Morgan J Ingram

A VP of Sales Development at a $13B company wrote one article in 2015 that catapulted me from a normal SDR to 190K followers, 50,000 reps trained, and over $50M in pipeline generated for companies across the globe.

The article was written by Ralph Barsi about how to be the best SDR possible. And at the end he said something that stuck with me.

“I’ve searched and searched, and I’ve not yet found a YouTube channel hosted by an SDR, for SDRs. Is it you? Are you the one that will lead the pack? If so, your sales development kin will eat it up.”

So I looked.. no one was doing this.

I quickly said.. "Why not me?"

So I made a vow to create a YouTube series called The SDR Chronicles. Then I told Ralph on Twitter I was going to do it.

But I got into the role overwhelmed and didn't start.

Then I ran into Ralph at a conference and he looked at me and said... yo. Where is this SDR thing? And I was like... yeah I need to do that.

That night I went home and started.

The first videos were rough ya'll.....

• Nobody was watching.
• Got DMs saying I was a fraud
• Even people telling me that I was not going to make it.

Despite the wild messages.

I kept going because I knew I was playing the long game.

I think it took about 30 videos before someone actually cared.. then from there it all went crazy.

On episode 100… Ralph came on to celebrate with me. From that video John Barrows found me after I talked about my experience as an SDR manager… and that conversation led me into sales training with the top tech companies in the world.

One decision from an article took my career to the next level.

Sales works the same way.

It's uncomfortable to do... People might judge you.... You might go 30 attempts before anyone cares.

Yet we learn from the actions as sellers and get better along the way.

That's exactly why the ones who do it win.

P.S. Ralph... 10 years later and I'm still creating because of that one article. Thank you.

At 26 I asked my CEO for $1,000 and flew to New York with zero contacts to prove a new territory could work. 14 days later I closed 3 deals for $45,000.

When I worked at a sales training firm ran by John Barrows I was a full cycle rep. I didn’t just deliver sales training... I had to go sell the training too. And so.. yeah.. I had a lot I had to do.. so I was looking at my numbers to get better and noticed..My close rate when I met someone in person was around 60%.

Nothing else was even close.

So I pitched John and said "Hey look SDR teams are exploding in New York right now. Cold calling workshops are in demand. Give me $1,000 and I’ll prove the territory works."

The math: 10 meetings × 30% close rate (being conservative) = 3 deals × $15K = $45,000 from a $1,000 investment.

He said go.

Here’s what I did:

1. Pulled up Sales Nav and filtered for New York. Found first and second degree connections at companies hiring SDR teams. Easy observation...if they’re hiring reps they need training.

2. Sent personalized videos to every target saying I was coming to the city. I layered in that they were hiring SDRs... and I could help.

3. Cold called and ran LinkedIn outreach on top of the videos to book 10 meetings.

4. Mapped the whole thing out the night before like a psycho... so I was not running around NYC looking lost.

After some successful meetings... within 30-45 days I closed 3 deals for $45,000... From a 1k budget and a plane ticket.

So yeah.. ROI happened.

Point of the story for you as a seller...

Everyone is sitting behind screens letting AI run their outbound. Which cool I get it.

But what I just described to you... any AE team can do this today... and people will love it because not a lot of people are doing this.

This is what I’m coaching enterprise AE teams on inside my workshops with Sales Team Six right now.

Take your conversations from URL to IRL to close more deals.

That’s social selling at the end of the day.