The handoff tax: What it costs when your rep is alone on the call
THE SO WHAT
The “handoff tax” in B2B sales — when a solo AE can’t answer the one question that decides the deal — is exactly the gap AI copilots and real-time routing can compress. If your reps are still tabbing through wikis and Slacks mid-call, you’re leaking revenue that better knowledge orchestration or on-call expert swarming could recover.
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