What are best-in-breed sales and marketing people doing to engage and grow their LinkedIn networks? It all starts with understanding a simple, meaningful metric.
Scott Ingram is a busy guy. He hosts three marketing and sales-focused podcasts, has authored three books, and holds down a quota-carrying day job as a Relationship One Account Director. Lately though, he's gotten a lot of attention due to his LinkedIn Sales Stars list and companion ebook, Finding Sales Success on LinkedIn.
As you might imagine, this episode is full of LinkedIn tips. That being said, the way Scott went about tapping top performers for their knowledge and networks in order to create value for himself, the participants, and the consumers of that content is nothing short of content marketing star performance.
Did you enjoy this episode? Watch more episodes from our LinkedIn Miniseries!
- Finding Sales Success on LinkedIn eBook
- Top 100 LinkedIn Sales Stars
- Inspired Marketing Podcast
- Sales Success Stories Podcast and Book
- Daily Sales Tips Podcast
- Scott on LinkedIn
The following transcript was created by an AI Bot which has yet to learn slang words and decipher Wendy's Texas accent. While it is no substitute for watching/listening to the episode, transcripts are handy for a quick scan. Enjoy!
Hi there and welcome to Part five of my March LinkedIn Madness mini series. This episode is pretty cool because not only is it a wonderful case study of excellent content marketing, but you also get a ton of advice on how to engage better on LinkedIn. See, my guest wanted to improve his own LinkedIn engagement, so much so that he created his own way of measuring engagement. And then he took this measurement and applied it to who would be best in breed, particularly for salespeople, and created a top 100 list.
He then asked those top 100 people to contribute to an ebook of top 100 Tips for doing better on LinkedIn, in particular, engaging better.
So again, great example of LinkedIn in content marketing. Can't wait for you here more.
Let's do this.
Welcome to Content Marketing, Engineered. your source for building trust and generating demand with technical content. Here is your host, Wendy Covey.
Hi and welcome to Content Marketing Engineered. On each episode, I'll break down an industry trend, challenge, or best practice in reaching technical audiences. You'll meet colleagues, friends and clients of mine who will stop by to share their stories. And I hope you leave each episode feeling inspired and ready to take action. Before we jump in, I'd like to give a brief shout out to my agency, TREW Marketing. TREW is a full service agency located in beautiful Austin, Texas, serving highly technical companies.
For more information, visit trewmarketing.com. And now on with our podcast.
Hey, everyone, I have Scott Ingram with me today. He is the host of three podcasts. They are called Inspired Marketing Sales Success Stories in Daily Sales Tips. He's also written three books, sales success stories, B2B Sales Mentors in finding sales success on LinkedIn. And if that wasn't enough, he is also the account director for Relationship One right here in Austin, Texas. Wow. Sounds like you're a busy man, Scott.
I do a lot. You do.
You stay busy. Well, I'm so glad to finally meet you. I if I look at our respective LinkedIn profiles, I think you and I have over 100 mutual connections. We're in a lot of the same groups. So we were destined to meet.
I believe we were it's it's a cosmic accident that somehow we haven't already collided. Yeah. And I have an embarrassing confession. I am part of a group that you may know called Networking in Austin. Oh, my gosh. OK, didn't you kind of start that group? I may be founded that. Yeah. OK, so and maybe that is perhaps how we should have met had I ever networked in networking. Nothing ever. So my apologies for not doing more with that group.
That's it's all good.
It's all good. That was that was a fun adventure when I first came to Austin, I bet.
Well, hey, you wanted to meet people in Austin and it looks like it worked. It worked. It worked.
I know a few and now I know you. So I'm complete.
Absolutely. You're waiting for this moment. That's right. Well, in your LinkedIn profile, I saw something that caught my attention. And it was one of the reasons I was so excited to have you on the show. You described your your career and what you're doing is working at the intersection of marketing, sales and technology. Do you explain what you mean by that?
Yeah. So the last it's cash. This is more than ten years. I look at my LinkedIn profile and it makes my head hurt because the durations are quite long.
It was actually ten years ago that I joined Eloqua, so I was at Eloqua pre-IPO through the IPO, through the acquisition by Oracle. So I became an Oracle employee, which is quite a culture shock when you go from joining a 300 person organization and you wake up one day and realize, oh my gosh, I have 130000 colleagues and alcohol is actually my second IPO.
So before that, here in Austin, I worked with Bazaarvoice. And so for folks who don't know Bazaarvoice, they are kind of the ratings and reviews platform for all the major brands that are not named Amazon.
And so that's that's really where it began. And then I've worked in the event marketing technology space and then for the last five years with a professional services firm that works really within the Oracle marketing cloud.
So all of my clients are marketers and marketing technologists and we're really helping them make the most of the of the investments that they're making in all of this marketing tech. And we're helping connect all the dots between these solutions and make up their their marketing tech stack. But of course, I am in sales and I'm kind of a sales nerd. So I love marketing. I love sales. I love technology. And we also get to get. Out on on content marketing, which is another just area of personal interest and fascination for me and has been for years, you know, that doesn't sound like a typical sales guy to say they're really into marketing.
I'll be honest.
Many are, you know, one of my one of my favorite books and I got an opportunity to join him on on his podcast, John Jantz wrote a book called Duck Tape Selling. And the I might mess up the tagline, but it was something along the lines of I think like a marketer and sell like a rock star. And I was like, man, that should be my tagline. And it was just a fantastic book and has been a big part of my approach again for four years.
Well, I'll make sure to put a link to that book in the show notes. I've heard of the book. I haven't read that one, but it's a popular one. I definitely know that. Well, gosh, you know, I laugh when I look back in the day in Austin because I used to be at National Instruments, as you may know. And at the time we were we implemented, we had the largest implementation of Eloqua that ever was so long since it was history, history that everyone who was in marketing at the time and I remember is Eloqua for that reason.
So that was good times. And then and then, of course, I used to manage events and technology was hugely important to everything we did. So a lot of intersections there.
Well I, I'm curious, since you're a content marketing nerd, what is the best piece of content that is ever worked well for you. You know, that was I came to it by accident. It was really this LinkedIn sale stars thing that I kind of stumbled into.
So about a year ago, little more than that.
I was I had joined the sales experts channel, which is I always think of it as it's kind of like a break talk co-op. So it's a it's a whole bunch of sales folks who've come together and we kind of share this webinar platform. They've got a really, really popular channel. And I was thinking, OK, it's about time I deliver another webinar. What's going to be relevant and interesting and impactful and like I often do, I kind of think about what am I doing?
What am I interested in? Most of the things I've created network in Austin, for example, is there to just scratch my own itch. Right. I'm trying to solve my own issues and I figure I can't be the only one that's trying to figure out where do I need to go to to get plugged in and meet people.
And I was I had changed my whole philosophy and approach to LinkedIn. I've always been just a huge LinkedIn fan, and I switched from using it as a truly networking platform before a year and a half ago. There wasn't anybody I wasn't connected to that I didn't have some type of real relationship with.
If we hadn't just said you and I got connected before this conversation, but I ordinarily wouldn't have made that connection until we've had this conversation, because I really wanted to be in a position where if somebody asked me, hey, do you know Wendy, can you make an introduction?
I would say, oh, absolutely. We just did a podcast interview.
But I was challenged by a mentor of mine who said, you know what, Scott, you are behind the times.
LinkedIn has changed. You really need to think about taking a more audience type of approach to the way that you're using LinkedIn, especially with all the things that you're doing. And so that was of interest to me. And I thought, you know, LinkedIn is just such a hot topic for so many people for so many reasons, particularly in sales. I thought, OK, let me do a webinar around that.
And one of my kind of core driving things, and I invented this quote that I'm still trying to polish and get exactly right.
But it's this idea that I'm more interested in learning from what the doers do than from what the Sayer's say. And so say all success stories.
For example, that podcast I only interview active quota carrying individual contributors, and they have to be either the outright number one top performer in their companies or I joke and willing to settle for the top one percent.
So when I find somebody number three, you do on a team of 800 at Microsoft, we'll call that close enough? Yeah, I think so.
And so I thought, OK, if I'm going to deliver this LinkedIn content, I want to bring somebody on to join me on that webinar that is doing LinkedIn really well. And I thought about that went well. What does that mean? What does it mean to be doing LinkedIn really well and.
Long story short, Walter, long story longer as I suppose this is becoming, I, I built my own algorithm and what I was looking at, our audience is full of engineers and marketers that work with engineers.
We love algorithms. Come on, bring it. Bring it. All right. Well, let me tell you about my algorithm.
So what I was trying to understand is using publicly available data in a perfect world, I would have been able to know how much did Windies sell because of of what she did on LinkedIn?
How many meetings was she able in opportunities? Was she able to create? Well, I can't get to that. What I could get at. And I think the best evidence of success on LinkedIn is a high level of engagement.
And so what I did is I looked at, OK, let's look at some of these last 10 posts and let's add up the number of likes and comments they have across those 10 posts.
And then let's divide that into their following. How many followers and connections do they have to to provide? Sort of a percentage. And what's great about that? I didn't think about this as I was initially creating this this model.
But that structure actually favors kind of folks who are merging.
It becomes really hard to make that list if you have a huge following. And that actually became my problem in this most recent update. I fell off of my own list.
So, you know, it's legit. I can't even make my own list, but it's because I have over 18000 followers.
And so the level of engagement that I have to get to try and compete with somebody that's driving comparable engagement but only has a couple of thousand followers or a few thousand followers is it is a totally different thing. And so this thing just completely mushroomed. And so instead of bringing one person onto the podcast, I built this initial list of and went out and found people who were doing it really well. And we we stack rank them. And I reached out and I said, hey, would you be able to provide me some tips?
We're going to put together this PDF. And I asked them, I said, I want three tips. The first one is the advice that you would give to somebody that's just kind of getting started on LinkedIn. What's the most important thing they do to lay sort of that the baseline foundation to to, you know, where do they start?
And then the second tip is, OK, let's assume that somebody has done all of that stuff. They've taken care of all the basics. What's the most important, more advanced thing that they that need to be able to do?
And then for the third tip, I asked them, I want your secret sauce.
What is the thing that you're doing that is making the most impact in your levels of engagement and your success on LinkedIn? And so we put together this giant PDF. It's available for free. If folks go to top 1.0 forward slash lists for LinkedIn, say all stars, you can find that there. And I did the webinar was insane because I tried to get through almost all of those tips in one crazy webinar. But it was very fast.
Very fast, right. Very fast.
But because I kind of built my own little influencer community through this, the webinar was huge because they were all excited about it.
They wanted to learn from each other. They were sharing it with their audiences.
And then we just kept going with it. I decided, wait, I can update this list on a regular basis. So about once a quarter, we do a big update of the list. And maybe it was the second update. I had over 100 people that were on the list. So then it became the top 100. And it has just taken on an absolute life of its own. And I try and bring them together a couple a few times a year just so that we can build relationships like actually get to know each other and network a little bit.
Right. Because we all know each other online. We're all kind of in the in this same space. But to be able to connect those dots, it has been just just incredible. I mean, it's been so much fun. And we're we're working on a project now that finally, because it is an extraordinary amount of work, we're working on some some ways to automate that going forward. So I'm excited to roll that out.
And then, of course, you can automate that. Look, of course, I used to come up with the algorithm.
You have to prove it out and then automate. Sure. That's right. That's right. Well, OK, so I have a picky algorithm question for you that I just thought and then all sorts of other questions. OK, so so what about all these sales spammers, right. That are that are just connecting with me.
And I think, oh, well, they're in Austin where there's sort of a MySpace and they immediately try to sell something to me. I don't see them engaging with my post. So they would hurt me and your algorithm, right? Yes.
So the best way I heard that described. So for the last year, we've been calling that connect and pitch and that is highly frowned upon.
Yes, but my. New word we now call that bitch slapping, slapping is really, really bad, and I've I've started to find ways to identify it. So here's what's interesting.
Four years, again, like my philosophy and my approach to LinkedIn has changed so dramatically this last year or two before, I was a little bit offended if you didn't send me a personalized note with your connection request, like, really, you couldn't take five seconds to say, hey, when the line or two.
Yeah, some something right now.
What I'm finding, if you put something in there that is not I call it like faux personalization.
Oh. And it's like, okay, this sort of looks personalized.
But if, if I could apply this statement to virtually anybody else and it's the hey, it looks like we have a few connections in common, I'd like to know. No, no, no, no.
If it's not I heard you on Wendy's podcast or something real.
I ignore almost all of those because nine times out of ten, as soon as I hit accept, I'm going to get bitch slapped and I'm not having it.
And I am.
I've got to like a one strike rule in my world. I'm like, really? If that's the way you're going to play the game, I'm going to go to your profile, click the three dots on the top right hand side and we're going to remove that connection.
That's exactly where my people. Just not my people. Yeah.
If I gave someone a chance and they pitch slapped me, I slap them back, you know. I know.
Oh, I love that. I'm hang on to that one. Well, gosh, I can imagine by doing this project one, how much you learned personally and then to by creating a network among these top influencers, giving them the ability to learn from each other and then publishing all that into a piece of content. It's just sounds like there's value being thrown off all over the place with this effort and well worth the, you know, the time it took to undertake it.
So congratulations on that. That's so cool. Thank you.
Yeah, it's it's an amazing thing. And it's something that I tell people all the time that anybody can do this. You don't necessarily have to be the expert in a space.
You can bring the experts together, even if it's even if you're not creating content, even if it's, hey, let's just get on a zoom.
In fact, I did this in your space. So we were talking before we started that you knew Rod Sibel's, who runs events at National Instruments. When I was selling an event marketing platform, I asked my CEO to come here to Austin and I said, hey, I want to put together a dinner and we've got a couple of clients. But there's also some really high profile prospects that I'd like to bring together. And I think this would we can create something really intimate.
And Rod was there and we also had the the top event leaders from Intel and from indeed and from Gersen Langerman group.
And but all I needed to do is once I got the first one or two people, I was able to say, hey, well, Rod from National Insurance is going to be there. And then Dell was like, oh, yeah, we love Rob will come.
And then it was so easy. I'm like, well, Nai and Dell are going to be there and everybody else wanted to come. I mean, it was just such a such a natural thing and it was just casual. Right. It's not like you're going to come and I'm going to give you a pitch. It's like, no, we're just here to learn from each other, to be together. So rarely do we get an opportunity to connect with our peers and be in that place.
And who am I right.
I was I wasn't anybody right. But I became somebody because I was the one that brought everybody together. Yeah.
You well. And you came you came to it with a helpful spirit. Right. I want to connect people. I want to add value to this. I want to help. And then also, of course, there's a time and a place to talk about your software solution.
But yeah, I mean, I, I now, you know, I'm a marketer that's now done sales for my own business for 13 years. And by far, you know, just educating, being helpful, being generous with my experience has been the thing that that constantly wins out. So yeah. Yeah.
And I've become I'm like the Tom Sawyer of authors, you know, you talk about all these books I wrote of the books I've written. I think I've maybe written a total of 15 percent of them. Again, I just bring great people together. When I was in that space, I wrote a book called Making Rain with Events, and all I did was bring together folks who were just great in in that space and had them contribute their thoughts, because I at the time, I didn't know that much about events.
So that was my opportunity to to create something, to bring them together, to bring all those relationships together. It's an absolutely incredible thing. And everybody wins. Right. Who doesn't want to be part of a book? Yeah. Yeah, no kidding.
Well, I want to go back to your your LinkedIn. Best practices from your sales stars, so one, as I know I've let you know, this month I'm having a Illington mini series. I have a cool name for it. It's actually called the March Linked in Madness mini series. Yeah, yeah. And it's actually one of your all stars. I think he's on number two on the list right now. Nick Capozzi was just on the episode before this one.
So. So wait, wait. I have to stop you.
Do you know that Nick is in town right now and we're having dinner tonight?
I did hear he was thinking of coming to Austin. When I talked to him, he brought it up. So it just this on my porch. Oh, my gosh. A bottle of wine. So, yeah, small, small world.
He the list hadn't come out yet. And he said, I'm really excited and I think I'm going to make this list. And I said, well, I hate the episode won't air until the list is out. So this will all come together. You know, my fingers are crossed for you.
So anyway, he was generous enough to share some of his secret sauce on the episode. But so Nick's advice aside, I'm interested in what stood out to you or some of the more creative ways or most important ways that these influencers are engaging on LinkedIn.
Yeah, well, first of all, Nick has great source. Yes. The I think it's a couple of things. I think the most important thing is.
To be you, right, like what what seems to resonate the most on LinkedIn is just super raw, very authentic.
It's different than the the Facebook's and the Instagram's where everything is polished and filtered.
And, you know, we've got to present this this ideal version of ourselves. And nobody's buying that. Right.
Like, OK, come on, that's not real life. Your desk doesn't actually look like that all the time. Come on.
My teenagers are always smiling and hugging me. Right, right.
Right. Exactly, exactly.
So I think what's really started to break through on LinkedIn is people getting vulnerable and saying, hey, you know, I just fell on my face and here's exactly how and this is what I learned from it and this is what I'm going to try and do differently.
So that's interesting. That's one piece, right?
And again, it's it's this. Working around engagement, right, so sharing stuff, that's actually going to be helpful, things that are going to be relevant and engaging in that conversation, that happens when you do share something good and something valuable and people want to comment on that.
It's digging back in and getting involved in those comments and having that conversation and building relationships and community in that space.
Right. And that's that's one way to kind of hack my algorithm a little bit because every comment counts. Well, you can comment on everybody's comment. And that's and I think that's actually a best practice. Right. So now I'm. Hey, Wendy, I appreciate what you shared there. Here's my perspective. Maybe I'm asking you another question. Maybe I can get you to comment again.
And there ends up being so much value in the conversation that goes with that that post. And then the last thing I would say is it's about consistency.
But the beauty of LinkedIn is it's not like what you have to do to be consistent on Twitter.
Right. You don't have to post 20 times a day. In fact, link the LinkedIn algorithm, not my algorithm. The LinkedIn algorithm will beat you up for doing that. It does not like that.
It it likes generally there's a couple of people who break this rule and they do OK. But in general, once a day is about the most that LinkedIn likes.
So anywhere from I would say two or three times a week to daily is is the ideal amount and then you just commit to it.
Right? You do it day in, day out and make sure that you're consistent and that you engage in the conversation and in the comments and also recognize that it's not just about your posts and those conversations.
It's about having conversations on other people, people's posts as well.
I like to play this game with myself. I like to try to win the comments. Right. So, Wendy, you're going to post something really insightful. And I want to go in there and I want to just I want to add a lot of value to that conversation so that my comment gets a lot of likes and people. That to me is is winning the comments.
Oh, I love that because it has to be thoughtful and smart. And so I know that I've noticed that most relevant up at the top versus most recent. So I guess that's kind of the algorithm a little bit there too.
Her. That's it. That's it. Yeah. And it's a fun game because everybody marketing meets sales.
It's all coming together again. Right. There you go. There you go.
So what should the balance be between publishing your own posts and commenting on others? You know, I think that's individual, right? It really the personal struggle I have, the social dilemma that I have. I mean, you talked about how much I do. And I really it's how do I best use my time on LinkedIn and not all of my time on LinkedIn is as much fun as that would be. That's not the most productive thing I can be doing.
Right. So it's kind of deciding how often what what frequency, what's that cadence going to be? And then, you know, do you do you carve out some time?
I try and kind of dip in to maybe three times a day for about 20 minutes. And I'll read through some posts, I'll read through some notifications, all engaging comments a little bit. And then, you know, again, I'm I've my my personal posting frequency is pretty low right now, right? Like two or three times a week. That's perfect. I don't I don't need I don't have time to do more than that with with what I've actively got on my plate.
Right. The second. Yeah.
Real life really. Well, I knew marketers sometimes struggle with OK, when do we post as the company, when do we post as individuals like the company spokesperson or, you know, building someone up to be the face of the company, so to speak. Do you have advice for them?
I do. And my advice is it is a thousand times easier to build a personal brand than it is a business brand, especially in a social channel, because we have relationships with people.
You don't really have a relationship with a company.
Like, I can't I know your logo, but I don't have a relationship with it.
Right. Right. So, you know, I think as much as you can from a marketer perspective, it's enable the organization, help them understand these dynamics and know that what doesn't work is here's the company line.
Everybody say this thing at the same time.
It's really about how do we help people discover themselves and become the best version of themselves and have their own authenticity and share their own unique perspective and gifts.
And it's scary, right. I know that that makes a lot of organizations really nervous, but it works.
And you look at the company right now that is doing this better than anybody on the planet is gone.
Take a look at at the their stuff is they do it well also with the organization account, but they have just empowered everybody.
And so their whole sales team, their whole marketing team, everybody is doing really cool, dynamic stuff and they're all them.
It's not like they're all saying gong is the best thing we are good to because of X and Y and we all sound the same, though it's not that at all.
It's there. It's amazing collection of individuals with all kinds of different backgrounds and experience and perspective, and they're just authentically sharing that. And they collectively have built this absolutely incredible presence on LinkedIn. Neat.
I'll definitely go check them out. Good advice. Well, let's shift gears a little bit.
Tell me more about your podcasts. I've already confessed that I listened to several episodes on one of them. So lay for me out. Why these three and what do you focus on in each?
Yeah, so let's let's walk through kind of the order of of formation. So inspired marketing is the podcast that I host for Relationship one. So this is related to my full time day job as a sales professional.
And it was I did this with the with the previous company as well. I found that a podcast is the ultimate door opening relationship building tool on the planet. And I tell, you know, everybody when they think podcast, they're focused on the audience. To me, the audience is gravy. It's really about who can I meet, who can I build a relationship with that's going to be on the podcast. So an inspired marketing. I'm talking to typically Fortune 500 marketers that are using the Oracle marketing cloud.
I get about a 70 to 80 percent response on cold outreach related to the podcast, because all it is, is, hey, Wendy, I've heard that you're doing some really amazing things at true marketing. Would you be willing to come on the show and share your story and talk about these things that you're doing?
Well, these are marketers, right? They understand about the value of that and there is no pitch involved.
Right. We really are just providing a platform. It's very again, this is what the doers do, right? It's focused on what are you actually doing? Talk. We typically are focused on a particular project or initiative that they ran, that they had some success. So we just dissect that, like, what were you trying to solve for what what was the hard part? What was the thing that almost tripped you up that made this project really hard?
And if you could do it over, what would you do differently and what comes next? And, you know, it's just a really fun conversation. And the magic in that show happens as soon as I turn off the record button.
And then I get the truth right, then they're like, OK, well, Scott, I live in this very bound PR world where I have to watch what I say because I worked for this giant company. Here's what I can't say publicly. Right. And it becomes like this confessional, like, OK, well, here's the crazy part that that happened.
And then it's the most natural transition to a sales conversation I've ever had because I've already asked them about, you know, what's next, where do you go from here? And you know us in sales and marketing, we tend to be forward looking and we're optimistic and excited about that.
Next thing that we're going to work on, invariably they ask me some version of, wait a minute, isn't this kind of what you guys do? Is that something you could potentially help us with Leipold right there?
Or why don't we talk about that if you'd like to? OK, yeah.
So that's that's that show. And we've repurposed the heck out of that. We've turned inspired marketing the podcast into magazines that we use specifically when we when we used to be in person, we would print an issue purpose built for the giant Oracle marketing cloud conference that we would that we would attend and highlight our customers and give them a giant spotlight and just a great way to connect with with new folks and things of that nature. So that's that show. Four and a half years ago, I started sales success stories and I talked about this a little bit, right where it's it's really focused on quota carrying top performers.
And I realized about two years ago that the two best things about that show are also the two worst things about it. Oh, OK.
So so one is my favorite compliment about sales success stories is I have been called on numerous occasions the Tim Ferriss of sales, because what I'm doing is trying to deconstruct world class sales performers and it takes me a really long time.
So the average episode is something like 90 minutes. It's not unusual for those conversations to go over two hours. Wow.
So that's good and bad, I think. I think for folks that don't know what they're getting into, that looks awfully intimidating. You come to my podcast and you're like, what in the heck is going?
I had to be on the treadmill for that long. OK. All right. Let me kabab OK.
He's a heck of a workout.
And then the other thing is just the how ridiculous that criteria is. I have a lot of people reach out to me who I know. This this book that they want to talk about is probably going to be the sales book in the next year. But sorry you don't meet the criteria for my podcast. You are not allowed. And so I created the exact opposite show in daily sales tips. So every single day for the last 700 and I've lost count days in a row, all about the consistency.
There has been seven days a week. There has been a new daily sales tip and they're there all five minutes or less. Wow.
Every day, every day. Every day.
But there, you know, it's it's and it's open to anybody, you know, if anybody that's got a useful, relevant idea to share with sales professionals of all stripes. Right. Sales leaders, sales, sales, development reps, sales ops folks. I mean, it's it's really for everybody. And it's just super, super quick hit stuff.
Right? Like, we don't need to talk about this for two hours. I just want I want your best idea. Lay it out. You know, let's let's get it on the table. Let's get it out there and end. Part of the reason I like that so much is, again, it allows me to build a lot more relationships and give platform to a lot more voices and different perspectives and different things. And so it's it's a it's a super fun mix.
I enjoy it a lot.
And I appreciate your focus on I want to talk to practitioners, you know, people that are in the trenches doing this day in and day out and are successful, you know, proven successful in what they do. So that seems to be a common thread through all three, even though the criteria is a little bit different. So very cool. Well, I definitely enjoyed your sales success stories. So I'm I'm now a little bit hooked on that one.
It's addictive. Yeah, it is. It is. So well, congratulations on all of the success that you've had. And if people want to connect with you, where can they go?
Yeah, easiest thing to do. Go to top 1.0 fmp top the number one data form. You can pretty much get to everywhere from there. Whether you want to connect on LinkedIn, you want to check out a podcast. It's all there.
OK, and last but definitely not least, do you have any parting advice for marketers or salespeople listening that want to do better in LinkedIn?
Who I'm I'm going to triple down on the theme of consistency. OK, right.
I think it comes down to decide on what you can commit to doing without without missing. And again, even if that's two days a week or three times a week, that's fine, right? Just just commit put it on the calendar, stick to your schedule. Perfect. All right. Thanks so much, Scott.
My pleasure, Wendy. This is fun.
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