AEs are sitting on a goldmine and don't even know it.
Your customer list + Sales Navigator = Big fat pipeline.
Let me show you what just happened with one of my enterprise clients.
COMMI$H’$ 5 $TAR TIP: (3 min read)
The "Customer List Upload" Play That Changes Everything
Let’s call this play something fun. Thanos Infinity Gauntlet. Because when you put all the pieces together you will feel unstoppable.
I was working with an enterprise AE team last week. They were struggling breaking into new accounts.
I ask: "How many customers do you have?"
Them: "About 300 companies"
Me: "Upload that list to Sales Nav right now."
Then they hit the Pichaku face.
All jokes and games aside let’s dive into this play.
Here's the play:
Step 1: Upload Your Customer List
Sales Nav → Account Lists → Create List
Mine says view account list because I already uploaded
Upload CSV of ALL your customers
Name it "Past Customers. Gold Mine"
Step 2: The Magic Filter Combination
Search for people who:
Past Company: [Your customer list]
Current Company: [Your target accounts]
Changed jobs: Less than 1 year
Seniority: VP and above
Step 3: What You Just Found
These people:
✓ Already bought from you
✓ Know your value
✓ Are at NEW companies
✓ Can be your champion
The Message That Prints Money:
Saw you made the jump from [Past Customer] to [New Company], congrats!
When you were at [Past Customer], you were using us for [specific use case]. Not sure if it’s a fit, but curious is [New Company] set up the same way or taking a different approach?
Either way, hope the new role’s treating you well (and that the coffee’s better than at [Past Customer]
[Your Name]
One AE literally said: "I've been sleeping on $2M in pipeline."
Your move: Upload your customer list right now. Screenshot how many champions you find. I'll personally help the first 10 people craft their outreach.
If you want the walkthrough reply “NAV” and I will send it over.
CHEAT CODE$: (1 min read)
AI Prompt: The "Objection to Opportunity" Converter
Every objection you hear is content waiting to happen.
You're my objection transformation expert. I'm going to share common objections I hear in sales calls.
Transform each objection into:
1. An empathetic LinkedIn post that addresses the concern
2. A short success story that overcomes it
3. Three talk tracks for future calls
4. One piece of social proof
5. A follow-up message template
Format everything in my voice: Real talk. Short sentences. Specific examples. No fluff.
Objections I'm hearing:
[LIST YOUR TOP 3-5 OBJECTIONS]
Make the content helpful, not salesy. Focus on educating, not convincing.
This prompt turned "LinkedIn doesn't work for enterprise" into my highest converting post last month.
THE JOURNEY: (2 min read)
"You're Exactly Where You Need to Be"
I repeat this to myself every single day: "I'm exactly where I need to be."
I do it because I used to struggle A LOT with feeling behind. Still do sometimes.
Social media quickly becomes my worst nightmare with this. Someone's scaling to $1M a month. Another person just closed a 7-figure deal. Someone hit a milestone in record time.
I see that stuff and get immediate anxiety. Like I'm not doing enough. Like I'm behind where I should be.
That's when I flip the script and smile: "I'm exactly where I need to be."
Last week put me through the ringer with this.
In ONE day I had a speech in front of 10,000 people get cancelled. Lost a $20K deal that was verbal. Then I lost pickleball 0-5. (This one hurt the absolute most)
Each time it happened: "I'm exactly where I need to be."
There's peace in these moments because I believe God's got it. But even if that's not your thing whatever's in motion is out of our control anyway. So accept where you are.
Through all this, I've been blessed with being more present with my amazing girlfriend, actually enjoying Arizona instead of just living here, building my business MY way, and not forcing things.
I deep down always want more. Like.. alot more.
More revenue. More reach. More stages.
Which is 100% okay. But I'm learning to accept that I'm exactly where I need to be. Not too far ahead. Not too behind.
When I accept where I am, I can be who others need me to be.
When I'm not chasing "more," I can give more.
When I stop looking ahead, I see what's here.
The opportunities will come.
But only when I'm fully present for what's here.
WATCH. LI$TEN. LEARN.:
LinkedIn Post You Missed - 20 things exciting me right now in life.
YouTube Video of the Week - My LinkedIn Outbound Strategy That Books 25+ Meetings a Month
Quick Challenge:
Seriously test out that customer list upload. Legit has changed the game for so many AEs that I am working with or talking to.
Cheers,
Morgan J Ingram
P.S. If this profile view play just opened your eyes, you're gonna love what we're cooking up for next week's edition.