Morgan J Ingram

Turning B2B Influence into Pipeline | CEO @ AMP

My journey wasn't always smooth.

In 2016, I was the worst-performing SDR on my team.

Then I discovered something that changed everything...
Intent + Outbound + Content = big fat pipeline.

Which has led to..
• 4× LinkedIn Top Sales Voice
• Trained teams at HubSpot, Snowflake, Salesforce, and 100+ SaaS companies
• Built frameworks that generate millions in pipeline

But here's what I noticed:

Most B2B teams are drowning in automation instead of mastering fundamentals.

That's why I built Sales Team Six a 45-day sprint that transforms your most committed reps into multi-channel outbound specialists.

We focus on three pillars:
• Intent - Know who's ready to buy
• Outbound - Orchestrate touches that convert
• Content - Build trust before the meeting

LinkedIn is incredible, but it can't be your only channel. It's your command center for detecting signals, personalizing outreach, and scaling what's human.

The edge belongs to teams that master all three.

Ready to build your revenue engine?

3 ways to get started:
• Download the Sales Nav Kit (featured section)
• DM me "REV" to discuss your outbound motion
• Book time at ampsocial.io

Not ready yet? Follow for daily insights on multi-channel outbound, Sales Navigator mastery, and frameworks that book meetings.

→ Speaking & partnerships: aneesh@wishlygroup.ca

Founder and Chief Edutainment Officer (CEO)

At AMP, we’re not just a media company - we are your strategic partner in revolutionizing B2B GTM Production. We craft immersive video content and design unforgettable event activations, bridging the gap between your brand and potential clientele.

Our Mission:

To transform traditional organizational interactions, eliminating outdated marketing practices and cold outbound methodologies. We're creating narratives that resonate, producing visual stories that capture attention and foster genuine brand connections, drive revenue, and solidify trust in today’s dynamic customer interaction landscape.

Specialties:

B2B Media Production: Crafting tailor-made media solutions designed to captivate your B2B audience and elevate your brand presence in the market.

Immersive Video Production: Designing and executing video content that speaks volumes, ensuring your message is conveyed powerfully and memorably.

Event Activations: Orchestrating events activations that drive booth traffic and acquire new customers 

Revenue Generation through Media: Implementing media strategies that don’t just tell stories but drive tangible results, enhancing your ROI through strategic media planning and production.

Brand Connection and Trust Building: Nurturing authentic brand relationships, steering your audience through their buying journey with content that validates and enhances brand trust.

Without Ralph Barsi, there is no Morgan J Ingram. 

When preparing to take my SDR role in 2016, I stumbled upon his article about the top strategies SDRs need to execute to succeed. 

As I kept reading, one part made a lightbulb go off. 

“An SDR should start a YouTube channel talking about the life of an SDR.”

I was like "hmm ok I think that could be cool."

I went to Twitter and sent Ralph a video telling him I would be the first person to do this. 

He responded, "Go get it, I can't wait to see it”. (However, I don't think he believed me at all)

Fast forward to my SDR role, three months in I was struggling like crazy and the last thing on my mind was creating content. 

Fortunately, I had a boost of confidence coming my way. 

I met Ralph in person at an event and he was like, “Hey where is that YouTube channel?.” I felt slightly embarrassed and didn't have a good answer. 

He looked me in the eyes and said get to episode 100, and I will come on. 

I left feeling motivated and knew I had to do something. 

Later that night, I swore to myself to become a better SDR and fulfill my promise to Ralph. 

The SDR Chronicles was born. 

I would check in with Ralph every other month to show him my progress. 

Throughout the process, he guided me on how to be a great SDR, suggestion what guest I should bring on and overall helping me refine my craft. 

I was locked in. 
One year later, I hit the 100th episode. 

And get this.. we filmed episode 100 in Atlanta in person at the same exact conference he told me to get it together. 

It was a beautiful moment. 

To this day, Ralph is one of the best mentors and friends I could ask for. 

He genuinely listens, cares, and consistently checks in with me whenever I have a problem. 

I leave our conversations with clarity and confidence that I can accomplish any goal I set my mind to. 

We catch up at least once a quarter to check in which led into the opportunity to do a Sales Team Six training with his team in-person in Atlanta. (more on that later in the week)

Throughout life, you run into someone who drops a key to open the door to go to the next level. 

You can decide whether to take it or not. 

Ralph was that person. 

Without Ralph, there is no Morgan J Ingram. 

Love you, and thank you for being my springboard.

Morgan J Ingram 

Outbound → Revenue. For B2B Teams That Want Results | Founder @ AMP | Creator of Sales Team Six™

20 things I am thankful for as I reflected on Thanksgiving (and no it wasn't just my mom's cooking)

 1. The gym at 2pm when it's empty and I can lock in
 2. Japan for providing my entire wardrobe at this point
 3. My trainer who pushes me harder than I push myself
 4. Growing my business into something I genuinely love
 5. LinkedIn for giving a kid from Atlanta a global platform
 6. Entrepreneurs who share their struggles, not just wins
 7. Voice notes with founders who actually get this journey
 8. My men's Bible study group that keeps me accountable
 9. Failure for being a better teacher than success ever was
10. That one perfect Arizona sunset that stops me mid-scroll
11. My inner circle for being real ones before and after success
12. Japan for showing me there's beauty in discipline and order
13. Morning walks at 5am when the world is quiet and ideas flow
14. My parents for teaching me how to show up with confidence
15. Pilots who get me to my destinations safely every single time
16. My coach who elevated my perspective when I couldn't see it
17. My Gameboy emulator keeping me sane on cross-country flights
18. Pickleball for teaching me that fun and competition can coexist
19. My faith in God for being my anchor when business gets chaotic
20. You for reading this and being part of this journey

As I am hanging with my family back in Atlanta, these thoughts keep running through my head...

Life is wild. Business is hard. Building something meaningful takes everything you've got.

But man, we have SO much to be grateful for.

The fact you read this whole list means you're here, you're present, and you have a lot to be grateful for too.

Take a moment today to actually feel it.

--- 

P.S. What's on your list? Drop it below.. 👇🏾

12 things I learned this past weekend on a men's retreat with 7 guys I'd never met before. 

 1. God's plan > your plan.  
 2. Cold plunges are overrated.  
 3. You don't need to do life alone.  
 4. Being present beats being productive.  
 5. Vulnerability with other men isn't weakness.  
 6. Be proactive in your relationships, not reactive.  
 7. People want to help, you just have to open your arms for it.  
 8. You can learn from anyone, regardless of net worth or status. 
 9. Stop performing for people who aren't even paying attention.
10. Everyone's struggling with something harder than what you're facing. 
11. The hardest thing you're avoiding is exactly what you need to be doing. 
12. Social media is an illusion, don't fall into the trap and start doubting yourself.

The last retreat got me locked in on my faith in God and had me looking at my life differently. This retreat took that to a new level and now my faith is not only rock solid it has me wanting to talk about it more. 

2026 for me is going to be about cultivating relationships.

Less reactive. More proactive.

If you're thinking "I should do something like this but..." stop. Just full stop.

Find your people where you can feel safe to get uncomfortable.

Men need this. 

Women need this. 

We all need this. 

Connection is literally one vulnerable conversation away.

P.S. Which of these 12 resonate the most?

I asked 50 executives how many personalized LinkedIn videos they received last year. Their answer shocked me because nearly all said the same thing:

“One. Maybe two. And they weren’t even that good… but I watched every single one of them.”

Wild, right?

It confirmed something I’ve been thinking about for a while: we’ve overscaled ourselves into invisibility.

We’re so obsessed with automation and efficiency…
That we lost the plot with how powerful intentional human outreach really is.

Even Kyle Coleman one of the most visible SaaS leaders on LinkedIn said he got 𝘵𝘩𝘳𝘦𝘦 videos last year.

ONLY three! 

(THAT'S WILD WORK)

What do sales leaders miss out on by not doing this? 

Let me show you the math on this "unscalable" opportunity:

- 5 personalized LinkedIn videos per rep daily (completely doable)
- 100 videos monthly per rep
- With 20 reps = 2,000 personalized videos
- 10% conversion to meetings = 200 meetings
- $20,000 average deal size = $4 MILLION in potential pipeline

All from doing what others consider "too time-consuming" or "unscalable."

When I managed teams, we embraced the unscalable. We did the crazy stuff nobody else would do.

And we consistently hit our outbound numbers.

Today, this same philosophy is a cornerstone of our Sales Team Six program, where we help sales teams implement high-touch strategies that most competitors avoid.

Here's a challenge for every leader reading this:

Think about the unscalable actions that you could run with a pilot group to differentiate your team. 

The teams that zig while others zag always win.

P.S. If you want examples of videos that get responses? DM me "VIDEO" and I'll send it to you.

Exec Videos

I listened to 30 of my own sales calls last month. What I discovered was embarrassing even after selling for 10 years. 

Every once in a while, I get so confident in my process that I forget to follow the process. (I know, silly) Then I create my own chaos and shake my head because I know better.

Look, we have all been there.

So I did something uncomfortable:

I put my last 30 sales calls into Fathom.ai to see where my gaps were.

Three things immediately popped up:
• My intro was too loose (rambling for 5 minutes)
• I was missing 2-3 critical discovery questions
• I wasn't doing a pit stop to confirm we were solving the same problem

Within 3 weeks, instead of taking 4 calls to close it went down to 2 calls.

The thing is, I'm not using Fathom.ai for anything revolutionary. I'm using it to get clarity on my own sales flow. To actually understand what moves deals forward instead of just hoping. To catch the patterns in what works and what doesn't.

Now I have a weekly Fathom review process to continuously improve. I can see exactly where I lose people. Where deals accelerate. What questions create breakthrough moments.

It pulled me out of the chaos and into clarity.

We're running a webinar Tuesday, December 16th at 12pm ET with Brianna Doe showing exactly how to use call intelligence to master your sales cycle and your own chaotic life. 

I'll share my actual Fathom workflow, the patterns that close deals, and real examples from my calls (including the messy ones).

Come join us here >  https://lnkd.in/gt4tCdz8

We're not in an attention economy. We're in a trust economy.

And listen.. if we're really in a trust economy, that doesn't mean jumping into ChatGPT and asking it to cook up 10 viral posts that sound like the average of everyone else.

Like ya'll ain't fooling nobody with the AI slop.

But I hear it now.. "Morgan they told me I need to create 2 posts a day to get visibility"

Ok yeah sure you can do that. Yet visibility doesn't matter if it's not even good. If it's slop. It won't connect. Which leads to burnout because then you stop believing in your own voice.

One thing I've realized over a decade of creating on this platform:
Write every single post as if you're gonna impact at least one person. Not just "I need to hit 6 posts a week."

That mindset leads to burnout. And it's gonna lead to less people trusting you.

What everyone should be focused on instead is looking at your real world experiences to articulate a point and perspective that no one else has. This leads to more trust and more revenue.

So.. that is exactly what Tobi Oluwole and I are going to talk about.

We're gonna be doing a masterclass with Stanley (Your Content Coach) to breakdown how we're sharing our real world experiences on these platforms.

Join us December 12th: "The New Creator Playbook for 2025 and Beyond"

We're diving deep into:
The exact systems that cut our content time by 70%
Why we stopped posting daily (and tripled revenue)
How to turn voice notes into viral posts

We only have 500 seats and it WILL fill up asap rocky.

Excited to see you all there. Oh yeah.. here is the link to chop it up with us. Register here: https://lnkd.in/ekACXvpn

Here are 3 things I love about running my own business:

1. Narrowing my focus to have a greater impact

In 2024, AMP Social wasn't even called AMP Social because we were finding our footing.

We created thought leadership content for creators.
Produced masterclass series for top tech brands.
And took a massive amount of work on for a lean team.

After talking to customers and listening to feedback, I narrowed my focus to LinkedIn outbound because that's what I kept getting great feedback on in conversations.

(I know, that's a crazy pivot)

The insights I shared online, during my keynotes, and in conversations with other executives kept pointing to my greatest strength: social selling.

Over 80% of the teams we talked to said cold calling was their #1 channel, but they wanted help generating revenue through their team's LinkedIn profiles.

So now I train everyone on social selling as a foundation that powers your outbound motion in combination with cold calling + cold email.

2. Finally going all-in on YouTube

I started a YouTube channel called SDR Chronicles in 2016, and it catapulted my career. But like any creator, I stopped creating to focus on other areas in my life.

Yes, even I struggle to make content consistently.

But there's no time like the present, so we're back at it!

I hired a team to coach me. 
I'm filming 30-40 videos in November/December.

Then I'll start building out the content library so I can send the videos to the editing factory. 

With AI search surging, YouTube is THE place to create content that enhances your search visibility. Curious if anyone else has found similar results in their research.

3. Partnering with people who actually get it

I only want to work with people who love the craft.

Those who understand the power of content creation.

It's why I get so excited when I get to hang out with people like Jen Allen-Knuth.

It's why I look forward to the voice notes I share back and forth with Samantha McKenna.

It's why I always reply to the random social chats with Brianna Doe.

It's why I constantly plan strategy sessions with Aneesh Lal.

I know it's cliché, but the quote:

"You are the average of the five people you spend the most time with" is a straight fact. 

These people make me want to level up every single day.

And no matter what happens in my life or my business,

I'm crystal clear on one thing: 

I'm exactly where I need to be.

• Building my 'Sales Team Six' system for B2B teams. 
• Speaking on stages worldwide about social selling.
• Figuring out the B2B creator economy with brands. 

That's what fires me up. 

That's what I'm locked in on.

That's what I currently love about running AMP Social.

One rep using our AMP framework booked 5 meetings in 7 days with this Sales Nav combo. 

(Share this in your Slack channel)

Now the combo stacking filter is: The "Previous Company + Followed Company" Stack

I call it "The Spider-Verse Play"

Just like Miles Morales jumping between dimensions, these prospects are jumping between companies but they're still connected to your web.

Let's break down the psychology. If someone follows your company they're expressing interest. If they just left a company that uses your product, they already know the value.

The setup takes 3 minutes:

𝗦𝘁𝗲𝗽 𝟭: Open Sales Nav (I know, revolutionary)

𝗦𝘁𝗲𝗽 𝟮: Click these two filters:
- Followed company (yours)
- Previous company (your customers)

𝗦𝘁𝗲𝗽 𝟯: Upload your entire customer list
Don't do this company by company unless you're psychotic. Just upload the whole list. Work smarter, not harder.

P.S. It's on the home page and just upload the book of business with CSV.

𝗦𝘁𝗲𝗽 𝟰: Watch the magic happen

You'll find people who:
- Already know your product works (they used it)
- Just moved to a new company (budget available)
- Are actively following you (warm as it gets)

Then leverage that message to send an email or LI message. 

The rep who discovered this booked 5 meetings in 7 days just running this play. The exact structure he used is what we teach reps in our Sales Team Six program.

From ONE filter combo.

While everyone else is spraying and praying, you're talking to people who already love you. 

That's the cheat code.

P.S. Want to see my other Sales Nav Plays? Download my Sales Nav kit: https://lnkd.in/eKvtqmRZ

You don't need an 88-step AI sequence to break into enterprise accounts.

You just need to listen. This 4-step playbook books at least 7 high-value meetings from a single dinner event.

Here's exactly how to run it:

Step 1: Check your live demo analytics in a platform like Consensus 
Find the demo section your target accounts watch most. (For example: 50+ people obsessing over SDR ramp time.)

Step 2: Find the subject matter expert from that exact demo section in your business. Get them to be the main attraction at the dinner.

Step 3: Send this invite to those viewers: "You and 40 others from companies like yours spent 10+ minutes on SDR ramp time in our demo. Join 20 enterprise leaders for dinner in Austin to solve this together. No pitch. Just a problem-solving conversation."

Step 4: Run the dinner. No slides (seriously). Just that expert facilitating real talk between buyers facing the same problem.

The Result: Expect at least 7 meetings booked at the dinner table.

Why it Works: You stopped talking about what you sell and started solving the problem they are showing you they care about.

Your buyers are giving you the roadmap.

Stop sending generic emails and start facilitating solutions.

P.S. You're probably thinking 'Morgan, how do I even GET this demo data?' Well, of course, I am going to tell you. This is where Consensus comes into play and you can start here.... https://lnkd.in/eMybB39T

If I were an SDR trying to break into 5 enterprise accounts before year-end, here's the exact play I'd run.

(Share this in your Slack channel)

Step 1: The Intelligence Gathering

Right now everyone and their mother is trying to figure out how to use intent.
Great. So that's where we start.

Pull up your demo analytics dashboard like Consensus and look for patterns.
• Who's watching sections on replay?
• What are they downloading?
• Who are they forwarding it to?

When you find multiple people from the same account watching the same section we now know we have struck gold because we know what matters to them. 

Step 2: The Surround Sound

I love my surround sound for my gaming experience. But that's not what we're talking about here.

Here's what we're doing instead:

Take the data from Step 1. 

Now you know WHO is looking and WHAT they care about.

Send blank LinkedIn connections to:
• Everyone who viewed your demo
• Similar buyer personas at your other 4 target accounts
  
Logically if VPs of Sales at Company A care about social selling, VPs at Company B probably do too.

Now you're connected to entire buying committees before you even send a message.
But oh wait.. we are just getting started. 

Step 3: Context Messaging

Here's where everyone messes up. (I have done this in the past too) 

They see engagement and spam everyone.

Nah. Be smart about it.

Send a LinkedIn video or make a cold call saying EXACTLY this:
"Sarah, our data from VPs of Sales shows that social selling is top of mind. Made a quick walkthrough of how we helped a cybersecurity company book 5 extra enterprise meetings in 45 days. Mind if I share?"

This is an invitation to a conversation they're already having. Not a pitch.

Step 4: The Data-Driven Follow Up

The fortune is in the follow-up. That's what they tell me.

And they're right.

So you sent that message in Step 3. They didn't respond. Don't hit the red panic button yet. 

Not you my friend. You have the data.

Your follow-up changes the angle:  
"Sarah - thought you might find this update from our customer base interesting. Just saw multiple VP of Sales spend 12 minutes on the ROI calculator section yesterday. Not sure, but this might be something useful for your team. Want me to send over the metrics deck that sealed the deal for similar teams?"

No digital begging here. 

Just sharing real insights based on real data.

This play books meetings at accounts that have been ignoring you for months.

The data shows you everything and now we are taking action on it.

#ConsensusPartner

If I was a B2B sales leader, here's how I'd help my team find ready-to-buy prospects in 15 minutes. 

(Send this to your Slack group)

The "Sweet Spot Window" is the secret to booking more meetings.

Here's how to find prospects exactly when they're ready to buy: 

Step 1: Sprint into Sales Navigator. Don't walk
Step 2: Click the filter "Less than 1 year" in current role
Step 3: Look for two specific windows: 4-6 months or 7-10 months.

Why not month 1-3?
Because they're still onboarding and don't know what they need yet.

They barely know where the bathroom is... Come on people.. slow your roll.

At 4-6 months, they have the context to evaluate solutions.
At 7-10 months, they've been through 2-3 quarters and need to show impact.

Where I'm seeing the most results in Sales Team Six is at the 7-8 month mark. 

By now, they know:
↳ What's working (and what's not)
↳ Their key priorities for the year
↳ They need to make a big impact before their 1-year review

Then have your team create two separate messaging sequences for each window and watch your calendar fill up.

4-6 months: "Noticed you're settling into the role. Most [title] at this stage tell me..." 
7-10 months: "Coming up on your first full year. Typically at this stage in your role we see x,y, and z being top of mind. Any of those on your radar?"

One rep went from 2 meetings/month to 2 a week just by switching to this timing.

Tag a sales leader who needs this. 

P.S. Want to see my other Sales Nav Plays? Download my Sales Nav kit: https://lnkd.in/eKvtqmRZ

I turned 10 client feedback calls into my outbound campaign in 7 minutes using Apollo's AI Assistant.

(Copy this exact prompt)

Step 1: Tell Apollo What Your Buyers Care About

After 10 client calls, I knew exactly what pain points matter.

So I typed this into Apollo AI Assistant:

"You are a 20 year B2B sales veteran who sells into mid market and enterprise accounts. Uncover the most relevant buyers and decision makers for my TAM based on the following pain points: [listed my actual client feedback]. Prioritize executives and senior leaders who influence or own purchasing decisions. Select the top 100 contacts that best represent the highest-value opportunities."

Good job that is it.. no prompt engineering degree needed.

Then boom Apollo found 100 perfect buyers in 2 minutes.

Step 2: Build Your 5-Touch Campaign

Here's what works:

LinkedIn connection request (blank, higher acceptance)
Tailored email 2 days later
Follow-up email with social proof
Final touch with case study

Nothing fancy. Just 4 simple relevant touches and then you can adjust accordingly.

Apollo built all of this while I grabbed some sparkling water. (Because it's the best water)

Step 3: Test and Fix What's Not Working

Here's the cheat code:

Apollo shows you what's working in real-time.

If I see that an email is not getting a response and not landing I can quickly make that pivot. 

Based on the responses I am getting it will start to gear me towards those type of buyer personas and accounts.

Would be great to test these now in December so you can start Q1 with proven messaging going into the new year.

This used to take DAYS of work and now it takes minutes.
Leverage AI to be your amplifier not your genie.

P.S. So surprise I got early access to the Apollo AI Assistant beta and now I am going to 
share this with y'all: https://lnkd.in/gfzhYSis

#ApolloAIAssistant #ApolloPartner

Enterprise Sales @Corsearch I Sales Coach I GTM Advisor I Personal Branding | | Advisor at Apollo.io & Limelight | Angel Investor

Sales is what I do, and for the past ten years, I've been working across both structured corporate environments and fast-moving startups. I've built sales teams from scratch and learned how to create Go-To-Market strategies that deliver real results. This journey has taught me a lot about what works (and what doesn’t) in different sales settings and how to adapt to succeed.

Along the way, I've developed the skills to navigate tough sales situations, land big deals, and build processes that drive success. My efforts have paid off—I’ve managed to multiply my salary eightfold over the last five years by applying the same strategies I teach others.

I’ve spent the last 2.5 years building my personal brand and growing an audience of 45k followers. I love collaborating with B2B SaaS companies that appreciate a bit of humor. Check out my posts — I share the daily struggles of salespeople with a lighthearted twist.

Kevin Meyer

I spent years messing up this one thing in sales.

Studied the product inside out. Memorized the pitch deck. Knew every feature, every metric, every selling point.

But I was speaking a different language than my customers.

The breakthrough came late one Friday. Lost a deal I was sure we'd win. The prospect chose a competitor with a weaker product. Made zero sense.

Then I replayed the call.

Every word I used was internal jargon. Our terminology. Our framing. Our world.

They wanted to talk about their problems in their words — and I never bothered learning them.

Rule number 1 in sales isn't what I thought it was.

It's not about knowing your product cold. It's about knowing your customer better than you know yourself.

Here's what changed everything for me:

• I started speaking like my customers speak. Their pain points became my vocabulary.
• I stopped asking generic discovery questions. Started asking about their specific daily struggles.
• I let them set the tone of conversations. Matched their energy, their style, their pace.

The closer you get to understanding how they think, the easier selling becomes. You stop pushing. You start guiding.

Last quarter I closed three deals where we weren't the most advanced solution. We just understood them better than anyone else.

Sales isn't about you. It's about them. Always has been.

Enterprise Seller @Corsearch I Content Creator in Sales | Advisor at Limelight & 2PR.io | Angel Investor

Cold email isn't dead.

The infrastructure you're using is.

I used to think my cold emails weren't converting because of weak copy. The words seemed fine. The offers were solid. But replies just weren't coming.

Then I realized 80% of the problem wasn't the message. It was the infrastructure sending it.

Gmail and Outlook weren't built for cold outreach at scale. I was forcing a sedan to tow a truck.

A few months back, I switched to Maildoso. It's an ESP built specifically for cold email, and the difference hit me fast.

Last month, one of my campaigns that used to sit at 40% inbox rate jumped to 98%. Even Outlook stopped filtering me out. More importantly, reply rates doubled because people were actually seeing the emails.

What changed?

The system lets me set up 100+ mailboxes in under 5 minutes. No manual DNS headaches. It costs 50% less than traditional mailboxes, so I'm sending more volume without bleeding budget.

Daily reputation monitoring catches problems before they kill a campaign. And their new Self-Healing Mailboxes feature rotates sending accounts automatically, rests half while the others work, and replaces burned ones without me touching anything.

They just added monthly billing too, which makes testing way easier.

Here's what I learned: deliverability isn't a sales problem. It's a technical problem disguised as a sales problem.

Fix the foundation and everything else starts working again.

If you're still blaming your copy when emails aren't landing, check your infrastructure first.

Link in comments.

I'll be honest with you about something that made me uncomfortable early on.

I was pushing hard on a prospect. Really hard. Three demos in, pricing shared twice, timeline mapped out. But something felt off.

Their current provider was actually doing fine. The problem I kept digging for didn't really exist. I was just trying to close.

So I did something that surprised even me: I told them to stay where they are.

I walked away from the deal.

And here's the strange part — two months later, they came back. Their situation had changed. The problem was real now. And we closed in three weeks.

That moment taught me something most salespeople never talk about:

The quickest way to lose trust is pretending you're a fit when you're not.

When you push too hard on someone who isn't ready, three things happen:

• You waste time that could go to real opportunities
• You burn goodwill with someone who might need you later
• You feel like crap because you know it's not right

I get it. Quotas exist. Pressure is real. But forcing a square peg into a round hole doesn't help anyone.

Sometimes the best sales move is stepping back and being honest.

Tell them the truth. Tell them they should stay. Tell them what they actually need, even if it's not you.

Because selling isn't about winning every battle. It's about earning trust that lasts beyond one quarter.

And trust? That's what brings people back when the timing is actually right.

I remember sprinting.

Not running—sprinting. Six months into my sales career, trying to prove myself. Chasing every target. Raising my hand for every project. Answering every Slack message in seconds.

I thought that's what ambitious looked like.

I was wrong.

Here's what actually happened:

My pipeline stayed full but messy. I lost track of what mattered. Energy dropped. Quality suffered. And weirdly, my numbers didn't climb the way I expected.

Burnout doesn't announce itself with a warning label.

It starts small. You miss lunch. Skip the gym. Your prospect calls start feeling heavier. You realize you're running on fumes but can't slow down because... quota.

I had to learn this the hard way: taking on everything doesn't make you unstoppable—it makes you brittle.

What changed things for me:

• I started saying no to low-priority tasks that didn't move revenue
• I focused on fewer deals with higher intent instead of juggling chaos
• I built buffers into my day so I could actually think

Speed matters in sales. But only if you can sustain it.

If you're feeling the weight right now, you're not alone. Check your load. Protect your energy. You can't close deals from empty.

Your long-term performance depends on it.

I signed up for a "free trial" last week.

Guess what popped up after I entered my email?

A credit card form.

For something that's supposedly free.

Here's what bugs me about this approach: You're starting our relationship with a trap. You're not offering me value to try — you're hoping I forget to cancel and stay on the hook.

If your product is good, you don't need this tactic.

Give me 7 days to explore. Let me see what you've built. Make me want to stay because it's useful, not because I forgot to click "unsubscribe" before the trial expired.

I've worked in SaaS long enough to know this move gets defended in boardrooms. "It increases conversion rates." Sure. But it also kills trust before you've even had a chance to earn it.

Some advice if you're running trials:

• Make it actually free. No card, no strings
• Focus on delivering value in those first 7 days
• Let your product do the convincing

Customers remember how you treated them when they were just curious. Don't waste that moment by asking for their wallet before they've even seen what you do.

Stop optimizing for conversions. Start optimizing for trust.

I remember our first client requests.

They came from everywhere. Sales picked up every signal. Marketing heard "maybe" as "definitely." Product started building before we even asked why.

It was chaos.

Every prospect had a unique need. Every lead felt urgent. We said yes to all of it because... revenue, right?

Wrong.

Here's what happened: Our product became a Frankenstein. Ten features nobody asked for. Zero focus on what actually mattered. The roadmap was a graveyard of half-built ideas.

Our team burned out. Engineering hated us. Customers got confused because version A looked nothing like version B.

The truth nobody wants to hear as an early-stage startup: saying yes to every request is the fastest way to kill your product.

You're not building a Swiss Army knife. You're building one sharp blade.

So we changed the approach:

Sales started filtering. Not every request made it to product. We asked: does this solve a core problem for most customers, or just one?

We built a "parking lot" doc. Good ideas went there. They didn't die — they just waited until we had real validation.

We stopped customizing. If three customers asked for the same thing, we considered it. If one customer asked? We said no (politely).

The result? Our product got tighter. Our message got clearer. Deals closed faster because prospects understood what we actually did.

Startups die from too many features, not too few.

Protect your product. Protect your team. Learn to say no early — or spend years untangling the mess later.

Your sales team hears everything first. That's powerful. But it's also dangerous if you don't have a filter.

Build the filter. Your future self will thank you.

I remember my first week trying LinkedIn automation.

Sent 500 connection requests with a generic pitch template. Got 12 angry replies and zero meetings.

The problem wasn't automation itself. The problem was treating people like database entries.

Most sales teams use automation as a shortcut to spam at scale. They blast messages full of "I saw you're a [job title]..." garbage. And they wonder why response rates sit at 0.4%.

Here's what changed everything for me:

I started with actual buyer signals. Not random names from a scraper — people showing intent through Sales Navigator. The data quality made every conversation actually relevant.

Then I added warmth before the ask. Profile views. Post engagement. Small touches that built familiarity before my message ever landed.

I also built multi-channel flows that felt human. LinkedIn connects to email. Everything managed from one inbox instead of five tabs and three tools fighting each other.

And the tech side matters. Smart delays between actions. Safe IP rotation. Activity pacing that mirrors real behavior. This keeps your account clean and your outreach invisible to LinkedIn's radar.

Salesflow handles all of this seamlessly. Their smart inbox unifies conversations across both LinkedIn and Sales Nav. The platform maintains a near-zero ban rate because of how intelligently it mimics human behavior. And it's truly multi-channel, orchestrating LinkedIn and email outreach from one place.

I've partnered with Salesflow for their Black Friday sale — you can find all the details and discount info in the comment section below.

Automation works when it feels like a person, not a bot.

That's the difference between noise and pipeline.

I stopped building big lead lists… and started closing bigger deals.

Three years ago I was chasing 500 contacts a week. Spray and pray. Generic outreach. Low replies. Even lower conversions.

Then I realized something: volume isn't the problem. Targeting is.

Here's the framework that changed everything:

Stop going after job titles. Start hunting for signals.

Your best leads aren't "VP of Marketing" sitting in a database. They're companies who just hired. Teams who raised funding last month. Brands launching new products. Leadership changes happening right now.

Intent beats title every single time.

Build micro-lists, not mega-lists.

I'm talking 50 accounts max. SaaS, 20–75 employees, using a specific tool, growing fast. When your list is tight, your messaging gets sharp. Sharp messaging converts like crazy.

Verify every email before you hit send.

Most reps skip this. Top performers never do. If your deliverability tanks, your pipeline dies. Simple as that.

This used to take me hours. Now I use a tool that cleans, verifies, and organizes everything in minutes.

Want the exact tool and my workflow?

Comment "Lead List" and I'll send it over.

UBrands obsess over Google rankings while ignoring where millions of buying decisions actually start: ChatGPT.

The problem? Most teams have no strategy for showing up in AI results.

We built the P.A.C.E. Framework to fix that:

🅟 Prompts: Identify questions customers ask ChatGPT about your category.

🅐 Analytics: Measure if your brand appears in AI answers.

🅒 Content: Structure AI-friendly content LLMs can retrieve and trust.

🅔 Exposure: Distribute where ChatGPT can find it.

Want to know how ChatGPT chooses which brands to recommend and how to position yours to show up?

Drop a "PARTY" in the comments and I'll share with you the way how Search Party does it

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The Battle

Morgan J Ingram

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