Our guests this week are the Batman and Robin of sales conversations, Phill Keene and Tony Rhine of Costello, a company that is using sales intelligence to help companies make more prospecting calls without forgetting important details.
Phill and Tony are total sales geeks and we love having them on the show. The same principles that allowed Phill and Tony to build a strong and successful professional partnership (open communication, being deliberate and a strong structure) are core to how Costello helps sales people build relationships with prospects.
On today’s podcast…
3:00 – How sales intelligence is helping companies make more prospecting calls without forgetting important details.
8:00 – Building a sales conversation from the ground up
9:27 – Using “designed alliances” to establish a foundation so that you can get to a conversation
14:32 – Why sales reps NEED a structure to help guide their cold calls
18:00 – Building a deliberate path for your prospect on every call
19:20 – How Tony and Phill’s ability to communicate allowed them to become the Batman and Robin of sales conversations
25:00 – Phill’s “Why”: building a legacy
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