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).