[tweezy]

I think those people can, and often times should, be involved in the sales process. Espcially for big ticket B2B sales. But really those people just need to be available for demos, technical questions, etc.

If those people had to do their jobs, plus manage pipelines, plus BDR work, plus chasing leads that went cold, plus negotiating over contract language and price. . . well you get the point.

For big ticket B2B stuff, you really need a sales person (sorry Account Executive) running point. It doesn't mean that's the only person you talk to, or really even the person you talk to the most, but an AE needs to own getting the sale closed.