Hey y'all Ca$h Collectors!
You're here for the Sales Nav play.
But before we do that. I want to make something clear.
Why this newsletter exists and what makes it different.
This isn’t another fluffy tactics newsletter.
I hate fluff. You probably hate fluff, too. (Except fluffy pillows. Those can stay.)
This is for B2B sales pros, leaders, and founders who want to actually grow their pipeline and evolve as people.
What you’ll get each week:
1 sales prompt to sharpen your outbound using LinkedIn + AI
1 tactical outbound play from 10+ years in the B2B sales world
1 reflection to make you a better human, not just a better seller
If you’ve ever stared at Sales Nav, AI tools, and your empty calendar wondering ‘what now?’
This is for you.
I believe sales isn’t broken….. it’s just become less human.
And instead of complaining, I’m choosing to rebuild it.
That’s the movement: Human-Led Outbound
But what is that?
It’s getting better at LinkedIn. Using AI the right way. Building more pipeline so you are more human in the sales process because you have less pressure. And throughout the journey you grow as a person.
That’s it.
Tactical. Spiritual. Real.
If that’s what you’re looking for, let’s build.
If not.. no hard feelings. Unsubscribe anytime.
This should take 3–5 minutes each week.
And my goal is to make those minutes worth it by giving you tactics to book at least 1-2 meetings from it within the week.
Alright cool. Now let's get it.
COMMI$H’$ 5 $TAR TIP:
Timing is everything in outbound.
We could have the perfect message and the buyer would still say no thank you.
So the question becomes how do we nail timing perfectly? Well, I got a Sales Nav hack for you.
Real talk, I used to think reps were just lucky to understand timing. Until I figured out the secret.
It's called "Account Headcount Growth" in Sales Navigator.
So think this through with me. When companies are rapidly hiring, they usually have bigger budgets and urgent problems to solve. High-growth teams are prime opportunities to introduce new solutions.
Here is the play:
Go to Sales Navigator → Accounts, then use the "Department Headcount Growth" filter. I look for companies with 20%+ growth. That's my sweet spot.
Then I focus on teams hiring in departments I can help… Sales, Marketing, Tech, whatever matches my ICP.
My go-to message:
"Saw your [sales/marketing/etc.] team is growing fast. Typically that means exciting momentum and a few “we’re-still-figuring-this-out” moments.
Curious, how are you helping your team stand out in LinkedIn messaging in a way that actually gets buyer compliments (instead of eye rolls)?
Open to sharing what you're seeing on your end. If not, completely understand. "
This immediately positions you as relevant and timely, not just another random cold outreach.
I've been using this approach for the past few weeks and the conversations are way more natural. People actually want to talk because you're hitting them at the right moment. Even got a Fortune 500 sales leader to respond.
Try this today:
Run a quick search for companies in your ICP showing 20%+ headcount growth in the last 6 months.
Send 5 messages using this approach.
Timing is everything and this technique helps it makes it on your side.
SPONSOR: NOTION
I've identified the 5 specific Sales Navigator filters that consistently get responses when nothing else works.
No more random prospecting or wasting time on people who won't respond.
My filters target:
People already interested in you
Prospects in the perfect buying window
Decision-makers ready for conversation
I've partnered with Notion to create a comprehensive guide that shows you exactly how to implement these filters and track your results.
The guide includes my personal dashboard template that's helped me close $250K last quarter alone.
Stop leaving responses on the table. This is the easiest way to immediately improve your prospecting results.
CHEAT CODE$:
Knowing your persona is everything, so it's super important to understand what their pain points are. Because if you do not know the pain points you are cooked. If you understand the pain points, you can speak to them effectively.
I want to show you all this prompt that I've been using to find out the pain points. The cool thing is the output of this prompt will allow you to craft more strategic messaging that you're trying to use.
Definitely try this out and let me know if you run it.
Prompt starts here:
“You are a B2B intelligence expert with 20+ years of experience researching buyer personas and creating targeted messaging strategies. Conduct a deep dive on the following persona: [insert Persona] in [insert Industry].
Identify the top 3 pain points most relevant to this persona's role and business context
Suggest 3 discovery questions that would uncover urgency or priority in a sales conversation
Recommend 3 content angles that would earn their attention (e.g., social posts, insights, assets)
List 3 trigger events that typically create readiness to buy (e.g., hiring, leadership change, missed goals)
Outline 3 reasons why this persona might resist or reject your solution (e.g., status quo bias, budget, existing tools). Ensure all output is practical, specific, and grounded in real-world B2B dynamics to avoid generalizations.”
🔸 Support Prompt: Insert persona and industry.
Make sure to give it good inputs so you get strong outputs.
THE JOURNEY:
Been waiting to say this, but I am going to the Cannes Lions Festival.
For context, this is the creator version of the Cannes Film Festival. This has been one of my top places I wanted to visit because I really love being around other creatives. Man… truly feeling blessed about it.
I had this written in a journal back in 2016/2017.
Even reflecting on this moment as I'm about to head there in the next couple days, it's a testament to truly believing in yourself and deciding
"I'm gonna go accomplish this thing"
Then learning the skills along the way to make it happen.
That can be hard to do, but here I am about to go. A lot of it has to do with just having the mindset of believing it can be achieved.
I know there are awesome people I'm gonna meet and it's gonna be an incredible time. But the journey getting here makes it way better.
Encourage you all to think about the same thing on your own journey. Look at what you've accomplished and be like "Man, I really evolved and grown a lot." It's cool to experience that because not everyone gets to experience that.
The coolest part is that the trip is supported by brands like Adobe, Luster, Fathom and Hubspot. Which by the way the activations they got me doing are all time lit levels.
That's the blessing of content creation. I get to experience things I could only dream of and work with products that ultimately helped me become a better seller and experience the adventure of life.
Because that is what it is truly about.
Wish me luck as I head to Cannes.
Couldn’t be more amped about this.
WATCH. LI$TEN. LEARN.:
LinkedIn Post You Missed - 5 Things I would do as the CEO of LinkedIn
YouTube Video of the Week - My LinkedIn Outbound Strategy That Books 25+ Meetings a Month
What type of Sales Nav user would you consider yourself?
Have a great day everyone!
Cheers,
Morgan J Ingram