The blog
Tips, strategies and news about phone prospecting and B2B sales.
Everything you need to fill your calendar with meetings
SIP Trunking: What It Is, How to Size It, and When to Choose It Over Cloud
What a SIP trunk actually provides, how to size channels from real concurrency, US pricing models, the network prerequisites you now own, and an honest comparison with a cloud phone system.
By Charles Baldet 9 min read 
Telephony APIs: Automating Your Calls and Wiring Up Your Sales Stack
What a telephony API actually enables, the difference between REST and webhooks, the five automations that pay off, choosing between code and no-code, and the architecture mistakes that lose data silently.
By Charles Baldet 8 min read 
Virtual Business Phone Number: What It Is, How to Get One, and When It Is Not Enough
What a virtual number really is, how to choose an area code, how many numbers to run before one gets flagged, what STIR/SHAKEN does to your caller ID, and the three cases where a new number is the wrong answer.
By Charles Baldet 9 min read Cold Call Discovery Questions: 30 Questions to Qualify in 5 Minutes
30 discovery questions sorted by moment in the call, the exact wording to use, a minute-by-minute sequence and the scoring grid that decides in 20 seconds.
By Charles Baldet 18 min read Cold Call Gatekeeper Script: 12 Techniques to Reach the Decision-Maker
12 field-tested techniques, word-for-word answers to every gatekeeper question, the real cost of your gate, and the method that turns it into an ally.
By Charles Baldet 17 min read What Is an Auto Dialer? How It Works, and the 2026 Compliance Rules
The 4 dialer families compared, how they actually work (AMD, drop rate), the TCPA and Ofcom rules that bind them, and a decision grid by call volume.
By Charles Baldet 14 min read SDR Commission Plan Templates: Pay Mixes, Comp Units, and 3 Ready-to-Copy Grids for 2026
Base/variable ratios, the right comp unit (held meeting, pipeline, closed-won), accelerators, clawback, and three fully costed SDR comp grids you can copy into your 2026 plan.
By Charles Baldet 15 min read 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 12 min read 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 Charles Baldet 12 min read 
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 12 min read 
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 13 min read 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 Charles Baldet 12 min read No articles match your search.
