Blue: Move B2B Repeat Buyers to Digital to Free Up Sales Reps
David Blue · Why B2B Companies Moving Reps Off Repeat Orders Are Winning · Sep 23, 2025 · at 13:10
David Blue, founder of Saltbox, explains to Sean Weisbrot why B2B businesses should automate predictable recurring orders instead of assigning human sales reps to process them.
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“What we're seeing in, in a lot of those long tail customers is let's move all of those to digital, or let's even move all of the, you know, the high volume, low touch historical buyers to a hundred percent digital, because then our sales reps can make it go finish, you know, Working on the large deals. They're breaking into new territories, finding new logos and not focus on, you know, spending their time because time is is not infinite. It's the only limited resource they have. They're not spending their time processing an order that is going to process whether they're there or not, because the customer is going to buy it month over month, quarter over quarter, either way. And that's where digital really really comes in to the picture. In a very effective way to offset the cost of sales and free up sales rep time to go, you know, do the more effective things like taking down new logos, expanding territory and selling new product into that customer set.”
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