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Team",{"type":118,"value":119,"toc":229},"minimark",[120,130,138,151,156,174,178,181,185,193,197],[121,122,123,124,129],"p",{},"Response rate measures the proportion of recipients who reply to your email outreach, calculated by dividing the number of replies by the number of emails delivered and multiplying by 100. Unlike ",[125,126,128],"a",{"href":127},"\u002Fglossary\u002Fopen-rate","open rate",", which only tells you whether someone glanced at your message, response rate reflects genuine engagement and interest. It is the metric that matters most for B2B sales teams running outbound campaigns.",[121,131,132,133,137],{},"A strong response rate for ",[125,134,136],{"href":135},"\u002Fglossary\u002Fcold-email","cold email"," typically falls between 5% and 15%, though highly targeted and personalized campaigns can achieve rates well above that range. The key drivers of response rate are relevance, personalization, and timing. Sending the right message to the right person at the right time is the formula for earning replies.",[121,139,140,141,145,146,150],{},"Response rate also serves as a feedback mechanism. Low response rates signal that something in your approach needs adjustment, whether it is your targeting, messaging, ",[125,142,144],{"href":143},"\u002Fglossary\u002Fvalue-proposition","value proposition",", or ",[125,147,149],{"href":148},"\u002Fglossary\u002Fcall-to-action","call to action",". By tracking response rates across different segments and campaigns, sales teams can continuously refine their outreach strategy for better results.",[152,153,155],"h2",{"id":154},"key-points","Key Points",[157,158,159,163,171],"ul",{},[160,161,162],"li",{},"Calculated as (replies \u002F delivered emails) x 100",[160,164,165,166,170],{},"The most meaningful engagement metric for ",[125,167,169],{"href":168},"\u002Fglossary\u002Fcold-outreach","cold outreach"," campaigns",[160,172,173],{},"Directly influenced by personalization, relevance, and data accuracy",[152,175,177],{"id":176},"how-it-works","How It Works",[121,179,180],{},"After an email is delivered and opened, the recipient decides whether to reply based on the relevance and value of the message. Sales teams track replies to calculate the response rate for each campaign or sequence step, using this data to optimize future outreach.",[152,182,184],{"id":183},"best-practices","Best Practices",[157,186,187,190],{},[160,188,189],{},"Keep emails concise with a clear, low-friction call to action",[160,191,192],{},"Test different messaging angles and track response rates to find what resonates",[152,194,196],{"id":195},"free-tools","Free Tools",[157,198,199,205,211,217,223],{},[160,200,201],{},[125,202,204],{"href":203},"\u002Ftools\u002Fcold-email-ai","Cold Email Generator",[160,206,207],{},[125,208,210],{"href":209},"\u002Fdomain-search","Domain Search",[160,212,213],{},[125,214,216],{"href":215},"\u002Femail-finder","Email Finder",[160,218,219],{},[125,220,222],{"href":221},"\u002Ftools\u002Femail-subject-line-generator","Subject Line Generator",[160,224,225],{},[125,226,228],{"href":227},"\u002Fenrichment","Enrichment",{"title":230,"searchDepth":231,"depth":231,"links":232},"",2,[233,234,235,236],{"id":154,"depth":231,"text":155},{"id":176,"depth":231,"text":177},{"id":183,"depth":231,"text":184},{"id":195,"depth":231,"text":196},"Formulas and metrics","The percentage of recipients who reply to an outreach email, indicating the effectiveness of the message and targeting.","md","R",{},"\u002Fglossary\u002Fen\u002Fresponse-rate",[244,245,246],"Open Rate","Email Personalization","Cold Email",{"title":115,"description":238},"glossary\u002Fen\u002Fresponse-rate","2026-03-23","ol6jE0FdISl_EP4eMoFUJv7140m0IZQoQZfZCaOq6Ss",[252,339,431],{"id":253,"title":246,"author":116,"body":254,"category":328,"description":329,"extension":239,"letter":330,"meta":331,"navigation":106,"path":332,"relatedTerms":333,"seo":336,"stem":337,"updatedAt":249,"__hash__":338},"glossary\u002Fglossary\u002Fen\u002Fcold-email.md",{"type":118,"value":255,"toc":322},[256,259,262,270,272,283,285,288,290,300,302],[121,257,258],{},"A cold email is an outreach message sent to a prospect who has no prior relationship with you or your company. It is the email equivalent of a cold call and serves as the starting point for many B2B sales relationships. When done correctly, cold email is one of the most scalable and cost-effective channels for generating new business opportunities.",[121,260,261],{},"The key to effective cold email is relevance and personalization. Generic, mass-blasted messages generate low response rates and high spam complaints. Successful cold emails demonstrate that you have done your research on the prospect, understand their challenges, and have a specific reason for reaching out.",[121,263,264,265,269],{},"Cold email must also comply with relevant regulations such as CAN-SPAM, ",[125,266,268],{"href":267},"\u002Fglossary\u002Fgdpr","GDPR",", and other local laws. This means including an unsubscribe mechanism, using accurate sender information, and avoiding deceptive subject lines. Beyond compliance, following these guidelines also improves deliverability and builds trust with recipients.",[152,271,155],{"id":154},[157,273,274,277,280],{},[160,275,276],{},"An unsolicited outreach email to a prospect with no prior relationship",[160,278,279],{},"Effectiveness depends on personalization, relevance, and data accuracy",[160,281,282],{},"Must comply with email regulations such as CAN-SPAM and GDPR",[152,284,177],{"id":176},[121,286,287],{},"The cold email serves as the first touchpoint in a broader outreach cadence.",[152,289,184],{"id":183},[157,291,292,295],{},[160,293,294],{},"Research each prospect before writing your cold email to ensure relevance",[160,296,297,298],{},"Keep cold emails concise, under 150 words, with a single clear ",[125,299,149],{"href":148},[152,301,196],{"id":195},[157,303,304,308,312,316],{},[160,305,306],{},[125,307,204],{"href":203},[160,309,310],{},[125,311,210],{"href":209},[160,313,314],{},[125,315,216],{"href":215},[160,317,318],{},[125,319,321],{"href":320},"\u002Ftools\u002Femail-templates","Email Templates",{"title":230,"searchDepth":231,"depth":231,"links":323},[324,325,326,327],{"id":154,"depth":231,"text":155},{"id":176,"depth":231,"text":177},{"id":183,"depth":231,"text":184},{"id":195,"depth":231,"text":196},"Cold outreach","An unsolicited email sent to a prospect with no prior relationship to initiate a business conversation.","C",{},"\u002Fglossary\u002Fen\u002Fcold-email",[334,245,335],"Warm Email","Sales Cadence",{"title":246,"description":329},"glossary\u002Fen\u002Fcold-email","3dfPNjPI-646nBnoM8ZrnBY0_qpTxJzmTf8v5gDFtJw",{"id":340,"title":245,"author":116,"body":341,"category":328,"description":422,"extension":239,"letter":423,"meta":424,"navigation":106,"path":425,"relatedTerms":426,"seo":428,"stem":429,"updatedAt":249,"__hash__":430},"glossary\u002Fglossary\u002Fen\u002Femail-personalization.md",{"type":118,"value":342,"toc":416},[343,357,360,368,370,381,383,386,388,396,398],[121,344,345,346,350,351,353,354,356],{},"Email personalization goes beyond inserting a first name into a template. True personalization involves tailoring the entire message, including the ",[125,347,349],{"href":348},"\u002Fglossary\u002Fsubject-line","subject line",", opening line, ",[125,352,144],{"href":143},", and ",[125,355,149],{"href":148},", to the specific recipient based on their role, company, industry, challenges, and recent activities. This level of customization signals that you have done your homework and are reaching out with genuine relevance.",[121,358,359],{},"The impact of personalization on outreach performance is substantial. Personalized emails consistently achieve two to three times higher response rates compared to generic messages. Recipients can immediately distinguish between a mass email and a message crafted specifically for them. In a world where decision-makers receive dozens of sales emails daily, personalization is what separates messages that get replies from those that get deleted.",[121,361,362,363,367],{},"Effective personalization requires rich prospect data, which is where ",[125,364,366],{"href":365},"\u002Fglossary\u002Fdata-enrichment","data enrichment"," tools become essential. Knowing a prospect's job title, company size, and industry allows you to craft messages that speak directly to their likely priorities and pain points.",[152,369,155],{"id":154},[157,371,372,375,378],{},[160,373,374],{},"Goes far beyond first-name insertion to tailor entire messages to individual recipients",[160,376,377],{},"Drives two to three times higher response rates compared to generic outreach",[160,379,380],{},"Requires accurate, enriched prospect data to execute effectively",[152,382,177],{"id":176},[121,384,385],{},"You gather data about each prospect, including their name, title, company, industry, and recent activities. Using this information, you customize your email to reference specific details relevant to that individual. This can be done manually for high-value targets or semi-automated using merge fields and snippets for larger campaigns.",[152,387,184],{"id":183},[157,389,390,393],{},[160,391,392],{},"Reference a specific, relevant detail in the first sentence to earn the prospect's attention",[160,394,395],{},"Create personalization tiers: deep customization for top accounts, lighter personalization at scale",[152,397,196],{"id":195},[157,399,400,404,408,412],{},[160,401,402],{},[125,403,204],{"href":203},[160,405,406],{},[125,407,216],{"href":215},[160,409,410],{},[125,411,321],{"href":320},[160,413,414],{},[125,415,228],{"href":227},{"title":230,"searchDepth":231,"depth":231,"links":417},[418,419,420,421],{"id":154,"depth":231,"text":155},{"id":176,"depth":231,"text":177},{"id":183,"depth":231,"text":184},{"id":195,"depth":231,"text":196},"The practice of tailoring email content to individual recipients based on their specific attributes, behavior, and context.","E",{},"\u002Fglossary\u002Fen\u002Femail-personalization",[246,427,115],"Email Template",{"title":245,"description":422},"glossary\u002Fen\u002Femail-personalization","77UNCzBgfYmhGRbqOYvjFdqSh-CJh20JsXngHzEBT7U",{"id":432,"title":244,"author":116,"body":433,"category":237,"description":520,"extension":239,"letter":521,"meta":522,"navigation":106,"path":523,"relatedTerms":524,"seo":527,"stem":528,"updatedAt":249,"__hash__":529},"glossary\u002Fglossary\u002Fen\u002Fopen-rate.md",{"type":118,"value":434,"toc":514},[435,438,447,450,452,467,469,472,474,486,488],[121,436,437],{},"Open rate is a key email marketing and sales outreach metric that measures how many recipients actually opened your email out of the total number successfully delivered. It is calculated by dividing the number of unique opens by the number of delivered emails (excluding bounces), then multiplying by 100. This metric serves as a front-line indicator of how well your subject lines, sender name, and timing resonate with your audience.",[121,439,440,441,443,444,446],{},"For B2B ",[125,442,169],{"href":168},", open rates typically range between 15% and 30%, though top-performing campaigns can exceed 50%. Several factors influence this metric: a compelling ",[125,445,349],{"href":348},", a recognizable sender name, the time of day the email is sent, and the overall reputation of your sending domain. If your emails are landing in spam folders due to poor deliverability, your open rates will suffer regardless of how good your content is.",[121,448,449],{},"It is worth noting that open rate tracking relies on a tiny tracking pixel embedded in the email, and privacy features like Apple's Mail Privacy Protection can inflate open rate numbers by pre-loading images. Despite these limitations, open rate remains a valuable directional metric for comparing the performance of different campaigns and subject line variations.",[152,451,155],{"id":154},[157,453,454,457,464],{},[160,455,456],{},"Calculated as (unique opens \u002F delivered emails) x 100",[160,458,459,460],{},"Primarily reflects the effectiveness of subject lines and ",[125,461,463],{"href":462},"\u002Fglossary\u002Fsender-reputation","sender reputation",[160,465,466],{},"Privacy features can affect tracking accuracy, so use as a directional metric",[152,468,177],{"id":176},[121,470,471],{},"When a recipient opens an email, a small invisible tracking pixel is loaded from the sender's server, registering the open. Email platforms aggregate these signals to calculate the overall open rate for each campaign. Comparing open rates across campaigns helps identify which subject lines and sending strategies perform best.",[152,473,184],{"id":183},[157,475,476,479],{},[160,477,478],{},"Write concise, curiosity-driven subject lines that are relevant to the recipient",[160,480,481,482],{},"Test different send times and subject line formats through ",[125,483,485],{"href":484},"\u002Fglossary\u002Fab-testing","A\u002FB testing",[152,487,196],{"id":195},[157,489,490,496,502,508],{},[160,491,492],{},[125,493,495],{"href":494},"\u002Ftools\u002Femail-checker","Email Checker",[160,497,498],{},[125,499,501],{"href":500},"\u002Ftools\u002Femail-subject-line-tester","Subject Line Tester",[160,503,504],{},[125,505,507],{"href":506},"\u002Femail-verifier","Email Verifier",[160,509,510],{},[125,511,513],{"href":512},"\u002Ftools\u002Fspam-checker","Spam Checker",{"title":230,"searchDepth":231,"depth":231,"links":515},[516,517,518,519],{"id":154,"depth":231,"text":155},{"id":176,"depth":231,"text":177},{"id":183,"depth":231,"text":184},{"id":195,"depth":231,"text":196},"The percentage of recipients who open a delivered email, used to gauge the effectiveness of subject lines and sender reputation.","O",{},"\u002Fglossary\u002Fen\u002Fopen-rate",[115,525,526],"Subject Line","Email Deliverability",{"title":244,"description":520},"glossary\u002Fen\u002Fopen-rate","oeBieKrAQ1nXCV7yi0CyKbKFTGyfbyu8pSKxBiLz-No",[531,603,675],{"id":532,"title":533,"author":116,"body":534,"category":237,"description":593,"extension":239,"letter":594,"meta":595,"navigation":106,"path":596,"relatedTerms":597,"seo":600,"stem":601,"updatedAt":249,"__hash__":602},"glossary\u002Fglossary\u002Fen\u002Fannual-recurring-revenue.md","Annual Recurring Revenue (ARR)",{"type":118,"value":535,"toc":588},[536,544,547,550,552,563,565,576,578],[121,537,538,539,543],{},"Annual Recurring Revenue (ARR) is the annualized value of a company's recurring subscription revenue. It is calculated simply by multiplying ",[125,540,542],{"href":541},"\u002Fglossary\u002Fmonthly-recurring-revenue","Monthly Recurring Revenue (MRR)"," by 12, or by summing the annualized value of all active subscription contracts. ARR is the standard metric for measuring the scale and growth rate of SaaS and subscription businesses, and it is a primary factor in company valuation.",[121,545,546],{},"ARR provides a long-term view of revenue that smooths out monthly fluctuations and seasonal variations. Investors, board members, and executives use ARR to evaluate business health, compare performance against peers, and set strategic targets. ARR growth rate is often the single most important metric for SaaS company valuation, with high-growth companies commanding significantly higher revenue multiples.",[121,548,549],{},"Growing ARR requires a balanced approach to acquisition, expansion, and retention. Sales teams need efficient tools to find and convert new customers, while customer success teams work to expand existing accounts and minimize churn.",[152,551,155],{"id":154},[157,553,554,557,560],{},[160,555,556],{},"ARR is the annualized value of recurring subscription revenue, typically MRR multiplied by 12",[160,558,559],{},"It is the primary metric for measuring SaaS business scale and is central to company valuation",[160,561,562],{},"ARR growth depends on balancing new customer acquisition with expansion and retention",[152,564,184],{"id":183},[157,566,567,570,573],{},[160,568,569],{},"Report ARR alongside its components new, expansion, contraction, and churn for full transparency",[160,571,572],{},"Set ARR targets that align with your company's growth stage and market opportunity",[160,574,575],{},"Invest in both acquisition and retention strategies to sustain healthy ARR growth over time",[152,577,196],{"id":195},[157,579,580,584],{},[160,581,582],{},[125,583,216],{"href":215},[160,585,586],{},[125,587,507],{"href":506},{"title":230,"searchDepth":231,"depth":231,"links":589},[590,591,592],{"id":154,"depth":231,"text":155},{"id":183,"depth":231,"text":184},{"id":195,"depth":231,"text":196},"The annualized value of recurring subscription revenue, used to measure the scale and growth trajectory of subscription businesses.","A",{},"\u002Fglossary\u002Fen\u002Fannual-recurring-revenue",[542,598,599],"Churn Rate","Average Deal Size",{"title":533,"description":593},"glossary\u002Fen\u002Fannual-recurring-revenue","85L88enek3RNvMTztRVC04cKBOW0bBWtVK4WpP1ohnQ",{"id":604,"title":599,"author":116,"body":605,"category":237,"description":666,"extension":239,"letter":594,"meta":667,"navigation":106,"path":668,"relatedTerms":669,"seo":672,"stem":673,"updatedAt":249,"__hash__":674},"glossary\u002Fglossary\u002Fen\u002Faverage-deal-size.md",{"type":118,"value":606,"toc":661},[607,610,613,626,628,636,638,649,651],[121,608,609],{},"Average deal size is a sales metric that represents the mean revenue value of closed-won deals over a given time period. It is calculated by dividing total revenue from closed deals by the number of deals closed. This metric is essential for revenue forecasting, territory planning, quota setting, and evaluating whether sales teams are targeting the right market segments.",[121,611,612],{},"Tracking average deal size over time reveals important trends about your sales motion and market positioning. An increasing average deal size may indicate success in moving upmarket, improving upselling, or attracting larger customers. A declining average may suggest competitive pressure, discounting issues, or a shift toward smaller accounts. Segmenting average deal size by rep, product, or lead source helps identify which areas are performing well and where adjustments are needed.",[121,614,615,616,620,621,625],{},"Average deal size is also a key input in the ",[125,617,619],{"href":618},"\u002Fglossary\u002Fpipeline-velocity","pipeline velocity"," formula. Increasing deal size while maintaining or improving ",[125,622,624],{"href":623},"\u002Fglossary\u002Fwin-rate","win rate"," and cycle length accelerates revenue generation. Sales teams can influence average deal size through better targeting reaching senior decision-makers who have larger budgets and broader needs.",[152,627,155],{"id":154},[157,629,630,633],{},[160,631,632],{},"Average deal size is the mean revenue per closed deal over a specific time period",[160,634,635],{},"It is used for forecasting, quota setting, and evaluating sales team performance",[152,637,184],{"id":183},[157,639,640,643,646],{},[160,641,642],{},"Track average deal size by segment to identify which markets and products generate the most value",[160,644,645],{},"Analyze trends over time to detect shifts in market positioning or competitive dynamics",[160,647,648],{},"Coach reps to engage higher-level stakeholders who can authorize larger purchases",[152,650,196],{"id":195},[157,652,653,657],{},[160,654,655],{},[125,656,216],{"href":215},[160,658,659],{},[125,660,507],{"href":506},{"title":230,"searchDepth":231,"depth":231,"links":662},[663,664,665],{"id":154,"depth":231,"text":155},{"id":183,"depth":231,"text":184},{"id":195,"depth":231,"text":196},"The mean revenue value of closed deals over a specific period, used to forecast revenue and evaluate sales performance.",{},"\u002Fglossary\u002Fen\u002Faverage-deal-size",[670,671,542],"Pipeline Velocity","Win Rate",{"title":599,"description":666},"glossary\u002Fen\u002Faverage-deal-size","YWH79aiPZyhd5vxcXA3CSTna_wr5fdRxJt0yIxLrbl8",{"id":676,"title":677,"author":116,"body":678,"category":237,"description":754,"extension":239,"letter":755,"meta":756,"navigation":106,"path":757,"relatedTerms":758,"seo":761,"stem":762,"updatedAt":249,"__hash__":763},"glossary\u002Fglossary\u002Fen\u002Fbounce-rate.md","Bounce Rate",{"type":118,"value":679,"toc":748},[680,686,689,702,704,715,717,720,722,730,732],[121,681,682,683,685],{},"Bounce rate in email outreach refers to the proportion of emails that are returned to the sender because they could not be delivered. It is calculated by dividing the number of bounced emails by the total number of emails sent, then multiplying by 100. A high bounce rate is a critical warning sign that can damage your ",[125,684,463],{"href":462}," and derail your entire outreach strategy.",[121,687,688],{},"There are two types of bounces: hard bounces and soft bounces. Hard bounces occur when the email address is invalid, does not exist, or the domain is inactive. These are permanent failures and the address should be removed from your list immediately. Soft bounces are temporary issues, such as a full inbox or a server that is temporarily unavailable. While soft bounces may resolve on their own, repeated soft bounces to the same address should also trigger removal.",[121,690,691,692,696,697,701],{},"Keeping bounce rates low is essential for maintaining ",[125,693,695],{"href":694},"\u002Fglossary\u002Femail-deliverability","email deliverability"," and sender reputation. Industry best practice is to keep your bounce rate below 2%. By verifying your prospect lists upfront, you protect your ",[125,698,700],{"href":699},"\u002Fglossary\u002Fdomain-reputation","domain reputation"," and ensure your outreach reaches real people.",[152,703,155],{"id":154},[157,705,706,709,712],{},[160,707,708],{},"Calculated as (bounced emails \u002F total sent) x 100",[160,710,711],{},"Hard bounces are permanent failures; soft bounces are temporary",[160,713,714],{},"High bounce rates damage sender reputation and deliverability",[152,716,177],{"id":176},[121,718,719],{},"When an email cannot be delivered, the receiving mail server sends a bounce notification back to the sender. Email service providers track these bounces and factor them into your sender reputation score. Too many bounces signal that you are sending to low-quality lists, which can lead to your emails being blocked entirely.",[152,721,184],{"id":183},[157,723,724,727],{},[160,725,726],{},"Remove hard bounces from your lists immediately after they occur",[160,728,729],{},"Aim to maintain a bounce rate below 2% across all campaigns",[152,731,196],{"id":195},[157,733,734,738,744],{},[160,735,736],{},[125,737,495],{"href":494},[160,739,740],{},[125,741,743],{"href":742},"\u002Ftools\u002Femail-reputation-checker","Email Reputation Checker",[160,745,746],{},[125,747,507],{"href":506},{"title":230,"searchDepth":231,"depth":231,"links":749},[750,751,752,753],{"id":154,"depth":231,"text":155},{"id":176,"depth":231,"text":177},{"id":183,"depth":231,"text":184},{"id":195,"depth":231,"text":196},"The percentage of sent emails that could not be delivered to the recipient's inbox.","B",{},"\u002Fglossary\u002Fen\u002Fbounce-rate",[526,759,760],"Domain Reputation","Email Warm-up",{"title":677,"description":754},"glossary\u002Fen\u002Fbounce-rate","uWExcCxhQTyahTFn9Lho5gmC2Hz-W-hhRBgu3EB9QDQ",{"left":4,"top":4,"width":5,"height":5,"rotate":4,"vFlip":6,"hFlip":6,"body":765},"\u003Cg fill=\"none\" stroke=\"currentColor\" stroke-linecap=\"round\" stroke-linejoin=\"round\" stroke-width=\"2\">\u003Cpath d=\"M19 21v-2a4 4 0 0 0-4-4H9a4 4 0 0 0-4 4v2\"\u002F>\u003Ccircle cx=\"12\" cy=\"7\" r=\"4\"\u002F>\u003C\u002Fg>",{"left":4,"top":4,"width":5,"height":5,"rotate":4,"vFlip":6,"hFlip":6,"body":767},"\u003Cg fill=\"none\" stroke=\"currentColor\" stroke-linecap=\"round\" stroke-linejoin=\"round\" stroke-width=\"2\">\u003Cpath d=\"M8 2v4m8-4v4\"\u002F>\u003Crect width=\"18\" height=\"18\" x=\"3\" y=\"4\" rx=\"2\"\u002F>\u003Cpath d=\"M3 10h18\"\u002F>\u003C\u002Fg>",{"left":4,"top":4,"width":5,"height":5,"rotate":4,"vFlip":6,"hFlip":6,"body":769},"\u003Cpath fill=\"none\" stroke=\"currentColor\" stroke-linecap=\"round\" stroke-linejoin=\"round\" stroke-width=\"2\" d=\"m12 19l-7-7l7-7m7 7H5\"\u002F>",{"left":4,"top":4,"width":5,"height":5,"rotate":4,"vFlip":6,"hFlip":6,"body":771},"\u003Cpath fill=\"none\" stroke=\"currentColor\" stroke-linecap=\"round\" stroke-linejoin=\"round\" stroke-width=\"2\" d=\"M15 3h6v6m-11 5L21 3m-3 10v6a2 2 0 0 1-2 2H5a2 2 0 0 1-2-2V8a2 2 0 0 1 2-2h6\"\u002F>",{"left":4,"top":4,"width":5,"height":5,"rotate":4,"vFlip":6,"hFlip":6,"body":773},"\u003Cpath fill=\"none\" stroke=\"currentColor\" stroke-linecap=\"round\" stroke-linejoin=\"round\" stroke-width=\"2\" d=\"M4 9h16M4 15h16M10 3L8 21m8-18l-2 18\"\u002F>"]