The last channel left in 2026...?

How did Morgan J Ingram book 90 meetings at a single event? What's the most underrated sales channel nobody is talking about… and what does pickleball have to do with it?

Morgan (and ourselves) think events are the last channel left. Email is cooked, LinkedIn DMs get buried, even between people who know each other. But most teams still treat an event like a booth to stand at.

On the other hand, Morgan treats it like the one place you can still get a phone number. He calls it "gotta catch 'em all." It's how he got a pickleball meetup together in Austin off one group text with no landing page in less than a week.

The first half of this episode is events: how to work one, how to ask for the number without making it weird, and what to follow up with after. The second half is focused more towards content: how Morgan tests every post before it reaches LinkedIn, why he's taking fewer brand deals, and why he thinks free organic reach is a ticking time bomb.

Things we get into:

• Why a text beats a LinkedIn DM
• The playbook that booked 90 meetings at one event
• How to collect phone numbers at events without being transactional
• The follow-up strategy that keeps you top of mind
• The biggest catch-22 in event marketing due to AI
• Morgan's content system/process
• Why you should build your audience while organic reach is still free
• The one thing every rep should do before the end of October

If events are part of your pipeline this year, or should be, give this one a listen!

GUEST

Morgan IngramFounder & CEO of AMP Social

LinkedIn: https://www.linkedin.com/in/morganjingramamp/

HOSTS

Jake Clare, Co-Founder and CEO of EventShark

Ding Zheng, Co-Founder and The Sales Rapper

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Timestamps:

00:00 - Intro Trailer

00:43 - Welcome to the show

00:53 - Guest introduction

01:21 - Is Morgan the Shohei Ohtani of LinkedIn?

02:37 - How one group text filled up a pickleball event

03:29 - You get known for what you are not trying to be known for

04:53 - No landing page, and that is why it worked

06:08 - Your hobbies are what make a brand sticky

06:35 - The switch: "I don't really know you beyond your advice"

07:07 - Ding and Morgan attending a Phoenix Suns game

08:45 - What is wrong with sales at events right now?

09:42 - The biggest catch-22 in event marketing due to AI

11:06 - What is the most underrated event follow-up?

11:52 - Why a text beats a LinkedIn DM

12:48 - Follow up on their life, not your pitch

13:53 - Stop saying "add value" if you cannot explain it

14:43 - How to stay top of mind until they are in market and ready for an offer

15:21 - Are your reps standing at the booth like Abercrombie models?

16:02 - How Morgan booked 90 meetings at one event 

16:56 - Why don't reps call the event staff first?

17:56 - Bounty hunter posters for every target

19:36 - Observational mode: open with what they are wearing

20:20 - Sit in the sessions your buyers sit in

20:59 - What happens when an SDR breaks the comp plan?

21:40 - Street interviews are one of the best follow-ups

23:12 - Why you should take a photo with everyone you meet

24:09 - Automated AI follow-ups from events you never attended

24:55 - Is email cooked?

25:20 - An AI dashboard for everyone you met

27:04 - Is Morgan going pro in pickleball by 2032?

28:15 - Why is he moving to YouTube?

28:51 - 3,500 views and 350 watch hours

30:14 - Your buyer is checking your last post date

31:19 - Build the library before the exec checks

32:28 - Rapid Fire: Most overrated LinkedIn advice

34:06 - Rapid Fire: Favorite content format

35:46 - Rapid Fire: Who is he studying right now?

36:52 - Your best hook worked because of one word

38:16 - Does organic reach have two or three free years left?

39:40 - How does he run every platform himself?

40:26 - Ten likes on X or it doesn't go on LinkedIn

41:58 - Why is Instagram his biggest blocker?

43:34 - What is the creator brand actually for?

46:42 - B2B creators are splitting three ways

48:05 - Why taking fewer brand deals might be the move

49:52 - Behind Cold Calling Live: content with a pipeline number

51:50 - Did his live stream relaunch work?

53:35 - LinkedIn Live won't tell you who showed up

55:58 - Why B2B live streams die without an engaged room

58:03 - Plan one experience before the end of October

1:00:03 - On a live stream, your set is your thumbnail

1:02:12 - Be the friend who makes it happen

1:03:58 - Where to find Morgan J Ingram

1:04:20 - Bonus: Three weeks working out of Japan

1:05:13 - Bonus: Best video game right now

1:06:06 - Outro