Morgan J Ingram

The Keep Dialing motto is not just about cold calls.

The motto’s meaning is more than just making a large volume of cold calls in your role to get success. It means to keep investing in yourself daily, keep seeking out advice from mentors and keep pursuing your passion.

Yes, I do believe that cold calling is the most controllable aspect of an outbound strategy but that is not the core emphasis of Keep Dialing.

It means to keep pushing when things are looking bleak, keep going when the path is unknown and keep pursuing your dreams when no one else is a believer besides you.

My whole life has been predicated on having a keep going mentality because we all start as novices in something before we become great and success doesn’t come overnight as much as society makes us believe.

When you want to quit something in your head, always think what would happen if I kept dialing to figure out if I can really do this. As most of you know, I almost quit my SDR role 3 months in because I was not giving it 100%. However, I knew after a real conversation with myself that I needed to keep going and I knew it would click.

The same things apply to any role that you are in today.

When a massive obstacle is in front of you, will you Keep Dialing or quit?

2 years ago | [YT] | 0

Morgan J Ingram

Prospecting tip: Go to a companies YouTube page and watch a demo of their product to help you prospect more strategically into the account.

2 years ago | [YT] | 1

Morgan J Ingram

There is a dark side of building a personal brand.

You can become a different person and start to lose sight of your own self in the process.

When I started building my brand I became more Morgan J Ingram than Morgan Ingram which affected my personal life.

If you didn’t want to talk about personal development, goals, or sales I would go into space mode and act above the situation.

I never was truly in the moment and less authentic because I subconsciously was living in a Morgan J Ingram fantasy that I built in my head.

Simply, this was the person I built online.

I didn't’ even notice this until my friends started to call me out.

With the proper steps I have taken for the past months, I’ve eliminated that mindset that I once had.

My point is to build a personal brand because it’s valuable in the marketplace right now, however don’t lose who you are in the process.

How do you navigate your personal brand from being a facade from who you actually are?

2 years ago | [YT] | 3

Morgan J Ingram

You can't control how someone reacts to a cold call when they first pick up.

You CAN, however, control your response to their reaction and how you engage with someone by inserting “pattern interrupts” into your selling process.

An example of that would be, “Hey Sally, thanks for taking my call. Do you have a few moments to chat?”

What this does is immediately creates a pattern interrupt for them to pay attention to you in which they will say “Who are you?” or “Sure I have a quick minute...”

This allows you to go straight into your value proposition.

It is all up to you to decide how you will react to that individual once the value proposition has been stated by asking the right questions and actively listening to them on the call. Focus on disarming your prospect so they do not treat you as a typical cold caller.

Some people may be rude.

Some people may be nice.

Some people may be busy.

Be a friendly stranger and not an offender.

Tag someone that could benefit from this cold calling mindset in the comments below!

2 years ago | [YT] | 1

Morgan J Ingram

Sales development tip: Take one of your AEs out to lunch and ask them what impactful questions they ask on discovery calls to uncover pain and use those on your cold calls.

2 years ago | [YT] | 0

Morgan J Ingram

So many of us are blessed with the opportunity to be in sales, entrepreneurship and the ability to work within our own creativity. However, that promotes a schedule that goes beyond the regular 9-5 work.


There is a correlation in sales based on what you put in and what you get out.


There are no shortcuts.


There is no easy path.


I make calls later in the day to catch people as they go out of work.


I call early so I can catch them as they go into work.


I do it because I know it will help my career in the long run, just as my friends in sales do the same thing.


It's the extra steps that will help you become the best version of yourself as a salesperson.


Make your own commitment to be 1% better everyday and do the extra activities that help you become the greatest sales professional that you can be.

2 years ago | [YT] | 3

Morgan J Ingram

Sales development tip: Do back to back cold calls with one of your fellow reps so you can hold each other accountable to make calls and also learn best practices from each other.

2 years ago | [YT] | 3

Morgan J Ingram

SDR Manager Tip: On your calendar, create a time block called “The Batman Hour” where you roam the sales floor for an entire hour looking at sales reps processes, shadowing their calls, taking notes to address something in their next 1-1 and helping them craft their emails.

The role of a manager is to proactively coach their reps to mitigate bigger issues down the line.

The reason I did this was to see what was happening in real time on the floor.

Also, this is a great time to answer questions that are outside of the 1-1 and allows you to provide more context to a certain situation someone has.

2 years ago | [YT] | 0

Morgan J Ingram

Someone in a training asked me a great question “Hey Morgan how do I bounce back when I am in a negative slump and I have seen positive results before?”

Here are six things you can do when you hit that slump.

1. Take a breather and go outside and take a walk (feels cliche I know but it works)

2. Sales are cyclical - like the stock market. You will have highs and lows and you need a steady mindset to be successful

3. Talk to your co-workers about what they are doing to see success

4. Go back to the game film and listen to your discovery calls and cold calls

5. Look at your data. Where have you had sales success in the past? Ask yourself “Am I selling in the right areas?”

6. Write down your goals and keep looking back at them when you feel like you have lost motivation

2 years ago | [YT] | 0

Morgan J Ingram

Cold calling tip: Give the prospect only three questions and if they go over that say "Hey these are great questions you are asking and I wrote them down so that an AE (or yourself) can better answer these on a discovery call. What times work for you this week or next to connect?

2 years ago | [YT] | 0