There's a lot of companies (like mine) that aren't deliberately withholding information, but instead are training and enabling reps to walk you through a process that can't be navigated with blog posts and product pages alone.
I've designed complex electronic devices via product pages (data sheets) and other online information sources, and sold them to the Federal government through GSA procurement. I'm pretty sure I can "navigate" your "process" without wasting time schmoozing your sales guys on the telephone.
If you have a competitor who doesn't make me do that, they have a strong advantage over your company, right out of the gate. Just saying.
I'm not questioning your intelligence! I'm sure you could do it.
The more common scenario is that there are a ton of people involved, and it's not easy / worthwhile for the person who kicked this off to convince them all. Where the sales rep provides value there is they can help the you sell. You make an intro, they'll pull together a bunch of materials and demos and other crap to convince your coworkers that it's important.
We do have a self-serve path which is about as easy as anybody else's, and our prices are stated up front. Most people can navigate that technically, but the larger organizations almost never take that route because of organizational / political concerns.
I've designed complex electronic devices via product pages (data sheets) and other online information sources, and sold them to the Federal government through GSA procurement. I'm pretty sure I can "navigate" your "process" without wasting time schmoozing your sales guys on the telephone.
If you have a competitor who doesn't make me do that, they have a strong advantage over your company, right out of the gate. Just saying.