The Other Side of Sales

Episode 38: Interview With Morgan J. Ingram


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SHOW NOTES

SDR Chronicles

-In 2014, inspired by Dwayne “The Rock” Johnson, Morgan decided he needed to begin building a personal brand so he posted a video to Facebook.

-He continued to make videos and this evolved to live streaming and then eventually to the creation of a YouTube channel.

-After seeing Gary Vaynerchuk’s keynote speech emphasizing the power of building your own brand at 2016’s Rainmaker conference, he began the SDR Chronicles.

Mastering Video

-Not only did he continually create videos, Morgan studied the best video content creators and reached out to their audiences to get a better grasp as to why people wanted to watch them.

-Morgan came to the conclusion that great creators were open, concise, told a story, and left you with something actionable. They were able to find a balance between being true to themselves and creating content that resonated with their audience.

-You don’t need fancy equipment. While it’s nice, the most important aspect is that you talk about something that you care about. This is what people will connect with.

Video for Sales

-When selling, think about your video as a movie trailer: if the trailer is good people will want to move forward and watch the movie, or in the sales industry, move forward with a discovery call.

-Keep your video to 90 seconds or less and use a repeatable formula. Morgan starts by laying out the reason for the video, mentioning a trigger or problem the audience is going through, defining a solution, and then ending with a call to action.

-Remember to smile and have a nice background.

Sales Background

-After graduating with degrees in Sports Management and Finance, Morgan realized the world of being a sports agent was not for him so he began public speaking.

-While speaking was a passion and he began to be paid, it wasn’t making a ton of money, so he turned to sales.

-While attending an event in Atlanta a friend mentioned a company that had just been funded and Morgan cold-called the VP of Sales. He eventually interviewed for an SDR position.

Heroes

-While people admire superheroes, it’s hard to connect with someone that’s perfect. We adore the people that we see as heroes, but that are vulnerable and show us what’s happening behind the scenes.

-What drives Morgan is creating impact. With the SDR Chronicles he wanted to create something that he needed while working as an SDR.

Resources

-The SDR Chronicles

-Secrets of Question Based Selling by Thomas Freese

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The Other Side of SalesBy Ashleigh Early