The blog
Tips, strategies and news about phone prospecting and B2B sales.
How to Qualify Leads on the Phone in 5 Minutes: BANT, MEDDIC, GPCT Compared
BANT for SMB, MEDDIC for enterprise, GPCT for SaaS. The 5-min phone template, 6 questions that surface intent, when to disqualify fast.
By Charles Baldet
How to Record Voicemail Templates for Automated Drops (2026 Guide)
How to record professional voicemail templates for automated voicemail drop — recording setup, tone, length, and the deployment workflow.
By Charles Baldet
Is Cold Calling Legal in the US? B2B TCPA, DNC, and State Rules Explained
Is cold calling legal for B2B in the US? What the TCPA says, the 4 compliance gates, and how top teams stay safe while hitting their dial targets.
By Charles Baldet
Local Presence Dialing in B2B: Does Calling from a Local Area Code Actually Work?
Local presence dialing for B2B sales: the data on connect rate lift, the legal risks, and how to use it without burning your numbers.
By Charles Baldet
The Outbound Sales Stack for SDR Teams: 5 Tools That Actually Move Pipeline
How top SDR teams build their outbound stack in 2026: 5 core tools (data, sequencer, dialer, CRM, intent), the right combo by team size and motion.
By Charles Baldet
Power vs Predictive vs Parallel Dialer: How Each Works (and Which One You Need)
Power dialer: 80-120 calls/h, low TCPA risk. Predictive: 150-300 but needs 8+ agents. Parallel: 6 lines, zero abandoned. Pick the right one by team size.
By Charles Baldet
How to Reduce Cost Per Meeting in Your SDR Program: The 2026 Playbook
How to lower cost per meeting in US B2B SDR programs — 5 levers, real benchmarks, and the math that turns a leaky funnel into a profitable one.
By Charles Baldet
How to Reduce SDR Turnover: The 2026 Retention Playbook
US SDR turnover runs 35-40% in year 1 — costing $50K+ per rep. The 5 root causes, the retention levers that work, and how top teams cut attrition in half.
By Charles Baldet
Sales Follow-Up Process: How to Convert More Prospects in 2026
Build a sales follow-up process that converts more prospects. 5-6 touches, multi-channel, with the timing and scripts that actually work.
By Charles Baldet
How to Scale Your SDR Team Without Hiring More Reps (2026 Playbook)
How to scale your SDR team output without adding headcount — the 5 levers that double your capacity using the reps you already have.
By Charles Baldet
SDR Daily Routine: The Hour-by-Hour Playbook for Top Performers
The SDR daily routine top performers actually follow — hour by hour, with time blocks for calls, prep, coaching, and CRM hygiene.
By Charles Baldet
SDR Metrics & KPIs: 2026 Benchmarks That Predict Pipeline (12 to Track)
12 SDR metrics that predict B2B SaaS pipeline: dial-to-connect 5-8%, connect-to-meeting 15-25%, meeting-to-opp 60-70%. Formulas, fixes, 2026 benchmarks.
By Charles Baldet
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