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To transform traditional organizational interactions, eliminating outdated marketing practices and cold outbound methodologies.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

I love (and also very much hate) sales.
(Only salespeople will understand that one.)

It's 2016, and I'm a fresh faced SDR trying to hit target.

I'm struggling, quickly realising that outbound sales is just about the hardest job in the world.

My natural skills: Creativity, humour, storytelling didn't feel like they "belonged" in the corporate world.

But I didn't quit. I decided to make a bold move.

I decided to... be myself.

I've spent the last 10 years crafting the art of authentic selling.

I was named one of top SDRs in the country, and now I’m one of the most recognised bald sales influencers in EMEA.

My personal brand has one simple mission: To make sales fun.

I coach other sellers on how to leverage social media, build their personal brand, and win (without losing who they are!)

After 10 years in B2B sales, here’s what I believe:

• A strong personal brand is non-negotiable in 2026
• Being yourself is your greatest sales advantage
• Coaching accelerates growth like nothing else
• Sales can (and should) be fun

Follow me for funny, real content about sales, coaching, and building a brand that actually works.

Let’s make selling more human.
Let’s make sales fun.👊

Tom Boston

"We're changing the commission structure again." 😱

A phrase that strikes fear right into the heart of every sales team.

But it doesn't have to be like that.

CaptivateIQ  brings capacity, quotas, territories, and incentives together, all in one place.

It's one source of truth, and for sales reps who want to know how much their commission is... It's essential.

Let's face it, compensation plans are complicated. 🫤

I'm proud to partner with a solution that can tackle even the most complex sales and compensation plans with speed and confidence.

Incentives don't have to messy. Take a look: https://lnkd.in/ekZWhBFW

#CaptivateIQpartner

Brand partnership • Making sales fun. Brand @ MySalesCoach #AutismDad

A mention in the notorious reddit thread: r/LinkedInLunatics:

"Tom Boston is not funny and clearly rubbish at sales."

I whole-heartedly disagree with this. 

I was an outbound seller for five years.
Sold everything from utilities to SaaS.
Made thousands of cold calls.
Built millions in pipeline.

ANYONE who's worked with me will tell you the same thing.

I am mediocre at sales.

An enthusiastic classic b-player. 

Mid, I think they say nowadays.

When I showed my wife this reddit comment, she said: "Sorry, that was me."

Which annoyed me because it added more weight to the argument that she is the funny one in our relationship.

Right I better get back to trying to be funny.

Any tips, anyone?

#LinkedInLunatics

Making sales fun. Brand @ MySalesCoach #AutismDad

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Today I’ve been creating content with this one.

Nia is crushing it at the moment.

- Runs the SDR team at MySalesCoach 
- At the forefront of AI in sales
- Gives weekly 🔥 advice on LinkedIn
- About to hit 20k followers

Her content is full of joy and life.

If you aren’t following her already, today is the day.

So proud to be shaping the future of sales coaching alongside her.

We’ve recorded some videos today which I can’t WAIT to share!

Watch this space. 👀

#sales #salescoaching

Most sales call end with three things:

- Panic
- Chaos
- A vague promise to “send something over” 🤷‍♂️

And you hang up thinking… 

Did I actually move that deal forward? 🤨

That messy final 3 minutes is where most deals quietly die. 

Which is why I’ve been playing around with Aligned’s AI Deal Builder. 

It basically helps you turn sales conversations into a clear next-step deal plan.

AI Deal Workspace's are spun up automatically at the end of the call, populated with relevant content and an executive summary.

But most importantly, it's a place to keep the conversation going and keep the deal moving.

(SO even if Gary had to drop, he's still in the loop.)

Check it out today: https://lnkd.in/ecF4iPMr

#aligned

When LinkedIn tells you your champion has “Started a new position.”

Two crocodiles are talking about their sales quotas. 

One says, “How are you finding outbound sales?”

The other sighs.

"Where do I start? I've never felt rejection like it. But the thing that really gets you down, is just the amount of work that goes into the role. The endless internal meetings, the cold calls, the emails. It's overwhelming"

The first crocodile nods. “Sounds like you’re swamped.” 

The other crocodile looks at him.

“I’m trying to tell you how I feel here, Colin.”

When the “we chose another vendor” deal wants pricing again.

Yeah I mean b2b sales is good but have you tried these cookies?

#fridaythoughts

Let me make sure I'm not going crazy here.

I'm in a meeting room and someone just walked in.

"We've got this room booked at 11" they said, with sadness.

The time that this happened... 10:53am.

7 MINUTES before they have the room booked.

Unacceptable? Or is it just me?!? Discuss.

Most reps think LinkedIn voicenotes = personalisation. 

But it’s not. You have to get the timing right AND create curiosity.

Do this:

1) Send something short and hyper personalised

I hate to break it to you, but the voicenotes in your outbound sequence are probably too long.

Keep them short, 30 seconds MAX.

If you can’t explain who you are, what you do and how you can help in less than 30 seconds, it’s time to work on that pitch!

Send a hyper personalised voicenote as one of the first steps in your cadence.

What you do, how you can help and WHY you've connected.

Pro tip: Building your personal brand will make prospects more likely to connect with you, which will then "unlock" the ability to send a voicenote. 👊

2) Ask a question

There’s no "ultimate voicenote script" that books meetings. (I'd be selling it, if there were!)

But there are good questions you can ask that prompt replies.

Ask a question about something you know they are passionate about.

Compliment them, challenge them, quiz them.

"I saw you posted about XYZ, why is that front and centre for you right now?"
"I love what you're doing to solve XYZ, how would your best customer desrcribe you?"
"You aren't investing in X right now, is that because of Y, Z or something else?"

It’s all about starting a conversation and the best way to do that is to ask a question about the problem you solve (not the product you sell!)

Pro tip: Sending a voicenote directly relating to content the prospect has engaged with (especially if its yours!) is a sure-fire way to get the ball rolling on the conversation. 👊

3) Make it intriguing

One thing I ALWAYS do when prospecting on LinkedIn, is send a DM before sending a voice note.

Create some intrigue, make your voice note seem appealing.

I’ll send something like:

Hey Larry, I think you’ll love this…
[voicenote]

I have a cheeky question for you…
[voicenote]

The first 7 seconds will make you smile…
[voicenote]

Grab attention, add mystery to your voicenote

4) Use lemlist to automate the follow ups

Followed the first three steps?

Sent some killer voice notes?

Didn’t get the replies you wanted?

Send another voicenote, this time on a desktop with lemlist.

(Yes you read that CORRECTLY, LinkedIn voice notes on a desktop. Slot them perfectly into your outbound sequence.)

The beauty of this, is you can automate the follow ups.

No need to record another batch of personalised voicenotes, just a simple 6 second audio bump sent to all of your prospects with the click of a button.

And for follow-ups?

I stopped re-recording everything.

Now I just drop short audio bumps inside my sequences in lemlist.

Same message.
Right timing.
Way more replies.

I’m loving learning more about lemlist’s LinkedIn capabilities and you can too, I've put the link in the comments! 👊

Are you using LinkedIn voicenotes in 2026?

#linkedin #voicenotes

Not everybody is pleased to see me on Instagram. 😂

A little story about what happened this week.

I’ve been uploading sporadically on Instagram for over 3 years.

Never really “got it”. 

I’ve uploaded… a few videos, over the years. Just as an experiment, more than anything.

If things did well on LinkedIn, I’d try them on Instagram too.

Typically, with zero success. 👍 

Then, two days ago, a video blew up.

390,000 views
8,000 reactions
14,000 shares

🤯

I’ve doubled my followers overnight and I’ve got sales bros fighting with each other in my comments section. 😳

I think I need some of my LinkedIn friends over there to back me up!

If you’re on Insta (do people even still say Insta?!) you can follow me here: https://lnkd.in/eGnaA8Ed

#instagram #sales

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

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The Battle

Morgan J Ingram

Tom Boston

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Performance ScoreMorgan J Ingram's LinkedIn Performance

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The Battle

Morgan J Ingram

Tom Boston

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

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