[dd36]

Right, I prefer not having to talk. Email is convenient.

It's almost like they have to log in their CRM that they had a call so it looks like they're doing something? Why doesn't replying to email count? Are they afraid they'll write something that gets them in legal trouble? If so, then shouldn't we avoid all companies that will only communicate verbally?

[icedchai]

I've worked at some companies with heavy B2B sales. It is about metrics. Virtually everything you can imagine being tracked is tracked. In a well run sales organization, this is all automatic. They don't need to enter anything and the phone dialer is fully integrated. They're tracking new calls dialed, calls answered, average time on the calls, demos scheduled, demos successful, trials scheduled, trials installed, trials converted to sales... it goes on and on.