The blog
Tips, strategies and news about phone prospecting and B2B sales.
Everything you need to fill your calendar with meetings
The SDR Playbook: Build a B2B Sales Development Team That Hits Quota in 2026
Your SDR team books 5-8 conversations per rep per day. Top teams hit 15-20. The 2026 playbook to fix hiring, comp, KPIs, and dialer setup.
By Charles Baldet 30 min read SDR Role and Responsibilities: Daily Work, KPIs, Comp, and the Job Description Template
What an SDR does day-to-day in 2026: hour-by-hour work, KPIs to hold them to, comp ranges, and a copy-paste JD template for hiring managers.
By Charles Baldet 12 min read Should You Hire a BDR in 2026? The 4 Tests Before You Open the Requisition
A BDR seat costs $110-150K loaded and generates $2.5M of cold pipeline when timed right. The 4 tests, the ICP threshold, and the mistakes to avoid.
By Charles Baldet 12 min read Should You Hire an SDR in 2026? The 4 Tests Before You Open the Requisition
An SDR seat costs $120-160K loaded and pays back 3-5x by Q3 when timed right. The 4 tests, the ACV threshold, and the mistakes that wreck it.
By Charles Baldet 12 min read 
SPIN Selling: The Questioning Framework Neil Rackham Built From 35,000 Sales Calls
SPIN = Situation, Problem, Implication, Need-payoff. The 4-question framework Neil Rackham built from 35,000 calls, and where it fits in 2026 sales.
By Charles Baldet 12 min read 
SPIN vs MEDDIC: Why You Stack Them Instead of Picking One in 2026
SPIN structures your discovery questions. MEDDIC scores the answers. They stack at different layers, so picking one is the wrong question in 2026.
By Charles Baldet 13 min read Cold Call Objections in Staffing: 12 Responses That Work
'We don't use agencies.' 'We're on a VMS.' 'Send candidates.' 12 staffing objections on BD and talent calls, with responses that work.
By Charles Baldet 9 min read What Is a Parallel Dialer? How It Works, Why It Beats Power Dialing, and When to Use One
A parallel dialer launches 2-5 calls at once, drops unconnected lines, connects your reps only to live answers. Mechanics, ROI, when to use one.
By Charles Baldet 12 min read What Is a Predictive Dialer? How It Works, Why B2B Teams Are Leaving It in 2026
A predictive dialer launches more lines than reps, betting on a statistical model. The mechanics, the TCPA risk, why parallel won the B2B fight.
By Charles Baldet 11 min read BDR vs AE: Roles, Responsibilities, Comp, and the Promotion Path in 2026
BDR vs AE in 2026: the role differences, comp gap, what changes on promotion, and how top BDRs position for the AE seat inside 18-24 months.
By Charles Baldet 11 min read The SDR Career Path: How to Promote from SDR to AE, RevOps, or Manager in 2026
AE promotion takes 18-24 months, plus 5 alt paths. What gets your SDRs promoted, comp lift on the jump, and how top reps position next.
By Charles Baldet 11 min read SDR Commission Structure Explained: Base, OTE, Accelerators, and Comp Plan Design in 2026
Base/variable splits, per-meeting comp, accelerators, and the design mistakes that wreck SDR motion. The pay plans top US B2B SaaS teams run in 2026.
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