What’s good, everybody!

Everyone wants 30 target account meetings. (Me included) Yet it’s hard to do if you do not have a system to do it. Today I'm showing you exactly what that work looks like through a social selling approach, no shortcuts, no AI spam, just the plays that actually convert.

COMMI$H’$ 5 $TAR TIP:

Most B2B sales teams think social selling is posting on LinkedIn and sending generic messages. Dead wrong. That’s why most people do not do social selling well.

It's about being more human in an AI world. 

Here's the exact 3-step LinkedIn playbook I would run with any midmarket/enterprise sales team to book 30 target account meetings in 30 days.

Step 1: Fix Your Team's LinkedIn Profiles ASAP

We are in 2025, almost 2026. If your sales rep profiles read like resumes and not landing pages, you are losing opportunities.

Think about this math real quick: 

If each rep has at least 100 profile views and you have a team of 20 reps, that's 2,000 profile views a month you're missing out on.

LinkedIn data shows 67% of buyers check profiles before taking meetings. Not my opinion, just facts.

So now let’s do some housekeeping. 

Mandatory changes for every rep:

  • Headline that speaks to buyers, not recruiters

  • About section with what they actually do and how they help

  • Featured section with resources your buyers want

When your team makes these adjustments, we see connection acceptance rates increase by 5%-8% from our clients which is a big jump in total connections.

Step 2: Master Sales Navigator Like Revenue Depends on It

I know, I know, I talk about this a lot. The reason I do is that it does matter for your revenue, and it’s one of the best tools out there in the sales tech stack. 

Anyways, let’s set up the strategy. 

I was working with an AE team that sells into organizations doing $200m-$1b in revenue, and here's the process I walked them through:

  1. Upload your target account list in Sales Nav

  2. Upload your customer list (even better if you do it by vertical)

  3. Add key filters like:

    1. Posted in the last 30 days

    2. Years at company: less than 1 year

  4. Find connections for every single executive in your organization. Then start what Kyle Coleman calls "walking the halls" by getting intros to other execs in those accounts.

For each of your buyer personas, break it down into three categories:

  • End users (activators) - Example: SDR

  • Key influencers (directors) - Example: Director of Sales Development

  • Executive buyers (C-suite) - Example: Chief Revenue Officer

Start conversations in each category. Without proper mapping, you're just throwing spaghetti against the wall. 

Quick data note: Blank connection requests have 40% higher acceptance rates. I've tested this across 10,000+ sends. I know LinkedIn tells you to "personalize it," yet I wouldn't follow that advice if you want higher acceptance rates, which leads to more opportunities to convert meetings.

Step 3: Develop Creative Outreach By Being Industry Curious

Now we've got our profiles looking sharp and our Sales Nav filters ready to go. Time to book some meetings.

Three ways your team should reach out:

  • Video (My personal favorite)

  • Voice note (People love a good voice note)

  • Written message (Most scalable)

But here's what really matters: making your team more industry curious.

Whether you have SDRs or AEs doesn't matter. What matters is focusing on what's happening in the industry, then sending messaging based on that.

  • Reading relevant articles in your industry

  • Watching executive interviews

  • Studying what's happening in the market

Even though I'm not a rep, I still do this every single day so my messaging and sales calls are on point.

Here's the framework to bring curiosity and messaging together across all three channels:

The AMP Observation Outbound Formula™:

  • Observation (trigger-based insight about the prospect)

  • Context (Why this observation matters)

  • Pain point (highlight consequence or inefficiency)

  • Solution / Power Move (how your work solved it, not features)

  • CTA / Curiosity Question (spark interest, avoid pitching)

If they don't have an observation related to something they found about the industry or the person, they have no business sending the message.

Then we test everything ruthlessly, over and over again at least 100 times before I would say if it is legit or not. Watch what performs at what time and message, then repeat that process.

Bottom line: Yes, outbound is harder, but it can still be done by following this process via social selling.

Your Action Items:

  1. Forward this to your leadership

  2. Pick 3 pilot reps to test for 30 days

  3. Track meeting volume increase

  4. Roll out to full team once proven

Happy prospecting!

CHEAT CODE$: Sponsored by Fathom

I started going through the motions on my sales calls again this year.

Every once in a while, I get so confident in my process that I forget to follow the process. (I know, silly.) Then I create my own chaos and shake my head because I know better.

I had to get real with myself after realizing this.

I put my last 30 sales calls into Fathom to see where my gaps were.

Three things immediately popped up:

  • My intro was too loose (rambling for 5 minutes)

  • I was missing 2-3 critical discovery questions

  • I wasn't doing a pit stop to confirm we were solving the same problem

Within a few weeks, I turned it around and started moving deals forward smoothly.

The thing is, I'm not using Fathom for anything revolutionary. I'm using it to get clarity on my own sales flow. To actually understand what moves deals forward instead of just hoping. To catch the patterns in what works and what doesn't.

Now I have a weekly Fathom review process to improve continuously. I can see exactly where I lose people, where deals accelerate. What questions create breakthrough moments.

It pulled me out of the chaos and into clarity.

We're running a webinar on Tuesday, December 16th at 12pm ET with one of my favorite people, Brianna Doe, showing exactly how to use call intelligence to master your sales cycle. I'll share my actual Fathom workflow, the patterns that close deals, and real examples from my calls (including the messy ones).

Come join the fun here

Now for some real talk..

THE JOURNEY:

I meet with my coach twice a month in Arizona. Each session is an hour and a half.

After our prayer, he always asks me:

"What game are you playing?"

It's a question I've been sitting with a lot lately.

  • Am I playing the "prove everyone wrong" game?

  • Am I playing the "doubt myself" game?

  • Am I playing the "meet other people's expectations" game?

If I'm being 100 with y'all, I've played all these games. They're neither good nor bad because they got me to where I am today. But over time, as we've been working together I've come to the conclusion that they won't lead me to where I want to go.

Sometimes I've done things for other people and called it success. Other times I've chased my own goals but lost focus on what actually mattered.

The point is you have to play a game that matters to YOU. Not the one other people are giving you.

The game I'm playing right now is living my life as the adventure I want it to be and bringing the people I love along that journey.

I used to think it was just my own adventure, yet I've opened my eyes that it means more to me to bring people along.

So here are my commitments that align to that:

  1. I'm committed to having a brand deal with Stance as a B2B creator.

  2. I'm committed to giving my team member a fully paid family vacation as a thank-you.

  3. I'm committed to taking my parents on a dream trip to celebrate with them. (They've never crossed the pond)

  4. I'm committed to guiding 100 Christian sellers to make $500,000 a year to impact another 1,000 sellers.

  5. I'm committed to living in a body that performs at 10% body fat built for strength, speed, and legacy.

  6. I'm committed to becoming a world-class pickleball and padel athlete who is dominant, disciplined, and flashy.

  7. I'm committed to being the face and voice of LinkedIn selling and the gold standard for innovative outbound.

  8. I'm committed to making the Ingram Index the #1 social selling reputation signal in the world, replacing SSI.

  9. I'm committed to owning properties in Portugal, Arizona, and San Diego. Each serving a unique energetic purpose.

  10. I'm committed to being the go-to Brand Architect for NBA athletes looking to bridge the gap between their sports career and the professional world to build a platform that lives far beyond the game.

As I was walking through Japan, reflecting on what I'm grateful for this Thanksgiving... I'm just thankful I have the audacity to even make these commitments. To believe I can accomplish them.

But more importantly, I'm excited because this isn't just about my adventure.

It's about taking others on that adventure with me while being in God's perfect plan.

When I help a sales team transform their outbound...

When a rep books their first LinkedIn meeting...

When a leader sees their team actually enjoying the work...

When my parents smile when I help them out...

When I'm on a trip with my favorite people...

That's the adventure. That's the game worth playing.

So I believe we all need to keep asking ourselves:

What game am I playing?

And when I know that game, I can execute on things that matter.

When I focus on things that matter, I can live the life I actually want. The life that Jesus wants me to live.

Not the life others expect.

Not the life that looks good on paper.

The life that fires me up every single morning, where I never want to quit and stay energized.

WATCH. LI$TEN. LEARN.:

LinkedIn Post You Missed: Trust Economy > Attention Economy (2 min read on how important trust is in the market)

YouTube Video of the Week:5 LinkedIn AI Strategies That Actually Book Sales Calls (All my AI best practices packed into one video) 

Everyone, have a blessed week, stay safe, and continue to pursue excellence. 

Cheers,

Morgan J Ingram