This all depends on the organization, but that isn't my experience. There's always room to be a trusted technical advisor. Shitty sales orgs do shitty things, b

This all depends on the organization, but that isn't my experience. There's always room to be a trusted technical advisor. Shitty sales orgs do shitty things, but sub sales for any other group and the answer is the same. In the software industry the land and expand model is extraordinarily common and wasting time on unqualified opportunities is a net drain on achieving a quota. So there's a self-correcting cycle embedded in many sales cycle, although obviously not all.