Build Your Campsite Where the Buyers Live

00:08 Warren Kucker: Cool. Hey Morgan, thanks so much. Hey Morgan, thanks so much for being on the show.

00:14 Morgan J Ingram: Absolutely happy to be here.

00:16 Warren Kucker: Awesome. Well listen, why don't you walk us through a bit of your journey, how you got to where you are now. I've known you for about a decade. You were let's say my sage when I was trying to figure out as a founder what prospecting really was. when you look at like LinkedIn in this space on the outbounding kind of like ideology, theory, practice, you gotta be top ten in the world and I might be selling you short. So I'd love to hear give me your career arc and then tell me what you're working on now.

00:40 Morgan J Ingram: Well, I received that. Thank you for the For the flowers there. So yeah, I started off as a sales development rep. If you're listening in, you have no idea what that is. It basically is someone who's a setter. So cold calling, cold emailing to book meetings with the closer. And when I was in that role, I first started out, I was really bad. And then I I became good. So I I know the grind of of how that all works. While I was doing that, I started creating content on LinkedIn. So again, that was 10 years ago, and it accelerated my career. So I went from an SDR to an SDR manager. I became a full sales cycle rep. At a training company and delivered training at a place called JB Sales, ran by John Barrows, one of the most well known probably sales trainers in the tech space. So I ended up training Slack, Snowflake, Google, Zoom, you name it in tech, on how to outbound based on what I learned as an SDR and an SDR manager in a full sales cycle rep. And then that's exactly what I do today. The outbound game has changed. The company that I run is called AMP Social, and our whole entire goal is how to make reps more magnetic, intuitive, and consistent. it and what they do. And so excited to share my expertise and my experiences. And yeah, happy to be here.

01:49 Warren Kucker: That's awesome. It's funny. there probably weren't as big of a name. Back then they were at the like cusp of being big back eight, nine years ago, Slack, Zoom, these types of organizations. But the same token, if you were teaching them how to outbound, I better trickled down to the rest of the tech industry. So like it like, hey, this is how Slack's doing it, so let's do it how Slack's doing it. So there may have been a tail wagging the dog scenario there where it was just like you guys were at the forefront. So that's a that's awesome. And I and love John John's methodologies great and Bellow Turp. so I'm a big fan. cool.

01:58 Morgan J Ingram: Yeah. Yeah. Yeah. There we go.

02:18 Warren Kucker: So you say outbounds change. What do you mean by that? Give me give us how you think outbounds change.

02:23 Morgan J Ingram: I just I just don't think that you can just run the same plays. And so what I mean by that is, you know, back in the day you could find a really good campaign, you could automate it and go crazy at scale. You could go wild at scale if you wanted to. another thing that you can't do. I mean you could do it, but like you just don't want to make like 300 calls a day. Your connect rate is lower. So I think when it comes to outbound, it was about how much insane volume you can do. Some may argue that you can do that, but I just see that like that isn't the name of the game. You have to think about ways to be more creative and connect with the buyer in a different aspect. So this is just what I'm seeing.

03:01 Warren Kucker: that's interesting. Do you have a some hypothesis as to why that scale, that numbers game? Again, the numbers are lower, you're not saying it's impossible to do at that level, it's just the numbers get tougher and closer to some other options being better. Why do you think that shift has happened?

03:07 Morgan J Ingram: Yeah. Yeah, I think AI has become the villain, yet to a degree it's not the villain because it is people leveraging the AI. And there could be a lot of reasons on what they're doing. They could be lazy, they could be uninformed, they may not have the skill. So if you're doing those things from an AI perspective and you're looking to scale those things out, then effectively at the end of the day, that's what's that's what's gonna be better for them on the on the outcome, right? So I the outcome of what I would tell people to look for is how can you be intentional in the way that you show up and actually how you outbound versus I have to go scale out a thousand things, which I think is the problem right now.

03:54 Warren Kucker: Yeah, I think like there's two schools of thought there. It's either that like the AI is being caught and like, then everyone knows it, so you just ignore it. But then like some of those same tactics might still work if you can prove that you're not AI, right? So cold email might work if it's obviously not AI. Or like AI automation has crowded out the space so much that that channel just isn't functional anymore. Do you feel like it's leaned one way or the other? Are you doing the same Different things in the same channels, email, cold call, LinkedIn, or do you feel like it's a better strategy to start looking more creatively than that?

04:22 Morgan J Ingram: Yeah. I think depending on your industry, you're gonna have to think even a little bit more than that. I see that people are going back to handwritten letters. People are going to, okay, how do I get roundtables with my buyers? People are doing bigger things than just the dinner. They're trying different experiences and everything. So I've just I've just seen that there is a There is a different level of creativity and intention you have to take. Also, I'm not saying that those the cold calling email doesn't work. Most clients that I work with, cold calling is like their number one channel that they convert on. So clearly that works, but but I think that you have to start thinking about other channels to point people to to get that pipeline. Like using email to get to someone to an event. Like that's an example.

05:16 Warren Kucker: Yeah, right. That's a good that's a good call out, right? I think asking for a meeting to pitch your product in that scenario may not be the right vessel in like that channel, right? Like that's not what you're asking for. Or how do you descri how do you get a an alternate view of getting that face to face meeting, right? I think also it's that like what's kind of happened is cold calling still works, right? So cold calling is still the number one channel. It's gonna work. Most people still don't cold call, is what I would say. Like they still don't people think they get a lot of cold calls, they're spam calls. They're not like well researched, thoughtful, you could actually use the solution call. but it just works fifty percent, sixty percent, seven percent less than it did.

05:28 Morgan J Ingram: Yeah. Yeah. Yeah.

05:54 Warren Kucker: Yeah, which makes it it was already a grind to make it twice as hard, it's the numbers start to really peak. so you're talking about in person. Great. Let's say I'm cold calling, I'm not trying to pitch my product or I'm cold emailing. What are the types of things, in person events, those types of things that you think are working and how do you make it so that like someone is actually interested in like attending, participating in that face to face meeting?

06:00 Morgan J Ingram: Yeah. Think there's a lot of different ways on how you can look at this. So when I think of an event or we'd like to call it an experience, there's a dinner, like I said, there's top golf, there's a lunch and learn, round table, et cetera. I would try to see what is already happening in your industry that's leading to success. So for example, there's a client that I'm talking to right now, and the main way that they get people in person is through lunch and learns because they're in the education space that's really normal for them. So I'd be like, All cool. probably need to do more lunch and learns and invite people to that. So it's thinking through what does your industry already do already that they might already be comfortable with. And then how do you basically leverage that channel to get those people in front of you?

07:01 Warren Kucker: Yeah, interesting. And that's generally like how that industry kind of like socializes together then, right? So like, that lunch and learn is that's how the teaching profession meets each other. Can you be a part of that ecosystem and drive the hard part which is maybe arranging arranging the actual event or the experience, getting people together and then adding value? Let's say you put this on, you get ten people in your industry to agree to show up, mm, eight people do, which would seem like a great ratio. W how do you kind of like

07:07 Morgan J Ingram: Right. Right.

07:31 Warren Kucker: advise that you tow the line between just pitching, like I invited you this to pitch you something, and also not just hosting dinners and having dinner and never getting anything out of it from a sales perspective.

07:36 Morgan J Ingram: Yeah. Wait, so just making sure you get the right people that they're in, essentially what you're saying?

07:45 Warren Kucker: Yeah, but also when you're there, right? Like how what's the right barrier between how much should I pitch? How much should we talk about my product at this dinner? How little should we talk about it? along the way.

07:50 Morgan J Ingram: Yeah. Yeah, I I would say and it way to clarify, also just at the dinner or also at the event?

07:58 Warren Kucker: Yeah. At the event. Event or dinner, whatever it works, like with your experience that you put together. Yeah. Let's call it the experience.

08:01 Morgan J Ingram: Okay. Yeah, I think there's new o yeah, I think there's nuances there's because Let's go to the dinner. The dinner, the main focus is gonna be to focus on the topic of the overall conversation. So normally when you go to a dinner, if you're not hosting one, if you're going to it, there's a topic that they're focused on. So you just want to stay around that topic and keep it super conversational as possible. I would not even pitch unless you see like a window where it makes sense. But I would not go in there being like, I need to go pitch people and no, no, no. Just go in there being like, I'm here to serve, I'm here to have conversations. And based on those conversations.

08:20 Warren Kucker: Okay.

08:37 Morgan J Ingram: Here's what I'm gonna articulate and do. That that should be like a main focus. The other thing that you also want to look at and focus on when it comes to conferences is ultimately you don't even want to think about like trying to sell people. Your goal should be like, how can I start conversations with as many people in the I in this place, event, et cetera, with my ICP, and then how can I have fun while doing it? So for example, we call this the observation lens. When I go out to an event at a conference, I'm looking at what are people wearing? What are they wearing a hat? Are they wearing accessories? Do they got cool shoes on? They got socks, they got a shirt. I'm looking at these things and that's how you're gonna engage with people. And then you should have questions you ask people that they uncover what they're really going through. And you can be like, here's a suggestion on what you should do. That's like an example.

09:25 Warren Kucker: I think there's two things at play here. So obviously what's cool is this really highlights again the human to human relationship aspect to it, right? You're building relationships, you're building trust, you're building brand awareness, let's say subtly more subtly than you are in other venues, right? Cool. So you do all that. It sounds like a long time, right? Like how like this is I had a rep, she was fantastic, but she would go, she's incredible, she would close close by far the most work that I've ever had someone close.

09:33 Morgan J Ingram: Yeah.

09:52 Warren Kucker: She loved events in her space. She loved them. She'd go for a week. She'd be exhausted the two days before or the two days after. And I we wouldn't get any pipeline out of it. And I'm like, listen, we're gonna this is a deal that might close four years from now. We're gonna die in the meantime. So I you can't go to all these events. You gotta cut them down. Pick two and just go for it. That was might have been right advice five years ago. Honestly, it's wrong now. Like she she like has to go to those events. You have to do those things to build those relationships that once in a while might be short term. You might get something out of it.

09:58 Morgan J Ingram: Yeah. Yeah. Yeah.

10:19 Warren Kucker: soon, but most of the time is not a quick quick turnaround. Do you agree with that assumption? and if you do, how do we kinda like steer through that? We just have to live with it? And like how's a rep kinda like make quota today?

10:35 Morgan J Ingram: I think you need to be you need to think about how once a month, how can I get face to find with face-to-face time with a buyer? But that doesn't mean that you need to go to an event. You can create your own experiences. Like locally, is there a way that you can meet with customers? Locally, is there a way you can talk to prospects? Right. These are things you should be doing. So I the more that you're in front of the buyer and have real conversations, then you're gonna be able to articulate that in your sales calls to accelerate pipeline in the direction you want to go. So that's like an ex that's the way I look at it.

11:04 Warren Kucker: Yeah. So you think that, yeah, once a month face to face, building that momentum might take a little bit longer to build what's a pure pipeline in that scenario. But like keeping that snowball rolling, over time and then you just start to gain momentum in the space and then pipeline. Everything might be long term pipeline, but you start picking up short term pipeline. Yeah. Yeah.

11:20 Morgan J Ingram: It could it could be it could be f it could be faster though. I don't I don't I don't i yes there's a long term mindset, but it could also be faster because you met the person because you would have never you would have never gotten the opportunity in the first place or you met them at the right time which accelerated what you were doing. So those that's another thought process to take as well.

11:28 Warren Kucker: Yeah. I'm catching. Interesting. Cool. I mean, one of the things all right, let's talk about getting the meeting. we'll take a step back. One of the things you taught me vr really early on is just pattern interruption, right? Like you wanna kinda disrupt the pattern so they can understand you're a human being, you catch their attention, you see if you get their ten, fifteen, thirty seconds of attention for them to book the meeting. Are you finding different ways to disrupt those patterns now, than you did five, ten years ago, or is it still the same kind of rhythm and playbook there?

12:07 Morgan J Ingram: Pattern ropes will always exist. It's just the fact that people recognize are recognizing more patterns. So now with AI, right, there's certain things that people look out for to be like, is this an AI message? Like, is this relevant? Like, there's a lot of things that people look at and they'll be like, okay, cool. This is relevant or not relevant, you know, whatever it may be. So the the way that I look at this, right? Is what are things that I could still do that other people aren't doing? Okay, so number one, people are still not sending a lot of LinkedIn video DMs. Even as people may hate on them, I don't really care. People aren't doing them. So like I'm gonna do more of them. LinkedIn voice notes, people still aren't doing a lot of them, even though people might say it's cringe, it's still not happening. I'm going to this events, people are just being like I'm gonna go to the city this week and I'm just gonna go book 10 meetings and go meet people in person. Nobody's doing that because people just wanna sit at home and be like, I work from home. I don't wanna go anywhere. So those are three examples, but the thing is I just try to identify what are people not doing and I should go do that. If I go do that, I will have more success on what I'm looking to accomplish.

13:15 Warren Kucker: Yeah. Yeah, I mean, it's a good macro way of looking at pattern interruption, right? So like it's not like finding the right pattern, it's finding the opposite of what everyone else is doing, right? So like or not the opposite, something that someone's not doing, that you can fill that gap in, right? that's in that's interesting. in these types of like alternative views, what I've struggled with is like, what's the right data set to know if something's like working or not? Like how many LinkedIn voice notes should I send before I was like, Listen, no one's replied.

13:21 Morgan J Ingram: Yeah. Yeah. A hundred.

13:43 Warren Kucker: A hundred. A hundred's the number that you look at. Almost like you kinda like rule of thumb for you.

13:45 Morgan J Ingram: A hundred. A hundred because if you actually if you actually watch other people's advice on other things, they always say a hundred. If you watch Mr. Beast, most of you probably know who Mr. Beast is. If you don't know who he is, he's the most followed person of all time. I think all time at this point, yeah, of all time on YouTube. And so what is his advice? He said, Hey, create a hundred YouTube videos and don't ask me for advice until you've done that. So I was like, okay, that's interesting. There was another, I forgot his name, but there's another famous creator on IG, and he was like, Hey, I don't even want to hear

13:54 Warren Kucker: Okay. Yeah.

14:18 Morgan J Ingram: your opinion on or advice or I don't want to hear your perspective on videos until you made a hundred reels. So I don't know people keep saying even like a hundred There's like the rule of 100 for like, I forget, like three-pointers or something like that. Like, I don't know. Like Steph Curry takes like a hundred three-pointers before he goes out and plays or something. Something crazy like that. So my point is that if I've seen it in other fields and consistency over time, that 100 is the number, then I would say the same to everyone else. Most people will quit making videos after the seventh video. And I'm like, you need to make a hundred videos.

14:34 Warren Kucker: Okay. Okay. Yeah. Yeah. That's a good call out. that's a good rule of thumb, obviously easy to remember. and and I assume so you're at the hundred mark. It's either the medium, videos isn't working, or it's your message, right? Like, how do you try to assess we generally then let's let me completely change the flip the message, flip the video, flip the video type, and still like go at videos. Like, how do you kind of try to make that that decision process?

15:02 Morgan J Ingram: Yeah. If I deciding if I'm making a video or a voice note for somebody?

15:16 Warren Kucker: No, it's like how do you know it's the mode, like video works, or the message. This message is terrible but video works or doesn't work.

15:26 Morgan J Ingram: Predicated from other channels, like and it gets up is where the stage of the business is at. But if you're already booking meetings off of email and cold calls, then you just use the same script that you're already using and then insert it into the video or the voice note. So then you will just know that like your video just isn't landing or whatever it is. But if you don't have meetings from anywhere and you're trying out video, then yeah, you are lead you are running into two constraints of is it the message or the video? But the premise point is you should actually just be looking at Yeah, this is just the this is just the video. Because the message has already been proven in another channel.

16:03 Warren Kucker: a good call. If you haven't proven the message, then maybe a couple of message variations in a way that makes sense. also, man, this kind of like shift in the market, how do you think that's gonna impact the career? Let's start with STRs. care career trajectory, how they should approach their job, how they should approach their role, from a career standpoint.

16:16 Morgan J Ingram: Yeah. It's gonna impact SCR's jobs. I'm not saying that all the SCRs are gonna lose their jobs, but there will probably be less SDRs just based on there will be more ease of use for specialization at the end of the day. So that's what I see, and that's where I can see things going. What I what I also will say when it comes to the SDRs is I would be focusing on I don't, I guess not like a broken record because I just this is just what I believe right now to be true. But like you need to like be actively like going to Vince, even if your company doesn't let you. I would be trying to talk to people because it's gonna be the skill.

16:35 Warren Kucker: Mm-hmm. Right.

16:59 Morgan J Ingram: That most people are not gonna have. So according to the data, in the last year, they've been analyzing AI, right? And how it impacts humans. Forty percent, forty percent, less critical thinking skills since AI has come out.

17:18 Warren Kucker: Wow, really? Where'd this come from? Who th who did this study? That's incredible. So

17:22 Morgan J Ingram: it's called Pew Pew Research, PEW research. Pew Research. So so this is what they said. I'm like, okay, that's interesting. So now also as well, let's talk about Gen Z. Gen Z has reported sixty seven percent of people have reported that they're lonely. Also as well, they use their phones

17:24 Warren Kucker: Pew. Yeah, yeah. Pretty pretty big, yeah. Yeah, yeah.

17:40 Morgan J Ingram: I know, twelve hours a day, right? And they're not ha they're not actually having any engagement or any conversations as a whole. So actually being able to have a conversation and talk to people is gonna be big. So if you have that from a perspective of cold calling, if you have that from a perspective of talking to people in person, these are the skills that are gonna make an SDR better and also business acumen to connect the dots and reach out to people. All these things are gonna come together for people to be more impact impactful and successful.

17:43 Warren Kucker: Okay. Uh-huh. Yeah. Interesting. the one thing with the S Dr role, because again it's not meant to be a a permanent role, right? Like great S DRs just and become full f sell cycle sellers, right? It it's kinda hard to establish like industry credibility.

18:14 Morgan J Ingram: Yeah.

18:20 Warren Kucker: in that short period of time, right? So like i by the time you've if you're in an industry and you're an S T R and you do really well and you all of a sudden you have like credibility in the industry, you understand how it works, you can talk the talk, you understand the problems of your personas, by that time you're usually an account executive, right? Like it's like it's at that point that's one of the core skills that I even AEs lack. Do you find that there's any ways that S T Rs could tackle this, maybe in a different way than you would normally think, that kind of like build up that level of credibility quickly? It could also be completely off base, and that doesn't matter in this type of role.

18:58 Morgan J Ingram: It does because you're trying to build up trust. It's an important currency. But you're also not gonna want to start a brand and posting content every day. That's not like that's not the answer. I think it's more so on I think it's a little bit different. I think it's like instead of posting, I think commenting needs to be in the mix. If you comment if you comment on people's if you comment on exec's post and you're have some meaningful comments, people are gonna want to engage with you. So that'll be part of it. I think another another premise point here is I would ask customer success to talk to more customers so you have more context of what's going on too.

19:22 Warren Kucker: Yeah, that's good. Yeah. Gotcha. That's that's a cool. Yeah, that's good really cool. And then really when you have customers too, they should b be a bit of a mini connector to you to other people in the industry, right? And then you have credibility despite people knowing who you are, more so than anything at that space, right? Yeah.

19:41 Morgan J Ingram: Yeah. Exactly. And that that takes time that takes time as an SCR. That's not an overnight thing, but if you do those at least two steps, at least you're heading in the right direction.

19:54 Warren Kucker: No, and on top of it, I would say if you w wanted to be diligent as an SDR, then doing it sooner rather than waiting until you're good at cold calling and then like doing that skill, like trying to boot that into your onboarding journey sooner will just make you better off, right? because again, it takes a while to build that credibility up. maybe just a couple more questions. So then let's talk about the AE role. Do you see the AE role kind of evolving and how they build pipe, how long it takes to build pipe, how they build those relationships, what industries they stick in? Do you see a a trend that this might kind of incur at the at the full cycle seller point?

20:24 Morgan J Ingram: Yeah, they're being asked to do more sales source pipelines pipelines. So I do see where you're gonna have to tap into this is actually where I think LinkedIn is gonna be helpful because you built a network of people, you're gonna be asking for more referrals, you're gonna be going out more to meeting b customers and things that nature. So I think the rule just changes where you're just a little bit more active. You're not obviously making cold calls and things that nature, but you're just being more active as a rep to talk to buyers, get in front of them, leverage LinkedIn and things of that nature.

20:28 Warren Kucker: Mm-hmm. Yeah, that's interesting. I think like I had talked to Christy Jones and she said whenever an account executive asks her for advice, then first thing she always says is stay in your role for three years. Which isn't always possible and she acknowledged that, right? But like i you're you could end up with a territory that's not great for the first year. If th there's something to believe in the product to try to stay in your role for three years. I actually think what might happen, I said this to a rep, these reps are gonna being a generalist that skips around industry is gonna be really challenging.

21:05 Morgan J Ingram: Yeah.

21:19 Warren Kucker: At this point, right? Like you're you've gonna you have to try to figure out the right industry and you and that's gonna be hard to figure out, but just give it a shot. Think industry first, something that you might enjoy, not every industry is enjoyable, but like that you enjoy going if you enjoy going to your the biggest conference in your industry and t and meeting the people that you meet over and over again, I think the rest will kind of like show itself. And honestly you should hop or when you move jobs, switching out of that industry is gonna be increasingly challenging, right? Because it's gonna take longer to start from ground zero and start your book up and start those relationships up.

21:20 Morgan J Ingram: Yeah, it is. Yep. Yeah. A hundred percent.

21:49 Warren Kucker: Right. I think most of my career was in shipping, even within shipping, between small package like UPS or freight like Apple or Freight Forwarders or Maritime Oil and Grain, there was like no copy over. Like there was no I got very little credibility from like this guy's been in shipping for fifteen years, but he just hasn't been in my area shipping. it's like those grades gradients mattered.

22:00 Morgan J Ingram: Right. They do.

22:13 Warren Kucker: Yeah. Awesome man. what's some good ways? I know like the social media landscape has changed, algorithms have changed. How where are are there anywhere else that I can meet my customers other than face to face? What about LinkedIn? How's LinkedIn for like meeting my customers where they're at?

22:29 Morgan J Ingram: Depends on if they're there. I think I think social media is just meeting people where they're at. So most people probably listening in. Your buyers live on LinkedIn. So you should go there. Right. but some people may live on Instagram, they may live on Meta, they may live on X or Twitter, whatever you want to call it. So I think you got to figure that heart out first is like or Reddit, like where do they live? And then you need to like divert your attention to that. and that means commenting on people's posts, liking them, engaging with people, sharing your ideas and what's going on in your industry and your

22:38 Warren Kucker: Yeah, that's true. Yeah.

23:03 Morgan J Ingram: thought process, this is how you attract and bring more people in. So yeah, I'm huge proponent of LinkedIn. If you obviously have your buyers there, but if they're not there, you shouldn't be there. This is all about focusing on where buyers live and then basically you're building your campsite there.

23:19 Warren Kucker: Gotcha. on LinkedIn, I oftentimes find myself commenting on strangers' posts 'cause we're not connected, but I found something interesting. I have something that is mildly interesting to say and reply or moderately interesting. some people might find that to be tough. They don't really know who they are. Should I comment on their posts? What would you say to those folks?

23:29 Morgan J Ingram: Yeah. I would ask them what their what their hang up is.

23:41 Warren Kucker: they don't know me, they put this post up and like w why do they care about my opinion on what they said?

23:47 Morgan J Ingram: I think that's just a reframe. If they posted it, that means they want people to engage. So first and foremost, they wouldn't have posted it if they didn't want that. So that that dispels that. That's you're telling yourself a story. You're telling yourself your a story that you feel like you may not be worthy enough or you don't have enough value to bring, which everyone has a value or perspective to bring. So instead of coming in the comments being like, I need to bring value, come in the comments and read it and be and ask a question that would give everyone value that would read that question or an answer to that question. So I think that's the way you need to look at it. I wouldn't say like, I'm coming on this comment to like overvalue the post. It's like, no, you're coming in. then you're providing a perspective and you're asking a question so people can engage with you. That's a lot different.

24:32 Warren Kucker: Yeah. It sounds like you've said that that phrase before. that And that would apply to all areas of both pipe gen and sales manager, right? So it's like great, I have a I wanna create an event, I wanna invite people in my ICP to it, but like they don't know who I am, why would they come to my event? Seems like that would be something that you would repeat, right? Like that you're you're adding value, people are interested in coming to events, they wouldn't come and accept if they weren't and just go at it from a value added conversational let's meet kind of scenario rather than like I need to close a sale right away scenario there.

24:55 Morgan J Ingram: Yeah. Yeah. Yeah, d I you gotta reframe it. Like, not like, why would people come to this? Cause if you say why why wouldn't people come to this, then they won't come to it when you reach out to them. Because you've already you've already rigged the game to tell yourself that it's not gonna work. So there's nothing I could tell you because you don't believe it. You have to believe that like people will show up and it will bring value. And if that is the c inherently the case, then you need to do that. That's what you need to go do. Don't overcomplicate it.

25:06 Warren Kucker: Yeah. Yeah, right. Yeah. That's awesome, man. Awesome. well maybe last question. Obviously, things have shifted over the past couple of years. We have new technology. And let's say outbound's been disrupted a little bit, maybe not as heavily as people say, but it's definitely it's taken a little bit of a hit. If you had a crystal ball next couple of years, anything anything else you think might shift pretty dramatically that we should be thinking about? not a pr not a nail in the coffee prediction, but maybe a guess as to how things might continue to shift?

25:36 Morgan J Ingram: Yeah. I don't I don't I wouldn't say that Alpha's just not gonna work. That's not what I'm gonna say here, but I think people are gonna be more guarded and less trustful. So if they're more guarded and they're less trustful, that means that you have to focus on deepening relationships and connections more than you probably thought of before. Because people are just gonna be focused on either there's gonna be an AI buyer that like basically scans everything. So then that's hard. Or it's gonna be people on the back end that are only gonna reach out to people that, I trust this person to bring this person in to do this thing. So it's interesting.

26:31 Warren Kucker: Yeah. Yeah. Yeah. So deepening and broadening your whole network really was like where you could see that, right?

26:36 Morgan J Ingram: Yeah. I yeah, 'cause I just feel like Alpunch is gonna get harder. Like there's already there's already fifty one percent of the internet right now is bots.

26:46 Warren Kucker: Yeah, right.

26:47 Morgan J Ingram: So if that's the case, it's only gonna get worse. So if there are more and more bots and less humans, now is the time to deepen relationships. If you want to do it, create your brand, get active on social, because there's gonna be a point where it's gonna be all robots and then nobody will care. And that might sound like morbid and scary, but that also is just the truth.

27:03 Warren Kucker: Yeah, no good. No, it's pretty funny. I so I read that this morning that there's an expectation that a few years from now it'll be ninety percent of the tr the internet traffic will basically be agents and bots, right? So like we would have created this these super highways to move information and then created things to move information themselves, right? Like and they'll end up talking to each other. So if that scenario, it's not like there's going to be there's not this new alternate human only internet. That would actually be interesting now that I say it out loud, right? so like right.

27:16 Morgan J Ingram: Yeah. Yeah. Yeah, well I think that's what people that's what people want right now, to be honest with you. Not not whatever we're getting right now.

27:37 Warren Kucker: Yeah, yeah. No, exactly right, it would be hilarious. If you're connecting the ideas of two people, just purely knowing that those are two human ideas with no other interjection, right? Like not even a hint of I wrote this idea with AI and I'm bringing it to you, right? That'd be funny, we should build that.

27:46 Morgan J Ingram: Yeah. Yeah. Really things.

27:55 Warren Kucker: But in the absence of that, there's just the personal connection. That's like I see this person. I don't s if I was like a again, I used to undervalue this significantly, 'cause I was a process guy, a founder's guy, turned sales guy, right? So but if I don't see you at my dental conference, I'm not buying dental software from you. I don't know who you are, right? Like it doesn't you're absolutely right that the people are going to assume that what they're being told is by someone they don't necessarily really want to be talking to. Right? Like a hu a bot. Yeah.

28:19 Morgan J Ingram: what it is. It's pr it's just wild. I mean if you just I just continuously look at the data and like this is just so interesting. So it's like, yeah, you have to like show up as a real person. And then like we've said all the things that'd be true. I actually don't think there's anything like anything. There's there's always more creative things you can think about, but also it really is actually just the fundamentals at the end of day.

28:39 Warren Kucker: Yeah, it could be that you just basically made it so that social connections can no longer be digital. Right? Like so like it's just like we're back to the internet is just to move ones and zeros invoices around, right? Like great, sounds good. Automate like menial back end tasks. And then we've just undigitized the entire social fabric, which means we've only digitized it for twenty years, right? So like we're like you could feel like you connected with someone on Facebook. That would be like a funny blip.

28:43 Morgan J Ingram: Yeah. Yeah.

29:02 Warren Kucker: in in the matrix there, right? Like I'll be getting my sales customers on Fortnite, Battle Royales. at some point, right? So like that's funny. great Morgan. Listen, where where do you post post your most content? Where can people find you? Plug whatever you're working on these days.

29:08 Morgan J Ingram: Yep. Yeah, that's all right. yeah, so if you want to find more of my content, I'm on LinkedIn, Mortgage Ingram, very simple. YouTube is the same. and then what I'm working on right now is with everything we just said, the when people say be more human, I think we need to distill that down into what I believe to be true, which is being magnetic, intuitive, and consistent. If you can do those things, you're gonna be a better rep. So yeah, that's what I'm doing, working with teams, SDRs, AEs, account managers, and we're doing that at theampsocial.com.

29:45 Warren Kucker: Awesome, that's great. Magn magnetic, intuitive, and what was the C? Sorry, what was the last one? Consistent, yes. Consistent, that's right. Always being there, right? I love it. Morgan, always thoughtful when I speak to you. audience gonna get a lot out of this and I appreciate taking the time with us today. Awesome.

29:49 Morgan J Ingram: Consistent, consistent, consistent. Absolutely. Cheers.