The 47-Second Prospecting Video That Broke Our 6-Month Target Account Curse

You know that target account that's been ghosting you for 6 months? I know it all too well. One of the worst feelings on the planet. 

Couple of weeks ago someone used my video framework to break into a target account with a 47-second video to a CISO. Meeting booked.

Now, look what I do know is that everyone tells me video NEVER works for technical personas. Sure, it's harder. But "harder" just means your competition isn't doing it.

I’ve had more people test this theory to go on to book meetings with Fortune 500 companies, CISO and IT leaders. All target accounts.

Enough talk though. Let me show you exactly how to do it (plus the AI prompt that makes it stupid simple).

COMMI$H’$ 5 $TAR TIP: (3 min read)

Like I said earlier, everyone keeps telling me the same thing that security and IT people will NEVER watch a video. However, what I encourage everyone is to do is attempt things that your competitors are not. That is why we only focus on pattern interrupts. 

With that being said, let’s break down how to use video to book meetings without looking like a try-hard.

The 10-30-10 Video Formula That Converts:

First 10 seconds: Why you're reaching out

We want to state the reason we are reaching out to the person. This could come from an intent signal, something that they posted or a company announcement. 

In a video I would send I would say something like this:

"Looks like you hired 5 new SDRs in London..."

Next 30 seconds: What you can help with

This is very straightforward. Take your cold calling or email value prop then insert it into your video messaging. The only difference with your value prop is that you are saying it loud on camera. Look at your persona messages and go from there. 

Here is an example of what I would do

"Typically, when I see that, it means you're scaling the team because you have a big pipeline number to hit. As you strive towards that goal, looking for another pipeline channel like LinkedIn is where I guide clients to build a system that breaks into target accounts.”

Last 10 seconds: Simple CTA

The new way I am thinking about this is calling it planting the seed. I am planting a seed for a conversation so we can start a dialogue that eventually leads to the meeting. No need to ask for time, I want to just plant a seed gauge for interest and go from there. 

"How does this compare to what you are doing on LinkedIn today?”

Our goal is to keep these videos less than 50 seconds by following the framework. 

We observe and provide the context. 10 seconds. We mention a pain point and a value prop, which is 30 seconds. Then we tell them the next, which is the CTA. 

Another thing to note on video. Keep it casual but informative. You're not auditioning for a TED talk. You're having a conversation.

I would make sure to smile, keep a natural energy, and maintain eye contact. People can tell when you read from a script or if you have not done your research by sounding generic.

To stay consistent, all I ask of you is one thing. Make 5 videos a day. 25 videos a week. 100 videos a month.

That's it. This isn't replacing your regular outbound. It's a simple add-on. Takes 45 minutes total per day. Do it whenever your energy is the highest. 

Oh by the way here are the real example of response from the field:

Real examples from the field:

Prospect was a security leader:

Prospect was a CISO:

Prospect was a CISO:

Your move:

1. Block 45 minutes in your day.

2. Record 5 videos using the 10-30-10 formula

3. Track what happens

Happy hunting, everyone. Oh, and by the way, the goal isn't to be perfect. 

It's to be human. And humans smile.

CHEAT CODE$: (1 min read)

So you're ready to send videos but stuck on WHAT to say?

This prompt builds on top of the 10-30-10 formula to nail your observation every time:

“You are a B2B revenue strategist and Sales Navigator power user with 20+ years of experience in (insert your domain of expertise like Saas, Fintech, etc.)

Your job is to run a real-time, research-backed analysis of my ideal customer using a Sales Navigator lens. Focus on:

The target persona is:

[Insert Persona (e.g. VP of Sales, CMO, RevOps, Enablement Leader)

Industry: [Insert Industry] (e.g. Cybersecurity, HR Tech, Manufacturing, etc.)

Ground your insights in:

The prompt forces you to do the research FIRST, then craft the message. That's the difference between "spray and pray" and actually booking meetings by being relevant. 

P.S. Want to go deeper on Sales Nav? I'm breaking down my entire Sales Navigator playbook LIVE on September 10th. Save your seat → REGISTER HERE

THE JOURNEY: (2 min read)

Last week I got the best news of my entire career. I am so serious, ya’ll, first time I was speechless on a call, and I was so excited that I went to bed at 3 am that night. 

Can't talk about it yet. But when I can you'll hear me shouting from a mountaintop. 

If anyone can guess it by the way, you would be an oracle. 

Anyways, this opportunity took 9 years to manifest.

NINE. YEARS.

And it only happened because I kept showing up. Right places. Right time. People saw me in action. That became the deciding factor.

Which brings me back to my daily mantra: "I'm exactly where I need to be."

I tell everyone who spends a good amount of time with me that I can promise this one thing about me.

I'm never going to quit. 

I will always show up.

It’s the heartbeat in everything that I do. I hope this energy can translate to you all, whether you are a sales professional or business owner. This mindset can’t fail you.

My core energy comes down to never ever giving up.

I've already decided. It's done. No matter what happens, I'm not quitting.

Same with pickleball and my Olympic commitment. Playing every day. Getting better. Learning the angles. Understanding how to win each point.

Day by day. Rep by rep. Post by post. The fun part about all of this is that you can't lose if you don't quit.

You might fail (I fail constantly). But you'll always win if you never quit. So whatever you're building. Whatever you're chasing. Whatever mountain you're climbing.

Don't quit. Show up. You're exactly where you need to be.

Let's have a fantastic rest of the year.

Let's GO.

WATCH. LI$TEN. LEARN.:

LinkedIn Post You Missed:  I am exactly where I need to be (use case)

YouTube Video of the Week: My LinkedIn Outbound Strategy That Books 25+ Meetings a Month

Spotlight post of the Week:

Jen Allen's post on how to grow your business on LinkedIn

Quick Challenge:

Seriously test out the videos. Send out 25 next week and let em know how it goes!

Cheers,

Morgan J Ingram

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