The blog
Tips, strategies and news about phone prospecting and B2B sales.
How to Reduce Cost Per Meeting in Your SDR Program: The 2026 Playbook
How to lower cost per meeting in US B2B SDR programs: 5 levers, real benchmarks, and the math that turns a leaky funnel into a profitable one.
By Charles Baldet
How to Reduce SDR Turnover: The 2026 Retention Playbook
US SDR turnover runs 35-40% in year 1, costing $50K+ per rep. The 5 root causes, the retention levers that work, and how top teams cut attrition in half.
By Charles Baldet
Sales Follow-Up Process: How to Convert More Prospects in 2026
Build a sales follow-up process that converts: 5-6 touches, multi-channel, with the timing and scripts that work. Get The Cold Call Pack (free).
By Charles Baldet
How to Scale Your SDR Team Without Hiring More Reps (2026 Playbook)
How to scale your SDR team output without adding headcount: the 5 levers that double your capacity using the reps you already have.
By Charles Baldet
SDR Daily Routine: The Hour-by-Hour Playbook for Top Performers
The SDR daily routine top performers actually follow, hour by hour, with time blocks for calls, prep, coaching, and CRM hygiene.
By Charles Baldet
SDR Metrics & KPIs: 2026 Benchmarks That Predict Pipeline (12 to Track)
12 SDR metrics that predict pipeline: dial-to-connect, connect-to-meeting, meeting-to-opp. Formulas + 2026 benchmarks. Get the Cold Calling Benchmarks (free).
By Charles Baldet
SDR Onboarding Plan: The 30-60-90 Playbook That Gets Reps to Quota in 60 Days
How to onboard SDRs to quota in 60 days: the 30-60-90 day playbook with milestones, coaching framework and the tooling stack that accelerates ramp.
By Charles Baldet
SDR Productivity: The 5 Levers That Actually Move Conversations and Meetings
5 levers that double SDR conversations per day: tooling, data, cadences, coaching. Get the Cold Calling Benchmarks (free, sourced).
By Charles Baldet
SDR Salary in the US: Base ($50-70K), OTE ($75-126K), and How to Hit $100K
What does an SDR really earn in the US in 2026? Base, OTE and variable by seniority. Get the Global SDR Salary Benchmark (free, 50 markets).
By Charles Baldet
SDR vs Account Executive: Differences, Career Path, and How They Work Together
SDR vs Account Executive in 2026: roles, KPIs, comp structure, career path and the 3 promotion gates that matter for B2B SaaS reps moving from SDR to AE.
By Charles Baldet
SDR vs BDR: The Real Difference (and Which One to Hire First)
SDR vs BDR: inbound qualifier vs outbound prospector. SDR base $60K / OTE $85K, BDR $55K/$83K. Ideal ratios, hire order, outsourcing trade-offs.
By Charles Baldet
VoIP vs Traditional Phone Systems for B2B Sales: Cost, CRM Sync, and Compliance
VoIP cuts B2B sales phone cost 40-60% vs PSTN and beats Talkdesk on-prem on CRM sync. Parallel dialing, TCPA implications, and when traditional still wins.
By Charles Baldet
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