Morgan J Ingram

We are going back to the 1990's with B2B sales right now. I can't be the only one seeing the shift where people are starting to get annoyed with the AI slop messages and buyers are carving real connection with sellers that they can trust. Which is leading back to the 90's when it was all about trust building and shaking hands in the person. How it used to be: - Spray and pray - Make 200 calls a day - Pitch and connect - Automate emails - Spam InMails Where it is going: - Face to face meetings - Going to more events - Creative outbound strategies - Handwritten notes - Direct mail The faster as a leader you can adopt the direction we are going within the marketplace the faster you will be able to execute

Everyone complaining about AI slop is sending AI slop. The difference between you and the inbox you are annoyed at is a prompt. Nobody wants to hear that but it is the whole thing.

In 2024, 1 in 4 companies cut their BDR team. In 2026 it is fewer than 1 in 12. The cuts stopped and the fear stayed.

Mediocrity used to have a ceiling. One person could only send so many bad emails in a day. You removed the ceiling and called it efficiency.

I messaged 100 prospects who viewed my LinkedIn profile and asked what caught their eye. 35 percent replied. Half of those turned into meetings. (Bookmark this one and send it to your team)

Your reps are not lazy. You measured them on output for six years, then bought them a machine that makes output. They did exactly what you asked.

I was the worst SDR on my team and became the manager in under a year. I did it by showing up to my own company's events just to hear what our customers said about us. To be fair, nobody told me to do that. I just had nothing else working.

My new jacket I just copped from Japan is going to go crazy.

Day 1 in Japan. Stayed one night in Tokyo to rest now headed to Osaka which I have coined the “Atlanta of Japan” catch you on the flip side.

This is my second time going to be Japan. Last time I went I changed my life and I expect nothing less this time around. My pro tip for Japan is to back the bare min when it comes to clothes. That way you can go on a drip trip when you land. Can't wait to see what clothes I get this time.

Leaving for Japan tomorrow. Man.. I am so excited about this.

Tell yourself this every single day and it's hard to have a bad day. "I am exactly where I need to be at all times"

Your B2B sales team doesn’t have a sequence problem. They have a “can’t explain WHY the buyer cares before they hit send” problem. That’s why every rep should be explaining their hypothesis around their outbound touches especially when targeting MM-ENT accounts. Started building a Claude skill to force people to think hypothesis first instead of copy and paste.

I messaged 100 prospects who viewed my LinkedIn profile and asked what caught their eye. 35 percent replied and half of those turned into meetings. Don't sleep on the "viewed profile" filter. #tacticaltuesday

I'm committed to bringing the soul back to sales in B2B. Because at this point I am concerned we might lose the plot as teams start embracing AI more and more.

Best Star Wars movies of all time: (ranked order) 1. The Empire Strikes Back 2. Revenge of the Sith 3. Rogue One 4. A New Hope 5. Return of the Jedi 6. The Phantom Menace 7. The Force Awakens 8. Solo 9. Attack of the Clones 10. The Mandalorian and Grogu 11. The Last Jedi 12. The Rise of Skywalker What order do you all got?

Give it God and you already have won*

We really need to go back to the basics in sales. Most people lost the plot.

Finally hit incredible weather in Arizona.

I feel it in the air. Time for another generational run this time with Jesus Christ my Lord and Savior on my side.