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