The blog
Tips, strategies and news about phone prospecting and B2B sales.
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
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
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
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
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
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
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
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
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