I sent 29 videos with zero responses (then this happened)

I'll never forget video #30.

After sending 29 videos with zero responses, I almost quit. "Maybe video doesn't work for me," I thought.

Then video #30 got a response. Then #31. Then it clicked.

Most reps never make it past video #5. Here's what separates the winners from everyone else.

COMMI$H’$ 5 $TAR TIP:

I made 30 videos before anyone responded to me. 

Not 3. Not 10. THIRTY. It was a very, very painful process, not gonna lie. 

The thing is, though, most reps quit at 5.

So in order to make sure you hold yourself and your team accountable. 

Start implementing The 100-to-1000 Rule.

For any seller: Do an outbound motion 100 times before you say "it doesn't work."

If someone tells me: "Morgan, I sent 5 videos and got nothing."

My response: "Cool. Michael Jordan missed 5 shots once, too. Then he took 20,000 more. Go send 100 videos and then come talk to me."

Even Mr Beast says the same thing: “Don't ask for my feedback until you've made 100 YouTube videos.” The same exact math applies here.

The Math That Matters:

Picking up what I am putting down, my friends? 

These are the data points you need to have before you decide it will not work. Now, for my sales leaders, the next part is that you need to get your entire team to 1,000. This data point lets you know if a specific tactic will work across the entire organization. 

So, for example:

At 1,000, patterns emerge. 

The excuses die within the team, and now you are building a culture of excellence and winning. 

My SDR team that I used to manage ran this same exact strategy, and this is how we found what works for us as a team and what didn’t. We hit our number for the year by following this strategy, and I have coached others to do the same. 

Now it is your turn to execute:

My mission is to make elite sales simple, human, and scalable with soul at the core.

But you can't scale what you haven't tested.

And you haven't tested until you've done it 100 times.

I would encourage you all to stop taking shortcuts to prove that something does not work. 

Start demanding yourself to do 100 before you call it quits, and leaders start asking your reps to "Show me your 100."

CHEAT CODE$: Sponsored by Fathom

I'm actually SICK of giving Tom Brady credit in my newsletter this week since he beat my Falcons (still cry about it sometimes), but I can't hate on greatness.

Brady's been on record saying he spent more time studying game film than practice to the point that he claims he knew the defense better than the opponent. 

That is exactly why I am highlighting him, because that's what separates good sales reps from elite ones.

Instead of deleting bad call recordings and pretending they didn't happen, go straight to the film room.

What to look for:

Now I have a process to make sure I take advantage of the AI that is at our fingertips. 

My Film Room Process:

I did this two weeks ago, and I had an eye-opening moment. In my pitch, I realized that I did not utilize visuals enough, so people would start to glaze over or not be interested at all. So I cut down the talk track, share visuals that are relevant, and ask more interactive questions. This has led to more deals moving forward and prevented people from sticking to the status quo. 

This is why I use Fathom in my tech stack to do this so I can review calls anywhere at anytime. On flights, between meetings, and even waiting for my pickleball match to start.

Your worst calls are your best teachers. But only if you eat some humble pie and watch the tape.

Even if it means learning like Tom Brady.

(Still mad about 28-3 though.)

THE JOURNEY:

And to no shock to anyone, I won again. Side note, I keep winning prizes at these events, we've got to keep the streak alive.  Anyway, I won a pair of Meta Glasses. Y'all, these things are SICK. I played pickleball last night and I can record myself playing from my POV.. man the content is going to be wild. 

Back to ApolloNext, though, during the intro, Corporate Bro roasted me: "Yo Morgan, your logo is pretty groundbreaking… even though everyone else has this type of logo. Also, speaking of your value prop, but what do you ACTUALLY do?"

I laughed super hard because not only am I a good sport, but it is true.. Sometimes my parents don’t even know what I do. 

So this is actually what I do and where my journey has me right now. 

Here's what I actually do (3 things only):

This is the most exciting offer I have worked on in my career so far. The premise is that instead of training 100 reps and getting 10% adoption, we coach 6-10 committed reps on social selling and innovative ways to do outbound with cold calling + AI and get 90% adoption. Then scale what works across the entire team. 

I do it in a virtual workshop format and Slack communication, so I stay connected with the group. That way I work with the committed and everyone is excited to grow and learn. 

Shout out to Alex Horomizi and his new book for helping me cook this up.

P.S. If you are looking for a lift in the pipeline and want a new way of coaching externally with the team. Reply to this email.

2. Brand Partnerships

I work with four brands at a time as a brand content creator partner. After doing this for a while, I have realized that’s my cap to do quality content and not overwhelm my audience. 

 Currently, I am working with these brands: 

These deals are sourced by my talent agent, who acts like a sports agent to find me deals where I approve or deny the opportunity. So when it comes to a conclusion, I do a newsletter blast, LinkedIn post, and some event activation with them. That's why you see "Sponsored by" in the newsletters in all transparency and why I attend certain events. 

3. Speaking Engagements

I love public speaking, ya'll. I know it is the number one fear in the world but the stage is my home. So when I'm on the road, it's for keynotes, SKOs and workshops. Typically events will reach out to me to come speak or my talent agent sources these opportunities.  So… I know it's planning season, so if you need someone to skill up your team and not be another motivational talk. Hit your boy up. 

That's it. Three things.

Clarity achieved, right? 

Thanks for being on the journey, and I'm excited to share more about the 3 as they continue to grow. 

P.S Shoutout to Corporate Bro for keeping me honest. Sometimes you need a good roast to get clarity.

WATCH. LI$TEN. LEARN.:

LinkedIn Post You Missed:  Sales Nav Tips (1 min read on how to leverage SalesNav to book meetings)

YouTube Video of the Week: 10 Years Of LinkedIn Knowledge In 21 Minutes (Go to 5:00 if you want to increase your connection request acceptance rate) 

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

Cheers,

Morgan J Ingram

P.S. Quick question - what outbound tactic have you tried less than 10 times before quitting? Just reply with one word (video, voicemail, DMs, etc). Curious what everyone's giving up on too soon.