Post by Holt Walti

Most sales teams still haven’t processed this: the majority of B2B buyers now prefer to buy without talking to a rep. So I stopped fighting it and built the alternative. 👇 A self-service quoting tool for our device catalog — buyers configure their own bundle, see live pricing with financing, and download a branded quote on the spot. Every submission lands in Zoho CRM as a fully-mapped lead. No rep calendar. No manual entry. But here’s the part I’ll push back on the “automate everything” crowd about: self-service isn’t a default — it’s a fit decision. The more complex the sale, the more a human still wins. The skill isn’t automating the sale; it’s knowing which slice of your pipeline should be self-service and which shouldn’t. That’s the lens I bring to Sales Ops. I’m exploring new Sales Ops / RevOps roles where this thinking matters — if your team is wrestling with buyer self-service or quote-to-cash friction, let’s talk. (Sources in the comments 👇)

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