In most B2B companies, one person runs the sale from first contact to signed contract. We write about what this model leads to, where the biggest losses of time appear, and how to separate prospecting and qualification from selling itself. We show it through examples, data, and observations from the market.
One rep carrying a deal from first contact to signature sounds coherent. In B2B firms with long cycles and high contract value it is the most expensive setup you can run. Expensive because the cost is scattered and shows up in no single budget line. This piece shows why another hire does not fix it, and what does.
You hire an expert to close deals worth hundreds of thousands. They spend most of the week building lists and writing first messages. Here is the bill for sending your highest hourly rate to work that does not need it.