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To transform traditional organizational interactions, eliminating outdated marketing practices and cold outbound methodologies.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

undefined undefined

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. 👇🏾

Sounding Board

Sounding Board, the leader transformation company, offers a tech-driven, human-centric approach to leadership development in a volatile world. With world-class leadership coaches and the most flexible software for delivering customized, measurable coaching and mentoring programs, our award-winning Dynamic Leader Development Suite accelerates the growth of leaders at all levels and empowers organizations to thrive through disruption and change.

Sr. Enterprise Account Executive (Via Skye Acquisition)

Skye

RVP Sales, West

Ezra Coaching

Enterprise Account Executive

Ten Spot

Insperity

As a Business Performance Advisor with Insperity I help CEO's and business owners control expenses, minimize risk and exposure, and maximize opportunities for revenue generation through a comprehensive ready-to-use HR infrastructure designed for greater efficiency and profitability.

Sales Executive

GoSite

Providing cloud technology to small businesses helping them stay connected with new and repeat customers in order to continuing to grow their business.
• 100%+ to Quota.
• Identify and develop prospective clients.
• Aggressively prospect into targeted accounts creating interest in GoSite's product offerings.
• Execute daily product demos via screen share as well as in-person, to a variety of job titles.
• Complete a thorough discovery process of all prospects.
• Understand and address prospect questions and objections.
• Connect, engage and motivate in conversations, presentations and written communications.
• Keep a tight up to-date Pipeline in HubSpot that is easily reportable on.
• Travel nationally for in-person client meetings and conferences.

Senior Account Executive

Entrepreneur Academy

Entrepreneur Academy is a global online training program that both teaches and inspires entrepreneurs on how to create a healthy mind, body, and business.
•	Pioneered global growth into all 50 states, Canada, Europe, and Australia.
•	Developed strategic partnerships responsible for more than half of all B2C sales.
•	Exceptional sales conversion of 62% from webinars and email marketing campaigns.
•	Successful customer retention rate of 94%.

Founder

Tangoe

Championed explosive sales growth for Tangoe, the largest Global Managed Mobility Service and Telecommunication Expense Management Provider (Cloud/SaaS/Services). Estimated Revenue of $227M with over 1,500 customers.
•	Executed sales strategy contributing to over $40M of annual bookings and growth from $1.8M in recurring revenue to $227M.
•	Influenced market penetration into over 80% of the Fortune 500 and hundreds of the Global 2000 companies such as Exxon Mobile, General Motors, Cardinal Health, General Electric,  Wells Fargo, Disney, Coca-Cola, Best Buy, and Qualcomm. 
•	Ownership of weekly meetings and presentations with executive team, account managers, client executives, solution architects, digital sales specialists, and various team members in the sales enablement and operations team to address initiatives, challenges, risks, opportunities, and strategies for Tangoe’s annual recurring revenue pipeline.
•	Chief Evangelist for driving and measuring sales methodologies (Customer-Centric, Conceptual, SPIN selling) in over 13 acquisitions, a successful IPO, and global expansion.
•	Cultivated Strategic Partnerships and Business Development ecosystems with: IBM, SAP, HP, AT&T, CSC, and Verizon.

Director of Sales

ProfitLine

Pioneered ProfitLine’s sales strategy for high-growth through industry leading B2B sales, marketing and sales success teams, steering the TEM Industry to a SaaS/Cloud model.
•	Relentless commitment to measurable weekly prospecting activity and metric.
•	Architected 1000 new leads (300 qualified companies) in first 90 days.
•	Ownership of strategic, executive-level sales meetings to drive value-based outcomes that generated shorter sales cycles and faster revenue recognition.
•	Deep understanding of prospect value drivers; utilized these insights to steer and influence sales cycle, while fostering opportunities for additional business.

Business Development Manager

24 Hour Fitness

Ownership of hiring, developing, and leading all client-services personnel from training through to sales, service delivery, and renewals of 100+ clients and 1200+ members.
•	Architected, measured, and scaled fitness department sales and services revenue.
•	Produced company leading fitness department revenue of 120%+ of quota each month.
•	Managed 8 direct reports, providing coaching, performance reviews, certification and management programs, and balanced feedback.

Sales Manager

Enterprise Sales Leader | Business & Sales Performance Coach | Ultramarathoner | mikegoncalves.com

Strategic leadership is the cornerstone of my role at Skye, driving sales growth across the western region. Previously, at Ezra Coaching, I honed my expertise in business development, fostering robust sales pipelines and nurturing key partnerships. At Skye, these competencies are instrumental in expanding our market presence and achieving ambitious sales goals. Our team thrives on creating competitive advantages and fostering a culture of continuous improvement. My mission is to elevate organizational performance through innovative sales strategies and a coaching mindset that ensures success.

Michael Goncalves

Today marks my last day at Sounding Board. 

I leave with a grateful heart & fully at peace. 


Grateful.. for the opportunity to work w/ SB, for the incredible CSM’s I got to work and learn from (Heidi Anderson, Reva L., Dana Parker)..

for the clients who trusted me, who trusted us, our coaches, and our commitment to their leaders, their growth, & development..

for the challenges, the two acquisitions in less than 12 months, the transitions, the ups the downs, the wins, the losses, the unknown..

grateful for all of it..

because of the growth, the confidence, and resiliency it’s provided me as a result.

As I leave, I leave fully at peace.

Knowing I gave my all.
Not just some days, all days.

Knowing I served my team, my customers, my partners to the best of my ability.

Knowing my customers are in great hands with the CSM team I mentioned earlier.

Knowing I leave excited, happy, fulfilled, and heart full for an exciting career opportunity I’ll share more about in the days ahead.

Overwhelmed with gratitude at the moment.

To do work you love.
With people you care about.
Who care about you.
Who value trust, integrity, relationships.

That’s the holy grail.
Grateful. Fortunate. Blessed.
Onward!

Michael Goncalves MS, ATC

Enterprise Sales Leader | ICF Certified Coach (in progress) | Ultramarathoner

No alternative text description for this image

I’m excited to share I’ve stepped into a new 

role with Activate 180.


I’ll be serving as Director of Client Develoment.

Activate 180 is a leadership development and coaching company that helps individuals, leaders, and teams create real, measurable behavior change (not just insight).

They combine expert human coaching with thoughtfully integrated tools and experiences to meet people where they are.

The focus is practical, personal, and deeply human.

The commitment is building self-aware leaders who perform better, lead with intention, and create healthier, higher-impact cultures.

As many of you know through my posts here.. coaching didn’t just influence my career..

it changed the trajectory of my life. 🙏🏻

That’s not hyperbole either, it’s truth. 

I feel fortunate to have had great coaches over the years who’ve challenged my assumptions, expanded my thinking, and helped me lead with more intention, more courage, and clarity.

It’s this experience, my own personal experience with coaching, that continues to fuel my belief in coaching and the power of human-centered leadership development.

Activate 180 represents what I believe leadership development should be. 

A company that understands real transformation doesn’t come from frameworks alone, but instead..

from trust, culture, and leaders willing to do the inner work. 

Leaders who are self-aware, coachable, courageous, and deeply committed to the growth of their people, not just performance metrics. 

A company that believes leadership development is, and will remain, deeply human. And while AI is here to stay and will absolutely shape the future of work..

the future of leadership development belongs to humans. Because awareness, courage, trust, and accountability can’t be automated.

A leadership team that genuinely cares about its people, its customers, and lives the values they help others build.

A company that doesn’t just talk about leadership and culture..they live it. 

* This, more than anything, matters to me. *

A culture built on integrity with a belief that when leaders grow, organizations transform. 

I feel excited, energized, inspired to work alongside this team and contribute to helping individuals, teams, and organizations unlock what’s next..

for themselves and for the people they serve.

It’s work I believe in.
Work that matters to me. 

Rod McDermott, Zach Smith.. thanks for the opportunity. 

I’m all in!

Race weekend. I’m excited, I’m nervous.. it’s 

it’s my 4th 50 miler. Why I keep coming back


for the discipline it requires
for the confidence it provides me
for the fear it requires me to face
for the struggle
especially middle ranch (mile 37-46) 😭
for the feeling of doing something hard
for the feeling of crossing that finish line
hands held high
tears in my eyes
meg’s loving hug
victorious 

(getting emotional just thinking / writing that)

work is hard
sales is hard
relationships are hard
life is hard

It’s a race, an event, an experience I hate to love.. I’m come to love.

It’s not about the metal.
It’s about what it took to achieve it.
All I am, must be, and become to achieve it.

50 miles.. let’s do this!

My post on Sunday went viral 😳 .. wasn’t 

expecting that. Especially considering that:


the post wasn’t about business, or coaching, or motivation, or personal development, or goal setting, or prospecting, or sales..

things I typically share and post about.

The post was me sharing that I pray, I journal, I run, I drink, I swear, I’m liberal, I mediate, watch football, love music..

and the fact that.. it’s me, it’s who I choose to be, and encouraging others to be more of themselves in 2026.

without apology
without explanation
without regret

It must have struck a cord.. 🚀📈😮

In a world where there’s so many things you could be, are asked to be, or feel you should be..

choose to be who you are..

first,
everything else, second.

(Photo: Bali 2018)

I’m not a fan of the word “motivation”.

It’s misleading, and here’s why:


Motivation isn’t a feeling..

👉 it’s a choice

More often than not, I don’t feel like working out, running, cold calling, preparing for a demo, journaling, reading, posting on here..

but, 👉 I do it anyways.

Because it align with my goals, my standards, with who I believe myself to be.

If I wait for a feeling (to feel motivated) before taking action, I might be waiting forever.

And while we’re at it, let’s address this as well..

you don’t have to love the process (contrary to what you hear).. fall in love with the process, they say 🙄

if you do, bonus!

More often than not, I dread the process (like training for a 50 mile ultramarathon) 😫

What I do love is the outcome.. the confidence, conviction, discipline, and person I become in the process..

👆 that’s my motivation..

In 2026, choose to show up and do the work, whether you’re “feeling” like it or not.

(Photo: post 50 mile run this past weekend.. tired, deleted, immensely fulfilled)

Saw lots of new faces at the gym this week. 

Here on LI too. My advice to all “newbies”.. 


stay focused on the one ☝️ thing that matters most:

> showing up

• forget who’s looking at you
• forget what others are doing
• forget what others are saying 
• forget how many likes you get
• forget how perfect or imperfect it looks 
• forget the missed day (show up tomorrow)
• forget past fears, misses, losses
• forget all of it

> show up

give your best,
do your best.

Knowing and accepting that:

• some days will look better than others
• some days you’ll give 110%
• some days you’ll barely give any percent 
• some days you’ll feel on top of the world
• some days you’ll be ready to quit
• some days you’ll say “this is great”
• some days you’ll say “this sucks”

👉 just show up

Not for 365 days, just today.

Make your focus today, that’s it.

Today, focus on today.
Tomorrow, focus on tomorrow.
Friday, focus on Friday.

That’s it, nothing else.
In 2026, just show up.

I reached out to 300 L&D leaders asking 

what’s top of mind for them in 2026. Answer:


👉 Leader Develomnent (78%)

👉 Specifically, mid-level managers (35%)

With a 34% response rate to a 10 question survey I sent each L&D leader..

it provided some very rich and insightful data into how and what L&D Leaders are thinking and focused on in 2026.

Other questions asked in the survey were:

• What are the biggest challenges you anticipate facing in 2026?

• How do you expect your L&D budget to change in 2026?

• What areas are most likely to receive increased budget allocation?

• How is your organization currently leveraging AI within Learning & Development?

• What concerns do you have about integrating AI into your learning ecosystem?

• What are your top objectives when investing in leadership development and coaching?

• What metrics will matter most for evaluating L&D success in 2026?

If you’d like a detailed PDF report of the survey and findings.. shoot me a DM and I’ll happily provide you a copy of it.

(A sincere thank you to every L&D leader I reached out to who took the time to complete the survey.. much appreciated!)

Probably my least favorite day of the year 🫤

Taking down all the Christmas decorations.


Not because of the work it requires, 

or the mess the tree makes with dry pine needles everywhere as I battle to wrap it up, 

or the dogs running off with different ornaments..

but because of the joy the decorations bring me.

the tree
the lights
the lighting
the ornaments 
the smell of pine
the spirit of Christmas

I love everything about it.
And I know it’ll be here again in no time.

340 days to go..
but who’s counting 😉

Have a great Sunday! (Go Pats! 🏈)

taplio

The Battle

Morgan J Ingram

Michael Goncalves

Followers

Posts

Engagements

Likes

Performance ScoreMorgan J Ingram's LinkedIn Performance

Performance ScoreMichael Goncalves's LinkedIn Performance

Ready to grow your LinkedIn presence?

taplio

The Battle

Morgan J Ingram

Michael Goncalves

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Morgan J Ingram's LinkedIn Performance

Performance ScoreMichael Goncalves's LinkedIn Performance

Ready to grow your LinkedIn presence?

Performance ScoreMorgan J Ingram's LinkedIn Performance