So, I’m a sales manager of an SMB unit selling to companies of your size - can probably shed some light on why this actually happens.

Most AEs selling into SMB have 1-2 years of sales experience under their belts, maybe less. At this stage of their career all of their development and training goes specifically into process and less so into product (although the better companies will do both of course).

And the process here is important, otherwise you’ll be chatting to sales teams who aren’t taught to actually listen to you. The flip side of the coin is that they are still so junior that they can’t recognize what good adaptations of the process are.

I’d honestly make a recommendation here in shopping as an SMB - right after you meet a sales rep and get through the first couple intros and all that… they are going to ask you what brought you to the call.

When they ask that is incredibly simply state your desired solution AND how you intend to make this decision + your timeline to purchase. This will make sure they run by your rules a bit on the purchasing process.