The blog
Tips, strategies and news about phone prospecting and B2B sales.
Parallel Dialer vs Predictive Dialer: Why TCPA Risk Kills the Volume Case in B2B
Predictive dialers break the FCC 3% abandoned-call rule on B2B mobile lists. Parallel matches the volume at 1/10th the compliance risk.
By Pierrick Meunier
PUCCKA: The 6-Letter Enterprise Sales Methodology Explained
PUCCKA = Pain, USP, Compelling Event, Champion, Key Players, Aligned Purchase. The 6-letter enterprise sales drill Mark Suster built, in working depth.
By Charles Baldet
Cold Call Objections in Real Estate: 12 Responses That Work
'I have an agent.' 'I'm not selling.' 'I want to FSBO.' 12 real estate objections, with responses that book listing appointments.
By Charles Baldet
Cold Call Objections in Recruiting: 12 Responses That Work
'I'm not looking.' 'I'm happy.' 'Send the JD.' The 12 candidate objections, with responses that turn 'no' into a 15-minute market chat.
By Charles Baldet
Cold Call Objections in B2B SaaS: 12 Responses That Work
'We already use Salesforce.' 'Send me a deck.' 'We built it in-house.' The 12 SaaS cold call objections, with responses that book meetings.
By Charles Baldet
The Sales Prospecting Guide: Cadence, Follow-Up & AI Workflow for B2B Teams in 2026
B2B prospecting in 2026: cadence design, 5-12 touchpoints, AI workflow, and the dialer fix that turns your reps' 8 calls a day into 50.
By Pierrick Meunier
The Sales Tech Stack Guide: The 5 Layers That Run a B2B Outbound Team in 2026
The B2B sales tech stack for 2026. Five layers, the parallel dialer most teams skip, and the ROI test you should run on every line item.
By Pierrick Meunier
The Sandler Pain Funnel: 8 Nested Questions That Surface Real Buying Intent
The Sandler pain funnel is 8 nested questions that take your prospect from generic frustration to quantified pain in 5 minutes on the phone.
By Charles Baldet
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 Pierrick Meunier
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 Pierrick Meunier
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 Pierrick Meunier
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 Pierrick Meunier
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