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

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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