving someone to action requires context and motivation. Stories are the most effective way to get to the emotional core to break inertia. Charismatic people have a talent for spinning a yarn that connects deeply and relates directly to the action that needs to occur. Their voice, inflection, and manner are easy to listen to and pleasant. They have the ability to express drama and intrigue so people want to hear more. Enhance your charisma by learning to craft and tell meaningful, emotional stories. Practice the arts of humor, metaphor, and symbolism so you can entertain while you inform.

5. Charismatic people connect empathetically. It has been said that when Bill Clinton speaks to you, he makes you feel that you are the only person on the planet. This is a talent of charismatic people. They genuinely and instinctively focus their eyes, ears, and soul on your being, not theirs. They make you laugh, they make you feel heard, they make you feel special or fascinated or safe or interesting. It isn't the same feeling in every case. But people connect and stay, because they are having strong, positive emotions in the presence of someone truly charismatic. Enhance your charisma by focusing all of your energy and attention on the person in front of you. Shut down your inner voice and connect so you can see, hear, and feel the energy and information he or she is sharing.

February 19, 2014

8 Traits of Great Salespeople

8 Traits of Great Salespeople BY Tom Searcy

Recently Inc magazine performed an audit for a mid-sized company in which the magazine examined their sales staff against a standardized assessment test as well as their performance data. The results may confirm some of the things you already know, but there were some surprises. Here is a brief recap of the analysis. When you look at the qualities of the great sales representatives for non-transactional sales--those sales that are larger and more complex in nature--they tend to share the following traits:

1. They assume parity with their customers--There is an imaginary hierarchy that average and poor-performing sales people place between themselves and their prospects. It includes head-trash like, "The customer is always right," and "You're the customer so you're the boss." The data says that the top sales representatives see themselves as problem-solvers worthy of equal respect with their customers. Respect always, deference rarely.

2. They are comfortable talking about money--This quality often starts back in the home in which they were raised and the beliefs that were held there about money. If there was a belief that money was a rare and precious thing to be horded or feared, then it shows up with a fundamental discomfort in discussing large numbers. Individuals that look at money as a measure of value, not as a number outside of personal grasp, typically do better in sales.

. They challenge the decision-maker--The best sales representatives have a strong confidence in their understanding of the customer's market and their own solution--enough so that they are comfortable challenging inaccurate statements made by the customer.

4. They are comfortable with silence--Confidence is demonstrated as much in silence as in what you say. Top sales people can allow for measurable periods of silence in conversations with prospects. This creates an opportunity for the prospect to give consideration to what has been said rather than having to process the next piece of data given to them by the sales rep.

5. They show up prepared--This seems so common sense and yet when I administer these types of assessments the statistical fact is that most sales people--greater than 70 percent--are not well prepared for sales calls and meetings. They lack research, pre-call planning, a complete agenda agreed upon by the contact, and a tailored presentation to the prospect. The best have all of these things.

6. They don't rush--A study was done about physical demonstrations of confidence and power some time ago. The external view of two people moving was observed by a cross-section of people and questions were asked about which one had greater confidence, was paid more, and had a position of greater authority. They both wore similar attire, and were of the same body shape and age. The only distinguishing characteristic was the speed in which they performed their actions. The one who looked rushed always scored lower. An appearance of confidence in part comes from an appearance of control.

7. They ask great questions--This has been written about by me and many others. The data confirms that the higher-performing sales representatives ask more questions--often more than twice as many--and their questions are more focused on implications than on data. Put another way, they ask questions about what something means rather than just what it is.

8. They are impeccable in following up--Just like preparedness, this quality seems so simple but is often overlooked by poor performers. The best cover the details. One more note: Great sales people score over the 50 percent mark on every one of these traits. That means that they are not super-high in one area and failures in the other areas. They are above the halfway mark on everything. That's their foundation. Then they knock the ball out of the park in their areas of personal strength. 

Gregg Towsley 
Search Engine Marketing Specialist
tel: (310) 909 8835
cell: (617) 903-0974 
visit us online at www.wsiqualitysolutions.com

Share a quick review! Click Here! 

List of the Best Marketing and Social Media Podcasts From Gregg Towsley

I found this list from Brian Schwartz and he did a great job of putting together a list of the best marketing and social media podcasts. There are some great comments on the Marketing Over Coffee LinkedIn group. We also have this posted on Grow Plumbing.
Did I miss any you think should be added to the list?

Gregg Towsley

List your favorite podcast below in the comments.

We want to add to the list of the best marketing and social media podcasts.

December 13, 2013

New LinkedIn Groups - What You Need To Know

LinkedIn Groups FINALLY Get A New Look!

Enjoy the below article from http://www.steamfeed.com/linkedin-groups-finally-get-new-look/  SteamFeed  They have done a great job breaking out the new features of the new LinkedIn groups. Comment below if you have any questions or you can get a free consultation from me on Google Helpouts LinkedIn Expert

LinkedIn announced its new look today in its blog: blog.LinkedIn.com. 

You will notice the new Group Pages look very similar to LinkedIn Company and University Pages. And it’s about time! The look itself is much more visually appealing – more newsletter-like than the previous Group UI (user interface).  With over 2 million LinkedIn Groups created, these new communities (notice LinkedIn uses the same word as Google+ now) will hopefully invigorate LinkedIn members group activity.
New Header (“Hero Image”)
The thing that really stands out with the new groups of course is the new header. If you have your own group simply click on Manage / Group Information and then add your new 646 x 200 pixel hero image. Everything else is pretty much the same

Easier to Read Conversations

The embedded conversations are easier to read and look much more like comments and responses you would find on any social media site in the world
Promotions, Jobs and Search Tab
The Promotions tab remains the same, as does the Jobs tab.
The search tab looks a little easier allowing you to search for:
  • Latest Activity
  • All Discussions
  • All Polls
  • Discussions You’ve Started
  • Discussions You’ve Joined
  • Discussions You’re Following
And then for managers – the ability to set Manager’s Choice Order and the ability to check Pending Submissions
Members Tab (Member Search)
At first I was little concerned that the Members tab was gone – but if you click on the members link on the top right side of the new page it takes you to the same member search. And it looks like you can still send a message or invite non-first level connections to connect.

“More” (Information) Tab

It appears they might have gotten rid of statistics as the “more “tab is gone. But have no fear – if you click on the little “I” link on the top right hand side of your group page, you can get all kinds of information about when the group was created, how many members there are, who the owner is, as well as the group profile, the group rules, and groups statistics.


This is also where you will go to change your settings! One of the things I like is that you can now easily leave the group just by clicking on the “Member” button (as opposed to the member link which takes you to the member search.)
According to LinkedIn’s blog:
LinkedIn Groups, one of our most popular products on LinkedIn, is getting a major redesign with a beautiful new look and feel. There have been over 2 million groups created around almost every topic Imaginable.. These communities have become places where our members are exchanging and sharing their experiences, business knowledge, interesting ideas with other like-minded professionals daily…. As part of our ongoing efforts to make LinkedIn easier and simpler to use, we brought a new streamlined look that will give group managers and group members the ability to customize and visually differentiate their conversation space

Coming Soon To A LinkedIn Account Near You (If You Speak English)

LinkedIn has rolled out the new groups look too it’s English-speaking members and will roll out to the rest of its membership “soon”
So if you’re in the US or in an English-speaking country jump on over to your groups today and check them out :-) I think you like the new look. I do. Please let me know your opinion in discussions below
This article “LinkedIn Groups FINALLY Get A New Look!” first appeared on LinkedIntoBusiness
More Great Internet Marketing Articles on WSI and Grow Plumbing.

December 05, 2013

Fwd: Gregg, New feature for your Group

Learn more about Top Contributors in Groups
Top Contributors
in Groups
Find out more
Group contribution level – Keep it up!
What does this mean for people managing a group?
Get better engagement as members are recognized for quality comments and discussions
See top contributors automatically featured on the right side of the page
Track your contribution level, like any other group member
Have questions? Learn more.
Your tip for the day
Your tip for the day
Have you checked your group management page lately? You could have
valuable content and members waiting to be approved. Go to your page.
If you need assistance or have questions, please contact LinkedIn Customer Service.
This is an occasional email to help you get the most out of LinkedIn. Unsubscribe.
This email was intended for Gregg Towsley (SEO Consultant & Internet Marketing Professional - Owner at WSI - Search Engine Marketing & Internet Advertising). Learn why we include this.

© 2013, LinkedIn Corporation. All rights reserved. LinkedIn Corp. 2027 Stierlin Court, Mountain View CA 94043

October 31, 2013

Advanced LinkedIn Strategies

Five LinkedIn Strategies You Haven't Thought Of Before

Image courtesy of LinkedIn
Last week a client asked if I could stay for a bit after our weekly meeting so he could thank me, not for a PR project, but to show me how he’d used a tactic I’d shown him on LinkedIn to put himself well on the track of securing a much more aggressive marketing budget next year. Wow!
First, a little about how people are typically using LinkedIn. We recently shared an infographic on the most popular ways people are currently using LinkedIn in our agency newsletter, Snappington Post. You can subscribe to the newsletter here. I’ve included that infographic below, which was the product of LinkedIn Trainer/Expert Wayne Breitbarth of Power+Formula. Wayne also offers ongoing LinkedIn Tips through his blog and newsletter that you can subscribe to here.
In quick summary, the overwhelming majority of current LinkedIn users (84.4 percent) are using LinkedIn’s free account. Only 15.1 percent pay for premium service. Groups are an increasingly important feature of LinkedIn, paid or free: 35.5 percent of users are in 1-9 groups.
The most used features people currently use and value are, as follows:
  • Who has viewed your profile (70.6 percent)
  • People you may know (65.2 percent)
  • Groups (60.6 percent)
  • Direct messaging (48.7 percent)
LinkedIn has been most helpful in 2013 for enabling people to
  • Research people and companies (75.8 percent)
  • Reconnect with past business associates/colleagues (70.6 percent)
  • Build new relationships with people who may influence potential customers (45 percent)
  • Increase face-to-face networking effectiveness (41.2 percent)
Consumate tech editor Scott Mace (Image courtesy of WiredMuse.com)
I use the Premium version of LinkedIn. But not everyone is thrilled with the service. Friend and fellow reporter Scott Mace, Senior Editor forHealthLeaders Media, shared the following feedbacks in response to our agency’s post:
“My experiences are based on being a premium ‘Business’ user for more than a year. The tag function doesn’t work very well. You can only search on a single tag at a time, which makes it far less useful than being able to filter on matches of more than one tag. Tags aren’t incorporated into Advanced People Search at all. The RSS feed LinkedIn produced of your activity was a firehose with no options for filtering that either. The ‘Executive’ membership level which costs $75 a month doesn’t fix these shortcomings.
Now LinkedIn sends emails every day saying things like so-and-so has a new job, so congratulate them. But it’s all about visiting the site so they can push more ads in front of you. The ‘influencers’ emails they now send out are like so much spam in my mailbox.
In short, LinkedIn doesn’t let the user do any kind of serious data mining or query on their own social network and is becoming more of a distraction with useless email updates, and having the premium levels of membership doesn’t solve the problems. Considering how much time I invest in building my LinkedIn network, and how much wealth that is generating for the company, I should be getting a better return.”
I don’t disagree with any of Mace’s points. However, I have personally found LinkedIn’s best uses lie in the creative strategies practitioners have devised on their own, thus my recent favorite five tactics, to wit:
1. Scoping the Competition
This is the strategy my client accomplished last week. He had asked me the week prior, as he prepared for annual budget planning, if there was any way of assessing just how large his competitor’s marketing team and budget might be?
I opened LinkedIn and ran a search on the company’s name and any job titles that contained marketing or communications. Voila—the search produced an immediate list. As he began to peruse their titles, I suggested he temporarily change his privacy restrictions to make his views and searches anonymous. Within a few minutes of searching we were able to see how many results appeared for people currently employed in the company’s entire base and of those, how many are working in marketing. While not every employee is registered on LinkedIn, surely, he’d arrived at a reasonably close estimate of the percentage of the company’s employees who are working in marketing, which would equate at least somewhat to the level of the company’s percentage of revenue devoted to marketing efforts as well.
As may be expected, a search of employees both past and present was also helpful in illustrating a fairly significant level of churn. How long do employees typically stay at the company in question? With a bit more calculation, now we know. Some of the former marketing employees had gone into private consulting practices. Extra helpful. Subject to the confidentiality aspects of their prior employment, of course, the client knows which consultants might be especially beneficial in helping him scope out his own future competitive plans.
But my clever client showed me how he’d taken the results a step further: he’d created a simple Word document that outlined the competitive company’s full department, by job title. Next to it, he placed a column to illustrate the corresponding people and roles in his own team. The result was a picture worth more than a few thousand words. The difference was profound. He was able to inform his management team that he recognized it would not be possible to fill the resource chasm in the space of a year, but would strongly suggest the addition of four strategic new hires, and flipped his screen to show the comparison with the addition of the four new positions, in blue. He’d made his case with a single image, and indications are strong that his proposal will be entirely approved. A smart strategy.
2.  Job scoping/background checks
Yes, we fairly well all use LinkedIn to accomplish background checks, but consider the call I recently received from a regional tech company. It wasn’t a recruiter, but an internal executive who phoned.
“I need to make a PR hire that will really ‘wow’ our senior executives,” she said. “Of the resumes that have crossed my desk, I know that three of these individuals have prior connections to you. I’d like to hear your unvarnished reactions to each.”

Bear in mind that I knew nothing of the position she had opened prior to the call and that I hadn’t been listed as a reference for any of three prospects. In fact I’d never even worked at the same company as one of the three.  I gave her my feedbacks. In one of the cases, the individual had been a prior employee who had departed impulsively and badly. I might have shared that information, but I never got that far. As she heard a bit about the juvenile choices the individual had made here and there—the things a young employee thinks the boss doesn’t hear about or won’t matter—she replied, “Say no more. I wouldn’t touch this employee with a 100-foot pole. He won’t be getting a call.”
In a word: LinkedIn.
3. Advanced People Finder
LinkedIn is increasingly becoming an advanced database for finding people who are difficult to locate. (Facebook is increasingly serving this purpose as well.) There are myriad examples emerging, but I’ll mention just two.
A friend who works for a legal office is managing the affairs of a deceased client who presumably died without heirs. Using only LinkedIn and Facebook she has uncovered the track to at least four living heirs so far—maybe more. Imagine the implications.
In the second example, my young daughter, a student in a secondary education program, came home distraught one evening after a troubling confrontation with one of her instructors.
“She said she was going to report me to the Dean of Student Affairs!” I had no idea the full extent of the situation, but my daughter begged me to not be an interfering parent or to be causing a scene.
Within minutes I had determined the job history and length of experience of the instructor in question. And I was also able to locate by job title, guess who? The Dean of Student Affairs, who received a discreet message of concern from me via LinkedIn InMail. He responded. There was more to the story, of course, but without a formal meeting—in fact I have still never met the dean nor the instructor to this day—he was able to look into the situation and to bring about an appropriate response. Issue resolved.
4. A Sales Reinforcement
This is a Ken Krogue, InsideSales.com strategy. (Ken is a fellow Forbes Contributor, and as disclosure, his company is a client of our agency as well.) Instinctively I’ve used it as well, but in seeing how well he’s employed the strategy I’ve now declared the method immortalized.
Upon meeting or conversing with any new business associate or contact, or even being referred to a beneficial resource or contact, I immediately follow up with an invitation to connect on LinkedIn.
As Krogue tells it, a sales cycle will typically, statistically, require a total of six contacts before a prospect is ready to tip over the edge. Creating the LinkedIn contact (as well as an immediate email follow up message to a first conversation), will instantly move the number of contacts from a first meeting from one interaction to three. Halfway to goal. Brilliant.
5. Extra Clever Uses for LinkedIn Polls  
I have not yet made expert use of LinkedIn Polls, but the strategy bears mention in that it’s a particularly brilliant use of LinkedIn. With credit toCorey Eridon of HubSpot, you can use LinkedIn polls to
  1. Obtain quick opinion results for column and blog fodder. Dry for blog or column topics? No more. An original data tidbit in response to a salient question is invaluable news and interesting content.
  2. Obtain product and service feedback. As you consider new product features or ideas, how will the market respond? Ask the question to your group or followers on LinkedIn and you’ll save yourself immense resources (and perhaps will hear some interesting new ideas as well).
  3. Conduct immediate market research. There are great data providers available, but perhaps they’re not addressing precisely the information you need. The response to a targeted question could be a wonderful enhancement to provide you with just what you need, on the fly.
  4. Tweet poll results to generate additional group followers.  By extending the results of an interesting poll to Twitter, to Facebook, and to other arenas in addition to your current LinkedIn group you can readily interest additional people—the right people—to join.
  5. Use polls to generate offers.  You know you need to provide an offer to generate leads, but you don’t know what will interest your prospects? Run a poll. Let the community tell you what ebooks, whitepapers, crowdfunding awards, etc., will interest them and the topics they’d like you to cover.
Have I convinced you yet? Whether you love LinkedIn’s newest offerings or you’re still on the fence, think about the LinkedIn resource like a great children’s toy—the foundation is there, but 90 percent of the “play” is in the child, or in this case, in the community participant. It will likely be the clever side uses you identify for the foundational resource that will benefit you, the savvy LinkedIn user, the most. And with thanks to Wayne Breitbarth of Power+Formula, here’s his LinkedIn infographic below:
Linkedin Infographic