')}.icon--scan-qr--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--scan-qr--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--scan-qr--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--scan-qr--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--scan-qr--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--scan-qr--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--scan-qr--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--scan-qr--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--scan-qr--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--scan-qr--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--qr{background-image:url('data:image/svg+xml;utf8, ')}.icon--qr--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--qr--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--qr--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--qr--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--qr--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--qr--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--qr--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--qr--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--qr--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--qr--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--chat{background-image:url('data:image/svg+xml;utf8, ')}.icon--chat--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--chat--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--chat--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--chat--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--chat--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--chat--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--chat--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--chat--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--chat--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--chat--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--thumbs-up-mono{background-image:url('data:image/svg+xml;utf8, ')}.icon--thumbs-up-mono--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--thumbs-up-mono--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--thumbs-up-mono--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--thumbs-up-mono--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--thumbs-up-mono--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--thumbs-up-mono--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--thumbs-up-mono--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--thumbs-up-mono--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--thumbs-up-mono--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--thumbs-up-mono--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--up-mono{background-image:url('data:image/svg+xml;utf8, ')}.icon--up-mono--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--up-mono--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--up-mono--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--up-mono--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--up-mono--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--up-mono--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--up-mono--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--up-mono--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--up-mono--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--up-mono--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--thumbs-up{background-image:url('data:image/svg+xml;utf8, ')}.icon--thumbs-up--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--thumbs-up--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--thumbs-up--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--thumbs-up--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--thumbs-up--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--thumbs-up--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--thumbs-up--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--thumbs-up--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--thumbs-up--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--thumbs-up--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--plus-one-mono{background-image:url('data:image/svg+xml;utf8, ')}.icon--plus-one-mono--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--plus-one-mono--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--plus-one-mono--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--plus-one-mono--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--plus-one-mono--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--plus-one-mono--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--plus-one-mono--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--plus-one-mono--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--plus-one-mono--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--plus-one-mono--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--plus-one{background-image:url('data:image/svg+xml;utf8, ')}.icon--plus-one--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--plus-one--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--plus-one--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--plus-one--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--plus-one--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--plus-one--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--plus-one--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--plus-one--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--plus-one--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--plus-one--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--idea-mono{background-image:url('data:image/svg+xml;utf8, ')}.icon--idea-mono--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--idea-mono--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--idea-mono--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--idea-mono--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--idea-mono--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--idea-mono--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--idea-mono--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--idea-mono--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--idea-mono--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--idea-mono--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--lightbulb{background-image:url('data:image/svg+xml;utf8, ')}.icon--lightbulb--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--lightbulb--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--lightbulb--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--lightbulb--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--lightbulb--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--lightbulb--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--lightbulb--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--lightbulb--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--lightbulb--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--lightbulb--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--love-mono{background-image:url('data:image/svg+xml;utf8, ')}.icon--love-mono--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--love-mono--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--love-mono--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--love-mono--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--love-mono--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--love-mono--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--love-mono--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--love-mono--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--love-mono--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--love-mono--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--heart{background-image:url('data:image/svg+xml;utf8, ')}.icon--heart--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--heart--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--heart--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--heart--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--heart--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--heart--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--heart--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--heart--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--heart--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--heart--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--clap-mono{background-image:url('data:image/svg+xml;utf8, ')}.icon--clap-mono--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--clap-mono--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--clap-mono--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--clap-mono--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--clap-mono--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--clap-mono--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--clap-mono--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--clap-mono--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--clap-mono--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--clap-mono--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--clap{background-image:url('data:image/svg+xml;utf8, ')}.icon--clap--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--clap--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--clap--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--clap--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--clap--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--clap--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--clap--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--clap--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--clap--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--clap--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--house{background-image:url('data:image/svg+xml;utf8, ')}.icon--house--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--house--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--house--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--house--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--house--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--house--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--house--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--house--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--house--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--house--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--house-fill{background-image:url('data:image/svg+xml;utf8, ')}.icon--house-fill--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--house-fill--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--house-fill--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--house-fill--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--house-fill--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--house-fill--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--house-fill--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--house-fill--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--house-fill--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--house-fill--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--trending{background-image:url('data:image/svg+xml;utf8, ')}.icon--trending--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--trending--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--trending--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--trending--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--trending--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--trending--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--trending--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--trending--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--trending--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--trending--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--star{background-image:url('data:image/svg+xml;utf8, ')}.icon--star--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--star--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--star--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--star--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--star--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--star--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--star--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--star--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--star--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--star--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--clock{background-image:url('data:image/svg+xml;utf8, ')}.icon--clock--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--clock--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--clock--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--clock--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--clock--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--clock--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--clock--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--clock--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--clock--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--clock--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--clock-fill{background-image:url('data:image/svg+xml;utf8, ')}.icon--clock-fill--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--clock-fill--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--clock-fill--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--clock-fill--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--clock-fill--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--clock-fill--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--clock-fill--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--clock-fill--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--clock-fill--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--clock-fill--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--compass{background-image:url('data:image/svg+xml;utf8, ')}.icon--compass--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--compass--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--compass--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--compass--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--compass--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--compass--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--compass--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--compass--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--compass--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--compass--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--compass-fill{background-image:url('data:image/svg+xml;utf8, ')}.icon--compass-fill--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--compass-fill--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--compass-fill--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--compass-fill--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--compass-fill--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--compass-fill--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--compass-fill--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--compass-fill--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--compass-fill--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--compass-fill--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--speech{background-image:url('data:image/svg+xml;utf8, ')}.icon--speech--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--speech--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--speech--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--speech--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--speech--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--speech--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--speech--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--speech--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--speech--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--speech--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--speech-fill{background-image:url('data:image/svg+xml;utf8, ')}.icon--speech-fill--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--speech-fill--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--speech-fill--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--speech-fill--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--speech-fill--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--speech-fill--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--speech-fill--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--speech-fill--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--speech-fill--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--speech-fill--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--lock{background-image:url('data:image/svg+xml;utf8, ')}.icon--lock--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--lock--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--lock--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--lock--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--lock--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--lock--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--lock--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--lock--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--lock--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--lock--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--lock-filled{background-image:url('data:image/svg+xml;utf8, ')}.icon--lock-filled--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--lock-filled--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--lock-filled--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--lock-filled--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--lock-filled--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--lock-filled--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--lock-filled--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--lock-filled--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--lock-filled--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--lock-filled--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--bell-filled{background-image:url('data:image/svg+xml;utf8, ')}.icon--bell-filled--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--bell-filled--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--bell-filled--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--bell-filled--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--bell-filled--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--bell-filled--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--bell-filled--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--bell-filled--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--bell-filled--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--bell-filled--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--question-filled{background-image:url('data:image/svg+xml;utf8, ')}.icon--question-filled--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--question-filled--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--question-filled--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--question-filled--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--question-filled--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--question-filled--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--question-filled--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--question-filled--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--question-filled--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--question-filled--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--highspot{background-image:url('data:image/svg+xml;utf8, ')}.icon--highspot--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--highspot--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--highspot--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--highspot--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--highspot--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--highspot--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--highspot--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--highspot--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--highspot--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--highspot--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--sepro{background-image:url('data:image/svg+xml;utf8, ')}.icon--sepro--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--sepro--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--sepro--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--sepro--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--sepro--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--sepro--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--sepro--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--sepro--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--sepro--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--sepro--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--flip{background-image:url('data:image/svg+xml;utf8, ')}.icon--flip--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--flip--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--flip--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--flip--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--flip--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--flip--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--flip--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--flip--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--flip--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--flip--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--bell{background-image:url('data:image/svg+xml;utf8, ')}.icon--bell--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--bell--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--bell--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--bell--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--bell--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--bell--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--bell--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--bell--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--bell--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--bell--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--report{background-image:url('data:image/svg+xml;utf8, ')}.icon--report--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--report--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--report--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--report--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--report--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--report--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--report--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--report--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--report--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--report--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--e-book{background-image:url('data:image/svg+xml;utf8, ')}.icon--e-book--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--e-book--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--e-book--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--e-book--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--e-book--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--e-book--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--e-book--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--e-book--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--e-book--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--e-book--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--all-content{background-image:url('data:image/svg+xml;utf8, ')}.icon--all-content--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--all-content--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--all-content--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--all-content--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--all-content--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--all-content--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--all-content--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--all-content--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--all-content--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--all-content--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--ask-me-anything{background-image:url('data:image/svg+xml;utf8, ')}.icon--ask-me-anything--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--ask-me-anything--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--ask-me-anything--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--ask-me-anything--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--ask-me-anything--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--ask-me-anything--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--ask-me-anything--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--ask-me-anything--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--ask-me-anything--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--ask-me-anything--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--insider{background-image:url('data:image/svg+xml;utf8, ')}.icon--insider--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--insider--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--insider--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--insider--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--insider--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--insider--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--insider--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--insider--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--insider--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--insider--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--article{background-image:url('data:image/svg+xml;utf8, ')}.icon--article--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--article--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--article--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--article--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--article--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--article--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--article--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--article--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--article--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--article--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--assessment{background-image:url('data:image/svg+xml;utf8, ')}.icon--assessment--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--assessment--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--assessment--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--assessment--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--assessment--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--assessment--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--assessment--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--assessment--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--assessment--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--assessment--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--careers{background-image:url('data:image/svg+xml;utf8, ')}.icon--careers--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--careers--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--careers--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--careers--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--careers--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--careers--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--careers--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--careers--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--careers--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--careers--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--conference{background-image:url('data:image/svg+xml;utf8, ')}.icon--conference--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--conference--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--conference--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--conference--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--conference--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--conference--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--conference--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--conference--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--conference--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--conference--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--course{background-image:url('data:image/svg+xml;utf8, ')}.icon--course--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--course--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--course--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--course--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--course--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--course--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--course--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--course--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--course--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--course--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--lesson{background-image:url('data:image/svg+xml;utf8, ')}.icon--lesson--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--lesson--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--lesson--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--lesson--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--lesson--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--lesson--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--lesson--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--lesson--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--lesson--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--lesson--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--learning-path{background-image:url('data:image/svg+xml;utf8, ')}.icon--learning-path--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--learning-path--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--learning-path--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--learning-path--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--learning-path--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--learning-path--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--learning-path--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--learning-path--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--learning-path--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--learning-path--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--certification{background-image:url('data:image/svg+xml;utf8, ')}.icon--certification--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--certification--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--certification--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--certification--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--certification--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--certification--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--certification--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--certification--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--certification--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--certification--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--discussion{background-image:url('data:image/svg+xml;utf8, ')}.icon--discussion--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--discussion--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--discussion--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--discussion--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--discussion--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--discussion--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--discussion--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--discussion--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--discussion--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--discussion--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--help-center{background-image:url('data:image/svg+xml;utf8, ')}.icon--help-center--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--help-center--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--help-center--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--help-center--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--help-center--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--help-center--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--help-center--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--help-center--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--help-center--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--help-center--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--hub{background-image:url('data:image/svg+xml;utf8, ')}.icon--hub--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--hub--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--hub--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--hub--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--hub--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--hub--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--hub--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--hub--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--hub--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--hub--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--page{background-image:url('data:image/svg+xml;utf8, ')}.icon--page--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--page--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--page--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--page--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--page--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--page--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--page--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--page--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--page--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--page--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--podcast{background-image:url('data:image/svg+xml;utf8, ')}.icon--podcast--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--podcast--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--podcast--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--podcast--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--podcast--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--podcast--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--podcast--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--podcast--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--podcast--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--podcast--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--product-center{background-image:url('data:image/svg+xml;utf8, ')}.icon--product-center--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--product-center--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--product-center--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--product-center--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--product-center--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--product-center--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--product-center--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--product-center--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--product-center--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--product-center--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--solution-health{background-image:url('data:image/svg+xml;utf8, ')}.icon--solution-health--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--solution-health--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--solution-health--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--solution-health--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--solution-health--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--solution-health--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--solution-health--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--solution-health--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--solution-health--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--solution-health--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--survey{background-image:url('data:image/svg+xml;utf8, ')}.icon--survey--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--survey--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--survey--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--survey--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--survey--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--survey--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--survey--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--survey--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--survey--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--survey--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--guide{background-image:url('data:image/svg+xml;utf8, ')}.icon--guide--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--guide--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--guide--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--guide--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--guide--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--guide--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--guide--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--guide--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--guide--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--guide--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--updates{background-image:url('data:image/svg+xml;utf8, ')}.icon--updates--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--updates--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--updates--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--updates--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--updates--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--updates--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--updates--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--updates--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--updates--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--updates--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--user-group{background-image:url('data:image/svg+xml;utf8, ')}.icon--user-group--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--user-group--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--user-group--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--user-group--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--user-group--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--user-group--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--user-group--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--user-group--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--user-group--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--user-group--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--workshop{background-image:url('data:image/svg+xml;utf8, ')}.icon--workshop--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--workshop--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--workshop--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--workshop--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--workshop--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--workshop--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--workshop--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--workshop--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--workshop--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--workshop--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--video{background-image:url('data:image/svg+xml;utf8, ')}.icon--video--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--video--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--video--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--video--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--video--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--video--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--video--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--video--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--video--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--video--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--webinar{background-image:url('data:image/svg+xml;utf8, ')}.icon--webinar--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--webinar--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--webinar--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--webinar--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--webinar--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--webinar--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--webinar--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--webinar--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--webinar--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--webinar--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--arrow-down{background-image:url('data:image/svg+xml;utf8, ')}.icon--arrow-down--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--arrow-down--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--arrow-down--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--arrow-down--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--arrow-down--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--arrow-down--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--arrow-down--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--arrow-down--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--arrow-down--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--arrow-down--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--highspot_university{background-image:url('data:image/svg+xml;utf8, ')}.icon--highspot_university--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--highspot_university--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--highspot_university--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--highspot_university--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--highspot_university--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--highspot_university--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--highspot_university--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--highspot_university--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--highspot_university--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--highspot_university--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--globe{background-image:url('data:image/svg+xml;utf8, ')}.icon--globe--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--globe--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--globe--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--globe--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--globe--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--globe--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--globe--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--globe--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--globe--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--globe--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--page-left{background-image:url('data:image/svg+xml;utf8, ')}.icon--page-left--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--page-left--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--page-left--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--page-left--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--page-left--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--page-left--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--page-left--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--page-left--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--page-left--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--page-left--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--page-right{background-image:url('data:image/svg+xml;utf8, ')}.icon--page-right--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--page-right--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--page-right--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--page-right--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--page-right--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--page-right--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--page-right--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--page-right--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--page-right--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--page-right--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--map{background-image:url('data:image/svg+xml;utf8, ')}.icon--map--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--map--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--map--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--map--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--map--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--map--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--map--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--map--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--map--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--map--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--paperclip{background-image:url('data:image/svg+xml;utf8, ')}.icon--paperclip--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--paperclip--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--paperclip--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--paperclip--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--paperclip--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--paperclip--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--paperclip--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--paperclip--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--paperclip--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--paperclip--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--initiative-kit{background-image:url('data:image/svg+xml;utf8, ')}.icon--initiative-kit--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--initiative-kit--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--initiative-kit--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--initiative-kit--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--initiative-kit--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--initiative-kit--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--initiative-kit--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--initiative-kit--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--initiative-kit--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--initiative-kit--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--bars-uneven{background-image:url('data:image/svg+xml;utf8, ')}.icon--bars-uneven--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--bars-uneven--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--bars-uneven--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--bars-uneven--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--bars-uneven--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--bars-uneven--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--bars-uneven--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--bars-uneven--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--bars-uneven--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--bars-uneven--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--celebration{background-image:url('data:image/svg+xml;utf8, ')}.icon--celebration--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--celebration--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--celebration--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--celebration--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--celebration--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--celebration--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--celebration--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--celebration--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--celebration--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--celebration--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--template{background-image:url('data:image/svg+xml;utf8, ')}.icon--template--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--template--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--template--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--template--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--template--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--template--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--template--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--template--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--template--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--template--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--insight{background-image:url('data:image/svg+xml;utf8, ')}.icon--insight--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--insight--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--insight--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--insight--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--insight--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--insight--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--insight--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--insight--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--insight--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--insight--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--job-posting{background-image:url('data:image/svg+xml;utf8, ')}.icon--job-posting--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--job-posting--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--job-posting--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--job-posting--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--job-posting--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--job-posting--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--job-posting--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--job-posting--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--job-posting--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--job-posting--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--poll{background-image:url('data:image/svg+xml;utf8, ')}.icon--poll--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--poll--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--poll--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--poll--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--poll--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--poll--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--poll--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--poll--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--poll--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--poll--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--cart{background-image:url('data:image/svg+xml;utf8, ')}.icon--cart--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--cart--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--cart--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--cart--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--cart--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--cart--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--cart--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--cart--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--cart--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--cart--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--play{background-image:url('data:image/svg+xml;utf8, ')}.icon--play--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--play--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--play--success{background-image:url('data:image/svg+xml;utf8, ')}.icon--play--black{background-image:url('data:image/svg+xml;utf8, ')}.icon--play--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--play--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--play--info{background-image:url('data:image/svg+xml;utf8, ')}.icon--play--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--play--purple{background-image:url('data:image/svg+xml;utf8, ')}.icon--play--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--upvote{background-image:url('data:image/svg+xml;utf8, ');transform:rotate(180deg)}.icon--upvote--white{background-image:url('data:image/svg+xml;utf8, ');transform:rotate(180deg)}.icon--downvote{background-image:url('data:image/svg+xml;utf8, ')}.icon--downvote--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--sparkarrow{background-image:url('data:image/svg+xml;utf8, ')}.icon--sparkarrow-rev{background-image:url('data:image/svg+xml;utf8, ');transform:rotate(180deg)}.icon--x{background-image:url('data:image/svg+xml;utf8, ')}.icon--x--dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--x--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--x--light{background-image:url('data:image/svg+xml;utf8, ')}.icon--x--lighter{background-image:url('data:image/svg+xml;utf8, ')}.icon--printer{background-image:url('data:image/svg+xml;utf8, ')}.icon--create{background-image:url('data:image/svg+xml;utf8, ')}.icon--create-primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--facebook{background-image:url('data:image/svg+xml;utf8, ')}.icon--facebook-primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--instagram{background-image:url('data:image/svg+xml;utf8, ')}.icon--instagram-primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--linkedin{background-image:url('data:image/svg+xml;utf8, ')}.icon--linkedin-primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--twitter{background-image:url('data:image/svg+xml;utf8, ')}.icon--twitter-primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--google{background-image:url('data:image/svg+xml;utf8, ')}.icon--apple{background-image:url('data:image/svg+xml;utf8, ')}.icon--outlook{background-image:url('data:image/svg+xml;utf8, ')}.icon--camera{background-image:url('data:image/svg+xml;utf8, ')}.icon--camera-white{background-image:url('data:image/svg+xml;utf8, ')}.icon--image{background-image:url('data:image/svg+xml;utf8, ')}.icon--image-white{background-image:url('data:image/svg+xml;utf8, ')}.icon--down-chevron{background-image:url('data:image/svg+xml;utf8, ')}.icon--down-chevron-dark{background-image:url('data:image/svg+xml;utf8, ')}.icon--down-chevron-primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--down-chevron-white{background-image:url('data:image/svg+xml;utf8, ')}.icon--up-chevron{background-image:url('data:image/svg+xml;utf8, ')}.icon--up-chevron-primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--up-chevron-white{background-image:url('data:image/svg+xml;utf8, ')}.icon--right-chevron{background-image:url('data:image/svg+xml;utf8, ')}.icon--right-chevron-primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--right-chevron--primary{background-image:url('data:image/svg+xml;utf8, ')}.icon--right-chevron--white{background-image:url('data:image/svg+xml;utf8, ')}.icon--right-chevron--secondary{background-image:url('data:image/svg+xml;utf8, ')}.icon--sign-out{background-image:url('data:image/svg+xml;utf8, ')}.icon--xxl{width:42px !important;height:42px !important}.icon--xl{width:34px !important;height:34px !important}.icon--lg{width:30px !important;height:30px !important}.icon--large{width:24px !important;height:24px !important}.icon--regular-plus{width:20px !important;height:20px !important}.icon--regular{width:18px !important;height:18px !important}.icon--small{width:14px !important;height:14px !important}.icon--micro{width:12px !important;height:12px !important}.icon--ten{width:10px !important;height:10px !important}.icon--smallest{width:8px !important;height:8px !important}.mktoForm{background-color:#fff;max-width:100%;width:100% !important}.mktoFormRow{display:flex;justify-content:space-between;position:relative}.mktoFormCol{float:none !important;width:50%}.mktoFormCol:first-child{margin-right:1rem}.mktoFieldWrap{width:100% !important;float:none !important}.mktoLabel{width:100% !important;float:none !important;color:#012e45;display:flex !important;flex-direction:row-reverse !important;margin-bottom:.5rem !important;justify-content:flex-end !important;font-size:.9rem !important}.mktoAsterix{float:none !important;color:#012e45 !important}.mktoField{border:1px solid silver !important;box-shadow:none !important;height:34px !important;background-color:#eee !important;border-radius:5px !important;width:100% !important}.mktoField:focus{border-color:#012e45 !important}.mktoButton{display:inline-block !important;font-weight:bolder !important;line-height:1.5 !important;text-align:center !important;text-decoration:none !important;vertical-align:middle !important;cursor:pointer !important;user-select:none !important;background-color:transparent !important;border:2px solid transparent !important;padding:.5rem 1.5rem !important;font-size:1.1rem !important;border-radius:2rem !important;transition:color .15s ease-in-out,background-color .15s ease-in-out,border-color .15s ease-in-out,box-shadow .15s ease-in-out !important;color:#fff !important;background:#176dc7 !important;border-color:#176dc7 !important;padding:.8rem 2.5rem !important;font-size:1.1rem !important;border-radius:2rem !important;font-family:"Ubuntu",sans-serif !important;font-size:.9rem !important;text-transform:uppercase !important}.mktoButton:hover{background-color:#005da9;border-color:#00579f}.mktoButtonRow{width:100%}.mktoButtonWrap{margin-left:0 !important;display:flex;justify-content:center;margin-top:1.5rem !important;width:100%}.mktoGutter,.mktoOffset{display:none}.mktoCheckboxList{width:auto !important;position:absolute}.mktoField[type=checkbox]{z-index:2;position:relative}.mktoField[type=checkbox]+label:before{content:"";background-color:#fff !important;border:2px solid silver !important;box-shadow:none !important;border-radius:2px;position:relative;z-index:2;width:16px !important;height:16px !important;margin-left:-24px !important}.mktoHtmlText{padding-left:25px !important;color:#012e45 !important;width:200% !important;margin-top:-6px !important}.mktoForm fieldset{border:none !important}#research-form .mktoFormRow{width:calc(50% - 1rem) !important;float:left !important;clear:none !important;margin:0 .5rem 0 .5rem}#research-form .mktoFormRow:nth-child(10){width:100% !important}#research-form .mktoFormRow .mktoField{margin-bottom:1rem}#research-form .mktoFormRow .mktoFormRow{width:100% !important;margin:0 !important}#research-form .mktoFormRow .mktoFormCol{width:100% !important;margin:0 !important}#research-form .mktoFormRow legend{margin:1rem 0 1rem 0 !important;padding:0 !important;font-family:"Ubuntu",sans-serif !important;font-weight:lighter !important;color:#003b6b !important}
Episode 239: Brooke Eklund on Identifying Gaps in the Sales Process
February 15, 2023
Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast. I am Shawnna Sumaoang. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so that they can be more effective in their jobs.
Today I’m excited to have Brooke Eklund from Vonage join us. Brooke, I’d love for you to introduce yourself, your role, and your organization to our audience.
Brooke Eklund: Hi Shawnna, thank you so much for having me. I’m Brooke Eklund and I’m a sales enablement manager at Vonage. I’ve been with the organization for just over a year now. I was previously with IBM for 13 years in many different roles, so my background is in sales actually. I’ve held roles as a seller, and a front-line sales manager leading early career sales professionals, as well as then moving into global sales transformation and this has really led me on my sales enablement journey. I’m also a member of a community called Women in Sales Enablement, WiSE, and it is such a wonderful community of professionals that get together and share best practices, ask each other questions, and open communication and this has really helped to shape the way I operate within sales enablement.
SS: Brooke, we’re excited to have you and I absolutely echo the sentiment around WiSE. We recently partnered with them as well around a compensation career pathing and DE&I enablement report. So, to our audience, if you haven’t seen that yet go to salesenablement.pro to our report section and check that out. It’s a worthwhile read. Brooke, we’re excited to have you join us here on our podcast today and one of the reasons why we wanted to bring you on is to talk about one of your specialties which is around finding inefficiencies in the sales process and creating ways to solve them. I’d love for you to help our audience understand how you go about identifying these inefficiencies.
BE: Absolutely. The biggest part for me is being hands-on. When I start to learn a new process, I want to know everything about it. I tend to use my personal sales experience as I’m going through this would this make sense to me as a seller? Would this be beneficial to me as a sales manager? I try to put that hat on as well. Another theme you’ll hear me use throughout the entire podcast is communication. Constantly communicating with sellers and other stakeholders in the organization. I can give you one example of a particular project I worked on a certain tool adoption where my role was to design a superior user experience for sellers. In doing that, I probably interviewed 60 sellers, looked at the different fields within the tool, and saw what tied into other tools and what would be beneficial. That’s just one of the ways of being hands-on and communicating to help find those inefficiencies.
SS: Really interesting. How do you differentiate inefficiencies in the actual sales process and inefficiencies in an individual sales rep skill set?
BE: That’s a great question. I would say that I look at it as if is it affecting all sellers or just a subset of sellers. Again, I’ll go back to communication and feedback. I lead a team called SEAT which is a seller experience advisory team’ which is made up of a core group of sellers from across the business and different go-to-market functions. We meet on a structured basis two times a quarter but we have a very open and ongoing dialogue through different communication channels. We’re always listening to their needs. They’re very open with us. The feedback and engagement we get is very high quality in terms of helping us understand what’s working and what’s not, and where we can make refinements and advancements.
SS: Once gaps have been identified in the process, what are the next steps that sales enablement practitioners should take to resolve them?
BE: I would say that it takes constant optimization. Keeping up with new technologies, staying with the headwind, of course, being proactive in assessing inefficiencies, and being ahead of those conversations. Connecting with our audience on an ongoing basis across different parts of the business is just crucial.
SS: Absolutely, many companies are currently changing their priorities to really reflect the current economic climate. When changes need to happen at scale, what do you do to drive the adoption of those new processes?
BE: I try to use change management methodologies, particularly the ADKAR model: awareness for the seller’s desire, or the what’s in it for me, do they have the knowledge and the ability and then that constant reinforcement with them. Individuals in sales roles have variable skill sets and differences in the timing of their enablement needs. One of the things that I think is really helpful is for sellers to self-assess their skills than have the managers validate them. We can then identify gaps, provide just-in-time learning, and then do knowledge checks. At that point, we’ll be able to see the relevance of learning to their daily activities.
SS: Interesting, and what are some of the key metrics that you tracked to ensure the success of the change management effort?
BE: Some of the metrics that I tend to use are particularly around engagement. Are they engaged in the process and being advocates or champions for what we’re trying to do in the business? Then, of course, we use NPS surveys to get additional feedback and data points from our audience.
SS: Especially right now, everything’s changing at a rapid pace, but we know buyers’ needs in particular are changing. What advice would you have for other enablement practitioners on how to effectively keep up with the changes in the market?
BE: Well you are definitely on track with things constantly changing. I would say the first thing would be the ability to pivot and be agile. Oftentimes I’ve been in situations where working on something specific suddenly takes a back burner and I have to be able to pivot. The other thing I would say is to stay up to date with trends in the industry and then also ensure that there’s alignment with ever-evolving customer journeys. Assuring that the buyer’s needs are aligned with what the sellers are doing. Those would be my recommendations.
SS: I think that’s fantastic advice. Brooke, thank you so much for joining us today. I really appreciate your insights.
BE: Thank you so much. It’s been an honor.
SS: To our audience, thanks for listening. For more insights, tips, and expertise from sales enablement leaders, visit salesenablement.pro. If there is something you’d like to share or a topic you’d like to learn more about, please let us know we’d love to hear from you.
We use cookies to personalize content and ads, provide social media features, and analyze traffic. By continuing to use our site, you consent to our use of cookies. Learn More
Sign into the Highspot Spark Community
Select Your User Type:
Highspot Customer Login
Are you a Highspot customer? Click below to sign in through the Highspot App.
Login
Sales Enablement PRO Login
Are you a Sales Enablement PRO or Alternative Access member? Log into your account or create one below.
Login
Sign Up
Sales Enablement PRO Sign Up
Welcome
We're so happy you're here! By becoming a member, you'll gain the ability to learn from and engage with a vibrant community of professionals like you. Since this is your first time here, let's get to know you a little better and help build out your community profile:
Already an SE PRO Member? Sign in
Already a Highspot User? Sign in With Highspot