The blog
Tips, strategies and news about phone prospecting and B2B sales.
Everything you need to fill your calendar with meetings
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 11 min read 
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 11 min read 
Cold Call Connect Rate Benchmarks 2026: 60+ US B2B Stats and 5 Levers
Average cold call connect rate is 8-12% in B2B. Real benchmarks by industry and the 5 levers to reach 25%+. Get the Cold Calling Benchmarks (free).
By Charles Baldet 14 min read 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 11 min read 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 23 min read Cold Call vs Cold Email: Why Phone Wins on Cost Per Meeting in 2026
Cold email: $40-$150 per meeting. Cold call: $400-$1,200 manual, $80-$250 on parallel dialing. Fix the dialer and phone wins on cost in 2026.
By Charles Baldet 12 min read 
The GPCT Framework: HubSpot's Inbound Qualification Method Explained
GPCT = Goals, Plans, Challenges, Timeline. HubSpot's inbound framework, when it beats BANT, and how to extend it with Budget and Authority (GPCTBA).
By Charles Baldet 10 min read Cold Call Objections in Higher Ed: 12 Responses That Work
'I'm exploring.' 'I can't afford it.' 'Send the brochure.' 12 admissions objections, with responses that turn inquiries into apps.
By Charles Baldet 10 min read Cold Call Objections in Insurance: 12 Responses That Work
'I have coverage.' 'Send me a quote.' 'I don't buy by phone.' 12 insurance objections, with TCPA-safe responses that book quotes.
By Charles Baldet 10 min read 
The Complete Lead Qualification Guide: Frameworks, Process and Scorecards for B2B in 2026
82% of AE meetings never close, mostly a qualification failure. The frameworks, scorecards, and dialer fix that move qualified pipeline in 2026.
By Charles Baldet 29 min read Cold Call Objections for Marketing Agencies: 12 Responses
'We have an agency.' 'We do it in-house.' 'Send a proposal.' 12 agency BD cold call objections, with responses that book meetings.
By Charles Baldet 9 min read 
What is MEDDIC? The Enterprise Sales Qualification Framework Explained
MEDDIC = Metrics, Economic Buyer, Decision Criteria, Process, Identify Pain, Champion. The 6-letter framework that lifts enterprise close rates 25-30%.
By Charles Baldet 12 min read No articles match your search.
