656: The Simplest Way Marketing Can Help Sales Reps Create Content w/ Morgan J. Ingram

ABOUT THIS EPISODE

In this episode we talk to Morgan J. Ingram, Director of Sales Execution and Evolution at JBarrows Sales Training.

Click here to connect with this guest on LinkedIn.

Wouldn't it be nice to have several fault leaders in your industry know and Love Your brand? Start a podcast, invite your industries thought leaders to be guests on your show and start reaping the benefits of having a network full of industry influencers. Learn more at sweet fish Mediacom. You're listening to the B tob growth show, podcast dedicated to helping be to be executives achieve explosive growth. What you're looking for techniques and strategies or tools and resources? You've come to the right place. I'm Jonathan Green, I'm James Carberry. Let's get it into the show. Welcome back to the BB growth show. We are here at the Revenue Summit. I'm with Morgan J Ingram. Morgan, how you doing it? A mean doing great, man, doing great. So so. Morgan is the director of sales execution and evolution at Jay barrels sales training.

If you've been listening to show for a while, you have heard an interview that I did with John Barrels. I think I've interviewed him a couple times on the show. Phenomenal voice in the sales community. Morgan came from terminus, is a sales development, rapp SDR became a str manager and then started doing started really focusing on his personal brand. Was it right, like at the beginning of your career with terminus, or was it when you became a manager? It was right at the beginning, when I start my career surn okay, so it wasn't like as soon as I got in the doors, just like I started making videos, but it was about three four months in I started realizing, Hey, I need to get more involved. I wrote a couple articles and seen, actually seen Gary vantage up to speak live and he talked about it too. So it was like those, so many people talking about it that I realized that I need to get more involved with personal brands. Got It. Okay. So so you as an str you have this. You know realization I need to really focus on my personal brand. And past forward two years. I'm at this conference with you and everybody is coming up to you've got sales doing, the leaders coming like wait,...

...like could you and I are in a conversation and they're like waiting behind you there. Yeah, line forming. Ye, people want to talk to Morgan Jay a row. Yeah, it's crazy and I think so many people. I I'm obviously a massive advocate for personal branding. This podcast has been huge for my own personal brand and and the brand of our business. So where do you feel like people get hung up or what keeps people from making that jump that you did in within three weeks of starting at Terminus? Yeah, really invest and focus on the person. I think it's a couple things. I think the number one thing that I told myself that I actually told myself back in the past like I never created content. I'm not that person. I don't want to be out there. It was because I was afraid of what people are going to think. I think that's the number one reason why people don't post content, because you don't know what someone saying when they don't like your comment. You don't know if you were saying behind your back, because there's so much that goes into it. Once you put yourself out there, you're out there. It's like, what are you going to do in a consistent basis to make sure that you don't go under? Because if no one knows you when you do something, it's okay, but if if one...

...knows you you do something, you're going to get backlash. Yeah, so what was it? That got you over that home a mentor. He told me to stop playing around. He like really got aggressive me. He's like I don't understand like why you're not putting yourself out there, and he was like you need to start putting videos, and started putting videos on facebook. It's just motivational videos, real quick, get yourself ready for your day. And I was really like afraid at first because I was like, I don't know, people are going to think like, I got my friends on here, I got my family here, they don't want to hear that. But after a while I realize that people did want to hear I got messages from people that I didn't know that we're like really residing with. It was like maybe I have something here, maybe this is something I can get more involved with, and so that's what got me to be confident when I started, yes, sir, chronicles, because I was already creating concept before. So now I was willing to go in that space and then do that at scale. To you create a framework, SPR chronicles, Yep, and is it was showing youtube, video, showing youtube. Yeah, just you behind a camera, me behind a camera. So My macbook air and my Imovie love it. That's all I had and and you and you came up with Ay,...

...these are these are the I'm an SDR, so I'm just going to start talking about specific issues that I'm facing as an SDR. Yeah, and just recording them in what ten fifteen minute videos. So they were actually at the beginning they were like four or five six minut videos and it was just me like, Hey, this is how you hand objections, this is how you handle when you get a budget objection, this is how you handle a phoe call, this is how you structure Your Day, is how you be rain consistent. So I'll just talking about stuff that I was already doing and stuff that I was struggling with, and a lot of people resonate with that. And then, as a show advanced, people wanted to hop on and be interviewed. So I was like sure, I could do interviews, and more people want to be interviewed, and then it got to the point now where like a lot of people want to get interviewed and then I'm providing daily content on Linkedin from a sales of well, respective like Hey, these are the things you guys need to consider. It. All right. So, as we're talking kind of right before we hit record, you said that marketers really need to be much more intentional in telling their reps to get more involved in the internal content. Yes, like getting your reps consuming the content that...

...marketing is creating. Yeah, AK to us about that. Why is that so portant? That's so important because you're posting content for a reason. You're not just posting content to post content because, say, we have a blog. It's so that your audience, your custom your customers and also your future prospects are getting information about your product, obviously, but about the industry and the problem that you're solving. So if you have a ton of content on your website about what your sales people are selling, why would you not tell them to go read a weekly blog post and then report on it? And then may seem outrageous, they may seem mundane, then they seem like, Oh, I'm not going to do that, but I guarantee if you go read that content and have context around it, your your reps are going to become successful. And even deeper conversation is that one sales rep that's that you can give that to and then they realize, I really enjoy this content. They could share that every single day and add context to linked into twitter and build a community just off of sharing your own content. Yeah, I love it. That's it's something that I actually don't hear anybody talking about, but...

...that emphasis of like marketers, you're spending all this time, you write, higher teams creating all this content and most of the time sales doesn't even know it exists. Right, so go beyond just making sure they know what exists and actually say hey, like we want you commenting right stuff. Yeah, and like putting out your own and like hey, these are my thoughts on this article. That right now. Do you think that sales reps have it in their mind like now, like that's marketing is yeah, I like, I don't need to be posting on Linkedin. Yeah, that's there. I mean they're just to focus on the activities or like all assume much time, but like it's really not. If you go read a blog post, probably takes you ten to fifteen minutes, and then to write context around the post is going to take you fifteen minutes. Sace you thirty minutes supposed something which, at the end of the day, could turn into a lot of different things. That can turn into opportunities. They could turn into you building your brand to get different type of op different it could be in a building your brand to let you get promoted. Like there's so many things that go into it. So and then the day you're educating yourself, and that's what sales is, is educating yourself to educate others. So you have to be able...

...to take the time to learn what your company's posting, because I guarantee you no one else is and you want that extra educy the day. So this last thing we're going to talk about, Morgan, is how marketing can actually help reps. yeah, create their own content. What are you seeing? That's worked at Girero's a terminus. I feel like the best way to get your ups start creating their own content is asking them what they're excited about. So those reps that terminous that we're excited about certain things and then we interview them. Or they created their own content and then that became a block post. So it's like, okay, you're doing really a video. Why are you doing really well a video? And the thing is most people just don't want to write content or do videos. But just get your content editor, Get your director marketing to sit in a room with them for thirty minutes, write down the notes and then create the block posts on their behalf, because they have the knowledge in there. They just don't not to create content. I'm just blessed enough that I understand both. But the thing is that you have to be able to empower your reps to give you the right information so that they feel empowered to share that blog post because they have their STANDP on it. Yeah, I mean that's that's why I love the medium of podcast right as much as I do, because, I mean, you and I...

...spent a whopping three minutes talking through you wanted exactly, and now we're just having a conversation exactly. Yeah, and our team is now going to turn this into written content, right at least, and says that day is it's going to go far graphic like, and it's just a conversation. That's Greaper, easy, and so I love that. The practicalness of Hey, like, you're a VP of marketing, get your director of market right to go just interview, yeah, somebody on the sales team, right, once a day, like, Hey, what are you excited about? What's what's tell me about something recently like a challenge that you recently have that you were able to overcrite with exactly a buyer. Yeah, like, I love what drift is doing and they're they're furs is awesometing. They're documenting like why customers are leaving and they're writing it that into content. Right. Well, that's they're having a lot of conversations with their sales team, right, and their sales team is inform me that. But I love the idea of actually, like writing it in the voice of the Rep, right, and and then allowing the really empowering the rep to say, Hey, like, that's no longer an excuse, here's the content. Now you just have to go post it. That's it, and engage with the people and just engage and then go move forward from there. And I think once you get over that Hump and...

...you start seeing that, at least for me, it's so motivating when you put content out there and it get and you you see that people are, yeah, consuming it. They like fuels me to want to do it more. Yeah, and so I think if you can just help reps get over that initial hump much over, then she'll help you find yeah, I love it, Morgan. This has been incredible. If there's somebody listening to this, they want to stay connected with you, that were orn more about Gibbarros. What's best way for them to do that? Best Way to stay connect with me is on Linkedin by most. That's like actually by most utilized social media. I never thought I'd say that, but it actually is. Morgan J Ingram on there and then if you want to learn more about Jay barrel says, frainding and what's going on with us, it's just John Barrelscom it awesome, Morgan will thank you so much for your time today. This has been fantastic. Really appreciate it. Thank you. There are lots of ways to build a community and we've chosen to build the be tob growth community through this podcast. But because of the way podcasts work, it's really hard to engage with our listeners and without engagement it's tough to build a great community.

So here's what we've decided to do. We're organizing small dinners across the country with our listeners and guests. No sales pitches, no agenda, just great conversations with like minded people. Will Talk Business, we'll talk family, will talk goals and dreams will build friendships. So if you'd like to be a part of a BEDB growth dinner in a city near you, go to be to be growth dinnerscom. That's Bob, growth dinnerscom. Thank you so much for listening. Until next time.

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