PSA: The B2B sales process morphed long ago 👇
I had to decline 7 more call requests today from BDRs, founders, community people, trying to “hop on a call” (and it’s still just 3pm).
Already have a premade blog post explaining why I don’t pick up the phone (saves time), but decided to reference check my time tracker to verify the end-of-month activities – resetting on Saturday.
Some reflections from October’s schedule:
1. Had some time out traveling/flights/off-site plus birthday earlier this month, hence not the most hands-on period of the year
2. 10-15+ offline meetings, interviews, founder catch up intros, leadership conversations outside of the office are not showing up here at all
3. RescueTime fails to capture Chrome time for some reason (which is why Slack shows over 180 hours for the month, which is more of an attribution issues)
4. What gets measured, gets managed
👉 To revenue and sales leaders:
BDR and sales roles are STILL relevant and important, but buyers educate themselves differently.
A warm prospect can watch a demo or run a deep down the funnel conversation if all other signals check in.
But retaining full-time SDRs who need to clock call hours while executive leaders are defending swamped calendars – this process is inevitably going to fail time and again.
