Guest Appearances & Interviews.
14 articles. Newest first.
Inside INdiana Business: Costello Adds Keene As Director Of Sales
Local business press covering the move to Indianapolis-based Costello, with a rundown of the AA-ISP Top 25 and Engagio Top 50 recognition.
Sales Integrity Podcast #61: Phill Keene Interview
The Indy 500-themed prospecting culture built at Costello, a cold-calling and social-selling philosophy, and the outreach play he calls "The Crazy Ex Cadence."
Predictable Prospecting: The Traits of a Good Prospector
Guest on Marylou Tyler's Predictable Prospecting podcast, talking through how to hire, onboard, and coach prospectors who actually stick with the role.
ExecVision Call Camp: Advanced Lead Qualification Techniques
Guest coach alongside Ryan O'Hara on ExecVision's Call Camp, breaking down real qualification calls with host Steve Richard.
Tenbound: The Sales Development Podcast, Ep. 39
Guest on David Dulany's Sales Development Podcast, talking through what actually separates a rising SDR leader from the pack.
SalesTuners: When Perception Matters, Standing Out From the Crowd
Conversation on how sales professionals build a reputation that gets them remembered, not just heard.
Sales Enablement Podcast with Andy Paul: Win With a Disciplined Sales Process
Joined Andy Paul and Bridget Gleason to talk through what a disciplined, repeatable sales process actually looks like in practice.
Predictable Revenue: Mapping Calls 101
How Costello used, and advanced, the Predictable Revenue call-mapping approach to keep reps on track during live calls.
PPAI / Promotional Consultant Today: Is Your Sales Funnel Leaking?
Six strategies for finding and closing the leaks in a sales funnel, syndicated from the original SalesHacker piece.
GTMnow (formerly SalesHacker): 5 Questions You Absolutely Must Ask Your Prospect
Byline piece on the sales call script that separates a real discovery call from a scripted feature dump.
Real Sales Talk: How Sales And Marketing Can Build A Revenue Machine
Guest-hosted this episode to break down how sales and marketing actually build a revenue engine together, not two departments trading blame.
GTMnow (formerly SalesHacker): 4 Secrets of Top Sales Performers
Byline piece on what actually separates top performers from everyone else, and it has nothing to do with sales technique.
GTMnow (formerly SalesHacker): Why Mastering Sales Development Takes More Than 15 Months
Byline piece on why sales development is a real craft with a real learning curve, not an entry-level box to check on the way to an AE seat.
The Bridge Group: How TinderBox Finds Standout SDRs
Guest post on the hiring system I ran as Manager of Sales Development at TinderBox: a phone interview every day, a face-to-face every week, and a standing networking quota. Later cited in Trish Bertuzzi's The Sales Development Playbook.