021: Mapping Calls 101: How Costello’s Phill Keene Uses, and Advances, Predictable Revenue Methodologies to Map Complex Organizations

The Predictable Revenue Podcast

English - September 07, 2017 09:00 - 36 minutes - 34.1 MB - ★★★★★ - 33 ratings
Management Business Entrepreneurship outboundsales sales predictablerevenue saas salesrep sdr Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed

Previous Episode: 020: Empowering the SDR: How Marketing Initiatives and Programs and Initiatives Help Reps on the Front Lines of Sales

Next Episode: 022: If You Build it They Will Come: Anthony Zhang On How To Set Set Your Team and Your Company Up For Sales Development Success

On this edition of The Predictable Revenue podcast, hosts Collin Stewart and Aaron Ross welcome Phill Keene, the newly minted Director of Sales at Costello, a startup building an intelligent sales assistant, or “co-pilot” for sales reps.

Phill is making waves for his work helping sales teams hit quota and drive revenue – he’s been recognized as a “2017 Top 25 Most Influential Inside Sales Professional” by AA-ISP and a “Top 50 Sales Development Leaders You Should Know” by Engagio.

Throughout the pod, Collin, Aaron and Phill revisit something near and dear to Aaron’s heart: Predictable Revenue’s Mapping Calls methodology. Phill has been using, and evolving mapping calls with his team, and wanted to share his thoughts on the topic. Highlights include: the importance of calling high (2:51), asking for permission (6:13), getting the internal referral (15:30), and calling low (24:32).