Best Practices for Networking with C-Suite Professionals

In the C-Suite, there are no ‘Nice Meetings’ - only useful ones You just wrapped up your big meeting with a senior Executive. It ran the full 45 minutes. They didn’t cut it short. They even said “Thanks.” Success? Not so fast. According to Forrester, 85% of CXOs consider first meetings with salespeople a waste of time. Don’t be one of them. As a former CFO, I’ve sat in hundreds of those meetings. Here are five best practices to make sure yours actually delivers value - and differentiates you from the pack: 1. Set a clear agenda upfront Start with no more than two agenda items. Invite the Executive to adjust them - this creates shared ownership. If time runs short, your agenda gives you a valid reason to follow up. 2. Prepare differently Yes, research the industry, the company, the Executive, and their role. But go deeper: review investor calls, risk disclosures, and Executive compensation in 10-K or 20-F filings. These reveal what truly drives decision-making. 3. Bring a fresh insight Executives value originality. We want ideas we haven’t already heard - relevant trends, peer examples, or a sharp POV. Insight builds credibility. Outcomes open doors. 4. Speak our language Tailor your message to what we actually care about: - CFOs: Profitability, margins, risk - CMOs: Customer growth, retention, share of wallet, and brand impact - CIOs/CTOs: Scalability, innovation, security Use our metrics - not yours. 5. Manage the time - and the follow-up Respect the clock. If you finish early, say thank you and leave. Always end with clear next steps, confirmed ownership, and a follow-up email the same or next day recapping key takeaways and agreed actions. Final thought: Executive meetings aren’t judged by how pleasant they are. They’re judged by how useful they were. Master these five practices, and you won’t just have a successful meeting, you’ll be one step closer to crushing your quota. #SalesLeaders #CSuite #SellingtoExecutives #CXOs #SalesEnablement #StrategicAccounts #ChiefRevenueOfficers #LearningAndDevelopment #CFOs #CEOs #CorporateUniversities #CustomerSuccess

I might get hate mail for this: Appearances and first impressions still matter—big time. Zoom calls and remote work culture erupted over the past decade, and somewhere along the way, we stopped caring about the 'little things'. Salespeople, missing the details = lighting cash on fire 🔥. 💰 Every call on your calendar costs your marketing team a few thousand dollars. Each meeting could be thousands in commission for you. That CMO you’re meeting with? Her 30 minutes is worth $500. When she brings her team, they spend $3k in salary just showing up. So, why do we show up like we don’t give a sh*t? Sweating the details can often be a waste of time, other times it's worth the effort. 💡 Here are 6 details you should never skip: 1) Do your research.  Asking where they live or what their company does—things you could Google in 5 seconds—doesn’t build rapport; it just makes you look unprepared. Instead, come in with a point of view on something you've already researched. 2) Use a good webcam & mic.  Who would you rather spend 30 minutes with in the screenshot below? You don’t need to break the bank—a solid cam/mic setup costs under $100. 3) Get your lighting right.  Clear the shadow from your face. Sit in front of good lighting. A $20 ring light can do wonders. 4) Dress like you care.  Would you rather be over-dressed or under-dressed when you're presenting to the C-suite of a $2billion dollar company? Toss the wrinkly T-shirt and baseball cap. Throw on a button-up or polo. Maybe even take a morning shower and comb your hair. 5) Send a follow-up the same day.  Buyers appreciate a quick recap they can share internally. Tools like WINN.AI, Gong, or Sybill can automate this, so you can get the email out in minutes instead of hours. 6) Send a pre-meeting brief.  An engaged audience = a better meeting. Prime their brains before the call. *Bonus tip: Send personalized messages to each stakeholder - this takes more effort, but it's worth it. A CMO has different interests/problems than a Sales Manager. Make it clear that you took the time to curate messages for each person. These details might seem trivial, but it's worth it if they make you even 1% more engaging. I get it—some of you will think I'm an old-fashioned grandpa. (Probably true.) Some will think, "it’s 2025, and this stuff doesn’t matter anymore." 🎲 But are you willing to gamble your company's hard-earned pipeline (and your own commission) on that? Deals are won or lost by tiny margins. Skimp a little here, skimp a little there, and watch your win rates suffer. (Legit, I had a rep almost lose a deal because he presented a deck using the customer's outdated logo <- the CMO was not smiling about it. We did damage control for 2 weeks.) ⚖️ My stance: obsess over the details. Alone, they might seem minor, but together, they will tip the scales and split success from failure. Would love to hear what details you swear by? 

A senior cloud architect sent me a connection request last week with this message: "I'm interested in roles at AWS. Do you have any openings that fit my background?" No context. No relationship.  And no research into the roles I might work on. I see versions of this 30–40 times a week. And I know the intent is good — people are trying to follow the advice they're given: "Network to land your next role." The problem? Most people are confusing outreach with networking. After a decade in technical recruiting, I've noticed a clear pattern: The people who land roles faster aren't sending more DMs. They've built visibility before they ever hit send. Here's what commonly shows up in my inbox: "I recently interviewed — can you follow up?" "Do you have 15 minutes for a coffee chat?" "I'm seeking a Solutions Architect role." People are taking action. That's not the issue. The issue is that recruiters and hiring managers get dozens of these messages daily — all from people they don't know. At that volume, it's almost impossible to know how to help. At the senior level, transactional networking rarely turns into opportunity. Sound familiar? So what does strategic networking actually look like? It's less about who you message — and more about who already recognizes your name when you do. Here are five true networking approaches I’d recommend to senior-level tech professionals: 1️⃣ Engage in tech-specific LinkedIn groups  This creates one-to-many visibility. Hiring managers and recruiters are often in the same spaces — credibility builds through contribution. 2️⃣ Comment meaningfully on posts from leaders in your space  Skip "Great post." Add perspective based on experience. Do this consistently and your name starts showing up in the right feeds. 3️⃣ Share insights from your own work  You don't need thought-leadership essays. A poll about a challenge you're navigating. A short reflection on a lesson learned. Even adding your take to someone else's post. The goal is visibility, not virality. 4️⃣ Write recommendations for former teammates  In addition to helping a teammate out, your name will appear on their profile. This is passive visibility that compounds. 5️⃣ Engage with hiring managers before messaging them  Comment on what they share. When you eventually reach out, you're not a stranger — you're familiar. I've seen this shift change the trajectory of job searches. Not because someone's resume suddenly improved — but because the right people already knew who they were before a role opened. 👉 Which of these five are you already doing or planning to start? Drop the number below. And if someone in your network is in search mode, feel free to share this with them.

When I was at Salesforce, I used this exact cold email framework to book meetings with CEOs, COOs, and CFOs at the biggest companies in the world. Now I coach 100s of reps to use it—and they’re landing meetings that most sellers only dream about. Most reps never get to sell to the C-suite. Not because they don’t work hard. But because they reach out with transactional garbage that looks like every other email in the inbox. Executives don’t want another seller. They want a partner who understands their business. Here’s the cold email formula that works: 1. Warm and personal Lead with a sincere compliment. “I saw your podcast on ___…” “I read your Forbes interview and was moved by…” Show them you did your homework. Not some AI-generated flattery—real human admiration. 2. Shared values or struggle Make it human. “I related deeply when you talked about overcoming ___. I’ve faced something similar.” Vulnerability isn’t weakness—it’s how you earn trust. 3. Research-backed insight Cite a 10-K, public statement, or article. “Based on your Q1 earnings call, I noticed you're focused on X.” Link to the source. Build credibility. 4. A sharp POV + direct linkage Don’t say, “We help companies like yours.” Say, “You’re trying to achieve X. Companies on that journey often hit Y. Here’s how we solve it.” Make the connection crystal clear. 5. Soft CTA, strong conviction No desperate energy. Just: “If this is a priority, would it make sense to connect?” You’re not begging. You’re offering value. If you want my exact cold email template (and to see 13 real email examples me and my clients used to book C-suite meetings) grab them here: https://lnkd.in/g84w_utx

Ever Felt Nervous Talking to Executives? Here Are 8 Steps to Change That: Talking to high-profile people can be scary. But with the right approach, it becomes easy and natural. I've had over 10,000 meetings with executives and C-suite leaders. In the beginning, I was nervous. But I quickly learned how to get over that. Now, these conversations are effortless, and I've made some great friends. Here's how I did it, and you can do it too. Follow these 8 simple steps: 1. Executives are people too. ↳ Don't let titles intimidate you.  ↳ Remember, executives are just people. ↳ They have their own interests, concerns, and joys. 2. Be real. ↳ Be yourself. ↳ Show up polished and confident. ↳ Authenticity matters. 3. First impressions matter. ↳ Add value from the start.  ↳ Practice your elevator pitch. ↳ Be clear about who you are and what you do. 4. Talk less, listen more. ↳ Listening is an art. Master it. ↳ Ask probing questions. Have a few ready at all times. ↳ Engage in meaningful conversation and show genuine interest. 5. The P-Squared Principle. ↳ Keep interactions positive and professional. ↳ Bring good energy to every meeting. ↳ Enthusiasm is infectious. ↳ Steer clear of drama. 6. Anticipate and elevate. ↳ Be resourceful. ↳ Help without being asked. ↳ Share ideas and solutions proactively. ↳ Show you are thinking about their needs. 7. Follow up to stand out. ↳ Follow up quickly. ↳ Don't let the connection fade. ↳ Stay on their radar. Be consistent.  ↳ A short email or message can go a long way. 8. Be a time ninja. ↳ Be efficient, especially with execs. It's expected. ↳ A-B-3Cs: Always be clear, concise, and compelling. ↳ Time is your most valuable asset, and theirs too. Don't waste it. ___ Find this useful? Repost to help your network ♻️. And follow me for more daily insights like this. 🔔

Do senior executives remember your name and your contributions?   Want to reach the C-suite by 2030? It starts with building genuine connections. I've watched many talented colleagues hit the mid-career ceiling in their late thirties. They mastered technical skills but missed something crucial. Amit, an ambitious middle manager in a global MNC, believed this myth too, until his VP pulled him aside after he was passed over for promotion to Director of Operations. "Your results are impressive, but no one in the leadership team feels they truly know you," she said, sliding his appraisal report across the conference table. "You haven't built genuine connections with senior executives." Amit met me disheartened, with a long face reflecting his disappointment. He seemed to carry a dark rain cloud over his head, with dim light, pouring cold water over his bright ideas and thoughts. I recollected a workshop I had attended with Paritosh Pathak. He advocated a different approach – building connections by taking a genuine interest in others. This revelation had transformed my approach. Building meaningful connections isn't about distributing your visiting cards, collecting 100+ LinkedIn contacts or sending generic "touching base" emails. It's about demonstrating an authentic interest in others and creating tangible value in your interactions. I shared this approach with Amit. When Amit meets colleagues now, he asks specific questions about their department's 90-day objectives. He listens attentively to their challenges around resource allocation or cross-functional coordination. Then he follows up with relevant assistance: sharing a helpful article about their industry challenge, introducing them to a contact who solved a similar problem, or offering 30 minutes of his expertise on their upcoming project. This is a long-term approach, and it works. It takes time to yield results. The fruits of your value addition may come from an entirely different source, and not just from the person to whom you added value. This unique approach prevents you from becoming just another ambitious climber with impressive metrics but forgettable impact. Try this tomorrow: When speaking with a senior colleague, ask about their most challenging current initiative. Then deliver something valuable soon, where possible,  which directly addresses that challenge. You'll transform from a networking participant to a memorable relationship-builder – someone executives naturally envision in their inner circle. The career ladder narrows dramatically at the top, but genuine connection-builders are precisely those, who senior leaders want beside them when making consequential decisions. What is your approach to building deeper connection with others? Do share in the comments. #CareerCoach #LifeCoach #ParitoshPathak

When the CEO asked me, '𝙒𝙝𝙖𝙩 𝙙𝙤 𝙮𝙤𝙪 𝙙𝙤?'  I was ready with a response that left an impression. I didn’t say how many years I had been with the company. 🙄 Or recite my role description. I communicated my VALUE. This sparked an engaging conversation, that allowed him and other leaders to learn more about me, creating a memorable interaction that helped me stand out.  Here’s the framework I used to confidently articulate my value: 1️⃣ 𝗦𝘁𝗮𝗿𝘁 𝘄𝗶𝘁𝗵 𝘄𝗵𝗮𝘁 𝘆𝗼𝘂’𝗿𝗲 𝗸𝗻𝗼𝘄𝗻 𝗳𝗼𝗿. Titles can be misleading. Think about your biggest strength and the impact of your work day-to-day. Including metrics or measurable results when talking about what you’re known for shows how you are delivering to company goals. 2️⃣ 𝗦𝗵𝗮𝗿𝗲 𝘄𝗵𝘆 𝗽𝗲𝗼𝗽𝗹𝗲 𝗰𝗼𝗹𝗹𝗮𝗯𝗼𝗿𝗮𝘁𝗲 𝘄𝗶𝘁𝗵 𝘆𝗼𝘂.   What makes you great to work with? This is an easy way to highlight your skills and why people trust and value your input.  3️⃣ 𝗘𝗻𝗱 𝘄𝗶𝘁𝗵 𝘄𝗵𝗮𝘁 𝗲𝘅𝗰𝗶𝘁𝗲𝘀 𝘆𝗼𝘂.  Tie it to your passion or what drives you professionally and/or personally.  Here is an example of what I would say today: 𝘏𝘪, 𝘐’𝘮 𝘚𝘦𝘭𝘤𝘩𝘪𝘢, 𝘵𝘩𝘦 𝘌𝘮𝘱𝘭𝘰𝘺𝘦𝘦 𝘌𝘹𝘱𝘦𝘳𝘪𝘦𝘯𝘤𝘦 𝘓𝘦𝘢𝘥 𝘧𝘰𝘳 𝘓𝘈𝘛𝘈𝘔. 𝘐’𝘮 𝘬𝘯𝘰𝘸𝘯 𝘧𝘰𝘳 𝘤𝘳𝘦𝘢𝘵𝘪𝘯𝘨 𝘰𝘯𝘣𝘰𝘢𝘳𝘥𝘪𝘯𝘨 𝘢𝘯𝘥 𝘦𝘮𝘱𝘭𝘰𝘺𝘦𝘦 𝘦𝘹𝘱𝘦𝘳𝘪𝘦𝘯𝘤𝘦 𝘴𝘵𝘳𝘢𝘵𝘦𝘨𝘪𝘦𝘴 𝘵𝘩𝘢𝘵 𝘨𝘦𝘯𝘶𝘪𝘯𝘦𝘭𝘺 𝘤𝘰𝘯𝘯𝘦𝘤𝘵 𝘰𝘶𝘳 𝘱𝘦𝘰𝘱𝘭𝘦 𝘵𝘰 𝘵𝘩𝘦𝘪𝘳 𝘸𝘰𝘳𝘬 𝘢𝘯𝘥 𝘩𝘦𝘭𝘱 𝘵𝘩𝘦𝘮 𝘴𝘶𝘤𝘤𝘦𝘦𝘥 𝘧𝘳𝘰𝘮 𝘥𝘢𝘺 𝘰𝘯𝘦. 𝘐 𝘳𝘦𝘤𝘦𝘯𝘵𝘭𝘺 𝘪𝘯𝘤𝘳𝘦𝘢𝘴𝘦𝘥 𝘯𝘦𝘸 𝘩𝘪𝘳𝘦 𝘱𝘳𝘰𝘥𝘶𝘤𝘵𝘪𝘷𝘪𝘵𝘺 𝘪𝘯 𝘵𝘩𝘦 𝘳𝘦𝘨𝘪𝘰𝘯 𝘣𝘺 𝘱𝘢𝘳𝘵𝘯𝘦𝘳𝘪𝘯𝘨 𝘸𝘪𝘵𝘩 𝘐𝘛 𝘵𝘰 𝘦𝘯𝘴𝘶𝘳𝘦 𝘯𝘦𝘸 𝘩𝘪𝘳𝘦𝘴 𝘳𝘦𝘤𝘦𝘪𝘷𝘦𝘥 𝘦𝘲𝘶𝘪𝘱𝘮𝘦𝘯𝘵 𝘰𝘯 𝘋𝘢𝘺 1, 𝘪𝘮𝘱𝘳𝘰𝘷𝘪𝘯𝘨 𝘧𝘢𝘷𝘰𝘳𝘢𝘣𝘪𝘭𝘪𝘵𝘺 𝘳𝘢𝘵𝘪𝘯𝘨𝘴 𝘧𝘳𝘰𝘮 84.1% 𝘵𝘰 88.5% 𝘵𝘩𝘪𝘴 𝘺𝘦𝘢𝘳. 𝘗𝘦𝘰𝘱𝘭𝘦 𝘤𝘰𝘭𝘭𝘢𝘣𝘰𝘳𝘢𝘵𝘦 𝘸𝘪𝘵𝘩 𝘮𝘦 𝘣𝘦𝘤𝘢𝘶𝘴𝘦 𝘐’𝘮 𝘢𝘱𝘱𝘳𝘰𝘢𝘤𝘩𝘢𝘣𝘭𝘦, 𝘮𝘺 𝘤𝘰𝘮𝘮𝘶𝘯𝘪𝘤𝘢𝘵𝘪𝘰𝘯𝘴 𝘣𝘢𝘤𝘬𝘨𝘳𝘰𝘶𝘯𝘥 𝘢𝘭𝘭𝘰𝘸𝘴 𝘮𝘦 𝘵𝘰 𝘱𝘳𝘰𝘷𝘪𝘥𝘦 𝘤𝘳𝘦𝘢𝘵𝘪𝘷𝘦 𝘴𝘰𝘭𝘶𝘵𝘪𝘰𝘯𝘴 𝘢𝘯𝘥 𝘐 𝘣𝘳𝘪𝘯𝘨 𝘢 𝘨𝘭𝘰𝘣𝘢𝘭 𝘱𝘦𝘳𝘴𝘱𝘦𝘤𝘵𝘪𝘷𝘦—𝘸𝘩𝘪𝘭𝘦 𝘬𝘦𝘦𝘱𝘪𝘯𝘨 𝘵𝘩𝘦 𝘦𝘮𝘱𝘭𝘰𝘺𝘦𝘦 𝘦𝘹𝘱𝘦𝘳𝘪𝘦𝘯𝘤𝘦 𝘢𝘵 𝘵𝘩𝘦 𝘩𝘦𝘢𝘳𝘵 𝘰𝘧 𝘦𝘷𝘦𝘳𝘺𝘵𝘩𝘪𝘯𝘨 𝘐 𝘥𝘰.  𝘐’𝘮 𝘱𝘢𝘴𝘴𝘪𝘰𝘯𝘢𝘵𝘦 𝘢𝘣𝘰𝘶𝘵 𝘣𝘶𝘪𝘭𝘥𝘪𝘯𝘨 𝘸𝘰𝘳𝘬𝘱𝘭𝘢𝘤𝘦𝘴 𝘸𝘩𝘦𝘳𝘦 𝘱𝘦𝘰𝘱𝘭𝘦 𝘧𝘦𝘦𝘭 𝘷𝘢𝘭𝘶𝘦𝘥, 𝘢𝘯𝘥 𝘣𝘶𝘴𝘪𝘯𝘦𝘴𝘴𝘦𝘴 𝘵𝘩𝘳𝘪𝘷𝘦. 𝘞𝘩𝘪𝘭𝘦, 𝘩𝘢𝘷𝘪𝘯𝘨 𝘢 𝘵𝘰𝘥𝘥𝘭𝘦𝘳 𝘪𝘴 𝘸𝘩𝘢𝘵 𝘬𝘦𝘦𝘱𝘴 𝘮𝘦 𝘱𝘢𝘴𝘴𝘪𝘰𝘯𝘢𝘵𝘦 𝘢𝘣𝘰𝘶𝘵 𝘭𝘰𝘤𝘢𝘭 𝘤𝘰𝘧𝘧𝘦𝘦 𝘴𝘩𝘰𝘱𝘴. 𝘉𝘶𝘵 𝘴𝘦𝘦𝘪𝘯𝘨 𝘰𝘵𝘩𝘦𝘳𝘴 𝘴𝘶𝘤𝘤𝘦𝘦𝘥 𝘣𝘦𝘤𝘢𝘶𝘴𝘦 𝘰𝘧 𝘴𝘰𝘮𝘦𝘵𝘩𝘪𝘯𝘨 𝘐 𝘩𝘦𝘭𝘱𝘦𝘥 𝘤𝘳𝘦𝘢𝘵𝘦? 𝘛𝘩𝘢𝘵’𝘴 𝘸𝘩𝘢𝘵 𝘥𝘳𝘪𝘷𝘦𝘴 𝘮𝘦. ✨ 𝗣𝗿𝗼 𝘁𝗶𝗽: Tailor your pitch to the audience, too. For senior leaders, focus on outcomes. For networking, emphasize unique skills or passions.  Let’s practice, drop your introduction using this framework in the chat. ✍

True fact: I had no clue about relationship building. Especially one that is organic and effective. Miraculously lucky for me, mentors like Ramit Sethi, Seth Godin, and others taught me things I didn't even know I should know. One of those insanely powerful philosophies is natural networking. After: • Taking 50+ industry leaders & creators for coffee • Building a community of 77k on LinkedIn • Teaching and testing with my mentees... I want to share with you my Mentor Talks strategy. A 5-step strategy to network organically, effectively, and in a way that leaves both parties feeling great. Step 1: Networking Account Philosophy Treat networking like a bank account. Make deposits before requesting a withdrawal. • Engage with posts • Send relevant articles • Share work with context • Highlight similarities • Ask for nothing at first H/T to the Gottman Institute, whose relationship account inspired this for me. Step 2: Select Target People Think in 3 segments: • 50%: Peers • 30%: Decision Makers • 20%: Moonshots This gives you the maximum probability surface area. While giving kismet a chance with a moonshot. Step 3:  Ask for a Mentor Talk Not a favor. Not a job. A conversation. First: • Become familiar • Engage 2–3 times • If there's a connection, then ask Then: • Make it easy to say yes • Be specific • Ask for a short coffee chat • Share a calendar link Step 4: Impress In The Chat The secret? Ask better questions. Pre-chat: • Research recent projects • Create questions that go deeper • Audit questions till you are left with the best ones During the chat: • 2:1 ratio — 2 questions for every 1 story you share • Listen. Paraphrase. Let silences breathe • Be prepared to share your goals with confidence H/T to Ramit Sethi for these strategies. Step 5: Follow up and close the loop Most people skip this. But it builds trust. • Share what you applied • Send a quick update • Offer help or relevant info • Respectfully keep in touch 💡Pro Tips: 1. Give people an out to be respectful 2. Say NRN if there is no action needed 3. If you fear networking, start by building a sandbox. Take friends out for a coffee chat first. My mentee began this way and ended up speaking with leaders from Meta, Google, and other notable companies. __ This strategy works. I've tested it myself, and taught it to professionals from 20+ years of experience to early career folks. It builds real relationships. With zero desperation. And maximum upside. Test it out for yourself. Give yourself a few tries. Respect your and people's time. Good luck 🚀 PS. Liked the cheatsheet and want to download my best cheatsheets (all complimentary)? Instructions to access here:  https://lnkd.in/gR4PkwhX

𝐎𝐯𝐞𝐫𝐜𝐨𝐦𝐢𝐧𝐠 𝐭𝐡𝐞 𝐅𝐞𝐚𝐫 𝐨𝐟 𝐒𝐡𝐚𝐥𝐥𝐨𝐰 𝐂𝐗𝐎 𝐂𝐨𝐧𝐯𝐞𝐫𝐬𝐚𝐭𝐢𝐨𝐧𝐬 During a recent executive presence training with senior consultants, one common frustration stood out—how to break free from surface-level conversations, especially in high-stakes CXO interactions. Despite their experience, many leaders felt trapped in polite exchanges that lacked substance, and they feared not making the impact they should at the C-suite level. One participant shared, “I’d walk into meetings with all the right insights and strategies, but the conversation would stay stuck in small talk. It felt like a missed opportunity, and I feared I wasn’t building the trust I needed.” Another added, “It’s not about lacking confidence—it’s the fear of never moving past small talk. No matter what expertise I bring, the conversation always stays shallow.” The fear of being stuck in superficial dialogue can feel paralyzing, especially in CXO meetings where every word counts. But here’s the truth: those surface-level exchanges are not only unproductive, they’re holding back your ability to truly influence. In the session, we addressed this fear head-on. Here are 3 key strategies that helped these leaders, and can help you, overcome small talk and elevate your presence in CXO conversations: 1️⃣ Master the Art of Listening: The pressure to speak first can fuel the fear of silence. But active listening is a powerful tool. Focus on understanding the other person’s perspective before responding. Pausing to process their words builds trust and allows you to offer thoughtful, impactful responses—shifting the conversation from small talk to meaningful dialogue. 2️⃣ Lead with Warmth, Not Just Expertise: Worrying about not being valuable in CXO conversations is common. But true influence comes from leading with warmth, not just facts. Share insights and ask questions that reflect genuine curiosity. When you connect on a human level first, you can then transition to more substantial topics with greater ease. 3️⃣ Embrace Deliberate Pauses: Fear of silence often leads to rushed, shallow responses. Strategic pauses give you time to gather your thoughts and reflect before speaking. This approach not only helps you communicate more effectively but also shows confidence and control—key elements in CXO conversations. The breakthrough for many was realizing that small talk isn’t the problem—it’s how you use it. One participant shared, “I now see that the key wasn’t avoiding small talk, but approaching it with a different mindset. Listening more and leading with warmth opened the door for deeper conversations.” 𝐓𝐚𝐤𝐞𝐚𝐰𝐚𝐲: Every CXO conversation is a high-stakes opportunity. Fear of staying in small talk can prevent you from building lasting influence and trust. The next time you engage with a CXO, remember: these moments are about connection, influence, and lasting impact. #ExecutivePresence #Relationships #CXOConversations

I loved what Ian shared in this CNA commentary. Some really pertinent and accurate observations. However, there was one recommended suggestion that I personally struggle with: 'connect with users directly and ask them out for coffee.' ☕ 👩🏫 As someone who teaches final-year grad students (& post-grad students and working adults) about professional networking — covering situational awareness, conversation skills, and follow-up etiquette — I’ve shifted my approach somewhat in the last 18 years. A decade ago, I encouraged 'coffee meetings' as a way to connect. 💡 𝐓𝐨𝐝𝐚𝐲, 𝐈 𝐞𝐦𝐩𝐡𝐚𝐬𝐢𝐳𝐞 𝐚𝐥𝐭𝐞𝐫𝐧𝐚𝐭𝐢𝐯𝐞𝐬. 𝐖𝐡𝐲? 𝐏𝐞𝐫𝐬𝐩𝐞𝐜𝐭𝐢𝐯𝐞 𝐜𝐡𝐚𝐧𝐠𝐞𝐬 𝐰𝐢𝐭𝐡 𝐞𝐱𝐩𝐞𝐫𝐢𝐞𝐧𝐜𝐞. My email inbox (both LinkedIn and work) fills weekly with kind coffee invites. If volume equaled consumption, I’d need five cups a day!!!! ❤️ 𝐓𝐨 𝐛𝐞 𝐜𝐥𝐞𝐚𝐫: I deeply value helping others — it’s why I teach, mentor mothers, and run a social enterprise. But like many professionals juggling work, family, and commitments, scheduling 1:1 chats is often unrealistic. 📝 𝐀 𝐩𝐫𝐢𝐧𝐜𝐢𝐩𝐥𝐞 𝐈 𝐬𝐭𝐫𝐞𝐬𝐬 𝐭𝐨 𝐬𝐭𝐮𝐝𝐞𝐧𝐭𝐬: 𝑻𝒊𝒎𝒆 𝒊𝒔 𝒆𝒗𝒆𝒓𝒚𝒐𝒏𝒆’𝒔 𝒎𝒐𝒔𝒕 𝒇𝒊𝒏𝒊𝒕𝒆 𝒂𝒔𝒔𝒆𝒕. 𝑺𝒉𝒐𝒘𝒊𝒏𝒈 𝒓𝒆𝒔𝒑𝒆𝒄𝒕 𝒇𝒐𝒓 𝒊𝒕 𝒊𝒔 𝒕𝒉𝒆 𝒇𝒊𝒓𝒔𝒕 𝒔𝒕𝒆𝒑 𝒊𝒏 𝒎𝒆𝒂𝒏𝒊𝒏𝒈𝒇𝒖𝒍 𝒏𝒆𝒕𝒘𝒐𝒓𝒌𝒊𝒏𝒈. When reaching out, consider these alternatives: 1️⃣ 𝐀𝐜𝐤𝐧𝐨𝐰𝐥𝐞𝐝𝐠𝐞 𝐓𝐡𝐞𝐢𝐫 𝐓𝐢𝐦𝐞: Explicitly say "I know you’re busy" or "Zero pressure to respond." 2️⃣ 𝐁𝐞 𝐒𝐩𝐞𝐜𝐢𝐟𝐢𝐜: Vague requests = higher mental load. State exactly what you want (e.g., "15 mins," "2-3 ideas on how to reach out to the sustainability industry"). 3️⃣ 𝐆𝐢𝐯𝐞 𝐚𝐧 𝐎𝐮𝐭: "If this isn’t a good time, I completely understand!" 4️⃣ 𝐋𝐞𝐚𝐝 𝐰𝐢𝐭𝐡 𝐕𝐚𝐥𝐮𝐞: Offer help, resources, or genuine appreciation 𝐅𝐈𝐑𝐒𝐓 5️⃣ 𝐅𝐥𝐞𝐱𝐢𝐛𝐥𝐞 𝐌𝐞𝐝𝐢𝐮𝐦: Suggest text/voice/email instead of live chat/ coffee meeting (𝘔𝘺 𝘧𝘢𝘷𝘰𝘶𝘳𝘪𝘵𝘦!!!) ⏳ 𝐓𝐡𝐞 𝐜𝐨𝐫𝐞 𝐦𝐢𝐧𝐝𝐬𝐞𝐭: We’re asking for someone’s time and insight—𝐚 𝐟𝐚𝐯𝐨𝐫. How we frame it matters. 𝑾𝒉𝒂𝒕 𝒓𝒆𝒔𝒑𝒆𝒄𝒕𝒇𝒖𝒍 𝒏𝒆𝒕𝒘𝒐𝒓𝒌𝒊𝒏𝒈 𝒂𝒑𝒑𝒓𝒐𝒂𝒄𝒉𝒆𝒔 𝒉𝒂𝒗𝒆 𝒘𝒐𝒓𝒌𝒆𝒅 𝒇𝒐𝒓 𝒚𝒐𝒖?