The more that people spend the more they want to talk to an actual human to make sure their product and psychological needs are taken care of, in terms of being comfortable with the sale mentally too.
People usually want a call because they don't know something, not 'just because.'
Cars are similar I think. Sure maybe some people need help. But there's is huge demand for a one-click, no-negotiation car buying "experience" (or lack of experience rather).
My conspiracy theory is that this has more to do with Salespeople and established sales channels (dealers) not being able to understand this both because their job depends on it and because they are naturally people-persons. So it feels intuitive to them and they have trouble understanding/accepting that many other are not.
That's kind of begging the question. Part of the point of the thread here is that it seems B2B is leaving some money on the table by refusing to do deals with less interaction. For example, this CTO's comment [1].
A good comparison I think is AWS and other cloud offerings. Of course, past a certain spend, you will start getting calls and have the opportunity to negotiate better rates, SLA's, etc. But, you can just go and spend 5-6 figures per month without any human interaction.
Another good example I think is 5 figure (or maybe even 6 figure) equipment purchases. You can definitely go ham buying most professional equipment without having to talk to someone over the phone. Think servers, GPU's, storage, cameras, etc.
It'd be great if more services offered this.
We do email only deals, we do LinkedIn message only deals and we have a self-serve funnel.
The most important deals that make up the vast majority of our revenue took lots of meetings, pilots, review meetings, etc, because those deals are in the 6/7 figure range.
That's awesome. And, I think that's what a lot of people here are talking about: options.
If your customers largely wants sales calls and sales engineers, that's great. But don't ignore the (smaller) population that does prefer no-calls.