The blog
Tips, strategies and news about phone prospecting and B2B sales.
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
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
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
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 Pierrick Meunier
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 Pierrick Meunier
What Is an Auto Dialer? The Category, the 3 Subtypes, and the 2026 Pick
An auto dialer automates outbound dialing. The 3 subtypes (power, parallel, predictive), the trade-offs, and which fits B2B outbound in 2026.
By Pierrick Meunier
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 Pierrick Meunier
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 Pierrick Meunier
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.
By Pierrick Meunier
SDR Salary in Australia: Base (A$55-80K), OTE (A$75-115K) and the Sydney Premium in 2026
SDR base A$55-80K, OTE A$75-115K in Australian B2B SaaS. By city, by experience, plus how top reps clear A$150K OTE in 2026.
By Pierrick Meunier
SDR Salary in Canada: Base (CA$50-65K), OTE (CA$75-105K) and the US-Remote Premium in 2026
SDR base CA$50-65K, OTE CA$75-105K in Canadian B2B SaaS. By city, by experience, plus how top reps push past CA$110K OTE in 2026.
By Pierrick Meunier
SDR Salary in France: Base (€30-50K), OTE (€38-70K) and the Paris Premium in 2026
SDR base €30-50K, OTE €38-70K in French B2B SaaS. By city, by experience, plus how top reps clear €80K OTE in 2026.
By Pierrick Meunier
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