AI made outbound easy to automate - so the reps who win now are the ones buyers actually trust.

In this episode, we're joined by Morgan J Ingram, who went from one of the lowest-performing SDRs at Terminus to training more than 50,000 B2B sellers, and now runs AMP Social. George Coudounaris and Adem Manderovic dig into what outbound is really for when anyone can send a thousand messages, and what to do with the prospects who aren't buying today.

Morgan shares the 30-second cold call that turned his career around, why AI is a mirror that only amplifies what you already know, and why he thinks the best sellers are heading back to the field - events, in-person meetings and old-school "street reach".

Tune in and learn:

• The 3 traits every great rep needs: magnetic, intuitive and consistent
• Why meetings-booked targets stop reps asking the questions that matter
• 3 ways to turn sales conversations into marketing and product insight
• Why SDR-to-AE conversion is the metric sales leaders should be watching
• How to move buyers from digital, to in person, to text

If you lead a sales or SDR team and your outbound is getting louder but not landing, listen to this before your next pipeline review.

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🔗 Links + CTAs

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🧠 Revenue leader, CRO or founder? CRO School installs Revenue Alignment Architecture across Sales, Marketing and Customer Success: https://theb2bplaybook.com/cro-school

🎓 Join our Demand Generation Program: https://theb2bplaybook.com/demand-generation-course

👤 Follow Morgan J Ingram on LinkedIn: https://www.linkedin.com/in/morganjingramamp/

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WATCH on YouTube: https://www.youtube.com/watch?v=mnOjjyRqCiA

SUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/

GET the latest CONTENT: https://theb2bplaybook.com/

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Timestamps:

00:00 Welcome to The B2B Playbook

00:35 Would you take a demo from an AI seller?

01:25 Meet Morgan J Ingram: from struggling SDR to 50,000 sellers trained

04:12 Why Morgan never wanted to be in sales

07:23 The 30-second cold call that changed everything

10:13 How new SDRs learn the buyer's world fast

13:56 AI is a mirror: zero times a thousand is still zero

16:19 The 3 traits of great sellers: magnetic, intuitive, consistent

18:48 Why trust is the most valuable currency in sales

20:28 Sell like a doctor: what being intuitive really means

21:48 Do meetings-booked targets kill good discovery?

26:26 The SDR-to-AE metric most sales leaders ignore

28:50 3 ways to feed sales insights back to marketing

32:17 Getting buyer feedback to product and customer success

36:08 Gen Z, loneliness and the drop in critical thinking

39:48 Dead internet theory and what it means for sellers

43:22 Why elevating trust is the only daily goal that matters

45:50 Digital, then in person, then text: the new outbound path

46:53 Will buyers start choosing local vendors?

48:02 The rise of the field SDR

49:51 Street reach and deal boxes: old-school tactics coming back

53:27 Do we still need the SDR and AE split?

55:19 What cutting a whole SDR team really costs

57:31 Morgan's final advice: have fun selling

The New Way to Do Outbound in 2026 - The B2B Playbook

In this video, I chat with Kevin about LinkedIn ads frequency caps, and why the native member level caps won't stop a handful of big companies from eating your whole budget.

We cover:

How many impressions it actually takes to be remembered, the limits of LinkedIn's native frequency caps, and how to build company level caps with dynamic exclusion audiences.

If you are running LinkedIn ads and your budget keeps going to the same few accounts, this one's for you.

Tune in and learn:

Two quick diagnostics to spot a frequency problem, why 7 day audiences beat 30 day ones, a hack for the engagement objective, and how to make sure you're actually reaching the decision makers.

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🔗 Links + CTAs

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🎓 Join our Demand Generation Program: https://theb2bplaybook.com/demand-generation-course

🧠 Learn how to drive revenue across your organisation with CRO School: https://theb2bplaybook.com/cro-school

💼 Need help running your own LinkedIn Thought Leadership Ads? https://theb2bplaybook.com/linkedin-ads-agency

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SUBSCRIBE to our channel: https://www.youtube.com/@theb2bplaybook

SUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter

GET the latest CONTENT: https://theb2bplaybook.com/

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Timestamps:

0:00 Intro

1:23 The Five B's framework refresher

2:56 Why LinkedIn frequency caps matter right now

8:51 How many impressions does it take to be remembered?

10:23 The ideal frequency range

11:37 LinkedIn's native frequency caps and their limits

13:38 Diagnostic: do you have a frequency problem?

15:46 How to build a company level frequency cap

18:36 Why 7 day audiences beat 30 day audiences

21:10 Adapting your thresholds to your ICP

23:18 A frequency hack for the engagement objective

25:04 When to hand engaged accounts to sales

26:22 Diagnostic: check impressions by job title

27:37 Tools like Fibbler and Factors AI

29:30 Outro

How to Stop Big Companies Eating Your LinkedIn Ads Budget - The B2B Playbook

In this video, I chat with Kevin about why your weekly sales and marketing sync isn't enough on its own, and how to turn it into a real feedback loop.

We cover:

Closed feedback loops, which signals sales, marketing and customer success should be sharing, using AI note takers without losing the human touch, and why MQL volume and closed revenue alone are the wrong incentives.

If you are a B2B marketer stuck in sync meetings that feel like a to do list read out loud, this one's for you.

Tune in and learn:

How to swap status updates for insights that actually change your go to market motion, why closed lost deals deserve as much attention as wins, and how a blended scorecard gets every team working toward the same pipeline.

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🔗 Links + CTAs

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🎓 Join our Demand Generation Program: https://theb2bplaybook.com/demand-generation-course

🧠 Learn how to drive revenue across your organisation with CRO School: https://theb2bplaybook.com/cro-school

💼 Need help running your own LinkedIn Thought Leadership Ads? https://theb2bplaybook.com/linkedin-ads-agency

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SUBSCRIBE to our channel: https://www.youtube.com/@theb2bplaybook

SUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter

GET the latest CONTENT: https://theb2bplaybook.com/

-----------------------------------------------------

Timestamps:

0:00 Intro

2:44 The Five B's framework refresher

3:46 Turning your sync meeting into a feedback loop

4:46 Why sales and marketing alignment matters more now

9:12 Why sync meetings turn into to do lists

10:39 Swap updates for dashboards and closed loops

14:42 Does marketing need to prove its value to sales?

18:02 Closing the loop with customer success and closed lost deals

19:31 What info should flow between sales, marketing and CS

22:46 Getting aligned on ICP and key accounts

24:21 Using AI note takers without losing the human touch

25:29 Tip: ask AI for direct quotes with timestamps

26:27 Tip: use templates and cap your action points

27:27 How measurement and incentives break alignment

32:49 Do SLAs between teams actually help?

33:27 One dashboard with clear owners

35:19 Outro

Why Your Sales and Marketing Alignment Meeting Isn't Working - The B2B Playbook