125: Using LinkedIn (and Voice Notes) For Business Development ft. Morgan J Ingram

In this episode, Sam interviews Morgan J Ingram, a top voice in sales on LinkedIn, about his journey in building a personal brand and using LinkedIn for business development.

Throughout the conversation, Morgan shares three tactical plays: the Boomerang, the Surprise Step Back, and the Did I Do Something Wrong? approaches. These plays involve leveraging past client relationships, engaging with profile viewers, and starting conversations with a simple question. Morgan also shares his insights on using voice notes as a powerful sales tool — and provides a framework for creating effective voice notes.

This episode is part of our monthlong series on business development for recruiters — in which we’re bringing in expert sales and marketing leaders to share their tips & tricks. If you’re looking to uplevel your bizdev game, you came to the right place!

Chapters:

00:00 – Podcast Intro
02:37 – Morgan’s early vision for personal branding
05:30 – Breaking the fear barrier: getting started on LinkedIn
11:11 – Unpacking the Boomerang strategy
16:02 – The Surprise Step Back: how it works
23:30 – The power of voicemails
30:20 – The reply to the reply
32:30 – A bonus question for Morgan
41:53 – Podcast wrap-up: Morgan’s final words