What automation tools are you using for hight-ticket deals ?

Automation tools make sense when your sales cycle is shorter than a month. Fast product, low price, high volume. Like selling clothes at a market, you talk to a hundred people and some of them buy today.

Selling IoT software or hardware is a different sport. The cycle runs for months, there are four people in the room, and the decision is expensive enough that nobody makes it casually.

And your buyer is already buried under hundreds of automated, templated messages. That's exactly why the old-fashioned thing still wins. You do the homework. You actually understand their business, their constraints, their timing. You show up knowing something the other twelve vendors didn't bother to learn and that's what closes it.

So my line ends up here: automate the research, the notes, the reminders, the deck. Everything that reaches the person stays handmade.

Where's your line? And has anyone found something that helps with the homework itself, not just with sending more messages?