Chris Orlob

Grew Gong from $200k to $200M+ | Online Courses for SaaS Sellers (pclub.io) | Solving Revenue Hiring (QuotaSignal)

"You can have anything you want if you master every aspect of selling." My mentor told me that over a burger when I was 22 years old. Having only $40 to my name, along with a wife and my first child to support, I took that seriously. I made a commitment to master every aspect of selling, and to earn more money than I could imagine. And I was going to do it in SaaS.

When I first became an account executive, I struggled to find repeatable, consistent success. Some months I did well. Some I missed by a mile. After reading hundreds of books (literally) and debriefing every one of my sales calls (thousands) in a journal, I started to crack the code, little by little. 

Soon, things started to go incredibly well. I started to earn multiple six figures a year, which helped me launch my first business. Not too long later (after plenty of mistakes!), I joined forces with a little company called Gong.io, while they were doing less than $200,000 a year in ARR. Figured I'd help them grow to $10M and be done.

5.5 years later, we grew from $200k to $200 million in ARR and a $7.2 billion valuation. I was fortunate enough to earn my first seven-figure income. A decade pursuit of mastering every aspect of sales had come to fruition (though I'm still not done). That felt amazing. 

I kept finding myself telling people, "You can have anything you want if you master every aspect of selling," just like my mentor had told me all those years ago. Because I experienced it first-hand.

My passion for mastering every aspect of selling started to extend to helping OTHER people do it. Soon, I started pclub.io - a business dedicated to helping B2B tech salespeople master every aspect of selling (and earn more money than they've ever dreamed of). 

Since starting, I've helped over 11,000 sales professionals and leaders. Many of which have gone on to turbo charge their sales success:

“Exceeded 245% of my target." -Christian Allen, AE at ZoomInfo

"CLOSED the most ARR in company history” -Marshall Weil, AE at Freewill

"Made 152% of my number” -Jasi Johnson, AE at Gartner

"I made it to Club One - the new program rolled out for the top 1%. -David Rosenstein, AE at LinkedIn


Many of these stories included people who started out thinking, "Maybe this is possible for other talented people, but not for me." But selling is nothing more than a series of skills. Anyone can master it, and I can teach you how.

Like I always tell people, "you can have anything you want if you master every aspect of selling."

Begin writing YOUR success story by visiting www.pclub.io

Co-Founder & CEO

pclub.io is the #1 skill transformation platform for revenue teams. We work with the top 0.01% of sales earners, practitioners, and leaders to create top-rated online courses that help you grow your sales skills to life-altering levels. Instead of spending years mastering sales through trial and error or going through stodgy ‘one size fits all’ sales training, you’ll get to the steal the playbooks, frameworks, and skills of the top 0.01% sales earners on the planet, accelerating your mastery curve, income, and revenue to unrecognizable levels.

Revenue leaders: After working with 5,000 revenue orgs, I've noticed a pattern in high performing sales teams:

Very few of them them use a "sales methodology."

The do something far more effective.

The term “sales methodology” emerged in the 1970s and 80s.

And back then, it did something transformational:

It brought structure to a profession that operated like the wild west, fueled by personality, charisma, and long, boozy lunches.

But that was 40–50 years ago.

In today’s advanced sales environment, the term doesn’t just fall short – it actually creates more harm than good.

Here's why.

Let me know what you think in the comments.

CEO at pclub.io - helped grow Gong from $200K ARR to $200M+ ARR | Advancing the revenue profession forward.

The term “sales methodology” emerged in the 1970s and 80s. And back then, it did something transformational: It brought structure to a profession that

Open article: Sales Methodologies Are Dead. Here’s What Top Revenue Leaders Are Doing Instead.  by Chris Orlob • 7 min read

Sales Methodologies Are Dead. Here’s What Top Revenue Leaders Are Doing Instead.

99% of AEs ask the wrong questions during demos.

They ask: "What questions do you have?"

Or: "Does that make sense?"

Those don't sell. 

They just fill the silence.

Here are 10 questions that actually move deals forward:

1) Before you demo a feature:

"How are you doing [X workflow] today?"

→ Creates contrast between their current state and your solution.

2) After you demo a feature:

"How does that compare to how you're doing it now?"

→ Reinforces the contrast. Locks in value.

3) Mid-demo pulse check:

"To what degree is this resonating so far?"

→ Way better than "any questions?"

4) Get them visualizing:

"To what extent do you envision this being useful in your situation?"

→ Gets them imagining themselves using your product.

5) For decision makers who don't use the product:

"How do you see your team using that?"

→ Helps them see the value even if they're not hands-on.

6) Close the loop on pain:

"To what extent do you see that solving [problem they shared earlier]?"

→ Connects pain to solution explicitly.

7) Get them to voice benefits:

"What benefits do you see showing up in your world from this?"

→ When they say it, they believe it more.

8) When you strike a chord:

"It seems like that resonated, what challenge in your business makes that hit home?"

→ Uncovers gold when you've hit a nerve.

9) When you're off track:

"It seems like this isn't resonating, where am I missing the mark?"

→ Gets you back on track fast.

10) Pattern interrupt version of "any questions":

"Where do you want to double-click with a few questions?"

→ Same intent, but sounds different than every other rep.

The difference?

The first two questions put the spotlight on you.

These 10 put the spotlight on them.

That's where selling happens.

P.S. If you want the exact 50 questions I use to build pain, urgency, and desire in deals, grab the full list here ➡️ https://lnkd.in/g2giY-ab

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CEO at pclub.io - Skill Transformation for Revenue Teams. Trained 11,000+ sales professionals and leaders. MSG ME if you're looking to upskill your SaaS sales or revenue team.

Upskill Your Revenue Team and Boost Win Rates

"How to Master Every Aspect of SaaS Sales, Close More Deals, And Sell In An Economic Meltdown"

30 Deal-Closing SaaS Sales Scripts

CEO at pclub.io - helped grow Gong from $200K ARR to $200M+ ARR, now building the platform to uplevel the global revenue workforce. 50-year time horizon.

Two worst questions salespeople ask on sales demos:

"Does that make sense?"

"Do you have any questions?"

Here's three (much better) questions:

1. "How does that compare to how you solve this today?"

This is magic.

Because instead of criticizing the feature you just showed...

Now they're thinking about the sh*tty way they handle the problem today.

And you're seen in a better light.

2. "To what extent is this resonating so far?"

Life hack:

You can turn any close-end question into an open-ended question by starting it with this phrase:

"To what extent..."

3. "To what extent does that solve [x pain point they shared earlier]?"

This puts closure on a problem.

Explicitly connects the dots that your solution will solve their problem.

...assuming you did a good job.

P.S. If you want the exact 50 questions I use to build pain, urgency, and desire in deals, grab the full list here ➡️ https://lnkd.in/g2giY-ab

We are hiring an Account Director here at pclub.io to manage, expand, and renew key customer accounts ($30k-$200k ACVs).

$200,000 OTE with retroactive comp plan accelerators that have a clear path to $250,000 to $300,000 in annual earnings.

Responsible for:
- 25-30 key accounts
- relationship orchestration & multi-threading
- renewals and strategic expansions (3 upsell levers)
- partner closely with our ProServ team

We have one spot and a growing pipeline of candidates, so this is probably "last call" for this round of hiring.

DM if interested.

Your demos aren't closing deals.

Here's why:

You're showing features without framing value.

Most AEs think: "If I show them enough cool stuff, they'll buy."

Wrong.

Buyers don't buy features. 

They buy outcomes.

Here's the demo framework that's closed over $100M in SaaS deals:

The FAVORITE Framework

(Use this for EACH capability you demo)

F - Frame the pain (10 seconds)

Before you show anything:

"A lot of sales leaders tell me they're struggling with getting new reps up to speed. Complex demos take forever to learn."

You're setting context. Creating contrast.

A - Ask a question (10 seconds)

"How are you dealing with that today?"

Now they're talking. It's a conversation, not a presentation.

V - Visualize the outcome (10 seconds)

"Imagine being able to cut your ramp time in half by getting your reps to master their demo in weeks instead of months."

Mental pictures drive behavior.

O - Orient them to the screen (30 seconds)

"Let me orient you to what you're looking at..."

Most buyers are thinking: "What the hell am I looking at?"

Don't skip this. The confused mind says no.

R - Reveal the workflow (2 minutes)

Now you actually demo the feature.

But notice: you've surrounded it with value.

I - Implant the value (10 seconds)

After the demo:

"To sum that up, this will help you stop losing deals because your reps can't demo effectively."

Don't leave value to chance.

T - Tell a story (15 seconds)

"One of our customers used this to cut ramp time from 7 months to 4 months."

Stories stick. Features don't.

E - Elicit a response (Question)

"How does that compare to how you're solving this today?"

Get them talking again.

The pattern you should see:

Value → Value → Value → Feature → Value → Story → Question

You're not just showing features.

You're wrapping every feature in a blanket of value.

Most reps do this:

Feature → Feature → Feature → "Any questions?"

Then wonder why deals stall.

Top reps do this:

Pain → Outcome → Feature → Value → Story

Then close deals others can't.

This framework takes practice.

The first time will feel choppy.

But master this, and you'll never struggle with demos again.

What's the biggest mistake you see in demos?

P.S. If you want the exact 50 questions I use to build pain, urgency, and desire in deals, grab the full list here ➡️ https://lnkd.in/g2giY-ab

Unpopular opinion: Getting a case study in exchange for a discount is the absolute 101 bare minimum of negotiation skill. 

Yet it's talked about like it's an advanced tactic.

Yes, it's better than giving a discount with nothing in return.

But getting a promise for a case study in exchange for 30% off is not a win.

It's table stakes.

If someone teaches you this as if it's the HEIGHT of negotiation skill?

Red flag.

Most AEs do not have enough "GTFO of my pipeline" energy.

We are hiring a mid market / lower enterprise Account Manager role here at pclub.io!

This is not a CSM role. 

It's a commercial role:

• Renewal revenue
• Expansion revenue
• Power relationships
• Data-driven executive reviews
• $50k-$100k typical accounts

Must be excellent at:
• discovery 
• business acumen
• value narrative control
• complex multi-threading
• understand how revenue orgs operate

You'll partner closely with our ProServ team, who:
• Manage customer deployments
• Drive value realization

DM me if you're interested.

The promise?
• Competitive OTE
• World-class professional dev.
• Equity in a category-creating startup
• The ability to design & build, not just execute

DM if you're interested (or know someone who is).

93% of AEs can't sell to the C-Suite and it shows: Only 7% of C-Suite execs rates sales calls as valuable enough to agree to a follow up (Gartner).

Good news?

It's an easy fix.

4 tips to sell to the C-Suite like the top 7%:

1. Don't make the C-Suite your first meeting.

You’ll be tempted to go after the CXO first.

Don’t.

Unless you already have inside info:

Do your homework first.

The worst thing you can do?

Show up to the C-Suite empty-handed.

Do a few “rounds” first.

Pay your dues.

2. Start the meeting with a “What I Know” slide.

Most CXOs expect sales calls to be a waste.

They rarely agree to them.

When they do, they do it reluctantly.

But.

The top 10% of sellers earn instant credibility by starting the meeting like this:

“Ok.

"I’ve talked to 3 people in your org, read your 10K, and researched your industry.

"Let's start with a summary of what I’ve learned.”

INSTANT CREDIBILITY.

“Wow, the first time a sales call isn’t a waste,” they’ll think.

The rest is yours to lose.

3. RESEARCH-BASED Discovery Only

This is not the time for typical discovery.

You should have done that by now.

That doesn’t mean you can’t ask questions.

But.

They better be informed.

They better be targeted.

They better share observations.

BAD EXAMPLE:

“Tell me about your function's biggest challenges.”

GOOD EXAMPLE:

“When I talked to John, he said the company was struggling to recruit engineers to get new features to market fast enough.

"His concern was hitting deadlines, but I have to imagine you have a broader view of why this issue matters.

"Assuming this is a top-of-mind issue, how about we start by getting your take on that?”

Do that.

That's how you get them listening.

4. Lean on your champion for TACTICAL next steps.

Don't try to “lock in next steps” with the CXO.

They start their day at 7am and end at 7pm.

Yes, you want to talk again.

But use your champion for 'tactical' next steps.

Reserve C-Suite next steps for strategic meetings.

Say this:

“I think Lisa and I can take next steps from here.

"I’ll keep you in the loop. The one meeting I do think we should have next will be in three weeks from now where we debrief the business case.

"Between now and then you’re off the hook, but mind if I go through your EA so that you, me, and Lisa can review this a few weeks out?”

“This person gets it,” they’ll think.

Master these 4 moves and you'll join the top 7% who actually get C-Suite follow-ups.

But here's the thing:

Selling to the C-Suite is just one part of the equation.

You also need the right questions throughout the entire deal cycle.

P.S. If you want the exact 50 questions I use to build pain, urgency, and desire in deals, grab the full list here ➡️ https://lnkd.in/g2giY-ab

Revenue leaders: After working with 5,000 revenue orgs, I've seen 5 habits in every great revenue team.

From InsideSales, to scaling Gong, to now leading pclub, my entire career has been built around a single mission:

To understand what separates top-performing revenue teams from the rest.

Across those thousands of companies, five habits show up again and again.

These are governing laws of revenue performance. 

Not random acts of tactics.

And only elite revenue teams have all five operationalized.

Most AEs stop discovery too early.

As soon as they hear a problem:

They jump in with: "We can help with that!"

So they only uncover "little pains."

And little pains get you little deals.

Big deals come from building negative impact.

Here's the 3-step framework I use to create urgency in every discovery call:

Step 1: Summarize the business problem.

After your initial discovery, pause and recap:

"Let me see if I got this right..."

Then summarize what you've heard.

Get confirmation before moving forward.

This shows you're listening and sets up the next step perfectly.

Step 2: Ask an open-ended impact question.

This is where most reps fail.

They skip straight to pitching.

Instead, ask:

"Can you help me understand the ripple effects this challenge is having on the rest of the business?"

Notice the phrase "ripple effects", it's far more effective than "impact."

It sounds less salesy and triggers deeper thinking.

Step 3: Ask targeted impact questions.

Now that they're talking, funnel them toward specific consequences:

- "How is this affecting your cost of acquisition?"
- "To what extent is marketing impacted by this?"
- "Is your CFO concerned with this metric?"

The order matters.

Open question first, they feel in control.

Targeted questions second = you guide the conversation.

Why this works:

With greater negative impact comes three things:

→ Higher urgency

→ Bigger deal sizes

→ Access to power

Most reps think discovery is about finding problems.

Wrong.

Discovery is about exploring the *consequences* of those problems.

That's what drives emotion.

And emotion drives purchase decisions.

💡 Rule of thumb: You've hit paydirt when the problem would be discussed in an executive meeting.

No exec talks about "needing better visibility."

But they do talk about cash flow, valuation, and market share.

P.S. If you want the exact 50 questions I use to build pain, urgency, and desire in deals, grab the full list here ➡️ https://lnkd.in/g2giY-ab

The best salespeople can quote you a $600,000 price without flinching. 

They talk about price like they're talking about the salad they're having for lunch:

Totally casual.

Zero hangups.

Pass the salt, por favor.

Less successful salespeople?

They tremble, shake, and overcompensate when price comes up.

They're not comfortable talking about big dollars and it shows.

It's as if they're apologizing for their price.

They'll go on 3 minute rants justifying why their price is the way it is, without being asked.

The turning point comes from when you realize the value you provide is a tsunami compared to the tiny $600,000 check you're asking for.

Find a way to get comfortable with money.

Otherwise you'll find yourself "throwing the game."

P.S. If you want the exact 50 questions I use to build pain, urgency, and desire in deals, grab the full list here ➡️ https://lnkd.in/g2giY-ab

90% of AEs ask "random acts of discovery questions."

• a problem question here
• a qualification question there
• an impact question over there

The results are predictable: 

Most AEs miss their number.

The top 10% of AEs don't do random acts of questions.

They follow frameworks that choreograph the buyer's psychology.

Here's an example:

• STEP 1: Uncover a high-priority pain
• STEP 2: Quantify the current stage
• STEP 3: Identify the root causes
• STEP 4: Build negative impact
• STEP 5: Contrast with future state

Then, they ask questions that serve the model.

This isn't a checklist.

This is a mental model for problem-solving.

Don't let the tail wag the dog:

The mental model comes first.

Questions come next: 

They are your execution tool.

But don't get that backwards.

Otherwise, you're doing random acts of questioning.

Congrats Mohamed on 188% to quota.

No "sales gymnastics" required :) 

P.S. When you ask questions within the right framework, they become 2x as powerful as sales weapons. 

Here's 50 powerful sales questions that aren't random, but instead follow a model: https://lnkd.in/g2giY-ab

21 sales lessons I wish I knew at $200k ARR that I learned at $200M ARR:

1. Money follows pain.
Stop selling benefits.
Start selling pain relief.
You'll close more.

2. WHO matters more than WHAT.
If you're talking to the right person:
But you have bad sales technique?
You can still win.
If you're talking to the wrong person:
And have great sales technique?
You lose.

3. Don't multi-thread.
Single-thread with multiple people.
Break people out into 1:1 meetings.
Stole this from Krysten Conner.

4. Don't multi-thread too much.
Looping in the wrong people can kill your deal.
Get the blend of people just right.
No, IT doesn't always need to be involved.

5. Great cold emails don't talk about your product.
They talk about pain.
They look like a page from your buyer's diary.

6. Follow up. Fast.
Some sellers take days to follow up.
They don't want to seem desperate.
Stop it. This isn't dating.
Speed sells.

7. The secret to enterprise deals:
Pick the deals you can win; then win the deals you pick.

8. Build your business acumen.
It makes your sales techniques 2x as effective.
Without acumen, you're hollow.

9. Don't seek approval.
Seek to solve problems.
Big difference.
Don't grovel.

10. Buyers don't buy because of ROI.
ROI doesn't drive purchases.
Emotion does.
They simply need ROI to justify the purchase.

11. There are two winners in each deal:
The seller who won.
The seller who ejected from the deal early and didn't waste time.

12. "Continuity of power" is the ultimate metric.
Getting access to power is one thing.
Getting a 2nd or 3rd meeting with power is entirely different.
Only sellers with sharp acumen get the latter.

13. Great sales calls start with planning.
Don't wing it.

14. Voice tone matters.
Stop inflecting up.
Inflect down.
It sets an equal tone.

15. Become a master wordsmith.
Words trigger mental pictures.
Mental pictures trigger emotions.
Emotions trigger actions.
Actions close deals.

16. Don't negotiate price too early.
It should be the last thing you do before the deal closes.
Anything else is too early.

17. Talk about money like it's nothing.
Quote a $600,000 proposal with a straight face.
That's a super power.
The best salespeople have a casual attitude about money.
The worst salespeople freak out when they talk numbers.

18. Selling is a set of skills.
Not a personality trait.

19. Use the same words your buyer uses.
Stop paraphrasing.
Stop putting your own twist on things.
Use their words.

20. Always know the next step.
Bad news:
If you don't know what next step you'll suggest?
You're wasting that sales call.
Selling is an act of leadership.
So lead.

P.S. If you want the exact 50 questions I use to build pain, urgency, and desire in deals, grab the full list here ➡️ https://lnkd.in/g2giY-ab

Sales leaders: 

There are two main “units of management” in your job:

- Your people’s deals
- Your people’s skills

If you are only managing one of those, you are incomplete as a revenue leader.

Deal management takes care of today.

Skill management takes care of the future.

The worst way to spend your days as a salesperson?

Chasing.

When a buyer has no problem (even after some education)?

Bad sellers try to convince them that they do.

The best salespeople never do this.

The best salespeople attract, not chase.

When a buyer doesn't have a problem, even after a fair shake?

They say things like this:

"Sounds like things are going amazingly well. If that's the case, I'm not sure we can help you. Does that check out with you, or am I missing a piece to the puzzle?"

One of two things happen:

1. Your buyer agrees.

"Yep, that's the vibe I'm getting too."

Congrats.

You just saved a lot of time and heartache.

Next.

2. Your buyer opens up.

"Actually yes, you are missing something..."

Their defenses melt.

Their sales resistance drops.

They share what's going on.

Game on.

Sales is a game of social dynamics.

Desperation kills deals.

The best salespeople sell from a place of strength.

Not neediness.

At least, that's my experience.

Is that yours too?

P.S. If you want the exact 50 questions I use to build pain, urgency, and desire in deals, grab the full list here ➡️ https://lnkd.in/g2giY-ab

PSA: You cannot lead people via Slack messages.

There’s a sharp divide forming among revenue leaders in 2026. For a lot of them… it’s not looking good.

I’m seeing to classes of revenue leaders emerge:

• Extractors
• Investors

Extractors live for deals.

Deals. Pipeline. This quarter. This number.

That’s their love language.

People are secondary.

They talk a big game when it comes to:
• Skill development
• Enablement
• training

But their actions make one thing clear:

It’s the furthest thing from their mind.

Don’t get it wrong:

Nothing wrong with focusing on deals.

After all, closing revenue is the job.

But then you meet the second class:

"Investors."

This class of revenue leaders separates the important from the urgent.

Yes, they care about deals.

But they understand something most don’t:

Sellers with fragile skills lose deals.

Sellers with with durable skills close deals.

So just as they manage their team's *pipeline*?

They also manage their team's *skills*.

• They measure them.
• They train them.
• They practice them.
• They reinforce them.
• And they repeat it all until they 👏 can 👏 not 👏 fail.

Because here’s the truth:

Revenue is a skill-constrained system.

Because now that we're out of the "go go" days of tech spend?

Skill is the new growth lever.

Closing deals is how you take care of today.

Building skills is how you take care of the year.

P.S. Want to measure, upgrade, and quantify your revenue team’s skills? Talk to my team here: https://www.pclub.io/

By 2029, revenue enablement will be turned on its head.

Today, most revenue enablement teams are seen as "content factory."

In three years?

They'll be respected as a *revenue risk management* team.

Here's why:

AI can quantify revenue skills you couldn't quantify before:

• Discovery
• Multi-threading
• Consensus building
• Business case development
• Mutual success plan execution

And literally 100s more skills across every GTM role.

AI can literally say things like:

"Zack is in the 67th percentile of enterprise discovery skills - here's the proof."

But here's where enablement earns their seat at the table:

Tying quantified skill improvements to revenue outcomes.

Because once you can objectively measure skills?

Now you can say things like this:

"Our team is only in the 33rd percentile of multi-threading skills, and according to our own data, that skill gap cost us $5.3 million closed-lost last quarter."

"If we grow our multi-threading skills to the 80th percentile, based on our pipeline, we project we'll close $2.1 million in incremental revenue."

That's not just power.

That's crack-cocaine for CROs, CEOs, and even boards.

This is why soon, Boards will ask for the revenue org's skill health the same way they ask for pipeline health.

Mark my words.

The revenue enablement profession will divide into winners and losers:

Winners accept revenue accountability. 
Because that's those who manage revenue risk do.

Losers deflect revenue accountability.
And wish they could hide behind a slide deck and no quota.

The choice will be yours.

But one thing will be clear:

Revenue enablement won't be able to hide from revenue accountability anymore.

And for the best of them, that's great news.

Investing in your skills is the single best demonstration of having an internal locus of control.

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.

Some days I feel like quitting. Some days I want to pop off on people talking crazy online. Then I remember one quote from MLK. 

"Darkness cannot drive out darkness; only light can do that. Hate cannot drive out hate; only love can do that."

I feel like every other day something more insane is happening in the world. People talking about AI taking over the world. More people seem to be going through hard times.

I sometimes wonder if it is ever going to get better.

Then I realize we can create life how we want.

Every morning I wake up and tell myself: 
"When I enter a room, I bring life and light."

Earlier in my career though I was driven by other emotions.

I have to prove these people wrong.
I will show them all.
No one believes in me so it's up to me.

I believe everyone has seasons where they need certain things to fuel them.

That was legacy Morgan. This is Morgan now.

I tap into the light that people can follow. There's a better fuel that leads to success. I want to win by showing love, not by feeding into the darkness.

Sure, I still make A LOT of mistakes on a day to day basis. But I know if I focus on the light, it will be hard for me to lose.

I know MLK did not speak for my rights for me to operate in anger. He would want me to operate in pure light.

So I've been doing the work with my coach to bring light and love instead of feeding my inner darkness.

Because I would rather be remembered for the light I bring.

Instead of fueling the darkness I can easily fall into.

P.S. How are you reflecting on MLK's words?

Morgan J Ingram 

Making Sales Human in an AI World → More Pipeline, Less Spam for B2B Sales Teams | CEO @ AMP Social

Dear 2023 Morgan,

Thank you for taking the leap into entrepreneurship.

You were hesitant, but you did it anyway. You were excited to start, even though you had no idea what you were doing. Then six months in, you panicked because you realized it was harder than you thought.

They say going off on your own is the best personal and spiritual development you'll ever experience.

We both discovered, that is true.

You learned more about yourself in 2-3 years than most people learn in a lifetime.

You went through pain and suffering that you never expected. You were trying to identify the evolution you were going through, but you couldn't quite articulate it to others.

That led to confusion. 

You didn't fully understand what you had accomplished early in your career or what you were building toward.

But you fought through.

When things weren't clear, you still pressed on.
When support came, you accepted it instead of rejecting it.
When obstacles hit the business, you surrendered and gave yourself to God.

And surrendering was the most important thing you did.

Giving your life completely to Him. 

Allowing God to truly be the CEO as you operated through His wisdom.

You've been figuring out how you want to show up in the world through social media, through sales, and through your community. 

Some days you would think... is this really all worth it?

But through all of that, you evolved into something better.

You evolved into a better leader.
You evolved into a better person.
You evolved into what you were called to do.

Now the mission is clear.

To make sales more human in an AI world and ultimately elevating humans to have more soul alignment.

So to myself... thank you.

Thank you for continuously pressing on when things looked extremely difficult.

Thank you for moving forward when things weren't working out.

And most importantly, thank you for never quitting.

Because in the midst of thinking about quitting, you discovered an important lesson.

When everything was crashing down in front of you, it was disguised as molding through a burning fire that needed to happen to make something unbreakable.

That is who you've become.

As I head into 2026, I'm going to make sure that every single ounce of suffering, pain, and confusion you went through was worth it.

As our coach always tells us:
I'm exactly where I need to be in God's plan.

And you were exactly where you needed to be in those 2-3 years to evolve and learn.

I thank you for that.

So I'm gonna take it from here.

And go on a glorious run with God Almighty Himself as we both smile at what He is about to do in our life.

Sincerely,
2026 Morgan

Making Sales Human in an AI World → More Pipeline, Less Spam | CEO @ AMP Social

I showed an AE team that targets $100m accounts in revenue two filters in Sales Nav that booked 12 meetings. 

(Save this for later)

Sales Nav should be your team's homebase for intent signals. Here's how you can do it with these two filters:

1. Less than 1 year in current role
2. Connections of execs in your company

1. Less than 1 year in current role:

People want to prove themselves once they join an organization. However, if we reach out at month 1 they don't have full context yet so we want to aim for the sweet spot of 4-10 months. That makes them more likely to respond and move the deal to close.

2.  Connections of execs:

As a sales leader this strategy should be a mandate for your entire team.

Step 1: Click the "Connections of" filter
Step 2: Pick an exec internally that would be willing to give you an intro
Step 3: Filter the accounts and job titles within those accounts that you want to get in front of
Step 4: Create a saved search so it will notify you of new people and you don't have to repeat the search
Step 5: Ask the execs for intros

Now you have two Sales Nav plays to build a big fat pipeline. When we think about prospecting we have to find observations to make us more human in our outreach. Sales nav is the tool that does that. 

Happy prospecting sales community.

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

I've tested every Sales Nav filter for 10 years. These 5 book meetings when nothing else works.

(Share this in your Slack channel)

Sales Nav can feel like a black box. Trust me, I have had the same feeling. That's why I've spent a decade studying it so teams can simplify their outbound process.

Here are 5 filters you can leverage today:

1. Viewed Your Profile Recently

These leads have already shown direct interest.

↳ They're curious about you right now
↳ Simply ask: "What caught your eye about my profile?"

Do this at the end of every week. Don't just nod and scroll past.

2. Follows Your Company

Prospects following your company are already aware of your brand.

↳ They're interested in your content
↳ Ask what specific problem they want to solve

Don't overlook this gold mine.. like Goldfinger gold.

3. Posted in Last 30 Days

Active users are most likely to respond.

↳ Active people reply 3X more often
↳ Comment on what they shared
↳ Ask why that topic matters to them now

This should be a daily check. Like brushing your teeth but for your quota.

4. Years at Company (4-10 months)

Don't reach out to someone when they first started. They haven't even found the bathroom yet.

↳ Search the filter "less than one year"
↳ Look for 4-10 months in the role
↳ Perfect time to offer help with their goals

Check this every month to keep the rhythm going.

5. Job Titles

Sales Nav helps you target decision makers faster.

↳ Focus on the right ICP
↳ Filter for executive buyers and people below the power line
↳ Customize your message to their role

Now that you have these five filters, you can stack them together to build better outbound messaging.  

Sales Nav is an underrated tool and is very powerful when used right.

P.S. Want to become a Sales Nav pro? DM me "NAV" and I'll send you my Sales Nav Kit.

5 Sales Nav Filters That You Need

I got ghosted by 127 LinkedIn prospects in 2017. Then I discovered the pattern.

So there I am... Fresh SDR me refreshing my inbox every 10 minutes hoping for responses. Little Morgan clearly getting cooked in the DMs.

My messages were painful. 

"Hope all is well. My name is Morgan. We have mutual connections and I'd love to connect. We are the leading provider...."

Just terrible.
I am sick even telling you all this.

But when you start in sales, there aren't really guidelines. You get thrown in like "hope this works" and pray something sticks.

I thought I wasn't good enough. Then I realized something huge:
They weren't ignoring ME. They were ignoring my APPROACH.

That changed everything.

Here's the framework I developed after studying hundreds of messages:

Observation Outbound Formula:

↳ Observation (show them you know them)
↳ Context (why this observation matters)
↳ Pain point (what they're likely facing)
↳ Value prop/Power Move(how you help)
↳ Call to action (next step)

You don't need all 5 every time. Even 2-3 done well beats a generic pitch.

Quick example:
Before: "Hope all is well..." (Almost barfed writing this)
After: "Saw you just expanded your SDR team by 5 people. Most VPs tell me onboarding at that scale leads to (insert situation). Not sure if this is relevant but how are you currently doing (x)?" (Now we are getting somewhere)

But every successful message I've seen follows this pattern.

This is the exact framework I coach at AMP Social when working with B2B sales teams. As a sales leader this is what we want to implementing for your team. 

Your prospects are waiting for someone who gets them. 

Be that someone.

B2B Outbound is starting to lose its humanity.

Which has me thinking... Are we all cooked?

People want to implement AI yet at the same time no one seems to be posting about how they got a great AI outbound email.

Am I missing the plot here?

Teams are still struggling.
People continue to complain about AI-generated spam.

Somewhere along the way we started to believe that more messages = better outbound. Which is not the case.

Sure, AI automation helps. But we have to ask ourselves would you actually reply to this?

I'm not anti-AI. I use it. But AI is an amplifier, not a replacement. If your inputs are garbage, your outputs will be too.

The best-performing teams are the ones still willing to get personal. Even now, I still write all my messages before even thinking about automation.

Every leader should have their reps get at least 50 responses manually before you even think about automation. 

Which leads to my conclusion.

Every sales team needs the mantra of making sales human in an AI world. Because if you don't have great inputs then all these AI tools don't even matter.

We've gotten so caught up chasing the AI silver bullet that we forgot the manual work matters.

We need to get back to the basics:

↳ We're still messaging a human
↳ The message still has to feel like it came from one
↳ Depth wins over volume

All sales leaders should focus on having their reps be human first when reaching out and not a robot.

The more you immerse in the craft, the more you'll stand out. Because most people won't.

That's exactly what we focus on at AMP Social with Sales Team Six, making sales human in an AI world.

Let's fall back in love with the game.

The human-to-human game.

I used to do everything as a Creator CEO of my own service business. Now I only do 3 things. Profit margin went up. I work 30% less. Revenue doubled and client results were more impactful.

2023-2024 Morgan:
• 1-on-1 coaching
• Content audits
• Sales consulting
• Webinar hosting
• Influencer marketing
• Production business
• Hosting virtual events
• Tool partnerships
• Speaking gigs
• Advisory roles

I was busy, making money, and not focused at all. The Mandalorians would tell you this is NOT the way. 

Then I attended Alex Hormozi's workshop.

He said one line that changed everything:

"One offer. One channel. One avatar."

I went home and killed half my business.

2025-2026 Morgan:
1. Sales Team Six (45-day sprints with small cohorts focused on building quality pipeline.)
2. Keynote/SKO speaking (because I love being on stage. Currently in Dubai for the Billion Dollar Summit)
3. Brand partnerships (only with tools, brands and people I love working with)

That's it.

Having one core offer transforms everything. Now my speaking and partnerships elevate Sales Team Six instead of competing for attention.

Results so far:
→ Profit margins doubled
→ Revenue doubled
→ Working 30% less
→ Actually present with friends and family
→ More energized than I've felt in years
→ Clients getting better outcomes (The most important part)

It's been hard to say no. But it's way easier to say yes to things that bring me peace.

FOCUS isn't about doing less. It's about going deeper on what you already know works. That obsession leads to LOVING your craft which people can feel. 

When you do everything, you help no one. Plus, no one knows what you actually do which started to happen to me. 

When you master one thing, it expands into everything you actually wanted.

I can't believe Stanley (Your Content Coach) is doing this. They're giving away $100,000 USD to help one person go all-in on their dream.

No this is not a "comment X to get Y" scenario. 

You all know I am huge fan of this because I went all in on my dream when I first started creating content here years ago. 

I was TERRIFIED when I first started making content. Now I wake up everyday blessed to be creating on this platform for 10 years straight that changed my entire career. 

I went from closing my eyes to hit the post button to 180,000 followers on LinkedIn, training the top B2B sales organizations in tech, and speaking on stages like INBOUND and SXSW across the world. 

This all came from one decision. 

Now it's time to change someone else's. 

So let's flip the tables real quick.. if your salary and rent were covered for the year what would you create? 

2026 is the time to lock in and play a new game for yourself. 

Here's what you get:
↳ $100K to cover salary + cost of living
↳ Stan Pro and Stanley for a full year
↳ 5 coaching sessions with Stan Ambassadors
↳ A media budget to promote your brand

Here's how to enter the Dare To Dream competition: 

1. Sign up for Stanley (free) before January 31st 
2. Record a video (under 2 minutes) sharing your dream and why it matters
3. Post it on a PUBLIC Instagram or TikTok account
4. Tag @stanforcreators and use #StanDareToDream26 
5. Submit at daretodream.stan.store

All details here: : https://lnkd.in/gVTt6x-V

You never feel ready. Yet once you commit to doing something different you will take right the steps to become ready. 

Go chase your dream. 

#StanPartner #DareToDream

8 months ago Dale Dupree called AI a fad. I disagreed.

Looking back now, I was wrong

Before you get your pitchforks.. hear me out. 

Dale and I were at LinkedIn HQ with John Barrows for a Glengarry Glen Ross watch party. During a LinkedIn live, Dale said AI is a fad and I pushed back HEAVY.

But after thinking about it more... Dale was right.

A lot of people are hopping on the AI hype train. I get it, we all need to learn it. Yet there's probably 1% of people who truly know how to use it tactically on a day-to-day basis when it comes to B2B sales.

I know a few of those 1% people. But most AI products I'm seeing get built without real implementation for outbound or accelerating deals.

So what does this mean for all of us?

It doesn't mean don't learn AI.

It means most people are going to fail using it and have to revert back to human-to-human outbound. They're gonna go back to the fundamentals because those never fail us.

For every SDR/AE looking to learn AI the first step is to know the fundamentals, produce results to know what works and then you can amplify it. 

Because if we have more people who were already lazy with their efforts amplifying more lazy efforts... that will lead to more buyers getting annoyed. Which is why we're in this conundrum right now.

People wanna move fast but not learn the fundamentals.

It's like saying you want to do a windmill dunk but can't make a layup. That doesn't make any sense. But that's what's happening right now.

When we AMP Social work with B2B sales teams in Sales Team Six, we focus on social selling and cold calling. But what I have realized through client feedback is that we shift their mindsets to be creative as a human and not operate out of fear.

I told an SDR team the other day. We want to act as humans, be casual, but present facts. 

If we do that, we succeed.

My hope is that all of you use AI but don't lose yourselves in the process. 

Work on the craft to be great like Jen Allen-Knuth, John Barrows, or Samantha McKenna.

Stop skipping steps. People know when you do. And they can see it.

Instead, go be great and take advantage of the greatest profession on earth.

Being an amazing salesperson.

I don't like the term "social selling."

It gives people the wrong idea.

When most people hear "social selling" they think let's go slide into the DMs with no context, post random content and selfies with motivational quotes. 

Nah. Nah. That's not it.

What we should be talking about is social listening.

In order to truly connect with another human, you have to observe something about them first. Something real that would spark a conversation. 

For example, when I am out in the wild when someone notices my Majin hat we immediately spark a connection because I know they know their anime.

That's how connection works.

Observations spark motion. 
Motion creates deeper connection.

If you're just selling transactionally, there's no depth. 

But if you're actually listening to what's happening in the market it makes it easier to be social.

And this isn't just LinkedIn. Cold calls. In-person. Personalized video. It's about being human across every channel.

I hear senior reps say "I don't have time for this."

Welp.. tough luck Bobby. We're here now.

AI is changing things fast like the Flash. You don't have as much time as you think.

So I would encourage all of you to stop asking your team "how do we do social selling?"

Start asking "how do we do more social listening to be more human in an AI world?"

If we keep trying to automate everything to oblivion without the human touch first, we're gonna get exactly what we deserve.. being ignored. 

Focus on listening. 

So you make the right observation to spark a conversation. 

That's the play.

P.S. This is exactly what I'm working on with B2B sales teams right now in my program Sales Team Six at AMP Social. Making sales human through a social selling system that books more meetings with your target accounts. Come through and check out what I am up to. https://lnkd.in/e5qhEgpB

I worked with a SDR leader and 6 SDRs last week to show them this Sales Nav play to book a meeting with a top tier account in 15 minutes. 

(Share this in your Slack channel)

The problem I see with SDRs/AEs are that they are so scared of falling behind that they automate everything. Not 100% their fault but buyers can smell it. They're more skeptical than ever because 90% of what hits their inbox is AI-generated noise.

That is why we want to find proof points to stand out in our messaging. 

Step 1: Skip over to Sales Nav
Step 2: Click the company name you are prospecting
Step 3: Scroll down the company page to go to job openings 
Step 4: Click job openings 
Step 5: See if job openings have increased by 20%+ in the last 3 months

This example is one of their target accounts. So now the SDR knows with the job openings it is a good time for them to reach out to see if their services are applicable since they target sales teams.

The best way to stand out right now is to be human as we teach in our Sales Team Six Program and find observations that have shown you have done the work. 

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

12 things I'm doubling down on in 2026. (none of them have to do with follower growth)

 1. More pickleball (obviously)
 2. Praying to God more
 3. Reading non-business books
 4. Spending more time with family
 5. Hiking the mountains of Sedona
 6. Enjoying the life God is giving me
 7. Becoming a better CEO for AMP Social 
 8. Sticking to the mission, not getting distracted
 9. Learning Japanese and more about the culture
10. Drinking more kombucha (yes, I'm that guy now)
11. Telling people I love that I love them (time is short)
12. Connecting with people I truly want to collaborate with
    
Every year the time between Christmas and New Year's I take two weeks to reflect on everything.

Not goals. Not KPIs. Just... what do I actually want more of?

For example, I went to Japan last year and it genuinely changed how I see life. The intentionality and the dedication to their craft was incredible. So.. I already booked the next trip for later this year.

I want more of that energy in 2026.

Not grinding for the sake of grinding. Just being present and enjoying the journey God has me on.

Most of these aren't business goals.

And that's the point.

The best version of me as a CEO, creator, friend, and son is what comes from being whole... not just productive.

Here's to a year of holistic growth.

P.S. What's one thing you're doubling down on in 2026?

P.S.S Oh yeah in Japan.. they treated me like a celebrity. Was amazing.

If I were a sales leader leading a 10 person AE team trying to close deals at the end of the quarter while my buyers ghost every meeting request, here's the exact play I'd run.

(Share this in your Slack channel)

Step 1: Accept the New Reality

Buying doesn't happen live as much anymore. Your buyers are researching at 11pm, sharing demos internally at 6am, and making decisions in Slack threads you'll never see.

Instead of fighting it, we adjust to the reality and play that game. 

Which leads into the next point. 

Step 2: Build Async Momentum

Don't have your team send links and pray something happens. Because most of the time that leads to nowhere fast. 

Here's what actually works:

↳ Use interactive demos that let buyers explore on their own time
↳ Track WHO is watching and WHAT sections they replay
↳ Set up automated follow-ups based on their actual behavior

Tools like Consensus make this very simple. Imagine, you can see when Sarah from Procurement (we finally got you procurement) watched the pricing section 3 times at midnight. 

That's intel we can leverage in our sales cycle. 

Step 3: Let the Demo Do the Selling

Unfortunately most buyers don't trust salespeople. (I know, it stings.) That's why your demos need trusted voices like customers, executives, etc proof that isn't just your reps pitching.

Your buyers are sharing your demo internally without telling you. This is an opportunity to leverage that insight.

Make sure your demo:
↳ Answers objections before they're raised
↳ Speaks to multiple personas (not just your main contact)
↳ Gives you visibility into who else is watching

When the CFO watches your ROI section, you know the deal is moving. Even if no one replied to your email.

Step 4: Follow Up With Context, Not Desperation

Instead of "Just checking in..." or "touching base" these are the worst by the way. By the way, please stop doing this and whoever taught this I am coming after you. 

Anyways, try this:

"Hey Sarah - looks like your team spent time on the integration section. Typically when people look at that section they have questions around x,y, and z. Opposed to me looping in our solutions engineer to answer any technical questions?"

No guesses here. Just proactively solving the problems that are already in their head. 

The best sales teams in 2026 aren't chasing buyers. 

They're building momentum buyers can't ignore.... even at midnight.

#ConsensusPartner

If I was onboarding 5 new SDRs, here's exactly what I would do to guide them to exceed target in 90 days.

Step 1: Learn the industry FIRST

This is the most important step and most companies skip it.

You can be subpar at prospecting and still do well if you deeply understand your buyers.

Who are they? What keeps them up at night? How do they make decisions? What's the industry makeup? I remember reading every single article on VP of Marketing + CMOs when I worked at Terminus so I knew the lingo.

When you know this, your conversations become 10x easier.

Step 2: Set up their LinkedIn profile

Now that they understand who they're talking to, let's make sure their profile reflects that. 

The question every rep needs to ask themselves is... How do we position our profile as someone worth responding to? I would immediately remove your job title from your profile and make the headline outcome focused.

Think landing pages, not resume. 

Step 3: Get comfortable with the tech (but only 3-4 tools)

I'm starting to believe you shouldn't give new reps all the tools at once.

Start them with the basics:
↳ Sales engagement tool
↳ Data tool
↳ CRM

That's it. Master those first.

As they get better, they unlock new tools.

As leaders, I think we need to have all SDRs master the fundamentals of these three tools so that the other tools are easier to use. 

Step 4: Creative prospecting

Once they're comfortable with the basics, now we layer in video prospecting, voice notes, and creative outreach. I remember as an SDR, once I got the cold calling down I could easily translate those skills into more creative prospecting. 

This is where they start standing out from everyone else in the inbox.

Step 5: Memorize 3 customer stories

When I was an SDR manager, I told my team.. everyone needs to memorize 3 customer stories.

That's it. Just 3.

When you're on a call and you can reference a real story about someone like them... the conversation shifts. That's how you create relevancy by sharing a real point of connection they can relate to.

These 5 things in the first 90 days will set your team up for success.

P.S. Which step does your team need to focus on most?

Chief Prospecting Officer

GTM and Content Advisor

Content Advisor

Creative Advisor / Content Creator 

Co-Founder

Outbound → Revenue. For B2B Teams That Want Results | Founder @ AMP | Making Sales More Human in AI World

I've spent 1 hour a day inside AI tools for the past 2 years. I've learned a lot... and still feel like a noob.

Which made me curious for all my sellers and leaders out here...

Which LLM are you using most in your sales process?

Looking forward to the answers. 👇🏾

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