My Sales Nav strategy to break into any Fortune 500 company

I was working with an enterprise SDR during our client workshop last week, breaking down how to get into one of his Fortune 500 accounts.

After understanding his outbound touches so far, I identified three paths he could take to schedule a meeting with this account.

Here are the three tactics I shared with him that you and your sales team can use today:

COMMI$H’$ 5 $TAR TIP:

So like I said, we were walking through exactly how to break into this account in our Sales Team Six cohort, and I wanted to give y'all the three things we talked about.

I'm in a mood today, so let's assume this account is the Death Star we're looking to crack into.

Any Star Wars fans in the house?

If we go back to the movie, Luke didn't blow up the Death Star by firing randomly. (Spoiler alert…but at this point, if you haven't seen the movie can't help you.) 

He had intel, a plan, and multiple angles of attack.

Here are your 3 paths you can take:

Path 1: The Executive Connection Play

Use the Force... I mean, use your exec's network.

How to execute:

"Hey [Exec], I'm trying to break into this [Account]. Saw you know [Person]. Would you make an intro? I'll ghostwrite it."

It is that simple. 

This is like having Obi-Wan vouching for you. You avoid doing the cold outreach, and now you have a direct intro to start a conversation. Because that's the goal, starting conversations that lead to meetings.

Path 2: Target Recent Hires

New hires at months 5-8 are your secret doorway in. I've said this before, unless you know someone, reaching out in months 1-2 gets you nowhere.

Why this timing matters:

Filter for people who've been there less than 1 year, then manually find the 5-8 month sweet spot.

These folks are under pressure to deliver results. You're offering them a way to look like a hero.

Path 3: Past Customer Play

So let’s say we found someone who worked at another space station that was a customer, and now they work at the Death Star. This is low-hanging fruit. 

The play:

Check out what one SDR sent: (Use this framework)

As you can see in the response. He did a good job: "That was a pretty targeted and accurate email. Congratulations." 

Meeting booked.

Follow these paths, and you will find yourself booking a meeting with Darth Vader in no time.

This is the way.

P.S. Which path are you testing first? Hit reply and let me know.

CHEAT CODE$: Sponsored by Stanley

Now here's a wild cheat code: that Death Star strategy took me 5 minutes to turn into content.

Not because I'm some content genius. But because I've learned the secret to “Be a curator, not a creator.

Y'all keep replying to this newsletter asking how to create LinkedIn content that doesn't eat up your whole day but still gets engagement.

So I'll show you exactly how I got 4,340 saves, 591 sends, and 1,000+ link visits in 90 days.

Our main focus should be to take what we learn at work and add OUR perspective.

Your nervous system already knows this when you force content. When you share lived experience, people feel it.

I don't do this alone, though. I use Stanley as my content coach to guide me. And let me be clear... I said GUIDE, not write for me like some Genie from Aladdin.

Here's my 3-step process:

1. Turn conversations into content

Record what happened today. 

It could be a client breakthrough, an insight from a sales call or a leadership moment that you had. 

We live and breathe content. Just capture it for the world to hear. 

This is how I do it (and how you can too):

This is the way. 

2. Ask: "Can someone make money from this?”

Every piece of content, from my tweets to my newsletter, has to pass this test.

If they can't book a meeting or advance their career from it, I delete it.

You might not go viral on the feed.

But you'll go viral in Slack threads where it matters.

3. Be a curator, not a creator

Here's how to start today:

Example: Found a CFO blog post? Share three takeaways through your lens about how it applies to other CFOs.

Everyone can do this.

Now you have a pipeline on the backend where real conversations are happening and actual revenue is being generated. 

Stop overthinking. 

Start documenting.

Start making your content journey easier:

THE JOURNEY:

Joke’s on me for thinking starting a company would be easy. I tried influencer marketing services, being a full-time influencer, and even building a production business.

Don’t get me wrong, they were a ton of fun, yet I still did not feel 100% energized about them.

However, going back to my baseline and making it even more concise was the best decision I have made in the business.

Now let’s talk about how I even got to this point in the first place. 

After working with clients on LinkedIn outbound, I realized that training everyone wasn't getting results. So I decided to focus only on people who were already committed and willing to put in the work.

Two weeks ago, I got on a recap call with one of our clients, and the results had me fired up. Actually, yeah, I am still fired up.

They were 90% email outbound when we started.

Now it is 30% email with LinkedIn and cold calling covering the rest.

But wait, there's more:

This happened because we changed their whole mindset. Made them more human in an AI world.

Y'all, this is the impact that I personally work hard for. 

The money is cool. Yet for me, the impact matters more. 

That's why I do everything I do and take the time to write this newsletter

So I'm going all in on Sales Team Six™.

This is my only offer now (besides speaking and brand deals, which I see as separate functions).

I feel like I'm walking in my true calling, where God has guided me to be exactly where I need to be.

Real impact. 

Real results. 

Real humans winning.

P.S. So with that excitement, I have something exciting to share. We just finished our new website. Would love the feedback. 

WATCH. LI$TEN. LEARN.:

LinkedIn Post You Missed:  My Unique Take on Social Selling (2 min read on how social selling is not JUST LinkedIn. It is way more than that.)

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

P.S. Real talk question…what's the ONE thing holding your outbound team back from greatness?