The blog
Tips, strategies and news about phone prospecting and B2B sales.
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
The Complete Cold Calling Guide for B2B Sales in 2026
US B2B reps lose 2 hours a day to manual dialing. The scripts, openers, objections and dialing fix that book meetings in 2026.
By Charles Baldet
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
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
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
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
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
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
What is MEDDPICC? The Modern Enterprise Sales Qualification Framework
MEDDPICC adds Paper Process and Competition to MEDDIC. Built for procurement-heavy enterprise SaaS, with 18% higher win rates and 24% larger deals.
By Charles Baldet
Cold Call Objections for Mortgage Brokers: 12 Responses
'I just refinanced.' 'My rate is fine.' 'Send the rates.' 12 mortgage objections, with TCPA-safe responses that book loan apps.
By Charles Baldet
NEAT Selling: The Modern BANT Alternative for B2B SaaS in 2026
NEAT = Need, Economic Impact, Access to authority, Timeline. The qualification framework Harris Consulting built to retire BANT for modern B2B.
By Charles Baldet
Parallel Dialer vs Power Dialer: Why High-Volume Teams Win on Cost Per Meeting
Parallel dialers hit 150-300 calls/hour, power dialers cap at 30-40. Above 60 dials per day per rep, parallel pays back in weeks. The real breakpoint.
By Pierrick Meunier
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