What this guide contains
- Where the sales week actually goes
- The context-switching tax of tool sprawl
- What the lost time costs (a capacity cost)
- Manual vs in-sheet: the workflow compared
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Where the hours go, the context-switching tax, the capacity cost, and why consolidating research into the sheet wins.
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What you'll learn
- Why re-research dominates non-selling time
- Why adding a tool makes it worse
- How automation reclaims 15-20% of capacity
- A 6-question self-check of your own loss
Who it's for
- SDRs and AEs buried in manual research
- Sales leaders measuring selling capacity
- RevOps fighting tool sprawl
- Anyone qualifying accounts across many tabs