What’s the biggest waste of time in B2B sales that everyone pretends is normal?
I’m curious what other salespeople think.
For me, it’s probably spending hours researching/personalizing a prospect who was never remotely qualified in the first place. You can write the perfect email, have the perfect pitch, follow up 7 times… but if there’s no real need, budget, or buying intent, you’re just polishing a turd. What’s the one part of the B2B sales process you’ve found takes up way more time than the value it actually creates?
Cold calling?
Personalized emails?
CRM admin?
Unqualified demos?
Endless follow-ups?
Internal meetings?
Something else?
Curious what everyone’s experience has been.