My CEO Name-Drop Tactic That Gets 90% Open Rates

You're here for the CEO name-drop tactic that books enterprise meetings.

Let's get right into it.

COMMI$H’$ 5 $TAR TIP:

Let me break down the exact play:

Step 1: Find the CEO Quote

Don't overthink this. Go to any LLM like ChatGPT and/or do a Google search for:

"[CEO name] interview 2024" OR "[CEO name] podcast"

So if I was looking to break into Apple I would do:

"Tim Cook interview 2024" OR "Tim Cook podcast" 

You're looking for any quote about:

• Company priorities

• Growth challenges

• Strategic initiatives

Step 2: Connect Their Words to Your Solution

This is where the real magic happens. Now we take the quote and connect it to our solution to the buyer persona that purchases our solution. 

For example, let's say I am looking to get into Salesforce to sell them our LinkedIn Revenue Engine social selling program. The person who would purchase that would be the VP of Sales and/or CRO. 

Example: If Marc Benioff says "AI is the future of CRM," I would take that quote to talk about how they probably need an outbound strategy to start reaching out to customers that are looking to use AI in their CRM. 

Step 3: The Message Formula

Messaging is everything so this is how we bring it all together.

Subject: "Marc Benioff's comment on AI transformation"

"Sarah, caught Benioff's interview where he said 'AI is the future of CRM.' Not sure if this is on the radar, but I am assuming you are being tasked on net new accounts you need to break into to sell them on your new AI product updates and releases. 

Curious as you work to implement this vision at Salesforce, what's been the biggest bottleneck for your team to break into your target accounts?"

This example works because we took something that was said from an exec. Any time someone sees an exec's name they will open up the message and now we tied it towards how we can help. 

When the CEO says something publicly, it is the best intent signal you can get. 

P.S. My boy Anthony Natoli and I are going into the kitchen to help you all out. We are doing an office hour session for an hour where you can bring in your sales problems so we can work them out with you. Come by October 7th to chop it up with us.

CHEAT CODE$:

The benefit of AI is that we don't have to make research hard on ourselves. Instead of reading entire earnings calls, use this prompt:

The "Earnings Call to Outreach" AI Translator:

"Analyze this earnings call:

Extract:

1. The underlying business pain

2. The metric they're trying to improve

3. The timeline pressure they're under

4. Quotes from any executive that could be helpful. 

Then write a compelling relevant based message I could use:

- References the specific quote

- Connects to how we've solved this for [SIMILAR COMPANY]

- Asks one curiosity-inducing question

Keep it conversational, not salesy."

This takes what… 5 minutes to do? Don't waste time listening and scrolling through reports when this will make your life easier. 

The AI does the analysis.

You bring the human touch.

THE JOURNEY:

One of my core values and philosophies is impact over income. At the end of the day, you can't take your income with you, but the impact you leave on this Earth lasts forever. This has been the heartbeat of all my actions, and I will tell you how that came to life last week.

Was at INBOUND last week and a rep I trained 7 years ago walked up to me.

"Morgan, you probably don't remember me, but you trained me when I was getting into sales. I took your advice to not only be successful at my company but now I have built my own company. We have a team now and scaling towards healthy margins."

Like woah. Y'all I got low key emotional after. 

Because there've been times I wanted to quit. Straight up wanted to throw up the deuces. Times when I wondered if this content even matters anymore. Times when I questioned if I'm just adding to the noise.

That face-to-face interaction confirmed it all. Money comes and goes. Not saying it is not important however no reason to hold it to the highest value. 

The highest compliment in life is the impact you leave and the compounding impact that it has on people. 

That rep's company will help other companies. Those companies will serve customers. It ripples out infinitely.

You never know whose life you're changing. 

Seven years ago, I was just trying to help a rep hit quota.

Now they're a CEO.

That's why I believe impact over income.

Every single time.

Keep showing up. Keep helping people. 

The impact you're making is bigger than you know.

WATCH. LI$TEN. LEARN.:

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Everyone have a blessed week and hope your month is starting out strong!

Cheers,

Morgan J Ingram

P.S. If you have any direct feedback on the newsletter, send it my way. Always looking to improve!