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“Go Dawgs” is not personalisation.
That’s the message from Morgan J. Ingram, Founder & CEO of AMP Social, who’s calling out surface-level sales outreach.
Too many sellers stop at college mascots or job titles and call it personalised. But Morgan argues: if your message doesn’t reference something the buyer actually said or did, it’s not personalisation, it’s decoration.
“If you can’t say, ‘Based on what I heard,’ then your follow-up is generic. And generic goes in the trash.”
He outlines three ways to build momentum in the sales cycle:
- Own the next steps Wrap every call with, “Typically, next steps look like X, Y, Z.” It builds confidence and frames you as the expert.
- Send personalised videos A 10-second LinkedIn video to everyone from the meeting opens the door for quiet voices to ask questions.
- Summarise in writing Follow up with an email recapping the call and ask for confirmation. This creates mutual accountability.
🎯 The bottom line: Personalisation isn’t a tactic- it’s a mindset of curiosity, relevance, and leadership.
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