The blog
Tips, strategies and news about phone prospecting and B2B sales.
AI Cold Calling in 2026: The 3 Layers That Reshape Outbound
AI cold calling has 3 layers: parallel dialers, conversation intelligence, synthetic voice. Which one moves cost per meeting, and which is still hype.
By Charles Baldet
Auto Dialer vs Power Dialer: The Category Confusion (And the 2026 Pick)
Auto dialer is the umbrella term. Power, parallel, and predictive are subtypes. The difference, and which fits B2B outbound in 2026.
By Pierrick Meunier
What is BANT? The Sales Qualification Framework Explained for 2026
BANT in 60 seconds: Budget, Authority, Need, Timeline. The 4-question script, modern scorecard, and where BANT still beats MEDDIC in 2026.
By Charles Baldet
BANT vs MEDDIC: Which Sales Qualification Framework Wins in 2026
BANT runs in 5 minutes, MEDDIC lifts enterprise close rates 25-30%. Use BANT at SDR top, MEDDIC at AE close. Neither matters as much as call volume.
By Charles Baldet
BDR Role and Responsibilities: Cold Outbound, KPIs, Comp, and the JD Template
What a BDR does day-to-day in 2026: cold outbound cadence, KPIs to hold them to, comp ranges, and a copy-paste JD template for hiring managers.
By Pierrick Meunier
The Challenger Sale: Why Teach-Tailor-Take Control Wins Complex B2B in 2026
CEB studied 6,000 reps and found Challengers, the teach-tailor-take-control profile, outsell every other rep type by 2× in complex B2B sales.
By Charles Baldet
The CHAMP Sales Framework: Challenges, Authority, Money, Prioritization Explained
CHAMP flips BANT by leading with Challenges, not Budget. The framework for consultative B2B sales when your prospects haven't named the problem yet.
By Charles Baldet
Cold Call Connect Rate Benchmarks 2026: 60+ US B2B Stats and 5 Levers
Average cold call connect rate is 8-12% in 2026 B2B. Real benchmarks by industry, why rates dropped, and the 5 levers top SDRs use to reach 25%+.
By Charles Baldet
Cold Call Discovery Questions: 12 to Ask in the First 30 Seconds
The 12 questions top SDRs ask in the first 30 seconds of a cold call. Process beats pain, three to five beats twelve when the prospect is live.
By Charles Baldet
Cold Call Gatekeeper Script: 7 Lines That Get You to the Decision-Maker
Top SDRs win gatekeepers, not bypass them. 7 cold call scripts, when to dial mobile direct, and how to ring clean before the front desk picks up.
By Charles Baldet
Cold Call Script Template: 12 Scripts That Book B2B Meetings in 2026
12 cold call scripts mapped to the 4 phases of a B2B call. Adaptive scaffolds top SDRs run, not the templates they read.
By Charles Baldet
Cold Call Scripts by Industry: B2B Sales Scripts That Convert in 2026
Vertical cold call scripts for SaaS, real estate, insurance, recruiting, mortgage, staffing, agencies and higher ed. They only work at volume.
By Charles Baldet
No articles match your search.