HEX

File: D:/hMailServer/Data/sarahharvey.com/sue/14/{14A75F46-67E9-40F3-A86B-FB1A28BC3B9D}.eml
Date: Tue, 4 Aug 2026 06:00:54 +0000 (UTC)
From: Tom Mallens via LinkedIn <newsletters-noreply@linkedin.com>
Message-ID: <1826623796.1891777.1785823254240@ltx1-app33943.prod.linkedin.com>
Subject: From Carphone Warehouse to Tech Sales: 7 Lessons for Winning More
 SaaS Sales
MIME-Version: 1.0
Content-Type: multipart/alternative; 
	boundary="----=_Part_1891775_1959110564.1785823254237"
To: Sue Home <sue@sarahharvey.com>
Require-Recipient-Valid-Since: sue@sarahharvey.com; Wed, 31 Dec 1969 23:59:59 +0000

------=_Part_1891775_1959110564.1785823254237
Content-Type: text/plain;charset=UTF-8
Content-Transfer-Encoding: quoted-printable
Content-ID: text-body

Renegade Salesman

By Tom Mallens


By Tom Mallens

   =20
   =20
    Read this article on LinkedIn to join the conversation
Read on LinkedIn
https://www.linkedin.com/comm/pulse/from-carphone-warehouse-tech-sales-7-le=
ssons-winning-more-tom-mallens-jwvqe?lipi=3Durn%3Ali%3Apage%3Aemail_email_s=
eries_follow_newsletter_02%3BJ6Tljw6KQn6aw6SPWi9NbA%3D%3D&midToken=3DAQFAbK=
IssAVDrw&midSig=3D0LWyLmUC-8aco1&trk=3Deml-email_series_follow_newsletter_0=
2-null-0-read_more_banner_cta_&trkEmail=3Deml-email_series_follow_newslette=
r_02-null-0-read_more_banner_cta_-null-wis8f~mse91zlc~z2-null-null&eid=3Dwi=
s8f-mse91zlc-z2
 =20
If you don't have a closing plan, you might have a nice conversation, but y=
ou'll probably walk away with nothing to show for it... This week, I interv=
iewed tech sales leader Manny Costin to find out what separates the best fr=
om the rest in SaaS sales. Manny Costin is country manager at Kate One, a h=
ospitality tech company that helps multi-site restaurants deliver tabletop =
ordering, self-service kiosks and better guest experiences. Expect to learn=
 how to structure a closing plan, how to avoid deals stalling midway, what =
he learned by starting out selling mobile phones at Carphone Warehouse and =
much more. You can check out the full interview on YouTube or look through =
the key lessons below... 1. Great sales starts with understanding the custo=
mer experience Manny believes too many salespeople focus on selling the pro=
duct instead of the experience it creates. If you want people to buy, you h=
ave to help prospects visualise how life will be better for them when they =
start using your solution. 2. Always consider the end user=E2=80=94not just=
 the buyer Manny encourages salespeople to think about who the end user is =
and how the solution impacts them. The stronger your understanding of the e=
nd user's world, the easier it becomes to build a compelling business case =
for the decision-maker. 3. Trust is built before you ask for the sale As co=
untry manager of a successful tech company, Manny gets pitched by salespeop=
le all the time. He said the best ones "take the time to actually know me" =
without pressure. So slow down before you speed up. Ask thoughtful question=
s, build credibility and earn the right to recommend a solution. 4. People =
don't buy from people they don't trust Manny compared poor B2B selling to u=
nsolicited doorstep sales. His point was simple: "If I don't know you... I =
don't trust you." Don't assume buyers are ready to make a decision because =
you've shown up. Give them the information, confidence and reassurance they=
 need to move forward in their own time. 5. Persistence matters=E2=80=94but=
 desperation doesn't Manny shares an example of a company that emailed him =
almost every day. But he stresses the difference between persistence and pr=
essure. Stay visible without becoming a nuisance. Consistent, respectful fo=
llow-up builds relationships, while relentlessly chasing a decision usually=
 damages them. 6. Long-term relationships beat short-term wins Although he =
acknowledged some aggressive tactics occasionally produce results, Manny wa=
s clear about his own philosophy: "I like to build long-term relationships =
and work differently." Focus on becoming someone buyers want to work with o=
ver the long term, rather than someone who simply manages to win the next o=
rder. 7. Sales and customer experience should work together Having worked i=
n both sales and customer experience - and as a product owner - Manny sees =
every sale as the beginning of the customer journey, not the end. A product=
 only succeeds if customers genuinely use and value it. The best salespeopl=
e don't just close deals. They think about adoption, customer outcomes and =
long-term success because that's what creates loyal customers and repeat bu=
siness. Your friend in sales and marketing, Tom How to Win 5 Hot B2B Sales =
Leads Every Week on Linkedin If you want a boatload more battle-tested insi=
ghts, tips and strategies to make yourself a more effective salesperson, yo=
u might want to come to my next webinar. It's a Linkedin lead generation ma=
sterclass on Thursday 6th August. You can sign up here.
Keep reading on LinkedIn
https://www.linkedin.com/comm/pulse/from-carphone-warehouse-tech-sales-7-le=
ssons-winning-more-tom-mallens-jwvqe?lipi=3Durn%3Ali%3Apage%3Aemail_email_s=
eries_follow_newsletter_02%3BJ6Tljw6KQn6aw6SPWi9NbA%3D%3D&midToken=3DAQFAbK=
IssAVDrw&midSig=3D0LWyLmUC-8aco1&trk=3Deml-email_series_follow_newsletter_0=
2-newsletter_content_preview_text-0-readmore_button_&trkEmail=3Deml-email_s=
eries_follow_newsletter_02-newsletter_content_preview_text-0-readmore_butto=
n_-null-wis8f~mse91zlc~z2-null-null&eid=3Dwis8f-mse91zlc-z2
 =20
     =20

----------------------------------------

This email was intended for Sue Home (Director at Sarah Harvey limited)
Learn why we included this: https://www.linkedin.com/help/linkedin/answer/4=
788?lang=3Den&lipi=3Durn%3Ali%3Apage%3Aemail_email_series_follow_newsletter=
_02%3BJ6Tljw6KQn6aw6SPWi9NbA%3D%3D&midToken=3DAQFAbKIssAVDrw&midSig=3D0LWyL=
mUC-8aco1&trk=3Deml-email_series_follow_newsletter_02-SecurityHelp-0-textfo=
oterglimmer&trkEmail=3Deml-email_series_follow_newsletter_02-SecurityHelp-0=
-textfooterglimmer-null-wis8f~mse91zlc~z2-null-null&eid=3Dwis8f-mse91zlc-z2
You are receiving LinkedIn notification emails. Others can see that you are=
 a subscriber.


Unsubscribe: https://www.linkedin.com/series-notifications/?action=3Dunsubs=
cribe&memberToken=3DADoAAANBf28BWvDYKEd2IF1azF7BT6gsUOA-C5U&newsletterId=3D=
7037353198113685504&newsletterTitle=3DRenegade Salesman&lipi=3Durn%3Ali%3Ap=
age%3Aemail_email_series_follow_newsletter_02%3BJ6Tljw6KQn6aw6SPWi9NbA%3D%3=
D&midToken=3DAQFAbKIssAVDrw&midSig=3D0LWyLmUC-8aco1&ek=3Demail_series_follo=
w_newsletter_02&e=3Dwis8f-mse91zlc-z2&eid=3Dwis8f-mse91zlc-z2&m=3Dunsubscri=
be&ts=3DfooterGlimmer&li=3D0&t=3Dplh  =C2=A0=C2=A0=C2=B7=C2=A0=C2=A0Help: h=
ttps://www.linkedin.com/help/linkedin/answer/67?lang=3Den&lipi=3Durn%3Ali%3=
Apage%3Aemail_email_series_follow_newsletter_02%3BJ6Tljw6KQn6aw6SPWi9NbA%3D=
%3D&midToken=3DAQFAbKIssAVDrw&midSig=3D0LWyLmUC-8aco1&trk=3Deml-email_serie=
s_follow_newsletter_02-help-0-textfooterglimmer&trkEmail=3Deml-email_series=
_follow_newsletter_02-help-0-textfooterglimmer-null-wis8f~mse91zlc~z2-null-=
null&eid=3Dwis8f-mse91zlc-z2

=C2=A9 2026 LinkedIn Corporation, 1zwnj000 West Maude Avenue, Sunnyvale, CA=
 94085.
LinkedIn and the LinkedIn logo are registered trademarks of LinkedIn.
------=_Part_1891775_1959110564.1785823254237
Content-Type: text/html;charset=UTF-8
Content-Transfer-Encoding: quoted-printable
Content-ID: html-body

<html xmlns=3D"http://www.w3.org/1999/xhtml" lang=3D"en" xml:lang=3D"en"> <=
head> <meta http-equiv=3D"Content-Type" content=3D"text/html;charset=3Dutf-=
8"> <meta name=3D"HandheldFriendly" content=3D"true"> <meta name=3D"viewpor=
t" content=3D"width=3Ddevice-width; initial-scale=3D0.666667; user-scalable=
=3D0"> <meta name=3D"viewport" content=3D"width=3Ddevice-width"> <title></t=
itle> <style>
              @media (max-width: 512px) { .mercado-container { width: 100% =
!important; } }
            </style> <style>
            @media (max-width: 480px) { .inline-button, .inline-button tabl=
e { display: none !important; }
            .full-width-button, .full-width-button table { display: table !=
important; } } @media (max-width: 320px) {
            .games-notification-badge { display: none !important; } }
          </style> <style>body {font-family: -apple-system, system-ui, Blin=
kMacSystemFont, 'Segoe UI', Roboto, 'Helvetica Neue',
            'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid S=
ans', 'Apple Color Emoji', 'Segoe UI Emoji',
            'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica=
, Arial, sans-serif;}</style> <!--[if mso]><style type=3D"text/css"> </styl=
e><![endif]--> <!--[if IE]><style type=3D"text/css"> </style><![endif]--> <=
/head> <body dir=3D"ltr" class=3D"font-sans bg-color-background-canvas w-fu=
ll m-0 p-0 pt-1" style=3D"-webkit-text-size-adjust: 100%; -ms-text-size-adj=
ust: 100%; margin: 0px; width: 100%; background-color: #f3f2f0; padding: 0p=
x; padding-top: 8px; font-family: -apple-system, system-ui, BlinkMacSystemF=
ont, 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Ox=
ygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji',=
 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sa=
ns-serif;"> <div class=3D"h-0 opacity-0 text-transparent invisible overflow=
-hidden w-0 max-h-[0]" style=3D"visibility: hidden; height: 0px; max-height=
: 0; width: 0px; overflow: hidden; opacity: 0; mso-hide: all;" data-email-p=
reheader=3D"true">If you don&#39;t have a closing plan, you might have a ni=
ce conversation, but=E2=80=A6</div> <div class=3D"h-0 opacity-0 text-transp=
arent invisible overflow-hidden w-0 max-h-[0]" style=3D"visibility: hidden;=
 height: 0px; max-height: 0; width: 0px; overflow: hidden; opacity: 0; mso-=
hide: all;"> =CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=
=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0 =CD=8F=C2=A0=
=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=
=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0 =CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=
=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=
=C2=A0 =CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=
=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0 =CD=8F=C2=A0=CD=8F=
=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=
=A0=CD=8F=C2=A0=CD=8F=C2=A0 =CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=
=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=
 =CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=
=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0 =CD=8F=C2=A0=CD=8F=C2=A0=
=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=
=8F=C2=A0=CD=8F=C2=A0 =CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=
=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0 =CD=
=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=
=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0 =CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=
=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=
=A0=CD=8F=C2=A0 =CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=
=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0 =CD=8F=C2=
=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=
=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0 =CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=
=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=
=8F=C2=A0 =CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=
=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0 =CD=8F=C2=A0=CD=
=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=
=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0 </div> <table role=3D"presentation" valign=
=3D"top" border=3D"0" cellspacing=3D"0" cellpadding=3D"0" width=3D"512" ali=
gn=3D"center" class=3D"mercado-container w-[512px] max-w-[512px] mx-auto my=
-0 p-0 " style=3D"-webkit-text-size-adjust: 100%; -ms-text-size-adjust: 100=
%; mso-table-lspace: 0pt; mso-table-rspace: 0pt; margin-left: auto; margin-=
right: auto; margin-top: 0px; margin-bottom: 0px; width: 512px; max-width: =
512px; padding: 0px;"> <tbody> <tr> <td style=3D"-webkit-text-size-adjust: =
100%; -ms-text-size-adjust: 100%; mso-table-lspace: 0pt; mso-table-rspace: =
0pt;"> <table role=3D"presentation" valign=3D"top" border=3D"0" cellspacing=
=3D"0" cellpadding=3D"0" width=3D"100%" class=3D"bg-color-background-contai=
ner " style=3D"-webkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%; =
mso-table-lspace: 0pt; mso-table-rspace: 0pt; background-color: #ffffff;"> =
<tbody> <tr> <td class=3D"text-center p-3" style=3D"-webkit-text-size-adjus=
t: 100%; -ms-text-size-adjust: 100%; mso-table-lspace: 0pt; mso-table-rspac=
e: 0pt; padding: 24px; text-align: center;"> <table role=3D"presentation" v=
align=3D"top" border=3D"0" cellspacing=3D"0" cellpadding=3D"0" width=3D"100=
%" class=3D"min-w-full" style=3D"-webkit-text-size-adjust: 100%; -ms-text-s=
ize-adjust: 100%; mso-table-lspace: 0pt; mso-table-rspace: 0pt; min-width: =
100%;"> <tbody> <tr> <td align=3D"left" valign=3D"middle" style=3D"-webkit-=
text-size-adjust: 100%; -ms-text-size-adjust: 100%; mso-table-lspace: 0pt; =
mso-table-rspace: 0pt;"> <a href=3D"https://www.linkedin.com/comm/feed/?lip=
i=3Durn%3Ali%3Apage%3Aemail_email_series_follow_newsletter_02%3BJ6Tljw6KQn6=
aw6SPWi9NbA%3D%3D&amp;midToken=3DAQFAbKIssAVDrw&amp;midSig=3D0LWyLmUC-8aco1=
&amp;trk=3Deml-email_series_follow_newsletter_02-header-0-home_glimmer_stat=
ic_badging_with_count&amp;trkEmail=3Deml-email_series_follow_newsletter_02-=
header-0-home_glimmer_static_badging_with_count-null-wis8f~mse91zlc~z2-null=
-null&amp;eid=3Dwis8f-mse91zlc-z2" target=3D"_blank" class=3D"w-[84px]" sty=
le=3D"color: #0a66c2; cursor: pointer; display: inline-block; text-decorati=
on: none; -webkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%; width=
: 84px;"> <img class=3D"h-[37px] w-[101px]" alt=3D"LinkedIn" src=3D"https:/=
/static.licdn.com/aero-v1/sc/h/2fp5x7ci191mxbdy1eynscn59" data-test-header-=
static-badging-img style=3D"outline: none; text-decoration: none; -ms-inter=
polation-mode: bicubic; height: 37px; width: 101px;" width=3D"101" height=
=3D"37"> </a> </td> <td valign=3D"middle" align=3D"right" style=3D"-webkit-=
text-size-adjust: 100%; -ms-text-size-adjust: 100%; mso-table-lspace: 0pt; =
mso-table-rspace: 0pt;"> <table role=3D"presentation" valign=3D"top" border=
=3D"0" cellspacing=3D"0" cellpadding=3D"0" width=3D"auto" data-test-header-=
notification-badges style=3D"-webkit-text-size-adjust: 100%; -ms-text-size-=
adjust: 100%; mso-table-lspace: 0pt; mso-table-rspace: 0pt;"> <tbody> <tr> =
<td align=3D"right" valign=3D"middle" class=3D"px-0.5" style=3D"-webkit-tex=
t-size-adjust: 100%; -ms-text-size-adjust: 100%; mso-table-lspace: 0pt; mso=
-table-rspace: 0pt; padding-left: 4px; padding-right: 4px;"> <a href=3D"htt=
ps://www.linkedin.com/comm/messaging/?lipi=3Durn%3Ali%3Apage%3Aemail_email_=
series_follow_newsletter_02%3BJ6Tljw6KQn6aw6SPWi9NbA%3D%3D&amp;midToken=3DA=
QFAbKIssAVDrw&amp;midSig=3D0LWyLmUC-8aco1&amp;trk=3Deml-email_series_follow=
_newsletter_02-header-0-messaging_glimmer&amp;trkEmail=3Deml-email_series_f=
ollow_newsletter_02-header-0-messaging_glimmer-null-wis8f~mse91zlc~z2-null-=
null&amp;eid=3Dwis8f-mse91zlc-z2" target=3D"_blank" class=3D"h-[25px]" styl=
e=3D"color: #0a66c2; cursor: pointer; display: inline-block; text-decoratio=
n: none; -webkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%; height=
: 25px;"> <img alt=3D"Messaging icon" src=3D"https://static.licdn.com/aero-=
v1/sc/h/f4yjzme2m7l6n2un09gdk93xx" class=3D"h-[25px]" style=3D"outline: non=
e; text-decoration: none; -ms-interpolation-mode: bicubic; height: 25px;" h=
eight=3D"25"> </a> </td> <td align=3D"right" valign=3D"middle" class=3D"px-=
0.5" style=3D"-webkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%; m=
so-table-lspace: 0pt; mso-table-rspace: 0pt; padding-left: 4px; padding-rig=
ht: 4px;"> <a href=3D"https://www.linkedin.com/comm/mynetwork/?lipi=3Durn%3=
Ali%3Apage%3Aemail_email_series_follow_newsletter_02%3BJ6Tljw6KQn6aw6SPWi9N=
bA%3D%3D&amp;midToken=3DAQFAbKIssAVDrw&amp;midSig=3D0LWyLmUC-8aco1&amp;trk=
=3Deml-email_series_follow_newsletter_02-header-0-my_network_glimmer&amp;tr=
kEmail=3Deml-email_series_follow_newsletter_02-header-0-my_network_glimmer-=
null-wis8f~mse91zlc~z2-null-null&amp;eid=3Dwis8f-mse91zlc-z2" target=3D"_bl=
ank" class=3D"h-[25px]" style=3D"color: #0a66c2; cursor: pointer; display: =
inline-block; text-decoration: none; -webkit-text-size-adjust: 100%; -ms-te=
xt-size-adjust: 100%; height: 25px;"> <img alt=3D"Mynetwork icon" src=3D"ht=
tps://static.licdn.com/aero-v1/sc/h/ezkg8oc3likpha1o0xiknu9cw" class=3D"h-[=
25px]" style=3D"outline: none; text-decoration: none; -ms-interpolation-mod=
e: bicubic; height: 25px;" height=3D"25"> </a> </td> <td align=3D"right" va=
lign=3D"middle" class=3D"px-0.5" style=3D"-webkit-text-size-adjust: 100%; -=
ms-text-size-adjust: 100%; mso-table-lspace: 0pt; mso-table-rspace: 0pt; pa=
dding-left: 4px; padding-right: 4px;"> <a href=3D"https://www.linkedin.com/=
comm/notifications/?lipi=3Durn%3Ali%3Apage%3Aemail_email_series_follow_news=
letter_02%3BJ6Tljw6KQn6aw6SPWi9NbA%3D%3D&amp;midToken=3DAQFAbKIssAVDrw&amp;=
midSig=3D0LWyLmUC-8aco1&amp;trk=3Deml-email_series_follow_newsletter_02-hea=
der-0-notifications_glimmer&amp;trkEmail=3Deml-email_series_follow_newslett=
er_02-header-0-notifications_glimmer-null-wis8f~mse91zlc~z2-null-null&amp;e=
id=3Dwis8f-mse91zlc-z2" target=3D"_blank" class=3D"h-[25px]" style=3D"color=
: #0a66c2; cursor: pointer; display: inline-block; text-decoration: none; -=
webkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%; height: 25px;"> =
<img alt=3D"Notifications icon" src=3D"https://static.licdn.com/aero-v1/sc/=
h/eh1e9j5bszh6p379hn269p3ps" class=3D"h-[25px]" style=3D"outline: none; tex=
t-decoration: none; -ms-interpolation-mode: bicubic; height: 25px;" height=
=3D"25"> </a> </td> </tr> </tbody> </table> </td> </tr> </tbody> </table> <=
/td> </tr> <tr> <td class=3D"px-0 pb-3" style=3D"-webkit-text-size-adjust: =
100%; -ms-text-size-adjust: 100%; mso-table-lspace: 0pt; mso-table-rspace: =
0pt; padding-left: 0px; padding-right: 0px; padding-bottom: 24px;"> <div> <=
table role=3D"presentation" valign=3D"top" border=3D"0" cellspacing=3D"0" c=
ellpadding=3D"0" width=3D"100%" style=3D"-webkit-text-size-adjust: 100%; -m=
s-text-size-adjust: 100%; mso-table-lspace: 0pt; mso-table-rspace: 0pt;"> <=
tbody> <tr> <td data-test-id=3D"newsletter-entity-lockup" class=3D"px-3 pt-=
1" style=3D"-webkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%; mso=
-table-lspace: 0pt; mso-table-rspace: 0pt; padding-left: 24px; padding-righ=
t: 24px; padding-top: 8px;"> <table role=3D"presentation" valign=3D"top" bo=
rder=3D"0" cellspacing=3D"0" cellpadding=3D"0" width=3D"100%" class=3D"font=
-sans" style=3D"-webkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%;=
 mso-table-lspace: 0pt; mso-table-rspace: 0pt; font-family: -apple-system, =
system-ui, BlinkMacSystemFont, 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira =
Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color=
 Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Gra=
nde', Helvetica, Arial, sans-serif;"> <tbody> <tr> <td valign=3D"top" class=
=3D"pr-1 w-6" style=3D"-webkit-text-size-adjust: 100%; -ms-text-size-adjust=
: 100%; mso-table-lspace: 0pt; mso-table-rspace: 0pt; width: 48px; padding-=
right: 8px;" width=3D"48"> <a href=3D"https://www.linkedin.com/comm/newslet=
ters/7037353198113685504?lipi=3Durn%3Ali%3Apage%3Aemail_email_series_follow=
_newsletter_02%3BJ6Tljw6KQn6aw6SPWi9NbA%3D%3D&amp;midToken=3DAQFAbKIssAVDrw=
&amp;midSig=3D0LWyLmUC-8aco1&amp;trk=3Deml-email_series_follow_newsletter_0=
2-newsletter_entity_lockup-0-newsletter_entity_cta&amp;trkEmail=3Deml-email=
_series_follow_newsletter_02-newsletter_entity_lockup-0-newsletter_entity_c=
ta-null-wis8f~mse91zlc~z2-null-null&amp;eid=3Dwis8f-mse91zlc-z2" target=3D"=
_blank" style=3D"color: #0a66c2; cursor: pointer; display: inline-block; te=
xt-decoration: none; -webkit-text-size-adjust: 100%; -ms-text-size-adjust: =
100%;"> <img class=3D"inline-block relative bg-color-entity-ghost-backgroun=
d w-6 h-6 rounded-md" src=3D"https://media.licdn.com/dms/image/v2/D4D12AQH_=
nQcR8zSWEw/series-logo_image-shrink_100_100/series-logo_image-shrink_100_10=
0/0/1730893121378?e=3D1787184000&amp;v=3Dbeta&amp;t=3Dr9l0ul3kA-wUUAjpFO5Wh=
NcNz3ztk5BBqBP4P0-0p_E" alt=3D"Open Renegade Salesman" style=3D"outline: no=
ne; text-decoration: none; -ms-interpolation-mode: bicubic; position: relat=
ive; display: inline-block; height: 48px; width: 48px; border-radius: 8px; =
background-color: #eae6df;" width=3D"48" height=3D"48"> </a> </td> <td vali=
gn=3D"top" style=3D"-webkit-text-size-adjust: 100%; -ms-text-size-adjust: 1=
00%; mso-table-lspace: 0pt; mso-table-rspace: 0pt;"> <table role=3D"present=
ation" valign=3D"top" border=3D"0" cellspacing=3D"0" cellpadding=3D"0" widt=
h=3D"100%" style=3D"-webkit-text-size-adjust: 100%; -ms-text-size-adjust: 1=
00%; mso-table-lspace: 0pt; mso-table-rspace: 0pt;"> <tbody> <tr> <td style=
=3D"-webkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%; mso-table-l=
space: 0pt; mso-table-rspace: 0pt;"> <a href=3D"https://www.linkedin.com/co=
mm/newsletters/7037353198113685504?lipi=3Durn%3Ali%3Apage%3Aemail_email_ser=
ies_follow_newsletter_02%3BJ6Tljw6KQn6aw6SPWi9NbA%3D%3D&amp;midToken=3DAQFA=
bKIssAVDrw&amp;midSig=3D0LWyLmUC-8aco1&amp;trk=3Deml-email_series_follow_ne=
wsletter_02-newsletter_entity_lockup-0-newsletter_entity_cta&amp;trkEmail=
=3Deml-email_series_follow_newsletter_02-newsletter_entity_lockup-0-newslet=
ter_entity_cta-null-wis8f~mse91zlc~z2-null-null&amp;eid=3Dwis8f-mse91zlc-z2=
" target=3D"_blank" class=3D"no-underline" style=3D"color: #0a66c2; cursor:=
 pointer; display: inline-block; text-decoration: none; -webkit-text-size-a=
djust: 100%; -ms-text-size-adjust: 100%; text-decoration-line: none;"> <div=
 class=3D"pb-0.5" style=3D"padding-bottom: 4px;"> <span class=3D"text-md fo=
nt-bold text-color-text break-words leading-regular" style=3D"overflow-wrap=
: break-word; font-size: 16px; font-weight: 600; line-height: 1.25; color: =
rgba(0, 0, 0, 0.9);"> Renegade Salesman </span> </div> </a> </td> </tr> <tr=
> <td style=3D"-webkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%; =
mso-table-lspace: 0pt; mso-table-rspace: 0pt;"> <a href=3D"https://www.link=
edin.com/comm/newsletters/7037353198113685504?lipi=3Durn%3Ali%3Apage%3Aemai=
l_email_series_follow_newsletter_02%3BJ6Tljw6KQn6aw6SPWi9NbA%3D%3D&amp;midT=
oken=3DAQFAbKIssAVDrw&amp;midSig=3D0LWyLmUC-8aco1&amp;trk=3Deml-email_serie=
s_follow_newsletter_02-newsletter_entity_lockup-0-newsletter_entity_cta&amp=
;trkEmail=3Deml-email_series_follow_newsletter_02-newsletter_entity_lockup-=
0-newsletter_entity_cta-null-wis8f~mse91zlc~z2-null-null&amp;eid=3Dwis8f-ms=
e91zlc-z2" target=3D"_blank" class=3D"no-underline" style=3D"color: #0a66c2=
; cursor: pointer; display: inline-block; text-decoration: none; -webkit-te=
xt-size-adjust: 100%; -ms-text-size-adjust: 100%; text-decoration-line: non=
e;"> <span class=3D"text-xs text-color-text-low-emphasis leading-regular" s=
tyle=3D"font-size: 12px; line-height: 1.25; color: rgba(0, 0, 0, 0.6);"> He=
lping B2B salespeople as much as double their revenue! </span> </a> </td> <=
/tr> </tbody> </table> </td> </tr> </tbody> </table> </td> </tr> <tr data-t=
est-id=3D"newsletter-content-preview"> <td class=3D"px-3 pt-2" style=3D"-we=
bkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%; mso-table-lspace: =
0pt; mso-table-rspace: 0pt; padding-left: 24px; padding-right: 24px; paddin=
g-top: 16px;"> <table role=3D"presentation" valign=3D"top" border=3D"0" cel=
lspacing=3D"0" cellpadding=3D"0" width=3D"100%" style=3D"-webkit-text-size-=
adjust: 100%; -ms-text-size-adjust: 100%; mso-table-lspace: 0pt; mso-table-=
rspace: 0pt;"> <tbody> <tr> <td class=3D"overflow-hidden " style=3D"-webkit=
-text-size-adjust: 100%; -ms-text-size-adjust: 100%; mso-table-lspace: 0pt;=
 mso-table-rspace: 0pt; overflow: hidden;"> <table role=3D"presentation" va=
lign=3D"top" border=3D"0" cellspacing=3D"0" cellpadding=3D"0" width=3D"100%=
" style=3D"-webkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%; mso-=
table-lspace: 0pt; mso-table-rspace: 0pt;"> <tbody> <tr> <td style=3D"-webk=
it-text-size-adjust: 100%; -ms-text-size-adjust: 100%; mso-table-lspace: 0p=
t; mso-table-rspace: 0pt;"> <a href=3D"https://www.linkedin.com/comm/pulse/=
from-carphone-warehouse-tech-sales-7-lessons-winning-more-tom-mallens-jwvqe=
?lipi=3Durn%3Ali%3Apage%3Aemail_email_series_follow_newsletter_02%3BJ6Tljw6=
KQn6aw6SPWi9NbA%3D%3D&amp;midToken=3DAQFAbKIssAVDrw&amp;midSig=3D0LWyLmUC-8=
aco1&amp;trk=3Deml-email_series_follow_newsletter_02-newsletter_content_pre=
view-0-headline_&amp;trkEmail=3Deml-email_series_follow_newsletter_02-newsl=
etter_content_preview-0-headline_-null-wis8f~mse91zlc~z2-null-null&amp;eid=
=3Dwis8f-mse91zlc-z2" target=3D"_blank" class=3D"w-full" style=3D"color: #0=
a66c2; cursor: pointer; display: inline-block; text-decoration: none; -webk=
it-text-size-adjust: 100%; -ms-text-size-adjust: 100%; width: 100%;"> <img =
class=3D"block w-full aspect-[744/400] object-cover overflow-hidden" data-t=
est-id=3D"newsletter-content-preview__cover-image" alt=3D"Newsletter cover =
image" src=3D"https://dms.licdn.com/playlist/vid/v2/D4E12AQHeiUQo8lFU8Q/thu=
mbnail-with-play-button-overlay-low/B4EZ_FCjLQH8CQ-/0/1785717213122?e=3D178=
7184000&amp;v=3Dbeta&amp;t=3DmIeEQwr_MSg6cUpCmoB23E6oN4OqJseR9hB9aUSBl5w" s=
tyle=3D"outline: none; text-decoration: none; -ms-interpolation-mode: bicub=
ic; display: block; aspect-ratio: 744/400; width: 100%; overflow: hidden; o=
bject-fit: cover;"> </a> </td> </tr> <tr> <td class=3D"py-2" style=3D"-webk=
it-text-size-adjust: 100%; -ms-text-size-adjust: 100%; mso-table-lspace: 0p=
t; mso-table-rspace: 0pt; padding-top: 16px; padding-bottom: 16px;"> <table=
 role=3D"presentation" valign=3D"top" border=3D"0" cellspacing=3D"0" cellpa=
dding=3D"0" width=3D"100%" style=3D"-webkit-text-size-adjust: 100%; -ms-tex=
t-size-adjust: 100%; mso-table-lspace: 0pt; mso-table-rspace: 0pt;"> <tbody=
> <tr> <td style=3D"-webkit-text-size-adjust: 100%; -ms-text-size-adjust: 1=
00%; mso-table-lspace: 0pt; mso-table-rspace: 0pt;"> <a href=3D"https://www=
.linkedin.com/comm/pulse/from-carphone-warehouse-tech-sales-7-lessons-winni=
ng-more-tom-mallens-jwvqe?lipi=3Durn%3Ali%3Apage%3Aemail_email_series_follo=
w_newsletter_02%3BJ6Tljw6KQn6aw6SPWi9NbA%3D%3D&amp;midToken=3DAQFAbKIssAVDr=
w&amp;midSig=3D0LWyLmUC-8aco1&amp;trk=3Deml-email_series_follow_newsletter_=
02-newsletter_content_preview-0-title_&amp;trkEmail=3Deml-email_series_foll=
ow_newsletter_02-newsletter_content_preview-0-title_-null-wis8f~mse91zlc~z2=
-null-null&amp;eid=3Dwis8f-mse91zlc-z2" target=3D"_blank" class=3D"no-under=
line font-medium text-sm m-0 text-system-gray-90" style=3D"cursor: pointer;=
 display: inline-block; text-decoration: none; -webkit-text-size-adjust: 10=
0%; -ms-text-size-adjust: 100%; margin: 0px; font-size: 14px; font-weight: =
500; color: #282828; text-decoration-line: none;"> <h2 class=3D"m-0 text-di=
splay-sm leading-regular text-color-text font-bold font-sans" style=3D"marg=
in: 0px; font-family: -apple-system, system-ui, BlinkMacSystemFont, 'Segoe =
UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', =
Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI E=
moji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; fo=
nt-size: 24px; font-weight: 600; line-height: 1.25; color: rgba(0, 0, 0, 0.=
9);"> From Carphone Warehouse to Tech Sales: 7 Lessons for Winning More Saa=
S Sales </h2> </a> </td> </tr> <tr> <td style=3D"-webkit-text-size-adjust: =
100%; -ms-text-size-adjust: 100%; mso-table-lspace: 0pt; mso-table-rspace: =
0pt;"> <table role=3D"presentation" valign=3D"top" border=3D"0" cellspacing=
=3D"0" cellpadding=3D"0" width=3D"100%" data-test-id=3D"newsletter-author-l=
ockup-redesign" class=3D"mt-1 mb-2" style=3D"-webkit-text-size-adjust: 100%=
; -ms-text-size-adjust: 100%; mso-table-lspace: 0pt; mso-table-rspace: 0pt;=
 margin-bottom: 16px; margin-top: 8px;"> <tbody> <tr> <td valign=3D"middle"=
 align=3D"left" class=3D"w-3" style=3D"-webkit-text-size-adjust: 100%; -ms-=
text-size-adjust: 100%; mso-table-lspace: 0pt; mso-table-rspace: 0pt; width=
: 24px;" width=3D"24"> <a href=3D"https://uk.linkedin.com/comm/in/tommallen=
s?lipi=3Durn%3Ali%3Apage%3Aemail_email_series_follow_newsletter_02%3BJ6Tljw=
6KQn6aw6SPWi9NbA%3D%3D&amp;midToken=3DAQFAbKIssAVDrw&amp;midSig=3D0LWyLmUC-=
8aco1&amp;trk=3Deml-email_series_follow_newsletter_02-newsletter_content_pr=
eview-0-author_&amp;trkEmail=3Deml-email_series_follow_newsletter_02-newsle=
tter_content_preview-0-author_-null-wis8f~mse91zlc~z2-null-null&amp;eid=3Dw=
is8f-mse91zlc-z2" target=3D"_blank" style=3D"color: #0a66c2; cursor: pointe=
r; display: inline-block; text-decoration: none; -webkit-text-size-adjust: =
100%; -ms-text-size-adjust: 100%;"> <img class=3D"inline-block relative bg-=
color-entity-ghost-background clip-path-circle-50 rounded-full w-4 h-4 alig=
n-middle" src=3D"https://media.licdn.com/dms/image/v2/D4E03AQFMw-RDfFHVIA/p=
rofile-displayphoto-scale_400_400/B4EZoFzPLZIoAk-/0/1761033909510?e=3D21474=
83647&amp;v=3Dbeta&amp;t=3Dtod38p950Bnq47rxr88kiv6oHDflHu6tR9zpWKf8KLE" alt=
=3D"Author image" style=3D"outline: none; text-decoration: none; -ms-interp=
olation-mode: bicubic; position: relative; display: inline-block; height: 3=
2px; width: 32px; border-radius: 9999px; background-color: #eae6df; vertica=
l-align: middle; clip-path: circle(50%);" width=3D"32" height=3D"32"> </a> =
</td> <td style=3D"-webkit-text-size-adjust: 100%; -ms-text-size-adjust: 10=
0%; mso-table-lspace: 0pt; mso-table-rspace: 0pt;"> <a href=3D"https://uk.l=
inkedin.com/comm/in/tommallens?lipi=3Durn%3Ali%3Apage%3Aemail_email_series_=
follow_newsletter_02%3BJ6Tljw6KQn6aw6SPWi9NbA%3D%3D&amp;midToken=3DAQFAbKIs=
sAVDrw&amp;midSig=3D0LWyLmUC-8aco1&amp;trk=3Deml-email_series_follow_newsle=
tter_02-newsletter_content_preview-0-author_&amp;trkEmail=3Deml-email_serie=
s_follow_newsletter_02-newsletter_content_preview-0-author_-null-wis8f~mse9=
1zlc~z2-null-null&amp;eid=3Dwis8f-mse91zlc-z2" target=3D"_blank" class=3D"n=
o-underline ml-1" style=3D"color: #0a66c2; cursor: pointer; display: inline=
-block; text-decoration: none; -webkit-text-size-adjust: 100%; -ms-text-siz=
e-adjust: 100%; margin-left: 8px; text-decoration-line: none;"> <span class=
=3D"font-sans font-bold text-sm mb-3 text-color-text-low-emphasis leading-r=
egular" style=3D"margin-bottom: 24px; font-family: -apple-system, system-ui=
, BlinkMacSystemFont, 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ub=
untu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', =
'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Hel=
vetica, Arial, sans-serif; font-size: 14px; font-weight: 600; line-height: =
1.25; color: rgba(0, 0, 0, 0.6);"> Tom Mallens </span> </a> </td> </tr> </t=
body> </table> </td> </tr> <tr> <td class=3D"pb-1" style=3D"-webkit-text-si=
ze-adjust: 100%; -ms-text-size-adjust: 100%; mso-table-lspace: 0pt; mso-tab=
le-rspace: 0pt; padding-bottom: 8px;"> <div class=3D"p-3 bg-color-surface-t=
int rounded-md font-sans" data-test-id=3D"newsletter-cta-banner" style=3D"b=
order-radius: 8px; background-color: #f5f7f9; padding: 24px; font-family: -=
apple-system, system-ui, BlinkMacSystemFont, 'Segoe UI', Roboto, 'Helvetica=
 Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans'=
, 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol=
', 'Lucida Grande', Helvetica, Arial, sans-serif;"> <div class=3D"mb-1.5" s=
tyle=3D"margin-bottom: 12px;"> <span class=3D"text-md leading-regular font-=
bold text-color-text" style=3D"font-size: 16px; font-weight: 600; line-heig=
ht: 1.25; color: rgba(0, 0, 0, 0.9);"> Read this article on LinkedIn to joi=
n the conversation </span> </div> <table role=3D"presentation" valign=3D"to=
p" border=3D"0" cellspacing=3D"0" cellpadding=3D"0" width=3D"100%" class=3D=
"email-button " data-test-id=3D"email-button" style=3D"-webkit-text-size-ad=
just: 100%; -ms-text-size-adjust: 100%; mso-table-lspace: 0pt; mso-table-rs=
pace: 0pt;"> <tbody> <tr> <td valign=3D"middle" align=3D"left" style=3D"-we=
bkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%; mso-table-lspace: =
0pt; mso-table-rspace: 0pt;"> <a href=3D"https://www.linkedin.com/comm/puls=
e/from-carphone-warehouse-tech-sales-7-lessons-winning-more-tom-mallens-jwv=
qe?lipi=3Durn%3Ali%3Apage%3Aemail_email_series_follow_newsletter_02%3BJ6Tlj=
w6KQn6aw6SPWi9NbA%3D%3D&amp;midToken=3DAQFAbKIssAVDrw&amp;midSig=3D0LWyLmUC=
-8aco1&amp;trk=3Deml-email_series_follow_newsletter_02-newsletter_content_p=
review-0-read_more_banner_cta_&amp;trkEmail=3Deml-email_series_follow_newsl=
etter_02-newsletter_content_preview-0-read_more_banner_cta_-null-wis8f~mse9=
1zlc~z2-null-null&amp;eid=3Dwis8f-mse91zlc-z2" target=3D"_blank" aria-label=
=3D"Open this article on LinkedIn" class=3D"align-top no-underline " style=
=3D"color: #0a66c2; cursor: pointer; display: inline-block; text-decoration=
: none; -webkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%; vertica=
l-align: top; text-decoration-line: none;"> <table role=3D"presentation" va=
lign=3D"top" border=3D"0" cellspacing=3D"0" cellpadding=3D"0" width=3D"auto=
" class=3D"border-separate " style=3D"-webkit-text-size-adjust: 100%; -ms-t=
ext-size-adjust: 100%; mso-table-lspace: 0pt; mso-table-rspace: 0pt; border=
-collapse: separate;"> <tbody> <tr> <td class=3D"btn-sm btn-primary border-=
color-brand button-link leading-regular !min-h-[auto] !shadow-none border-1=
 border-solid" style=3D"-webkit-text-size-adjust: 100%; -ms-text-size-adjus=
t: 100%; mso-table-lspace: 0pt; mso-table-rspace: 0pt; height: min-content;=
 border-radius: 24px; padding-top: 7px; padding-bottom: 7px; padding-left: =
16px; padding-right: 16px; text-align: center; font-size: 14px; font-weight=
: 600; cursor: pointer; text-decoration-line: none; background-color: #0a66=
c2; color: #ffffff; border-width: 1px; border-style: solid; border-color: #=
0a66c2; line-height: 1.25; min-height: auto !important; box-shadow: 0 0 #00=
00, 0 0 #0000, 0 0 #0000 !important;"> <a href=3D"https://www.linkedin.com/=
comm/pulse/from-carphone-warehouse-tech-sales-7-lessons-winning-more-tom-ma=
llens-jwvqe?lipi=3Durn%3Ali%3Apage%3Aemail_email_series_follow_newsletter_0=
2%3BJ6Tljw6KQn6aw6SPWi9NbA%3D%3D&amp;midToken=3DAQFAbKIssAVDrw&amp;midSig=
=3D0LWyLmUC-8aco1&amp;trk=3Deml-email_series_follow_newsletter_02-newslette=
r_content_preview-0-read_more_banner_cta_&amp;trkEmail=3Deml-email_series_f=
ollow_newsletter_02-newsletter_content_preview-0-read_more_banner_cta_-null=
-wis8f~mse91zlc~z2-null-null&amp;eid=3Dwis8f-mse91zlc-z2" target=3D"_blank"=
 tabindex=3D"-1" aria-hidden=3D"true" class=3D"no-underline" style=3D"color=
: #0a66c2; cursor: pointer; display: inline-block; text-decoration: none; -=
webkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%; text-decoration-=
line: none;"> <span class=3D"no-underline text-white" style=3D"color: #ffff=
ff; text-decoration-line: none;"> Read on LinkedIn </span> </a> </td> </tr>=
 </tbody> </table> </a> </td> </tr> </tbody> </table> </div> </td> </tr> <t=
r data-test-id=3D"newsletter-content-preview--content"> <td class=3D"font-s=
ans text-md leading-open text-system-gray-90" style=3D"-webkit-text-size-ad=
just: 100%; -ms-text-size-adjust: 100%; mso-table-lspace: 0pt; mso-table-rs=
pace: 0pt; font-family: -apple-system, system-ui, BlinkMacSystemFont, 'Sego=
e UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans'=
, Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI=
 Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; =
font-size: 16px; line-height: 1.5; color: #282828;"> <div data-test-id=3D"p=
ublishing-text-block"> <p class=3D"m-0 mt-1.5 text-md leading-open" style=
=3D"font-weight: 400; margin: 0px; margin-top: 12px; font-size: 16px; line-=
height: 1.5;"> <span class data-test-id=3D"little-text-block">If you don't =
have a closing plan, you might have a nice conversation, but you'll probabl=
y walk away with nothing to show for it...</span> </p> </div> <div data-tes=
t-id=3D"publishing-text-block"> <p class=3D"m-0 mt-1.5 text-md leading-open=
" style=3D"font-weight: 400; margin: 0px; margin-top: 12px; font-size: 16px=
; line-height: 1.5;"> <span class data-test-id=3D"little-text-block">This w=
eek, I interviewed tech sales leader </span><span class data-test-id=3D"lit=
tle-text-block"><a href=3D"https://www.linkedin.com/in/mannycostin/" target=
=3D"_blank" class=3D"inline no-underline cursor-pointer text-color-link fon=
t-bold" data-test-id=3D"publishing-text-block-link" style=3D"text-decoratio=
n: none; -webkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%; displa=
y: inline; cursor: pointer; font-weight: 600; color: #0a66c2; text-decorati=
on-line: none;">Manny Costin</a></span><span class data-test-id=3D"little-t=
ext-block"> to find out what separates the best from the rest in SaaS sales=
.</span> </p> </div> <div data-test-id=3D"publishing-text-block"> <p class=
=3D"m-0 mt-1.5 text-md leading-open" style=3D"font-weight: 400; margin: 0px=
; margin-top: 12px; font-size: 16px; line-height: 1.5;"> <span class data-t=
est-id=3D"little-text-block">Manny Costin is country manager</span><span cl=
ass=3D"font-[700]" data-test-id=3D"little-text-block" style=3D"font-weight:=
 700;"> </span><span class data-test-id=3D"little-text-block">at</span><spa=
n class=3D"font-[700]" data-test-id=3D"little-text-block" style=3D"font-wei=
ght: 700;"> </span><span class data-test-id=3D"little-text-block"><a href=
=3D"https://www.linkedin.com/company/kateone/" target=3D"_blank" class=3D"i=
nline no-underline cursor-pointer text-color-link font-bold" data-test-id=
=3D"publishing-text-block-link" style=3D"text-decoration: none; -webkit-tex=
t-size-adjust: 100%; -ms-text-size-adjust: 100%; display: inline; cursor: p=
ointer; font-weight: 600; color: #0a66c2; text-decoration-line: none;">Kate=
 One</a></span><span class data-test-id=3D"little-text-block">, a hospitali=
ty tech company that helps multi-site restaurants deliver tabletop ordering=
, self-service kiosks and better guest experiences.</span> </p> </div> <div=
 data-test-id=3D"publishing-text-block"> <p class=3D"m-0 mt-1.5 text-md lea=
ding-open" style=3D"font-weight: 400; margin: 0px; margin-top: 12px; font-s=
ize: 16px; line-height: 1.5;"> <span class data-test-id=3D"little-text-bloc=
k">Expect to learn how to structure a closing plan, how to avoid deals stal=
ling midway, what he learned by starting out selling mobile phones at Carph=
one Warehouse and much more.</span> </p> </div> <div data-test-id=3D"publis=
hing-text-block"> <p class=3D"m-0 mt-1.5 text-md leading-open" style=3D"fon=
t-weight: 400; margin: 0px; margin-top: 12px; font-size: 16px; line-height:=
 1.5;"> <span class data-test-id=3D"little-text-block">You can check out th=
e full interview on </span><span class=3D"font-[700]" data-test-id=3D"littl=
e-text-block" style=3D"font-weight: 700;"><a href=3D"https://www.youtube.co=
m/watch?v=3DAl77mTf1tis" target=3D"_blank" class=3D"inline no-underline cur=
sor-pointer text-color-link font-bold" data-test-id=3D"publishing-text-bloc=
k-link" style=3D"text-decoration: none; -webkit-text-size-adjust: 100%; -ms=
-text-size-adjust: 100%; display: inline; cursor: pointer; font-weight: 600=
; color: #0a66c2; text-decoration-line: none;">YouTube</a></span><span clas=
s data-test-id=3D"little-text-block"> or look through the key lessons below=
...</span> </p> </div> <a href=3D"https://youtu.be/Al77mTf1tis?trk=3D_publi=
shing-image-block" target=3D"_blank" data-tracking-control-name=3D"_publish=
ing-image-block" data-tracking-will-navigate class=3D"pt-2" data-test-id=3D=
"publishing-image-block" style=3D"color: #0a66c2; cursor: pointer; display:=
 inline-block; text-decoration: none; -webkit-text-size-adjust: 100%; -ms-t=
ext-size-adjust: 100%; padding-top: 16px;"> <figure class=3D"m-0" style=3D"=
margin: 0px;"> <img class=3D"w-full block max-w-full" src=3D"https://media.=
licdn.com/dms/image/v2/D4E12AQFsbjMyZ0LBuA/article-inline_image-shrink_1500=
_2232/B4EZ_FD8jUH8AQ-/0/1785717575886?e=3D1787184000&amp;v=3Dbeta&amp;t=3DZ=
YHlUqXaFd-WudQQQGiI8-uMDK9PICdlCte5O2WwTYY" style=3D"outline: none; text-de=
coration: none; -ms-interpolation-mode: bicubic; display: block; width: 100=
%; max-width: 100%;"> </figure> </a> <div data-test-id=3D"publishing-text-b=
lock"> <h3 class=3D"m-0 text-md text-system-gray-90 pt-1 pb-0.5 leading-reg=
ular font-bold" data-test-id=3D"publishing-text-block-h2" style=3D"margin: =
0px; padding-bottom: 4px; padding-top: 8px; font-size: 16px; font-weight: 6=
00; line-height: 1.25; color: #282828;"> <span class data-test-id=3D"little=
-text-block">1. Great sales starts with understanding the customer experien=
ce</span> </h3> </div> <div data-test-id=3D"publishing-text-block"> <p clas=
s=3D"m-0 mt-1.5 text-md leading-open" style=3D"font-weight: 400; margin: 0p=
x; margin-top: 12px; font-size: 16px; line-height: 1.5;"> <span class data-=
test-id=3D"little-text-block">Manny believes too many salespeople focus on =
selling the product instead of the experience it creates.</span> </p> </div=
> <div data-test-id=3D"publishing-text-block"> <p class=3D"m-0 mt-1.5 text-=
md leading-open" style=3D"font-weight: 400; margin: 0px; margin-top: 12px; =
font-size: 16px; line-height: 1.5;"> <span class data-test-id=3D"little-tex=
t-block">If you want people to buy, you have to help prospects visualise ho=
w life will be better for them when they start using your solution.</span> =
</p> </div> <div data-test-id=3D"publishing-text-block"> <h3 class=3D"m-0 t=
ext-md text-system-gray-90 pt-1 pb-0.5 leading-regular font-bold" data-test=
-id=3D"publishing-text-block-h2" style=3D"margin: 0px; padding-bottom: 4px;=
 padding-top: 8px; font-size: 16px; font-weight: 600; line-height: 1.25; co=
lor: #282828;"> <span class data-test-id=3D"little-text-block">2. Always co=
nsider the end user=E2=80=94not just the buyer</span> </h3> </div> <div dat=
a-test-id=3D"publishing-text-block"> <p class=3D"m-0 mt-1.5 text-md leading=
-open" style=3D"font-weight: 400; margin: 0px; margin-top: 12px; font-size:=
 16px; line-height: 1.5;"> <span class data-test-id=3D"little-text-block">M=
anny encourages salespeople to think about who the end user is and how the =
solution impacts them.</span> </p> </div> <div data-test-id=3D"publishing-t=
ext-block"> <p class=3D"m-0 mt-1.5 text-md leading-open" style=3D"font-weig=
ht: 400; margin: 0px; margin-top: 12px; font-size: 16px; line-height: 1.5;"=
> <span class data-test-id=3D"little-text-block">The stronger your understa=
nding of the end user's world, the easier it becomes to build a compelling =
business case for the decision-maker.</span> </p> </div> <div data-test-id=
=3D"publishing-text-block"> <h3 class=3D"m-0 text-md text-system-gray-90 pt=
-1 pb-0.5 leading-regular font-bold" data-test-id=3D"publishing-text-block-=
h2" style=3D"margin: 0px; padding-bottom: 4px; padding-top: 8px; font-size:=
 16px; font-weight: 600; line-height: 1.25; color: #282828;"> <span class d=
ata-test-id=3D"little-text-block">3. Trust is built before you ask for the =
sale</span> </h3> </div> <div data-test-id=3D"publishing-text-block"> <p cl=
ass=3D"m-0 mt-1.5 text-md leading-open" style=3D"font-weight: 400; margin: =
0px; margin-top: 12px; font-size: 16px; line-height: 1.5;"> <span class dat=
a-test-id=3D"little-text-block">As country manager of a successful tech com=
pany, Manny gets pitched by salespeople all the time. He said the best ones=
 </span><span class=3D"font-[700]" data-test-id=3D"little-text-block" style=
=3D"font-weight: 700;">"take the time to actually know me"</span><span clas=
s data-test-id=3D"little-text-block"> without pressure.</span> </p> </div> =
<div data-test-id=3D"publishing-text-block"> <p class=3D"m-0 mt-1.5 text-md=
 leading-open" style=3D"font-weight: 400; margin: 0px; margin-top: 12px; fo=
nt-size: 16px; line-height: 1.5;"> <span class data-test-id=3D"little-text-=
block">So slow down before you speed up.</span> </p> </div> <span>...</span=
> </td> </tr> <tr> <td class=3D"pt-2 no-underline" style=3D"-webkit-text-si=
ze-adjust: 100%; -ms-text-size-adjust: 100%; mso-table-lspace: 0pt; mso-tab=
le-rspace: 0pt; padding-top: 16px; text-decoration-line: none;"> <table rol=
e=3D"presentation" valign=3D"top" border=3D"0" cellspacing=3D"0" cellpaddin=
g=3D"0" width=3D"100%" class=3D"email-button series-content-preview__bottom=
-cta" data-test-id=3D"email-button" style=3D"-webkit-text-size-adjust: 100%=
; -ms-text-size-adjust: 100%; mso-table-lspace: 0pt; mso-table-rspace: 0pt;=
"> <tbody> <tr> <td valign=3D"middle" align=3D"left" style=3D"-webkit-text-=
size-adjust: 100%; -ms-text-size-adjust: 100%; mso-table-lspace: 0pt; mso-t=
able-rspace: 0pt;"> <a href=3D"https://www.linkedin.com/comm/pulse/from-car=
phone-warehouse-tech-sales-7-lessons-winning-more-tom-mallens-jwvqe?lipi=3D=
urn%3Ali%3Apage%3Aemail_email_series_follow_newsletter_02%3BJ6Tljw6KQn6aw6S=
PWi9NbA%3D%3D&amp;midToken=3DAQFAbKIssAVDrw&amp;midSig=3D0LWyLmUC-8aco1&amp=
;trk=3Deml-email_series_follow_newsletter_02-newsletter_content_preview-0-r=
eadmore_button_&amp;trkEmail=3Deml-email_series_follow_newsletter_02-newsle=
tter_content_preview-0-readmore_button_-null-wis8f~mse91zlc~z2-null-null&am=
p;eid=3Dwis8f-mse91zlc-z2" target=3D"_blank" aria-label=3D"Open Renegade Sa=
lesman on LinkedIn" class=3D"align-top no-underline " style=3D"color: #0a66=
c2; cursor: pointer; display: inline-block; text-decoration: none; -webkit-=
text-size-adjust: 100%; -ms-text-size-adjust: 100%; vertical-align: top; te=
xt-decoration-line: none; width: 100%;"> <table role=3D"presentation" valig=
n=3D"top" border=3D"0" cellspacing=3D"0" cellpadding=3D"0" width=3D"100%" c=
lass=3D"border-separate " style=3D"-webkit-text-size-adjust: 100%; -ms-text=
-size-adjust: 100%; mso-table-lspace: 0pt; mso-table-rspace: 0pt; border-co=
llapse: separate; width: 100%;"> <tbody> <tr> <td class=3D"btn-md btn-secon=
dary-emphasis border-color-brand button-link leading-regular !min-h-[auto] =
!shadow-none border-1 border-solid font-sans" data-test-id=3D"newsletter-co=
ntent-preview-redesign-bottom-cta" style=3D"-webkit-text-size-adjust: 100%;=
 -ms-text-size-adjust: 100%; mso-table-lspace: 0pt; mso-table-rspace: 0pt; =
height: min-content; border-radius: 24px; padding-top: 12px; padding-bottom=
: 12px; padding-left: 24px; padding-right: 24px; text-align: center; font-s=
ize: 16px; font-weight: 600; cursor: pointer; text-decoration-line: none; b=
ackground-color: rgba(0, 0, 0, 0); color: #0a66c2; border-width: 1px; borde=
r-style: solid; border-color: #0a66c2; font-family: -apple-system, system-u=
i, BlinkMacSystemFont, 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', U=
buntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji',=
 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', He=
lvetica, Arial, sans-serif; line-height: 1.25; min-height: auto !important;=
 box-shadow: 0 0 #0000, 0 0 #0000, 0 0 #0000 !important;"> <a href=3D"https=
://www.linkedin.com/comm/pulse/from-carphone-warehouse-tech-sales-7-lessons=
-winning-more-tom-mallens-jwvqe?lipi=3Durn%3Ali%3Apage%3Aemail_email_series=
_follow_newsletter_02%3BJ6Tljw6KQn6aw6SPWi9NbA%3D%3D&amp;midToken=3DAQFAbKI=
ssAVDrw&amp;midSig=3D0LWyLmUC-8aco1&amp;trk=3Deml-email_series_follow_newsl=
etter_02-newsletter_content_preview-0-readmore_button_&amp;trkEmail=3Deml-e=
mail_series_follow_newsletter_02-newsletter_content_preview-0-readmore_butt=
on_-null-wis8f~mse91zlc~z2-null-null&amp;eid=3Dwis8f-mse91zlc-z2" target=3D=
"_blank" tabindex=3D"-1" aria-hidden=3D"true" class=3D"no-underline" style=
=3D"color: #0a66c2; cursor: pointer; display: inline-block; text-decoration=
: none; -webkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%; text-de=
coration-line: none; width: 100%;"> <span class=3D"no-underline text-color-=
brand" style=3D"color: #0a66c2; text-decoration-line: none;"> Keep reading =
on LinkedIn </span> </a> </td> </tr> </tbody> </table> </a> </td> </tr> </t=
body> </table> </td> </tr> </tbody> </table> </td> </tr> </tbody> </table> =
</td> </tr> </tbody> </table> </td> </tr> </tbody> </table> </div> </td> </=
tr> <tr> <td class=3D"bg-color-background-canvas p-3" style=3D"-webkit-text=
-size-adjust: 100%; -ms-text-size-adjust: 100%; mso-table-lspace: 0pt; mso-=
table-rspace: 0pt; background-color: #f3f2f0; padding: 24px;"> <table role=
=3D"presentation" valign=3D"top" border=3D"0" cellspacing=3D"0" cellpadding=
=3D"0" width=3D"100%" class=3D"text-xs" style=3D"-webkit-text-size-adjust: =
100%; -ms-text-size-adjust: 100%; mso-table-lspace: 0pt; mso-table-rspace: =
0pt; font-size: 12px;"> <tbody> <tr> <td class=3D"pb-1 m-0" data-test-id=3D=
"email-footer__intended" style=3D"-webkit-text-size-adjust: 100%; -ms-text-=
size-adjust: 100%; mso-table-lspace: 0pt; mso-table-rspace: 0pt; margin: 0p=
x; padding-bottom: 8px;"> This email was intended for Sue Home (Director at=
 Sarah Harvey limited) </td> </tr> <tr> <td class=3D"pb-1 m-0" style=3D"-we=
bkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%; mso-table-lspace: =
0pt; mso-table-rspace: 0pt; margin: 0px; padding-bottom: 8px;"> <a href=3D"=
https://www.linkedin.com/help/linkedin/answer/4788?lang=3Den&amp;lipi=3Durn=
%3Ali%3Apage%3Aemail_email_series_follow_newsletter_02%3BJ6Tljw6KQn6aw6SPWi=
9NbA%3D%3D&amp;midToken=3DAQFAbKIssAVDrw&amp;midSig=3D0LWyLmUC-8aco1&amp;tr=
k=3Deml-email_series_follow_newsletter_02-SecurityHelp-0-footerglimmer&amp;=
trkEmail=3Deml-email_series_follow_newsletter_02-SecurityHelp-0-footerglimm=
er-null-wis8f~mse91zlc~z2-null-null&amp;eid=3Dwis8f-mse91zlc-z2" target=3D"=
_blank" class=3D"text-inherit underline" style=3D"cursor: pointer; display:=
 inline-block; text-decoration: none; -webkit-text-size-adjust: 100%; -ms-t=
ext-size-adjust: 100%; color: inherit; text-decoration-line: underline;">Le=
arn why we included this.</a> </td> </tr> <tr> <td class=3D"pb-1 m-0" style=
=3D"-webkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%; mso-table-l=
space: 0pt; mso-table-rspace: 0pt; margin: 0px; padding-bottom: 8px;">You a=
re receiving LinkedIn notification emails. Others can see that you are a su=
bscriber.</td> </tr> <tr> <td class=3D"pb-1 m-0" style=3D"-webkit-text-size=
-adjust: 100%; -ms-text-size-adjust: 100%; mso-table-lspace: 0pt; mso-table=
-rspace: 0pt; margin: 0px; padding-bottom: 8px;"> <a href=3D"https://www.li=
nkedin.com/series-notifications/?action=3Dunsubscribe&amp;memberToken=3DADo=
AAANBf28BWvDYKEd2IF1azF7BT6gsUOA-C5U&amp;newsletterId=3D7037353198113685504=
&amp;newsletterTitle=3DRenegade Salesman&amp;lipi=3Durn%3Ali%3Apage%3Aemail=
_email_series_follow_newsletter_02%3BJ6Tljw6KQn6aw6SPWi9NbA%3D%3D&amp;midTo=
ken=3DAQFAbKIssAVDrw&amp;midSig=3D0LWyLmUC-8aco1&amp;ek=3Demail_series_foll=
ow_newsletter_02&amp;e=3Dwis8f-mse91zlc-z2&amp;eid=3Dwis8f-mse91zlc-z2&amp;=
m=3Dunsubscribe&amp;ts=3DfooterGlimmer&amp;li=3D0&amp;t=3Dplh" target=3D"_b=
lank" class=3D"text-inherit underline" style=3D"cursor: pointer; display: i=
nline-block; text-decoration: none; -webkit-text-size-adjust: 100%; -ms-tex=
t-size-adjust: 100%; color: inherit; text-decoration-line: underline;">Unsu=
bscribe</a> =C2=A0=C2=A0=C2=B7=C2=A0=C2=A0 <a href=3D"https://www.linkedin.=
com/help/linkedin/answer/67?lang=3Den&amp;lipi=3Durn%3Ali%3Apage%3Aemail_em=
ail_series_follow_newsletter_02%3BJ6Tljw6KQn6aw6SPWi9NbA%3D%3D&amp;midToken=
=3DAQFAbKIssAVDrw&amp;midSig=3D0LWyLmUC-8aco1&amp;trk=3Deml-email_series_fo=
llow_newsletter_02-help-0-footerglimmer&amp;trkEmail=3Deml-email_series_fol=
low_newsletter_02-help-0-footerglimmer-null-wis8f~mse91zlc~z2-null-null&amp=
;eid=3Dwis8f-mse91zlc-z2" target=3D"_blank" data-test-help-link class=3D"te=
xt-inherit underline" style=3D"cursor: pointer; display: inline-block; text=
-decoration: none; -webkit-text-size-adjust: 100%; -ms-text-size-adjust: 10=
0%; color: inherit; text-decoration-line: underline;">Help</a> </td> </tr> =
<tr> <td class=3D"pb-1" style=3D"-webkit-text-size-adjust: 100%; -ms-text-s=
ize-adjust: 100%; mso-table-lspace: 0pt; mso-table-rspace: 0pt; padding-bot=
tom: 8px;"> <a href=3D"https://www.linkedin.com/comm/feed/?lipi=3Durn%3Ali%=
3Apage%3Aemail_email_series_follow_newsletter_02%3BJ6Tljw6KQn6aw6SPWi9NbA%3=
D%3D&amp;midToken=3DAQFAbKIssAVDrw&amp;midSig=3D0LWyLmUC-8aco1&amp;trk=3Dem=
l-email_series_follow_newsletter_02-footer-0-logoGlimmer&amp;trkEmail=3Deml=
-email_series_follow_newsletter_02-footer-0-logoGlimmer-null-wis8f~mse91zlc=
~z2-null-null&amp;eid=3Dwis8f-mse91zlc-z2" target=3D"_blank" style=3D"color=
: #0a66c2; cursor: pointer; display: inline-block; text-decoration: none; -=
webkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%;"> <img src=3D"ht=
tps://static.licdn.com/aero-v1/sc/h/9ehe6n39fa07dc5edzv0rla4e" alt=3D"Linke=
dIn" class=3D"block h-[14px] w-[56px] image-rendering-crisp" style=3D"outli=
ne: none; text-decoration: none; image-rendering: -moz-crisp-edges; image-r=
endering: -o-crisp-edges; image-rendering: -webkit-optimize-contrast; image=
-rendering: crisp-edges; -ms-interpolation-mode: nearest-neighbor; display:=
 block; height: 14px; width: 56px;" width=3D"56" height=3D"14"> </a> </td> =
</tr> <tr> <td data-test-copyright-text style=3D"-webkit-text-size-adjust: =
100%; -ms-text-size-adjust: 100%; mso-table-lspace: 0pt; mso-table-rspace: =
0pt;"> =C2=A9 2026 LinkedIn Corporation, 1&zwnj;000 West Maude Avenue, Sunn=
yvale, CA 94085. <span data-test-trademarks-text> LinkedIn and the LinkedIn=
 logo are registered trademarks of LinkedIn. </span> </td> </tr> </tbody> <=
/table> </td> </tr> </tbody> </table> </td> </tr> </tbody> </table> <img al=
t role=3D"presentation" src=3D"https://www.linkedin.com/emimp/ip_ZDJsek9HWX=
RiWE5sT1RGNmJHTXRlakk9OlpXMWhhV3hmYzJWeWFXVnpYMlp2Ykd4dmQxOXVaWGR6YkdWMGRHV=
nlYekF5OmRYSnVPbXhwT214cGJtdGxaRWx1UVhKMGFXTnNaVG8zTkRnNU9EUXdPREUzTmpJeE16=
SXpOemMy.gif" style=3D"outline: none; text-decoration: none; -ms-interpolat=
ion-mode: bicubic; width: 1px; height: 1px;" width=3D"1" height=3D"1"> </bo=
dy> </html>
------=_Part_1891775_1959110564.1785823254237--