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SDR 101 with Morgan Ingram

University

By Atlanta Ventures

May 15^th, 2018

On May 10, we hosted the first Simply SaaS University class: SDR 101 with Morgan Ingram, Director of Sales Execution and Evolution at JBarrows Sales Training.

Morgan joined us to help develop, motivate, and teach tactics to sales teams. His training techniques include high-impact, interactive training (with live application) to ensure adoption and results.

In the SDR 101 class, sales reps and entrepreneurs learned more about filling the funnel. Morgan covered how to prospect through video, email, social, and calls.

Check out the video recap and our photo story below.

SDR 101 with Morgan Ingram

Video Works for Sales Outreach

Is your message going to resonate with your prospect? It doesn't matter if you think it's cheesy, it's about them. #videoworks

The first 15 seconds need to resonate with the prospect and generate attention.
The next 30 seconds need to be your value prop that creates interest and desire for them to want to learn more.
The last 15 seconds is the ask which promotes them to take action based on the value you have given them.

SDR 101 with Morgan Ingram

SDR 101 with Morgan Ingram

SDR 101 with Morgan Ingram

Keep Emails Short

It creates a real human touch towards the prospect.
It puts you above the noise of prospecting.
No one wants to read a novel.
79% of emails are being read on a phone.

What are you saying? What are you sending?

SDR 101 with Morgan Ingram

SDR 101 with Morgan Ingram

SDR 101 with Morgan Ingram

SDR 101 with Morgan Ingram

SDR 101 with Morgan Ingram

Social Listening, Not Social Selling

Most people live on social. I post every single day. I don’t do it for my health! I do it for awareness.

Social is a long term play. Consistency of results and consistency of action to cultivate the action of results.

Take your personal brand seriously.

SDR 101 with Morgan Ingram

Cold Calling is Not Dead

Research the account before a call.
Reach out with purpose and have a talk track around their persona priorities.

SDR 101 with Morgan Ingram

SDR 101 with Morgan Ingram

Track Your Results

Last but not least, know what works. Define your metrics, focus on the priorities. Track them, and measure the outcomes.

In case you missed it, you can view the SDR 101 slide deck here. Check out Morgan's YouTube channel for more.

© 2026 Atlanta Ventures

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