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Date: Tue, 28 Jul 2026 06:00:51 +0000 (UTC)
From: Tom Mallens via LinkedIn <newsletters-noreply@linkedin.com>
Message-ID: <1949070604.20708421.1785218451203@ltx1-app68529.prod.linkedin.com>
Subject: Why The Best Salespeople Don't Prepare: 7 Lessons for Building
 High-Performing Sales Teams
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To: Sue Home <sue@sarahharvey.com>
Require-Recipient-Valid-Since: sue@sarahharvey.com; Wed, 31 Dec 1969 23:59:59 +0000

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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/why-best-salespeople-dont-prepare-7-les=
sons-building-sales-mallens-jynoe?lipi=3Durn%3Ali%3Apage%3Aemail_email_seri=
es_follow_newsletter_02%3B5uAmwIKrRmCeokYTMiQCmA%3D%3D&midToken=3DAQFAbKIss=
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2-null-0-read_more_banner_cta_-null-wis8f~ms48yxav~v1-null-null&eid=3Dwis8f=
-ms48yxav-v1
 =20
The best salespeople don't prepare. Or certainly not as much as you'd think=
... This week, I interviewed tech founder and word-of-mouth marketing speci=
alist Tom Ridges to find out what it takes to start, scale and run a tech s=
ales team. Tom is founder of Herdify, a tech company that helps brands targ=
et audiences more accurately and effectively. Expect to learn how to scale =
a founder-led sales department, the unintended drawbacks of open-plan offic=
es and why the best salespeople don't prepare. You can check out the full i=
nterview on YouTube or look through the key lessons below... 1. Culture isn=
't created by founders=E2=80=94it's created by teams Tom challenges the ide=
a that founders should make every hiring decision. As he puts it: "Culture =
isn't set by the top, culture is the team." Trust your people to hire for y=
our culture. If your team can't make hiring decisions, it's worth asking wh=
ether your culture is truly embedded. 2. Simplify your message before you s=
cale sales One of the biggest changes Tom made was narrowing the company's =
messaging. Instead of trying to explain everything the product could do, th=
ey focused on one clear use case and buying journey. A simple message is ea=
sier for prospects to understand and much easier for new salespeople to lea=
rn and repeat consistently. 3. Great sales teams feed off each other's ener=
gy Tom credits much of his team's recent success to bringing salespeople to=
gether in the office. There wasn't a single silver bullet=E2=80=94just bett=
er collaboration, knowledge sharing and morale. Sales is emotionally demand=
ing. Create an environment where people can celebrate wins, laugh off rejec=
tion and learn from each other every day. 4. Don't build a sales process th=
at depends on the founder Founder-led selling often works because founders =
know the business better than anyone else. Tom realised that wasn't a scala=
ble approach. Design a sales process that ordinary, well-trained salespeopl=
e can execute successfully=E2=80=94not one that relies on founder knowledge=
 or improvisation. 5. The best sales conversations are about the customer, =
not you One of Tom's favourite examples of great selling involved a salespe=
rson who spent almost the entire meeting focused on the customer. "He wasn'=
t in there to talk about us. He was in there to talk about them." Resist th=
e temptation to fill meetings with product information. Ask thoughtful ques=
tions, understand the customer's world and introduce your solution only whe=
re it genuinely adds value. 6. Sales teams need permission to be noisy Tom =
argues that a lively sales floor is a feature, not a problem. "You want tha=
t energy," he says, noting that rejection is much easier to handle when sal=
espeople can support one another. If you're building a sales team, don't op=
timise purely for silence. Create an environment where energy, conversation=
 and resilience can flourish. 7. Growth comes from acquiring better custome=
rs=E2=80=94not just more customers Tom believes too many businesses chase c=
ustomer volume instead of customer quality. His focus is helping companies =
attract customers who spend more and stay longer. As a salesperson, think b=
eyond winning the next deal. The best sales create long-term customer value=
, not just short-term revenue. 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 insights, tips and strategies to make yourself a more ef=
fective salesperson, you might want to come to my next webinar. It's a Link=
edin lead generation masterclass on Thursday 6th August. You can sign up he=
re.
Keep reading on LinkedIn
https://www.linkedin.com/comm/pulse/why-best-salespeople-dont-prepare-7-les=
sons-building-sales-mallens-jynoe?lipi=3Durn%3Ali%3Apage%3Aemail_email_seri=
es_follow_newsletter_02%3B5uAmwIKrRmCeokYTMiQCmA%3D%3D&midToken=3DAQFAbKIss=
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null-wis8f~ms48yxav~v1-null-null&eid=3Dwis8f-ms48yxav-v1
 =20
     =20

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00%; mso-table-lspace: 0pt; mso-table-rspace: 0pt;"> <a href=3D"https://www=
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ng-sales-mallens-jynoe?lipi=3Durn%3Ali%3Apage%3Aemail_email_series_follow_n=
ewsletter_02%3B5uAmwIKrRmCeokYTMiQCmA%3D%3D&amp;midToken=3DAQFAbKIssAVDrw&a=
mp;midSig=3D0dH76pbyIE0so1&amp;trk=3Deml-email_series_follow_newsletter_02-=
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ize-adjust: 100%; -ms-text-size-adjust: 100%;"> <img class=3D"inline-block =
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6df; vertical-align: middle; clip-path: circle(50%);" width=3D"32" height=
=3D"32"> </a> </td> <td style=3D"-webkit-text-size-adjust: 100%; -ms-text-s=
ize-adjust: 100%; mso-table-lspace: 0pt; mso-table-rspace: 0pt;"> <a href=
=3D"https://uk.linkedin.com/comm/in/tommallens?lipi=3Durn%3Ali%3Apage%3Aema=
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Token=3DAQFAbKIssAVDrw&amp;midSig=3D0dH76pbyIE0so1&amp;trk=3Deml-email_seri=
es_follow_newsletter_02-newsletter_content_preview-0-author_&amp;trkEmail=
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one;"> <span class=3D"font-sans font-bold text-sm mb-3 text-color-text-low-=
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600; line-height: 1.25; color: rgba(0, 0, 0, 0.6);"> Tom Mallens </span> </=
a> </td> </tr> </tbody> </table> </td> </tr> <tr> <td class=3D"pb-1" style=
=3D"-webkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%; mso-table-l=
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ght: 600; line-height: 1.25; color: rgba(0, 0, 0, 0.9);"> Read this article=
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ation" valign=3D"top" border=3D"0" cellspacing=3D"0" cellpadding=3D"0" widt=
h=3D"100%" class=3D"email-button " data-test-id=3D"email-button" style=3D"-=
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derline " style=3D"color: #0a66c2; cursor: pointer; display: inline-block; =
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l_series_follow_newsletter_02-newsletter_content_preview-0-read_more_banner=
_cta_-null-wis8f~ms48yxav~v1-null-null&amp;eid=3Dwis8f-ms48yxav-v1" target=
=3D"_blank" tabindex=3D"-1" aria-hidden=3D"true" class=3D"no-underline" sty=
le=3D"color: #0a66c2; cursor: pointer; display: inline-block; text-decorati=
on: none; -webkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%; text-=
decoration-line: none;"> <span class=3D"no-underline text-white" style=3D"c=
olor: #ffffff; text-decoration-line: none;"> Read on LinkedIn </span> </a> =
</td> </tr> </tbody> </table> </a> </td> </tr> </tbody> </table> </div> </t=
d> </tr> <tr data-test-id=3D"newsletter-content-preview--content"> <td clas=
s=3D"font-sans text-md leading-open text-system-gray-90" style=3D"-webkit-t=
ext-size-adjust: 100%; -ms-text-size-adjust: 100%; mso-table-lspace: 0pt; m=
so-table-rspace: 0pt; font-family: -apple-system, system-ui, BlinkMacSystem=
Font, 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'O=
xygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji'=
, 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, s=
ans-serif; font-size: 16px; line-height: 1.5; color: #282828;"> <div data-t=
est-id=3D"publishing-text-block"> <p class=3D"m-0 mt-1.5 text-md leading-op=
en" style=3D"font-weight: 400; margin: 0px; margin-top: 12px; font-size: 16=
px; line-height: 1.5;"> <span class data-test-id=3D"little-text-block">The =
best salespeople don't prepare. Or certainly not as much as you'd think...<=
/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; m=
argin-top: 12px; font-size: 16px; line-height: 1.5;"> <span class data-test=
-id=3D"little-text-block">This week, I interviewed tech founder and word-of=
-mouth marketing specialist </span><span class data-test-id=3D"little-text-=
block"><a href=3D"https://www.linkedin.com/in/tomridges/" target=3D"_blank"=
 class=3D"inline no-underline cursor-pointer text-color-link font-bold" dat=
a-test-id=3D"publishing-text-block-link" style=3D"text-decoration: none; -w=
ebkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%; display: inline; =
cursor: pointer; font-weight: 600; color: #0a66c2; text-decoration-line: no=
ne;">Tom Ridges</a></span><span class data-test-id=3D"little-text-block"> t=
o find out what it takes to start, scale and run a tech sales team.</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-t=
op: 12px; font-size: 16px; line-height: 1.5;"> <span class data-test-id=3D"=
little-text-block">Tom is founder of </span><span class data-test-id=3D"lit=
tle-text-block"><a href=3D"https://www.linkedin.com/company/herdifyhq/" tar=
get=3D"_blank" class=3D"inline no-underline cursor-pointer text-color-link =
font-bold" data-test-id=3D"publishing-text-block-link" style=3D"text-decora=
tion: none; -webkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%; dis=
play: inline; cursor: pointer; font-weight: 600; color: #0a66c2; text-decor=
ation-line: none;">Herdify</a></span><span class data-test-id=3D"little-tex=
t-block">, a tech company that helps brands target audiences more accuratel=
y and effectively. Expect to learn how to scale a founder-led sales departm=
ent, the unintended drawbacks of open-plan offices and why the best salespe=
ople don't prepare.</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-text-block">You can check out the full in=
terview on </span><span class=3D"font-[700]" data-test-id=3D"little-text-bl=
ock" style=3D"font-weight: 700;"><a href=3D"https://youtu.be/-NGAwntVdZM" t=
arget=3D"_blank" class=3D"inline no-underline cursor-pointer text-color-lin=
k font-bold" data-test-id=3D"publishing-text-block-link" style=3D"text-deco=
ration: none; -webkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%; d=
isplay: inline; cursor: pointer; font-weight: 600; color: #0a66c2; text-dec=
oration-line: none;">YouTube</a></span><span class data-test-id=3D"little-t=
ext-block"> or look through the key lessons below...</span> </p> </div> <a =
href=3D"https://youtu.be/-NGAwntVdZM?trk=3D_publishing-image-block" target=
=3D"_blank" data-tracking-control-name=3D"_publishing-image-block" data-tra=
cking-will-navigate class=3D"pt-2" data-test-id=3D"publishing-image-block" =
style=3D"color: #0a66c2; cursor: pointer; display: inline-block; text-decor=
ation: none; -webkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%; pa=
dding-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/D4=
E12AQH6svkmalqj5Q/article-inline_image-shrink_1000_1488/B4EZ.hn6DOIcAI-/0/1=
785123022559?e=3D1786579200&amp;v=3Dbeta&amp;t=3DrNaXo6g10ahgtLF78wnjIH7gnV=
vJwhdGwwask154Ytk" style=3D"outline: none; text-decoration: none; -ms-inter=
polation-mode: bicubic; display: block; width: 100%; max-width: 100%;"> </f=
igure> </a> <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">1. Culture i=
sn't created by founders=E2=80=94it's created by teams</span> </h3> </div> =
<div data-test-id=3D"publishing-text-block"> <blockquote class=3D"block my-=
3 mx-0 py-0 pr-0 pl-1.5 leading-open not-italic text-cool-gray-80 text-lg f=
ont-bold font-sans border-solid border-0 border-l-4 border-l-system-gray-80=
" data-test-id=3D"publishing-text-block-blockquote" style=3D"margin-left: 0=
px; margin-right: 0px; margin-top: 24px; margin-bottom: 24px; display: bloc=
k; border-width: 0; border-left-width: 4px; border-style: solid; border-lef=
t-color: #424242; padding-top: 0px; padding-bottom: 0px; padding-left: 12px=
; padding-right: 0px; font-family: -apple-system, system-ui, BlinkMacSystem=
Font, 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'O=
xygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji'=
, 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, s=
ans-serif; font-size: 20px; font-weight: 600; font-style: normal; line-heig=
ht: 1.5; color: #38434f;"> <p class=3D"m-0 text-md leading-regular font-med=
ium" style=3D"margin: 0px; font-size: 16px; font-weight: 500; line-height: =
1.25;"> <span class data-test-id=3D"little-text-block">Tom challenges the i=
dea that founders should make every hiring decision. As he puts it: "Cultur=
e isn't set by the top, culture is the team."</span> </p> </blockquote> </d=
iv> <div data-test-id=3D"publishing-text-block"> <p class=3D"m-0 mt-1.5 tex=
t-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-t=
ext-block">Trust your people to hire for your culture. If your team can't m=
ake hiring decisions, it's worth asking whether your culture is truly embed=
ded.</span> </p> </div> <div data-test-id=3D"publishing-text-block"> <h3 cl=
ass=3D"m-0 text-md text-system-gray-90 pt-1 pb-0.5 leading-regular font-bol=
d" 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-heig=
ht: 1.25; color: #282828;"> <span class data-test-id=3D"little-text-block">=
2. Simplify your message before you scale sales</span> </h3> </div> <div da=
ta-test-id=3D"publishing-text-block"> <p class=3D"m-0 mt-1.5 text-md leadin=
g-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">=
One of the biggest changes Tom made was narrowing the company's messaging. =
Instead of trying to explain everything the product could do, they focused =
on one clear use case and buying journey.</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-text-block">A simpl=
e message is easier for prospects to understand and much easier for new sal=
espeople to learn and repeat consistently.</span> </p> </div> <div data-tes=
t-id=3D"publishing-text-block"> <h3 class=3D"m-0 text-md text-system-gray-9=
0 pt-1 pb-0.5 leading-regular font-bold" data-test-id=3D"publishing-text-bl=
ock-h2" style=3D"margin: 0px; padding-bottom: 4px; padding-top: 8px; font-s=
ize: 16px; font-weight: 600; line-height: 1.25; color: #282828;"> <span cla=
ss data-test-id=3D"little-text-block">3. Great sales teams feed off each ot=
her's energy</span> </h3> </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 c=
lass data-test-id=3D"little-text-block">Tom credits much of his team's rece=
nt success to bringing salespeople together in the office. There wasn't a s=
ingle silver bullet=E2=80=94just better collaboration, knowledge sharing an=
d morale.</span> </p> </div> <span>...</span> </td> </tr> <tr> <td class=3D=
"pt-2 no-underline" style=3D"-webkit-text-size-adjust: 100%; -ms-text-size-=
adjust: 100%; mso-table-lspace: 0pt; mso-table-rspace: 0pt; padding-top: 16=
px; text-decoration-line: none;"> <table role=3D"presentation" valign=3D"to=
p" border=3D"0" cellspacing=3D"0" cellpadding=3D"0" width=3D"100%" class=3D=
"email-button series-content-preview__bottom-cta" data-test-id=3D"email-but=
ton" style=3D"-webkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%; m=
so-table-lspace: 0pt; mso-table-rspace: 0pt;"> <tbody> <tr> <td valign=3D"m=
iddle" align=3D"left" style=3D"-webkit-text-size-adjust: 100%; -ms-text-siz=
e-adjust: 100%; mso-table-lspace: 0pt; mso-table-rspace: 0pt;"> <a href=3D"=
https://www.linkedin.com/comm/pulse/why-best-salespeople-dont-prepare-7-les=
sons-building-sales-mallens-jynoe?lipi=3Durn%3Ali%3Apage%3Aemail_email_seri=
es_follow_newsletter_02%3B5uAmwIKrRmCeokYTMiQCmA%3D%3D&amp;midToken=3DAQFAb=
KIssAVDrw&amp;midSig=3D0dH76pbyIE0so1&amp;trk=3Deml-email_series_follow_new=
sletter_02-newsletter_content_preview-0-readmore_button_&amp;trkEmail=3Deml=
-email_series_follow_newsletter_02-newsletter_content_preview-0-readmore_bu=
tton_-null-wis8f~ms48yxav~v1-null-null&amp;eid=3Dwis8f-ms48yxav-v1" target=
=3D"_blank" aria-label=3D"Open Renegade Salesman on LinkedIn" class=3D"alig=
n-top no-underline " style=3D"color: #0a66c2; cursor: pointer; display: inl=
ine-block; text-decoration: none; -webkit-text-size-adjust: 100%; -ms-text-=
size-adjust: 100%; vertical-align: top; text-decoration-line: none; width: =
100%;"> <table role=3D"presentation" valign=3D"top" border=3D"0" cellspacin=
g=3D"0" cellpadding=3D"0" width=3D"100%" class=3D"border-separate " style=
=3D"-webkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%; mso-table-l=
space: 0pt; mso-table-rspace: 0pt; border-collapse: separate; width: 100%;"=
> <tbody> <tr> <td class=3D"btn-md btn-secondary-emphasis border-color-bran=
d button-link leading-regular !min-h-[auto] !shadow-none border-1 border-so=
lid font-sans" data-test-id=3D"newsletter-content-preview-redesign-bottom-c=
ta" style=3D"-webkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%; ms=
o-table-lspace: 0pt; mso-table-rspace: 0pt; height: min-content; border-rad=
ius: 24px; padding-top: 12px; padding-bottom: 12px; padding-left: 24px; pad=
ding-right: 24px; text-align: center; font-size: 16px; font-weight: 600; cu=
rsor: pointer; text-decoration-line: none; background-color: rgba(0, 0, 0, =
0); color: #0a66c2; border-width: 1px; border-style: solid; border-color: #=
0a66c2; font-family: -apple-system, system-ui, BlinkMacSystemFont, 'Segoe U=
I', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', C=
antarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Em=
oji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; lin=
e-height: 1.25; min-height: auto !important; box-shadow: 0 0 #0000, 0 0 #00=
00, 0 0 #0000 !important;"> <a href=3D"https://www.linkedin.com/comm/pulse/=
why-best-salespeople-dont-prepare-7-lessons-building-sales-mallens-jynoe?li=
pi=3Durn%3Ali%3Apage%3Aemail_email_series_follow_newsletter_02%3B5uAmwIKrRm=
CeokYTMiQCmA%3D%3D&amp;midToken=3DAQFAbKIssAVDrw&amp;midSig=3D0dH76pbyIE0so=
1&amp;trk=3Deml-email_series_follow_newsletter_02-newsletter_content_previe=
w-0-readmore_button_&amp;trkEmail=3Deml-email_series_follow_newsletter_02-n=
ewsletter_content_preview-0-readmore_button_-null-wis8f~ms48yxav~v1-null-nu=
ll&amp;eid=3Dwis8f-ms48yxav-v1" target=3D"_blank" tabindex=3D"-1" aria-hidd=
en=3D"true" class=3D"no-underline" style=3D"color: #0a66c2; cursor: pointer=
; display: inline-block; text-decoration: none; -webkit-text-size-adjust: 1=
00%; -ms-text-size-adjust: 100%; text-decoration-line: none; width: 100%;">=
 <span class=3D"no-underline text-color-brand" style=3D"color: #0a66c2; tex=
t-decoration-line: none;"> Keep reading on LinkedIn </span> </a> </td> </tr=
> </tbody> </table> </a> </td> </tr> </tbody> </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-back=
ground-canvas p-3" style=3D"-webkit-text-size-adjust: 100%; -ms-text-size-a=
djust: 100%; mso-table-lspace: 0pt; mso-table-rspace: 0pt; background-color=
: #f3f2f0; padding: 24px;"> <table role=3D"presentation" valign=3D"top" bor=
der=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%; ms=
o-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"-w=
ebkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%; mso-table-lspace:=
 0pt; mso-table-rspace: 0pt; margin: 0px; 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"-webkit-text-size-adjust: 100%; -ms-tex=
t-size-adjust: 100%; mso-table-lspace: 0pt; mso-table-rspace: 0pt; margin: =
0px; padding-bottom: 8px;"> <a href=3D"https://www.linkedin.com/help/linked=
in/answer/4788?lang=3Den&amp;lipi=3Durn%3Ali%3Apage%3Aemail_email_series_fo=
llow_newsletter_02%3B5uAmwIKrRmCeokYTMiQCmA%3D%3D&amp;midToken=3DAQFAbKIssA=
VDrw&amp;midSig=3D0dH76pbyIE0so1&amp;trk=3Deml-email_series_follow_newslett=
er_02-SecurityHelp-0-footerglimmer&amp;trkEmail=3Deml-email_series_follow_n=
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amp;eid=3Dwis8f-ms48yxav-v1" target=3D"_blank" class=3D"text-inherit underl=
ine" style=3D"cursor: pointer; display: inline-block; text-decoration: none=
; -webkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%; color: inheri=
t; text-decoration-line: underline;">Learn 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-lspace: 0pt; mso-table-rspace: 0pt; m=
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