The most expensive moment in a B2B sales cycle does not look like one. An account executive is thirty minutes into a live call. Discovery is finished, the buyer is engaged, and the conversation has moved past polite curiosity into the part where deals get decided.
Source: [TNW](https://thenextweb.com/news/the-handoff-tax-what-it-costs-when-your-rep-is-alone-on-the-call)