Last week, an AE asked me: "Morgan, how would you break into a Fortune 500 if you had zero brand and no content?"

So I created a fictional scenario to show you EXACTLY how I'd do it.

Here's the play-by-play:

COMMI$H’$ 5 $TAR TIP:

If I were an AE at Apollo, this is how I'd leverage an intent tool like Sales Nav to break into a target account. 

The Setup:

I'm targeting Hogwarts School of Witchcraft and Wizardry (a Fortune 500 education enterprise).

My three target personas:

  • Snape: Head of Magical Operations (VP Sales Ops)

  • Dumbledore: Headmaster (CRO)

  • Hagrid: Keeper of Keys and Grounds (Director of Sales Enablement)

Step 1: Scout the Account

Once you get your book of business, find the low-hanging fruit. Instead of sending cold owls to everyone at Hogwarts, I open Sales Navigator and visit the company page.

Sales Nav surfaces 8 key decision makers based on my saved Sales Personas. 

Here's what I discover:

  • 3 people who follow Apollo (warm leads!)

  • 4 connections from my exec team who could make intros

  • 2 people who worked at previous customer companies

  • Multiple non-buyer personas who could become allies

I also check who viewed my profile or has mutual connections because every angle matters.

Step 2: Find Your Secret Passages

This is where the magic happens (no wand required).

First tactic: Executive intro

Dumbledore has a connection to my CEO. They both worked together at Gryffindor and that is a great way to break into the account. 

Second tactic: Follow-up strategy

Send connection requests to everyone who follows Apollo. If they don't respond, withdraw and send a personalized note.

The personalized note: “Hi Sally noticed you follow our company. What content sparked your interest?”

Third tactic: Past customer leverage

Find everyone who worked at a previous company that is a customer and now works at your target account.

These are your pathways into any Fortune 500.

Step 3: Request the Introduction

I message my CEO:

"Mind doing me a favor? Noticed you know Dumbledore from Gryffindor. I'm working on bringing Apollo to Hogwarts, would you be open to a quick intro? Happy to draft something for you."

CEO makes the intro. Meeting booked within 48 hours.

Step 4: Build Your Alliance (Multithreading)

But hold up, wait a minute... y'all thought I was finished?!

Deal insurance is critical because you never know your champion might get transferred to Azkaban.

I searched for Hagrid and discovered he worked at a previous customer company. 

Now I can:

  • Reach out if the intro meeting doesn't pan out

  • Mention this connection during discovery

The Results:

  • 2 meetings booked in one account

  • Multiple entry points identified

  • Past customer intelligence leveraged

Total time invested: 45 minutes.

Cold InMails sent: Zero.

Your Turn:

  1. Pick your top target account

  2. Open Lead Filters in Sales Nav

  3. Filter by your saved personas

  4. Look for connections (not just 1st degree)

  5. Check for past customers in new roles

  6. Request warm intros instead of cold outreach

  7. Send warm messages instead of freezing cold ones

Stop sending messages into the void. 

Start finding the secret passages that break into target accounts. 

P.S. - This just helped 3 AEs at a client I work with book meetings with accounts that ghosted them for months. Want the exact message templates I used? Reply with "message" and I'll send them over.

CHEAT CODE$: Sponsored by Apollo

I'm heading to San Francisco next week for Apollo's NEXT event and I've already turned this 1 speaking gig into 6+ opportunities before even boarding the plane.

Here's the play:

Most people fly to a city, speak at their event, grab an overpriced coffee, and fly home. That's leaving money on the table. Legit throwing money out the window.

So let's reframe it. The experience is already happening. Let's elevate it to get more out of it. 

What I've lined up:

  • 1 speaking slot at Apollo (why I'm going)

  • 4 in-person meetings already scheduled

  • 1 dinner I'm hosting with 8 prospects

  • Multiple conversations that will close deals

All because I'm already going to be there.

Here's my exact process:

Step 1: Open Apollo and search "VP of Sales in San Francisco" + add lookalike accounts

Step 2: Message everyone 2 weeks before the trip

Step 3: Book meetings with this message: "I'll be speaking at Apollo's event, want to grab coffee while I'm in town?"

(Shows status + creates urgency)

Step 4: Partner with other speakers/sponsors to co-host dinners or meetups

An example of someone replying to my message to do some pickleball:

In our AI-obsessed world where everyone's hiding behind automation, showing up in person is the ultimate differentiator.

People are craving real human connection, so focus on being the one who provides it.

For the next trip that you have you can easily run a process like this to connect with other decision makers in the city. 

These trips can be pipeline accelerators if you let them.

Because in a world of digital noise, physical presence is your superpower.

P.S. If you are around in SF. Come join me at the event. https://www.apollo.io/next

THE JOURNEY:

Three weeks ago, I deleted every social media app from my phone except two: LinkedIn and YouTube. 

The only two that are staying on my phone because they help me generate revenue for my business. If they didn’t I would have gotten rid of them as well.

I had been considering doing this for a while, and my friend stated it clearly for me: "Those apps don't make you money and de-energize you. They're stealing the life you're trying to build."

That one conversation sealed it that I had to make the rule.

After removing it, it created space for me to find other activities to fill that doom scrolling time. 

What filled the void:

  1. Dance lessons. In 6 months, I'll be crushing salsa and bachata… so watch out for me on the dance floor

  2. Real conversations. 30-60 minute calls with friends and family where I can be fully present. 

  3. 10K steps daily. Morning walks that clear my mind and feed my soul.

  4. Pickleball dominance. Finally in tune with the game and starting to let it come to me naturally.

  5. Clarity with God. I can articulate thoughts better and prayers have gotten deeper.

Oh, and AMP Social? Since deleting the apps the revenue and profit margins have gone up.

Turns out when you stop consuming everyone else's highlight reel, you start creating your own.

My challenge to you:

Look at your phone right now. Find the apps that give you nothing but take everything.

Delete them. Not tomorrow. Now.

Replace that time with something that builds the person you're becoming.

Because those apps aren't just wasting your time. 

They're stealing your future.

WATCH. LI$TEN. LEARN.:

LinkedIn Post You Missed:  "I'm exactly where I need to be"  (2 min read on how I feel about avoiding the comparison trap)

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