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To transform traditional organizational interactions, eliminating outdated marketing practices and cold outbound methodologies.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.

I've been trying to figure out how to say this without sounding like I'm anti-AI. I'm not at all. But something is happening that few people want to talk about.

I believe there are only 2 skills that will be luxury in the next decade:

1. Deep human connection to yourself and to others
2. Having AI proficiency at an elite level

Everyone is sprinting toward #2 right now.
My bet starts with spending the majority of your time on #1 so it supports #2. And it's not even close.

Before you come at me... I'm not saying ditch AI. That's like saying ditch your WiFi. The Wifi is needed yet it won't work unless you know how to use it. 

What I AM saying is that we've gotten so focused on the AI that we forgot to connect as humans. Leaders have forgotten to connect with themselves. And if you're not connected to self... you can't connect with anyone else either.

So if connection to humans or self is not there there then nothing is there for AI to amplify. It amplifies nothing. And that's what I'm watching happen right now.

Since AI is a mirror this will keep happening more and more as we slip away from the human touch. 

Every skill you care about... cold calling, selling, strategy, leadership all falls into one of these two buckets. Connection or leverage in AI. That's it.

Connection is the foundation. AI is the amplifier. You need both but foundation comes first.

We need to master both in order to be successful in the next decade. 

For me that foundation is elevating my relationship with God. And focusing on how to elevate the human connection in the work I do with people and within myself.

Because AI skills are going to change every other month. 

Yet connection will never diminish. 

VP of Sales, SDRs, AEs now I am talking directly to you... 

Start having the conversation around.. as my team and I race to learn AI.. am I still deeply connected to myself and the humans around me?

If we lose ourself while learning AI, we won't know how to use it properly.

The AI will get better.

But will you?

P.S. Am I crazy for thinking this? Tell me I'm wrong.

Morgan J Ingram 

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

I believe SDRs and AEs should only be allowed to use 3 tools when they onboard the first 90 days. And I will defend this until the end.

Yep I said it and I am taking it there. Hear me out though before every sales tech company brings out the pitchforks. 

The adoption rate on most tools is pretty low from what I've seen and heard. We all want reps to use tools to their max ability but it's too difficult if they're overloaded from day one.

That is why we should take a crawl, walk, run approach with tech. 

According to the data, people consume things best in threes. 

So.. when a rep onboards they only use three tools:

1. LinkedIn Sales Navigator (Intent tool)
2. Sales engagement tool
3. Data tool

If you want to count your phone, ok cool Bobby we will add it in there. But that's all you really need to START.

1. Sales Nav helps you find the right people. 
2. Sales engagement tool helps you reach them consistently. 
3. Data tool gives you the info to make it relevant.

Once you're able to maximize those three tools efficiently, then we upgrade you. 

Congrats now you can use video.. now you can use direct mail.. now we will teach you intent signals.. whatever process makes the most sense for your org. 

But not on day one.

Learning a new product, new industry, new team AND a massive tech stack on day one. Woah.. I am overwhelmed typing this. 

We talk about helping reps save time. But I don't think giving them everything actually saves time. It overwhelms them.

If we can get them to understand the industry they sell to first, then the basics and fundamentals of sales skills first, then layer in the technology, that's where we see the most wins.

Master the fundamentals. Then unlock the next level. This is exactly how we work with B2B sales teams inside our program Sales Team Six. Outbound fundamentals first. Double down on what's working. Then layer in the tech.

That's the play.

P.S. Sales leaders.... how many tools does your team actually use consistently? I genuinely want to know.

I spoke at the Funnel 26’ conference last week in Austin with 100 SDR leaders in the room for my keynote. I asked one question that had the room split. 

“Are you all afraid that AI is going to take your job? 

Some hands went up.. some people shook their head.. some people raised their hand halfway because I think they were still trying to figure out where they stood. 

It's clear some people have a deep down fear about AI. 

Yet its not doom and gloom because we had people chime in that they believe AI is not going to replace us and that we can use it to our benefit.

My take is right now we need to make a shift. Instead of believing in AI... we need to start believing in ourselves.

AI is only a mirror. 

Because if we have nothing to say... AI will amplify nothing. Yes the market is screaming for you to use AI. And you should be doing both AI and being a human. 

But don't overindex on the AI. 

During my talk I expressed that focusing on developing your reps to have confidence in their ability, sharpening their business acumen, enhancing their conversational skills (like cold calling) and teaching them how to close the conversations they've started is the way to elevate your SDR team. 

Respectfully, the SDR teams who win won't be the ones with the best AI stack. They'll be the ones whose reps can actually connect with another human being.

That's why inside Sales Team Six we go through social selling, cold calling and how to create personalized videos with B2B teams because these are the skills that matter most right now.

So this is my message to every SDR leader reading this:

You are the talent pipeline in your organization. 

Take pride in that. 

Elevate yourself first. Then coach others to do the same.

Still use the AI...Nobody is saying don't.

But invest in your people and how we truly connect with others. 

This will be the last luxury skill that matters in the next decade. 

Develop the human first. 

The AI will be there when you're ready for it.

P.S. SDR leaders.. how are you feeling about this right now?

A strategic AE booked a meeting with one of the largest companies in Finland from one of my LinkedIn strategies.

Now before we break it down.. I have to preface something that has been bothering me. Speaking to all the AEs out there when you hear the word prospecting please stop immediately thinking it means cold. 

The motion of prospecting is sparking a conversation so you can book a quality meeting and close revenue. 

That's it. 

With that being said I will walk you through the play I showed a team at an SKO:

Step 1: Pull your customer list from your CRM and create a CSV of everyone in your region. (if no region just pull your customer list)

Step 2: Upload that list into Sales Nav to identify who might be willing to give you a referral into your target accounts. (if no sales nav manually look at it)

Step 3: Look at where those customers worked BEFORE to ask for an intro to a person who has worked at the same company that they did in the past. We all know random intro ask are terrible, so this gives you a higher chance of success. 

That's what we call borrowed trust in the prospecting world. 

Andrew did this and booked a massive account in Finland. 

Like... that's the whole play y'all. Go run it. 

Come back and tell me what happened. 

I love seeing these wins.

P.S. Andrew ran one play and booked one of the largest companies in Finland. Imagine what happens when your whole SDR/AE team has an outbound playbook like this. That's what we build inside Sales Team Six → https://lnkd.in/gmKb2wHV

How I'd fill pipeline as a sales leader leading a team of AEs selling into $50m-$500m accounts if I started fresh today. 

(Save this for later)

Here is my plan:

1. Find Active Buyers

This one filter in Sales Nav is going to save your life. Thank Me Later as Drake would say.

Focus on prospects who posted in the last 30 days.

Response rates are 2x higher from active profiles.

Quick setup in Sales Nav:
• Create saved searches by seniority
• Build targeted prospect lists
• Update lists weekly for fresh leads

Smart reps look for prospects who are active.

2. Strategic Outreach
   
Too many people say never do a cold dm,

and tell you to sit back and wait.

Please don't listen to this advice. Seriously don't.

Here's what I would do:
• Block 1 focused hour daily
• Send 20-30 targeted messages
• Be brief, be brilliant, be gone

Example framework:
"Reason I am reaching out [specific insight] → This matters to you because [direct benefit] → Imagine [concrete result/use case] → CTA [simple, compelling next action]"

The big fat pipeline is in the outreach.

3. Smart Engagement

Don't just drop "Great post!" comments.

Like real talk.. please don't do this. Also, can we please stop the AI comments it only ruins your reputation.

Start real conversations instead.

The framework:
• Find a post that is relevant to your industry
• Share specific insights from their content
• Engage with people in comments in other people's posts

Now if you did 20 messages a day check the math:
400 messages/month
10% conversion rate
= 40 meetings/month

There are no silver bullets.

This is just an example...

If you stay consistent what could happen.

Oh yeah, last point here is pick up the phone. Having a real life conversation with someone is going to be an elite pattern interrupt. Conversational skills are going to win in the next decade as AI continues to ramp up.

Stay prospecting my friends.

I was playing my N64 over the weekend and it made me think about my favorite N64 games of all time. Here are my top 12. 

 1. Paper Mario
 2. Mario Party 2
 3. Banjo-Kazooie
 4. GoldenEye 007
 5. Super Mario 64
 6. Donkey Kong 64
 7. Pokemon Stadium
 8. Super Smash Bros
 9. Diddy Kong Racing
10. Star Fox 64 (Do a Barrel Roll!
11. The Legend of Zelda: Majora's Mask
12. The Legend of Zelda: Ocarina of Time
    
What am I missing?

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

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

I've coached over 50,000 B2B sales professionals in the past decade. And the humbling truth is... the best stuff I teach I learned from them. And.. it's time you heard from them directly.

That's why I'm bringing back Muffins with Morgan.

If you followed me back in 2020-2022 you know what this is... I would eat muffins, laugh with you all and answer questions. It was awesome. 

Yet I am doing it differently this time. 

I am not going to be the only voice giving advice. Like y'all don't need to hear from me every single week.. you need to hear from the reps and leaders who are actually generating pipeline RIGHT NOW.

So here's the move...

1. I'm bringing on Sales Team Six graduates who went through our program and cooked. 
2. People in the community who are getting real results. 
3. And leaders sharing their best practices with their teams. 

Because let me keep it real with y'all.. I've only sold into sales and marketing. That's my lane. So if you're selling into finance or operations or engineering.. I can share frameworks yet I know others have deeper context.

These types of conversations will happen at the Muffins with Morgan show every week on Friday.

Come join us → https://lnkd.in/gCXVyEg8

Every sales podcast talks AT you. 

This one is going to sell WITH you.

Founder @ Kennedy Creative | Helping B2B leaders dominate their category on LinkedIn and convert influence into revenue through content and outbound

Most executives treat LinkedIn like a resume.

I treat it like a revenue engine.

I work with enterprise B2B executives and founders in the 7–9 figure range to turn authority into measurable growth.

Through The Creative Catalyst Method — a system built on content + outbound — my clients transform visibility into deal flow, building 7+ figure pipelines in as little as 6 months.

And the results speak for themselves:
	
• 30+ MQLs generated in less than 60 days
• Clients getting 3+ leads every week with content + outbound
• A 5-figure deal closed by an agency in under 60 days
• $100K pipeline built in less than 90 days for a SaaS company

What makes this possible isn’t just content.

It’s the combination of strategic positioning, executive voice, and consistent outbound touchpoints that makes your brand unforgettable — and turns authority into revenue.

If you’re an executive ready to move from authority → pipeline → growth, let’s talk.

👉 Book a call or connect with me here on LinkedIn.

Doug Kennedy

When I first started posting on LinkedIn, I was afraid of what people would think.

I’m not talking about strangers. 

I was worried about people I actually knew.

- Old friends. 
- Former coworkers. 
- People I’d see at networking events. 

But I did it anyway.

My fears were realized almost immediately.

“This isn’t really how you’re supposed to use LinkedIn.”

“People laugh at your LinkedIn posts at networking events.”

“Your beard is the worst.”

(Okay I didn’t actually get that last one) 

You start replaying it in your head.

Are they screenshotting it?
Are they mocking it?
Do I look stupid?

For a second, you want to delete everything and go back to being invisible.

But here’s what I learned:

The moment you step into the arena, you become a mirror.

• Your consistency makes other people uncomfortable.
• Your courage highlights their hesitation.
• Your action exposes their excuses.

It’s easier to critique the person posting than to become the person posting.

So they say “no one cares.”

But that’s not true.

If no one cared, they wouldn’t be talking about it.

If no one cared, they wouldn’t be laughing.

If no one cared, they wouldn’t feel the need to comment on it at all.

People start to care when you refuse to stop.

And here’s the funny part.

The same people who questioned it…
The same people who laughed…

Eventually start asking:

“How did you grow like that?”
“How are you getting inbound?”
“How are you turning content into clients?”

Funny how that works.

If you’re building something, expect resistance.

Push through.

The version of you on the other side of consistency will thank you.

Founder @ Kennedy Creative | Executive Authority Architect for Growth-Stage B2B Companies | Turning Leadership Visibility into Pipeline

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The other day I got a cold DM from a college kid.

It was clear he never looked at my profile.

(also had strong automation energy)

If you’re doing outreach, your first message has one job:

Build trust in 2–3 sentences.

Here’s what actually works:

1. Prove you looked

Reference something specific.

- A recent post.
- A podcast they were on.
- A project they launched.

“Hey, saw your post about repositioning your business around revenue impact. The point about roadmap prioritization stood out.”

Now I know you paid attention.

2. Add personality

Sound human.

- A light joke.
- A relatable comment.
- A quick shared experience.

“Fellow dad trying to build online while kids are jumping on the couch over here.”

Now you feel real.

3. Make it about them

Curiosity > pitch.
- Ask a thoughtful question.
- Invite perspective.
- Open a loop.

Now we’re in conversation, not combat.

And here are 3 things not to do. I know from experience:

• Don’t lead with a Calendly link
• Don’t write a 7-paragraph essay
• Don’t pretend you “love what we’re doing” if you clearly don’t know

Outreach works. I’ve closed great clients from DMs.

But only when it feels like one person talking to another.

If you want a simple framework for writing trust-first DMs, comment “DM” and I’ll send you what I use.

graphical user interface, text, application, chat or text message

Almost every time I edit or coach someone on their LinkedIn content, the same 3 things need to change.

When we fix them, their content stops “looking good” and starts driving inbound conversations.

Here they are:

1. The Hook

The purpose of the hook is simple: Earn the next line.

Most people start with a platitude.

“Consistency is key.”
“Personal branding matters.”
“Mindset is everything.”

That doesn’t stop the reader.

Instead, use hooks that create tension, clarity, or curiosity.

3 quick hook formulas:

• The Pattern Interrupt
I almost quit posting on LinkedIn last year.

• The Contrarian Take
You don’t have a content problem. You have a positioning problem.

• The Specific Result
One small tweak to this post turned into an inbound lead in 48 hours.

Hooks are not introductions.
They are doorways.
	
2. The Flow

Most posts don’t stick to one coherent idea.

• Writers drift.
• They stack thoughts.
• They introduce side topics that dilute the main point.

I’ve been there…

A strong post:

• Has one core idea
• Builds logically from sentence to sentence
• Removes anything unrelated
• Uses spacing, bullets, or numbers to guide the eye

If it feels messy to read, it feels risky to trust.

Clarity builds authority. Authority builds demand.

3. The CTA

This is the quiet killer few talk about. 

People are afraid to tell others what to do next.

The other day I tweaked one client’s CTA.

Result? Inbound lead.

Strong CTAs that work:

• Conversation CTA
Comment “PLAN” and I’ll send you the framework.

• Soft Authority CTA
Follow me if you’re building your brand this year. I break this down weekly.

• Direct Pipeline CTA
If you want help building this for your business, DM me “Catalyst.”

If you don’t direct the next step, the reader leaves.

Most content doesn’t fail because the creator lacks talent.

It fails because it lacks structure.

Your content stops being boring and starts becoming pipeline.

If you want to rebuild your content engine the right way, my 1:1 Creator Catalyst program is where we do it.

DM me “Catalyst” and let’s talk.

In 10th grade, my dream of becoming a chemical engineer for DuPont was obliterated.

I’d wanted to be a chemist ever since I saw  The Absent-Minded Professor as a kid. 

Then I took trigonometry.

I hated it.

But I realized that my love for science had been replaced by a love of ideas. 

I became obsessed with politics and philosophy. 

That’s when I started noticing something: Formulas solve problems, but ideas move people.

It wasn’t until years later that I realized that people move markets.

That was the shift.

99.9% of founders I talk to think they’re in the product business.

They’re not.

They’re in the idea business.

- The idea behind the product.
- The idea behind the company.
- The idea behind the future they’re selling.

If the idea isn’t clear, the market doesn’t respond.

Writing is leverage. 

It’s how you scale belief.

When a founder realizes their ideas can shape markets, not just conversations… everything changes.

Here’s the real question:

When did you realize your thinking had more power than your technical skill?

Picture: My dad helping me my chemistry set in 3rd grade.

The force that pulls you into Lord of the Rings, the Bible, and an Apple keynote is the same force most founders never learn to use.

It’s metanarrative.

A metanarrative is the overarching explanation of how the world works.

It answers:

• What’s fundamentally broken
• Who the real villain is
• What the future should look like
• What kind of person thrives in that future
• And why now is the turning point

That’s why Tolkien and C.S. Lewis grip you.

There’s a corrupting force.
There’s a small band of unlikely heroes.
There’s sacrifice.
There’s destiny.
There’s restoration.

The Bible does the same on a cosmic scale: creation, fall, redemption, restoration.

Now look at business.

Steve Jobs didn’t sell devices.

He built a metanarrative around creative rebellion. Technology is liberation. The individual is up against the gray corporate machine.

Elon Musk’s metanarrative is that humanity survives by advancing and it looks like:

Multi-planetary life. 
Sustainable energy. 
Relentless innovation.

You don’t have to agree with them. But you know the story they’re telling.

Most $10M+ founders never define theirs.

- They post tactics.
- They explain services.
- They chase engagement.

But they never articulate:

→ What era is ending.
→ What era is emerging.
→ Why their company is built for the new one.

A metanarrative gives your content gravity.
Without it, you have posts.

With it, you have positioning.

If you want to develop one, start here:

1. Identify the dominant belief in your industry.
2. Define why it’s incomplete or outdated.
3. Articulate the shift that’s happening.
4. Define the type of leader who thrives in this new landscape.
5. Position your company as an instrument of that shift.

Repeat that worldview consistently.

Over time, the market begins to see through your lens.

That’s how industries move.

Not through louder messaging, but through clearer meaning.

Reading this and realizing this is what your executive brand is missing? Send me a DM.

When you’re building something, everyone talks about finding the right partners.

- Creators.
- Editors.
- Designers.
- Other founders.

That stuff matters. I love that part.

But there’s another side nobody posts about.

The numbers.

→ invoices scattered across tools
→ subscriptions you forgot existed
→ tax season quietly approaching

For a while my finances lived in a category called: “I’ll organize that later.”

Later never came.

Working with We Got Your Books changed that.

They took a jumbled mess and turned it into clean reports. My accountant was thrilled…always a good sign.

More importantly:

• I know exactly where things stand
• I stopped guessing month to month
• I actually sleep better

Sometimes the most valuable partner isn’t the one who helps you grow faster.

It’s the one who helps you breathe easier.

If you need someone to help clean up your books, reach out to Emma Smith. They’ll take great care of you!

I’ve talked to too many founders with 10,000+ followers and no pipeline.

Strong engagement.
Consistent posting.
Thoughtful ideas.

Still no qualified inbound!

That’s not an algorithm problem. It’s a positioning problem.

In the first issue of The Creative Catalyst, I break down:

→ Why attention and authority are not the same thing
→ The “invisible buyer” most founders ignore
→ Why publishing consistently doesn’t equal positioning
→ The shift I make with clients that changes inbound in 60–90 days
→ A simple test to see if your profile is building leverage or just audience

Most founders don’t need more content.

They need more clarity.

If you’re posting regularly but your pipeline doesn’t reflect it, this one’s for you.

(Subscribe to the LinkedIn newsletter to read more.)

I’ve spoken with this type of founder more times than I can count. They’ve built a respectable audience, they post consistently, and their engagement 

Open article: The Founder With 10,000 Followers and No Pipeline by Doug Kennedy • 3 min read

The Founder With 10,000 Followers and No Pipeline

If your personal brand isn’t driving pipeline on LinkedIn….

You don’t need more content. 

You need a reset. 

Here’s my 7-day authority reset to help you start getting leads on LinkedIn:

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The Battle

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