STANDOUT on LinkedIn

On this episode, Colleen is joined by Wes Michael, President, and Pam Cusick, Senior Vice President of Rare Patient Voice. Rare Patient Voice helps patients and caregivers voice their opinions through surveys and interviews to improve medical products and services. With Intero Advisory, Wes and Pam began their  LinkedIn training in 2018. They have had tremendous success using LinkedIn for their branding, sales funnel, and organic growth. 0:53 Introducing Wes and Pam 3:55 Starting Rare Patient Voice 6:41 Using LinkedIn in the beginning 8:30 LinkedIn coaching since 2018 13:06 Being the face and leader of the organization 16:50 Virtual events during COVID 18:50 LinkedIn versions 20:50 Patient advocacy 21:20 Expanding business overseas 24:30 Time dedicated to LinkedIn 31:55 Get connected 34:51 Outro Rare Patient Voice https://rarepatientvoice.com/ https://www.linkedin.com/company/rare-patient-voice/ https://www.facebook.com/rarepatientvoice https://www.instagram.com/rarepatientvoice/ https://www.youtube.com/rare-patient-voice/ Pam Cusick https://www.linkedin.com/in/pamcusick/ pam.cusick@rarepatientvoice.com Wes Michael https://www.linkedin.com/in/wes-michael-7a17334/ Twitter @wesmichael wes.michael@rarepatientvoice.com Intero Advisory Founder and CEO Colleen McKenna https://www.interoadvisory.com https://www.linkedin.com/company/interoadvisory/ https://www.linkedin.com/in/colleenmckenna/ Instagram @interoadvisory

Chris McDonell is the President and CEO of McDonell Consulting Group/Sandler Training, a global sales training and consulting firm. Using the “Sandler system,” Chris trains and develops leaders and salespeople so they can excel in their careers. Additionally, he helps organizations avoid hiring mistakes. Colleen and Chris discuss turnover, digital fluency, recruiting pitfalls, marketing content, and the evolving buying process. 0:00 Intro 1:10 Chris’s background 2:00 Focus of leaders 7:15 Cost of turnover 7:48 Recruiting pitfalls— job posting, behavioral interviewing, biases  12:23 Proactive and reactive recruiting 14:54 Sales professionals 17:02 O.C.D. One Contact Disorder 17:49 Digital fluency 24:04 Online content to help buying process 27:10 Selling at large companies 29:10 K.A.R.E. Keep, Attain, Recapture, Retain 31:45 Digital Tools, LinkedIn Sale Navigator 34:34 Connect with Chris 36:06 Outro Mentioned https://www.underarmour.com/en-us/ hubspot.com vidyard.com business.linkedin.com/sales-solutions Chris McDonell https://www.mcdonell.sandler.com https://www.linkedin.com/in/chrismcdonell/ Intero Advisory Founder and CEO Colleen McKenna https://www.interoadvisory.com https://www.linkedin.com/company/interoadvisory/ https://www.linkedin.com/in/colleenmckenna/ Instagram @interoadvisory  colleen@interoadvisory.com

Bryan Howe is a Senior Associate at Sheffield Haworth, a global talent consulting firm based in London. He has spent his whole career working in the recruiting field, so he’s able to provide valuable advice to both employers and job seekers in today’s fast-moving, candidate-driven market. The newest recruiting trends, Zoom, referrals, and LinkedIn's role in networking and job searching are among the subjects Colleen and Bryan cover today. 0:00 Intro 1:10 Bryan Howe’s background 3:08 Latest trends 5:07 Small vs large companies 7:18 Zoom 10:04 Candidate-driven market 10:46 Recruiting with LinkedIn 14:14 Career breaks 17:20 Networking 19:41 Referrals 24:45 Opportunity for a career change 28:55 Sheffield Haworth 30:55 Outro Books Mentioned “The Power of One More” by Ed Mylett “The Alliance” by Reid Hoffman Bryan Howe linkedin.com/in/bryan-howe https://www.sheffieldhaworth.com Intero Advisory Founder and CEO Colleen McKenna https://www.interoadvisory.com https://www.linkedin.com/company/interoadvisory/ https://www.linkedin.com/in/colleenmckenna/ Instagram: @interoadvisory  colleen@interoadvisory.com

What is the most valuable asset to a company? Its people. Jim Cusick, Talent Strategy and Operations Lead at Intero Advisory, talks about the significance of recruiting and establishing relationships on LinkedIn at all times, good and bad. Whether navigating a tight labor market or impending recession,  LinkedIn is a valuable resource for recruiters to make a positive connection with skilled individuals. 0:00 Intro 1:10 Jim Cusick 3:58 The War for Talent 4:46 LinkedIn for recruiting 6:55 Why it’s important 7:46 Seek guidance 9:12 Outro Mentioned “How Well Are You Executing Your Recruiting And Retention Strategy?” By Colleen McKenna  https://www.interoadvisory.com/2022/06/recruiting-retention-strategy/ “Winning the War for Talent: Recruit, Retain, and Develop The Talent Your Business Needs to Survive  and Thrive” Book by Chris Czarnik Jim Cusick https://www.linkedin.com/in/jimcusick1/ jim@interoadvisory.com Intero Advisory Founder and CEO Colleen McKenna https://www.interoadvisory.com https://www.linkedin.com/company/interoadvisory/ https://www.linkedin.com/in/colleenmckenna/ Instagram: @interoadvisory 

Jonathan Oleisky is the President of Kalix Marketing, an educational marketing firm specializing in independent, private, charter, and public schools and institutions of higher education. Jonathan and Colleen discuss how digital marketing has evolved over the years as Kalix marks its tenth anniversary. The use of search engines, market research, Facebook, LinkedIn, paid marketing, and authentic relationship building has led to Kalix's continued success. 0:00 Introductions 1:12 Jonathan’s background 5:50 Ten years of Kalix 9:05 Social platforms and billboards 17:06 Paid campaigns, authentic 20:10 Invest in market research 22:10 Reputation 26:00 Search engines and algorithms 28:36 Is LinkedIn becoming Facebook? 35:25 Closed network 37:14 Security and hackers 44:22 Key takeaways 45:06 LinkedIn success story 47:15 Outro Jonathan Oleisky linkedin.com/in/jonathanoleisky http://www.kalixmarketing.com Twitter @joleisky Intero Advisory Founder and CEO Colleen McKenna https://www.interoadvisory.com https://www.linkedin.com/company/interoadvisory/ https://www.linkedin.com/in/colleenmckenna/ Instagram @interoadvisory  colleen@interoadvisory.com

Ann Beegle is a leadership coach and certified Working Genius Facilitator. She started her career in politics and non-profits before enrolling in the prestigious Georgetown Leadership Coaching Program.  Following that, she discovered Working Geniuses and became certified to conduct assessments. Ann unpacks the differences between the six geniuses and explains how organizations benefit from being self-aware of their strengths and weaknesses. 0:00 Introductions 2:19 Ann’s background 5:44 Georgetown Leadership Coaching Program 7:46 Working Genius & The Table Group 10:46 20% Personality 80% Productivity 13:58 The 6 working geniuses, WIDGET 18:52 Why it’s important 21:30 Coffee cup analogy 28:18 The Six Types of Working Genius by Patrick Lencioni   32:08 Connect with Ann 33:30 Outro Ann Beegle https://annbeegle.com https://www.linkedin.com/in/annbeegle/ https://www.workinggenius.com https://www.tablegroup.com Intero Advisory Founder and CEO Colleen McKenna https://www.interoadvisory.com https://www.linkedin.com/company/interoadvisory/ https://www.linkedin.com/in/colleenmckenna/ Instagram @interoadvisory colleen@interoadvisory.com

Des McCabe is a licensing expert who has helped hundreds of trainers, business owners, freelancers, and entrepreneurs build their community and credibility. Des has a background in diversity and inclusion training and is originally from Northern Ireland. In this episode, he defines what equality, diversity, and inclusion mean. Des urged Colleen to publish a book since sharing knowledge and skills for free is an important part of establishing a trustworthy reputation. The two also discuss LinkedIn content, personal and professional development, and the significance of kindness in business. 0:00 Introduction 2:20 Des’s background 5:30 Defining equality, diversity, inclusion 8:20 Company culture 11:38 Silo busting, upside-down triangle 12:56 Changing workplace 16:00 Meaningful careers 17:00 Transactional VS relationship 18:00 Kindness and personal development 27:08 LinkedIn 29:45 Licensing 36:00 Writing a book 45:00 Content on LinkedIn 50:06 Closing words 51:45 Outro Des McCabe linkedin.com/in/desmccabe workitout.info/license-your-training-courses.html (License Your Training Course) diversiton.com (The #1 Inclusion Calendar ) desmccabe.com (Personal Development Exercises) Twitter @GreatQuotesOn @MyWorkItOut Mentioned linkedin.com/in/mrstuartbell https://www.90minutebooks.com Intero Advisory Founder and CEO Colleen McKenna https://www.interoadvisory.com https://www.linkedin.com/company/interoadvisory/

Lynne Smithpeterr is the Executive Assistant to Don Myers, a Vistage Master Chair, and a client of Colleen McKenna’s. Lynn manages Don's personal LinkedIn profile, which entails a high level of trust and a thorough grasp of Don's character and voice. Even if they know how vital LinkedIn is, many solopreneurs and executives don't have the time or desire to use it; that's where someone like Lynne comes in. 0:00 Intro 1:12 Introducing Lynn Smithpeter 2:35 Lynn’s career 3:38 Utilizing LinkedIn 7:07 Vistage and Don Myers 10:18 Capturing voice 14:40 Working for a solopreneur 20:12 Building brand 23:55 Trusting relationship 29:35 Tips on LinkedIn positioning 32:16 Outro Lynne Smithpeter https://www.linkedin.com/in/lynnesmithpeter/ Mentioned linkedin.com/in/donald-e-myers vistage.com https://projectcure.org/about-us/our-team/ https://www.linkedin.com/in/chrisczarnik/ Intero Advisory Founder and CEO Colleen McKenna https://www.interoadvisory.com https://www.linkedin.com/company/interoadvisory/ https://www.linkedin.com/in/colleenmckenna/ Instagram @interoadvisory colleen@interoadvisory.com

Heidi Nathanielsz is the Executive Director at Entrepreneurs' Organization (EO) Capital District  New York, a peer-to-peer non-profit membership organization for leading entrepreneurs. Heidi talks about her success on LinkedIn after working with Colleen, who prompted her to revamp her profile and change her job title. Now, Heidi recognizes the exponential value of  LinkedIn and is expanding her network and recruiting new members for EO with ease. 0:00 Intro 1:15 Who is EO 3:38 Heidi’s career path 7:15 Thirst for learning 9:18 LinkedIn training 11:23 Heidi’s profile makeover and title change 16:40 Closed down network 18:05 Building network 23:40 Nancy Drew of LinkedIn 25:30 Personalized messages 30:00 Recruiting 35:50 Next steps in LinkedIn journey 38:45 LinkedIn Sales Navigator trial 40:24 Closing words 41:45 Outro Heidi Nathanielsz https://www.linkedin.com/in/heidinathanielsz/ https://www.linkedin.com/company/eocapitaldistrictnewyork/ https://www.eonetwork.org/capitaldistrictnewyork Intero Advisory Founder and CEO Colleen McKenna https://www.interoadvisory.com https://www.linkedin.com/company/interoadvisory/ https://www.linkedin.com/in/colleenmckenna/ Instagram: @interoadvisory colleen@interoadvisory.com

Is the number of connections on your company's LinkedIn page underwhelming? Don't be concerned! Why You Need Your Employee’s LinkedIn Network, a blog post by Colleen McKenna, explains why employees connections are more useful than company page connections. Jim Cusick and Taylor Kimbell offer advice on how to assess your network, find first-level connections, and use LinkedIn intentionally. 0:00 Intro 1:1 Episode with Jim and Taylor 2:08 Key takeaways from blog 5:12 Evaluating network & first-level connections 8:25 Job seekers 11:28 Closing thoughts 12:04 Outro Blog  https://www.interoadvisory.com/2022/03/you-need-your-employees-network/ Taylor Kimball https://www.linkedin.com/in/taylor--kimball/ Jim Cusick https://www.linkedin.com/in/jimcusick1/ jim@interoadvisory.com Intero Advisory Founder and CEO Colleen McKenna https://www.interoadvisory.com https://www.linkedin.com/company/interoadvisory/ https://www.linkedin.com/in/colleenmckenna/ colleen@interoadvisory.com Instagram: @interoadvisory 

Liza Slavin shares the top five important elements of a strong LinkedIn profile and why it’s important to maintain an online presence. In her role, she views 250-500 LinkedIn profiles a week, making her an expert on personal branding on the platform. If you want to grow your professional network, regularly ensure your profile is professional and up-to-date.  0:00 Intro  1:12 Episode with Liza  2:28 Photos  3:50 Headline  4:40 About section  5:53 Experience  6:47 Number of connections  7:55 Reason have great profile  9:10 Outro  Liza Slavin https://www.linkedin.com/in/lizaslavin/  liza@interoadvisory.com  Intero Advisory Founder and CEO Colleen McKenna  https://www.interoadvisory.com  https://www.linkedin.com/company/interoadvisory/  https://www.linkedin.com/in/colleenmckenna/  Instagram @interoadvisory  colleen@interoadvisory.com

Larry Eason is a Social Impact Strategist, Innovator, and Consultant for nonprofits and social impact startups. Both early adopters of LinkedIn, Colleen, and Larry met eleven years ago through LinkedIn For  Good. They discuss the power of the profile, strategic networking, conveying ethos online, centers of influence, and the right mindset to utilize LinkedIn to its fullest potential. 0:00 Intro 1:12 Introducing Larry 2:30 Bryan Breckenridge & LinkedIn For Good 6:30 Blog post on beginners mind 8:00 Non-profits on LinkedIn 11:12 It’s business not social 12:20 Technology and strategic networks 19:30 Cold connection 25:20 Credibility 29:00 Ethos and telling a story 32:18 Startups VS nonprofits 38:15 Web 2.0 42:00 Long-term relationships 45:00 Non-profits 51:50 Outro Larry Eason https://www.linkedin.com/in/larryeason/ Twitter: @easonlw Mentioned • https://www.linkedin.com/in/bryanbreckenridge/ • https://www.forbes.com/sites/michaelsimmons/2013/12/03/why-being-the-most-connected-is-a-vanity metric/?sh=4a5897d471a9 • https://www.linkedin.com/company/the-nature-conservancy/ • https://www.linkedin.com/company/national-urban-fellows/ Intero Advisory Founder and CEO Colleen McKenna https://www.interoadvisory.com https://www.linkedin.com/company/interoadvisory/ https://www.linkedin.com/in/colleenmckenna/ Instagram: @interoadvisory colleen@interoadvisory.com

During the pandemic, Tommie Deaner left her corporate HR job to become the CEO of her own executive coaching company, Tobu Advisors. Tommie recalls the process of crafting an online presence, designing a logo and naming the company, formulating a content strategy, and leveraging LinkedIn to find clients. She says it was intimidating at first, but with a growth and beginner mindset, Tommie has successfully pursued her coaching passion. 0:00 Intro 1:12 Introducing Tommie 3:35 Designing logo 7:00 Leveraging LinkedIn 9:30 Overcoming self-doubt 10:30 Planning quarterly content 12:50 LinkedIn Strategy 14:46 Tools 16:55 Accountability groups 17:50 Templating and batching content 19:36 Value of consistent strategy 22:50 Tips on growth mindset 24:30 Outro Tommie Deaner https://www.linkedin.com/in/tommiedeaner https://www.tobuadvisors.com/ Sarah Bentley https://www.linkedin.com/in/sarah-m-bentley/ sarah@interoadvisory.com Intero Advisory Founder and CEO Colleen McKenna https://www.interoadvisory.com https://www.linkedin.com/company/interoadvisory/ https://www.linkedin.com/in/colleenmckenna/ Instagram: @interoadvisory 

Julie Chmura is the Business Development Director at Elegant Restoration, an emergency and disaster restoration business based in Maryland. Julie and her team are consistently and strategically utilizing their growth mindset by posting content on LinkedIn, growing their network with the right contacts, and are creating a reliable and trustworthy online presence. 0:00 Intro 1:12 Podcast topic 2:31 Starting on LinkedIn 4:18 Training with Colleen 6:48 Content strategy 10:53 Fluid plan 11:23 Scheduling content 14:50 Approach to LinkedIn 16:25 Evolving strategy 21:45 Advice for beginners 24:50 Outro Julie Chmura https://www.linkedin.com/in/juliechmura/ http://elegantrestoration.com Sarah Bentley https://www.linkedin.com/in/sarah-m-bentley/ sarah@interoadvisory.com Intero Advisory Founder and CEO Colleen McKenna https://www.interoadvisory.com https://www.linkedin.com/company/interoadvisory/ https://www.linkedin.com/in/colleenmckenna/ Instagram: @interoadvisory colleen@interoadvisory.com

Jim Cusick shares a surprising stat— 80% of salespeople have lost or delayed deals due to job changes within an account, another effect of the “great reshuffle”  happening right now. The best way to avoid lost sales due to job changes is to use the Account Mapping feature within Sales Navigator. 0:00 Intro 1:12 Podcast topic 2:40 Account Mapping feature 3:30 Surprising stat 4:06 Great Re-shuffle 6:30 Outro Jim Cusick https://www.linkedin.com/in/jimcusick1/ jim@interoadvisory.com Intero Advisory Founder and CEO Colleen McKenna https://www.interoadvisory.com https://www.linkedin.com/company/interoadvisory/ https://www.linkedin.com/in/colleenmckenna/ Instagram @interoadvisory colleen@interoadvisory.com

Sarah Bentley, Intero Advisory’s Marketing Specialist, explains the benefits of creating a company page on LinkedIn. Even as a sole proprietor, who is the only employee of their business, having a company page on LinkedIn creates credibility and visibility. A great LinkedIn profile serves as a digital handshake. 0:00 Intro 1:12 Podcast topic 1:50 LinkedIn Profile 2:08 Headline, About, Experience 3:22 Logo 4:10 Company page 6:35 Outro Sarah Bentley https://www.linkedin.com/in/sarah-m-bentley/ sarah@interoadvisory.com Intero Advisory Founder and CEO Colleen McKenna https://www.interoadvisory.com https://www.linkedin.com/company/interoadvisory/ https://www.linkedin.com/in/colleenmckenna/ Instagram @interoadvisory

LinkedIn is rolling out the newest version of Sales Navigator, so Colleen and Liza break down how these updates will change the user experience. Everything from billing, to names of features, to the look of the homepage is being updated to make this business tool even more powerful! 0:00 Intro 1:10 Sales Navigator 5:37 Auto-generated leads 7:35 Sales preferences and search filters 9:15 Account map 11:12 Billing 12:40 Three versions 15:45 Benefits of Sales Navigator 19:10 Outro Intero Advisory Founder and CEO Colleen McKenna https://www.interoadvisory.com https://www.linkedin.com/company/interoadvisory/ https://www.linkedin.com/in/colleenmckenna/ Instagram: @interoadvisory colleen@interoadvisory.com Liza Slavin https://www.linkedin.com/in/lizaslavin/

Matt Culloty joins Jim again on the podcast to discuss best practices for digital auditing. Matt is the Web Developer and Founder ProSitely and Intero’s fractional Director of Technology. There are several ways to optimize your digital presence, and it’s a great idea to hire someone to do a digital audit.  0:00 Intro 1:10 Digital audits 5:08 User experience 7:45 Authenticity 8:46 SEO 11:45 Outsourcing blog writing 15:25 Google my business 22:15 Truth, tool, and tip 27:20 Outro Matt Culloty prositely.com https://www.linkedin.com/in/mattculloty/ Mentioned Ubersuggest— https://app.neilpatel.com/en/ubersuggest/ Google my Business— https://www.google.com/business/ Jim Cusick https://www.linkedin.com/in/jimcusick1/ jim@interoadvisory.com Intero Advisory Founder and CEO Colleen McKenna https://www.interoadvisory.com https://www.linkedin.com/company/interoadvisory/ https://www.linkedin.com/in/colleenmckenna/ Instagram @interoadvisory  colleen@interoadvisory.com

In this short episode, Jim Cusick tells us why following companies on LinkedIn is important in terms of job searching, recruiting, and business development. LinkedIn makes it easier than ever to connect and stay in the loop in real-time by following clients and prospects. 0:00 Intro 1:10 Job searching 2:55 Business development 4:40 Custom insights produced by LinkedIn 5:40 Outro Jim Cusick https://www.linkedin.com/in/jimcusick1/ jim@interoadvisory.com Intero Advisory Founder and CEO Colleen McKenna https://www.interoadvisory.com https://www.linkedin.com/company/interoadvisory/ https://www.linkedin.com/in/colleenmckenna/ Instagram @interoadvisory  colleen@interoadvisory.com

The Great Resignation of 2021 has up to 50% of people switching jobs. In this episode of STANDOUT, Jim Cusick and Liza Slavin share how to optimize your LinkedIn profile to help recruiters find you. Liza shares what makes candidates stand out and how to use the “Open to New Opportunities” button without alarming your current employer. 0:00 Intro 3:06 “Open to New Opportunities” button 4:30 Importance of listing location 6:30 How to be discreet with current employer 8:15 Updating profile, headline, about me 12:30 Narrowing down candidates 14:03 Stand out on LinkedIn 16:35 Truth, Tool, Tip 18:16 Outro Liza Slavin https://www.linkedin.com/in/lizaslavin/ liza@interoadvisory.com Jim Cusick https://www.linkedin.com/in/jimcusick1/ jim@interoadvisory.com Intero Advisory Founder and CEO Colleen McKenna https://www.interoadvisory.com https://www.linkedin.com/company/interoadvisory/ https://www.linkedin.com/in/colleenmckenna/ Instagram @interoadvisory