The blog
Tips, strategies and news about phone prospecting and B2B sales.
Everything you need to fill your calendar with meetings
What is MEDDPICC? The Modern Enterprise Sales Qualification Framework
MEDDPICC adds Paper Process and Competition to MEDDIC. Built for procurement-heavy enterprise SaaS, with 18% higher win rates and 24% larger deals.
By Charles Baldet 12 min read Cold Call Objections for Mortgage Brokers: 12 Responses
'I just refinanced.' 'My rate is fine.' 'Send the rates.' 12 mortgage objections, with TCPA-safe responses that book loan apps.
By Charles Baldet 10 min read 
NEAT Selling: The Modern BANT Alternative for B2B SaaS in 2026
NEAT = Need, Economic Impact, Access to authority, Timeline. The qualification framework Harris Consulting built to retire BANT for modern B2B.
By Charles Baldet 10 min read 
Parallel Dialer vs Power Dialer: Why High-Volume Teams Win on Cost Per Meeting
Parallel dialers hit 150-300 calls/hour, power dialers cap at 30-40. Above 60 dials per day per rep, parallel pays back in weeks. The real breakpoint.
By Charles Baldet 13 min read 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 Charles Baldet 11 min read 
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 11 min read 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 10 min read 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 10 min read 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 10 min read 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 23 min read 
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 23 min read 
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 10 min read No articles match your search.
