Splitting B2B Sales Tech in two:
Heavy Legacy vs. Lean Revenue Workflows

Do not lose yourself. Because “you better lose yourself in the music the moment, you own it, you better never let it go, you only get one shot, do not miss your chance to blow, this opportunity comes once in a lifetime”

Blog Nr 2: Glattfelden, 27.01.2026

If you lead revenue in sales, marketing, revops or the business itself, you’re watching a quiet reset (except maybe on LinkedIn where everyone is a weekend vibe coder) happen in real time:

• Buyers expect proof and ROI fast (not “you’ll see value in 3 months”)
• Teams are tired of paying for bundled modules that don’t get adopted and cost heavily to implement internally
• Sales people are drowning in research + admin instead of selling
• And “best-in-class” stacks have turned into tool chaos

The result: a growing preference for smaller, easier, cheaper, adoption-first sales technologies that deliver value in days, not months.

With my second blog post here, I am aiming to break down what’s driving the shift, what to do about it and how HeySali helps B2B teams build pipeline faster by combining CRM, lead sourcing and enrichment, buyer intelligence and signals, outreach automation and reporting in one SaaS platform.

The market reality: buyers want almost automated, self-served platforms with fast ROI and less friction

1) Buyers definitely do their homework before they talk to you

Translation: your team has less time to “educate” and more pressure to add value immediately (insight, fit, timing, proof).

2) ROI expectations have accelerated

Most buyers expect positive ROI within 2 months of purchase already. That’s why large, slow-to-implement systems are under pressure (and adding “brand new AI agent technologies” will not help), especially when the business case includes lots of add-ons, integrations and training.

3) Buyers increasingly prefer sales-free experiences (if they can avoid it) not to “lose themselves”

So the bar is high: relevant, well-timed and short outreach or nothing, so you better not “lose yourself” as:

“You only get one shot, do not miss your chance to blow, this opportunity comes once in a lifetime”

Why “legacy + modules” is losing: shelfware economics and tech stack fatigue

SaaS stacks keep growing, but adoption doesn’t keep up. And the narrative that kills big bundles is now mainstream: customers are “fed up” with buying seats they don’t need and turning SaaS into shelfware.

What changed?

• Buyers scrutinize and spend harder.
• “Users” demand simpler tools that actually get “used”.
• Pricing models are moving toward pay-for-usage

The hidden cost isn’t the license, it’s the “time tax” on your revenue team

Here’s the part most teams underestimate and I cannot say it out loud and often enough: 

RESEARCH AND ADMIN STEAL THE HOURS THAT CREATE PIPELINE

Sales time reality (not theory)

Most (new business/new logo) sales spend:

• only ~2 hours/day actually selling

• and ~1 hour/day on administrative tasks

The “non-customer” time is very high or in other words, the customer-facing activities are very low. This is a top productivity blocker.

So when you say, “THE SOFTWARE WE ARE USING IS JUST FINE,” yet your adoption is low and your research is still manual, what you’re really saying is: 

“WE HAVE ACCEPTED THE TAX”.

What modern B2B teams are buying instead: lean workflows that drive speed-to-meeting

Today’s “small & simple” preference is not about minimal features. It’s about one platform that gets used:

1. Clean CRM fundamentals (companies, contacts, deals, activity)
2. Lead sourcing + enrichment without manual research
3. Intent signals to prioritize accounts actually in-market
4. Outreach automation to follow up consistently
5. Reporting that doesn’t require another third-party BI project

That’s exactly the direction HeySali is built for.

Where HeySali fits: one platform from “find” to “prioritize” to “close”

HeySali positions itself as an end-to-end sales platform with an integrated CRM (and not just a basic one!) designed for B2B teams to:

• discover/enrich leads
• prioritize accounts using buyer intent signals
• manage pipeline and next steps
• automate outreach
• track results in dashboards

What you get/What’s in it for yourself

• CRM + Pipeline: companies, contacts, deals, activities; clear stages and forecasting
• Buyer Intelligence & Data Enrichment: source new prospects or enrich existing records quickly, based on buyer intent
• Outreach: manual email outreach in “Starter”; automated email outreach in “Growth” and “Pro” packages
• Reporting & Analytics: dashboards for pipeline health, conversion, team activity

You start in minutes and test it out for yourself with a 14 day free trial without any payment method required.

A practical ROI model: the cost of manual research + admin (and the upside you’re missing)

You don’t need a complex spreadsheet to build a serious ROI case. I have created these two:

Bucket A: hard savings (time reclaimed)

Formula
Annual value of time reclaimed =
(# reps) × (hours saved per day) × (selling days per month) × (loaded hourly cost) × 12

Example (conservative):

• 5 reps
• 0.6 hours/day saved (36 minutes) across research + admin
• 21 selling days/month
• CHF 75 loaded cost/hour

Annual value = CHF 56’700 in reclaimed capacity.

Now compare that to subscription cost. Even without perfect currency conversion, the break-even is tiny:

Break-even hours/month = monthly subscription / loaded hourly cost

Using CHF 75/hour:

• CHF 89/mo plan → ~1.2 hours/month
• CHF 129/mo plan → ~1.7 hours/month
• CHF 199/mo plan → ~2.7 hours/month

If your team can’t reclaim 2–3 hours per month, you don’t have a “tooling” problem, you have a workflow adoption problem.

Bucket B: opportunity cost (pipeline you don’t create)

Reclaimed time is nice. But the real upside is what that time produces, right?

Formula
Incremental revenue =
(additional meetings/month) × (close rate) × (average contract value)

Example (still conservative):

• You create just +10 qualified meetings/month across the team
• Close rate 20%
• Avg contract CHF 8’000 ARR

Incremental ARR = 10 × 0.20 × 8,000 = CHF 16’000 ARR/month (=CHF 192’000 ARR/year)

That’s the compounding effect of moving from “manual research + inconsistent follow-up” to a repeatable workflow.

Why does this matter NOW? Your buyers are faster, pickier and definitely less forgiving

• Buyers self-educate early and prefer minimal sales interaction until they’re ready
• They expect ROI quickly
• Teams are overloaded with tools and admin
• Pricing is shifting toward usage/value alignment

So the real winners are going for sales systems that:

• shorten time-to-first-touch
• improve relevance (intent + enrichment)
• make follow-up consistent
• keep CRM clean without manual labor

Here is my 7 days “lean sales stack” rollout plan with HeySali (simple & measurable)

1st: Baseline + pipeline hygiene

• Measure: admin hours/week, research time/lead, follow-up SLA, meetings booked/week
• Clean core pipeline stages and definitions

2nd: Data enrichment + targeting

• Define your ICP filters
• Build a repeatable list-building and enrichment routine

3rd: Buyer intent + prioritization

• Use intent signals to prioritize outreach
• Replace “first come, first served” with “highest momentum first”

4th: Outreach + reporting

• Launch sequences/automated follow-ups
• Track: reply rate, meetings booked, stage conversion, cycle time

HeySali is explicitly designed around these integrated workflows.

If your team is still doing research manually, don’t forget: you’re paying twice

You’re paying once in software (or more if you have other license fees in use). And then paying even further with: TIME — the only resource you can’t scale!

About HeySali (Glatt Digital GmbH and myself)

I’m Can Bagriyanik, the Founder and Managing Director of HeySali, a brand of Glatt Digital GmbH (LTD/LLC) in Switzerland.

I am building HeySali based on what I’ve seen in real sales environments: fragmented systems slow teams and revenue down. HeySali is a Modern Sales OS to help B2B teams move faster without losing control of data, pipeline, reporting and quality.