Not cold calling. Not aggressive pitches. Here's my actual day at my company.
My Typical Day (Hour by Hour):
8:00-9:00am: Check emails, respond to inquiries, update CRM
9:00-11:00am: 2-3 scheduled discovery calls
11:00am-12:00pm: Follow-up emails, send quotes
12:00-1:00pm: Lunch / kid pickup
1:00-3:00pm: Research prospects, prep for calls
3:00-5:00pm: More calls or deep work on proposals
60% of Your Time: Email & CRM
Writing emails, updating your pipeline, researching prospects. This is desk work, not people-facing.
30% of Your Time: Scheduled Calls
Discovery calls, follow-ups, demos. NOT cold calling. These are scheduled conversations with warm leads.
10% of Your Time: Internal Meetings
Team check-ins, training, pipeline reviews. Usually once or twice a week.
The Reality:
Most B2B sales happens behind a computer screen. It's emails, CRM systems, and scheduled calls. It's relationship-building over weeks and months. It's perfect for introverts and people who need flexibility.
The schedule above is the easy answer. But there are things that happen inside that schedule that I want to name honestly, because no one told me about them and they caught me off guard.
The silence in your pipeline is the hardest part.
In B2B, you'll send a perfect follow-up and hear nothing for three weeks. You'll have a call go great and then a prospect goes quiet. You won't know if the deal is alive or dead. That silence—learning to hold it without panicking, without over-following-up, without spiraling—is the skill nobody teaches you in the first 90 days.
What helped me: I built a follow-up system. Every deal in my CRM had a "next action" date. I didn't wonder if I should follow up—I followed up on the date I'd set, with a specific reason. Systematizing the silence gives you control.
Some of your best days are the slowest-looking ones.
A day where I spent four hours researching a hospital's existing security infrastructure before a call—that's not a slow day. That's prep that led to a $200K deal. From the outside it looked like I was just reading. Internally I was building the case that would close six months later.
This is the part remote B2B sales rewards that retail never could: deep work. Uninterrupted thinking. Strategic preparation. If you've always had a job that kept you on your feet with no time to think, this will feel strange at first—and then you'll realize it's where the money actually gets made.
You will not be watched—and that's a test you have to pass yourself.
Remote B2B sales means no one sees what you're doing. No manager walking the floor. No customer traffic telling you it's time to engage. Your results are entirely driven by what you choose to do on days when nothing is pushing you.
The women who thrive aren't the ones with the best scripts. They're the ones who open their CRM at 8am whether they feel like it or not, send the email they've been putting off, and make the call they're dreading. Consistency beats talent every single time in B2B sales.
What changes when you're in this role:
You stop asking permission to live your life around your work schedule. Your calendar is yours.
Your income reflects your performance, not how long you've been employed somewhere.
Nobody sees what you're wearing. Nobody needs you on a showroom floor. The work happens in your brain and your inbox.
The skills you build are transferable to any industry, any product, any market. You own them forever.
What took me the longest to believe:
That this was real and it was mine. For the first year, part of me was waiting for someone to figure out they'd hired the wrong person. I kept expecting to be found out.
Then I closed a deal with a hospital network. Then a university system. Then a manufacturing company with 14 locations. And I stopped waiting to be found out—because the results were undeniable.
Your results will do that for you too. But you have to start.
What my actual day looks like right now:
I check email first thing. I review my pipeline—who I’m waiting on, who needs a follow-up, who just went quiet and needs a different approach. I send a handful of personalized emails. I take two or three scheduled calls. I update my CRM.
That’s it. That’s the job. I’m closing high-value deals with hospitals, universities, manufacturing facilities, government agencies, and more—and most of it happens through email, at my desk, on my schedule.
Nobody sees what I’m wearing. Nobody needs me on a showroom floor. Nobody cares if I took a call from my kitchen. That’s what remote B2B sales looks like. And it is available to you.
I gave you the highlight reel earlier. Now let me give you the unfiltered version—every hour, including the messy parts, the boring parts, and the parts that nobody puts in a job description but make or break your day.
A Real Day in Remote B2B Sales (The Unfiltered Version)
Morning routine before the work starts
This is your time. Coffee, workout, breakfast with your kids, scrolling your phone—whatever grounds you. The best salespeople I know protect their morning because once the inbox opens, the day belongs to other people’s timelines. I usually use this window to mentally review what’s on my plate: who am I calling today, what deals need attention, what am I dreading (that’s usually the most important thing to do first).
Sit down, open the CRM before email
This is a discipline thing. If I open email first, I react to other people’s priorities. If I open my CRM first, I start with MY priorities. I look at: deals that need follow-up today, meetings scheduled, any tasks I set for myself yesterday. This takes 10 minutes and sets the entire shape of my day.
Email triage and response window
Now I open email. I respond to anything urgent, flag things that need longer responses for later, and archive everything that doesn’t need me. This is also when overnight inquiries come in—new leads, RFPs, questions from existing prospects. I prioritize anything that moves a deal forward today.
Peak productivity window: discovery calls and follow-ups
This is when I do my most important work. 9 to 11am is when decision-makers are most available and most engaged. I schedule discovery calls, follow-up conversations, and important prospect meetings in this window. On a typical day, that’s 2-3 calls, each 30-45 minutes. Between calls, I’m updating notes in the CRM and prepping for the next one.
Administrative work: quotes, proposals, CRM updates
This is the part nobody glamorizes but it’s where deals actually move. Writing up a custom proposal. Building a quote based on what a prospect told me on the call. Updating pipeline stages in the CRM so I know exactly where every deal stands. Sending a summary email to a prospect recapping our conversation. This is "the work behind the work."
Lunch and life integration
This is where the remote advantage really shows. Eat lunch. Do school pickup. Run an errand. Walk the dog. Nobody is watching. Nobody cares. What matters is that when you come back, you come back ready to work. I protect this hour because skipping it leads to afternoon burnout.
Deep work: research and strategic prospecting
This is when I do the research that makes my calls effective. Looking up a prospect’s company, reading their recent news, understanding their competitive landscape, finding the right person to reach out to. I’m also doing LinkedIn outreach in this window—thoughtful, personalized messages, not spam. This is the work that pays off 2-3 months from now.
Afternoon calls and internal meetings
Second calling window. Follow-up calls, team pipeline reviews (usually 1-2x per week), and any meetings that got scheduled for the afternoon. Some days this window is packed. Some days it’s quiet and I use it for proposal writing or learning.
End-of-day wrap: plan tomorrow before you leave
Last 15-20 minutes: update CRM with today’s activities, set tasks for tomorrow, review what’s on the calendar for the next morning. This single habit—ending the day by setting up the next one—is probably the most important routine I have. It means I never sit down in the morning wondering what to do. I already know.
Every sales role has invisible work that doesn’t show up in the job description but takes up real time and real mental energy. Here’s what to actually expect so it doesn’t blindside you in month one.
CRM updates feel tedious—but they’re how you get paid.
You will spend more time logging activities, updating deal stages, and writing call notes than you ever expected. It will feel like busywork. It is not. Your CRM is your memory. It tells you who to call, when to follow up, what you promised, and where your money is coming from next month. The women who hate CRM work are the same ones who forget follow-ups and lose deals to competitors who didn’t.
My rule: update the CRM within 5 minutes of every call. If I wait until the end of the day, I’ve lost half the details. Do it in the moment and it takes 2 minutes. Wait and it takes 20.
Rejection recovery is a daily practice, not a one-time lesson.
You’re going to have a great call and then the prospect ghosts you. You’re going to work a deal for two months and lose it to a competitor on price. You’re going to get a firm "no" from someone you were sure was about to say yes. And it will sting every single time—it never fully stops stinging.
What changes is how quickly you recover. In month one, a lost deal might derail your whole afternoon. By month six, you’ll feel the disappointment, update your CRM, and make the next call within 10 minutes. That recovery speed is the real skill nobody talks about.
Continuous learning is built into the job, not separate from it.
Products change. Competitors launch new features. Your industry shifts. You’ll spend time every week learning new product updates, reading about your customers’ industries, and studying what your competitors are doing. This isn’t "extra"—it’s core to the work. The best salespeople are genuinely curious about their market.
I spend about 2-3 hours per week on learning: product trainings, industry articles, competitor analysis, and listening to recorded calls from top performers. It’s the investment that compounds the fastest.
Internal politics exist, even remotely.
You’ll need to navigate relationships with your manager, your SDR team, your solutions engineer, and your customer success team. There will be territory disputes, lead assignment conversations, and moments where you need to advocate for yourself. Remote work doesn’t eliminate office dynamics—it just changes the venue. Being professional, responsive, and reliable with your internal team matters as much as being great with customers.
The beautiful thing about remote sales is that you have more control over your schedule than almost any other career. But that freedom only works if you’re intentional about how you use it. Here’s a guided exercise to start mapping your ideal day.
Map Your Day: The Questions That Matter
When are you sharpest?
Are you a morning person who’s at peak focus by 8am? Or do you hit your stride after lunch? Your highest-priority calls and deep work should happen during your peak energy window. Everything else fits around it. Most sales roles have some flexibility here—especially remote ones.
What are your hard stops?
School pickup at 2:45pm? Daycare closes at 5:30pm? Partner gets home at 6pm? Identify the fixed points in your day that are non-negotiable. Then build your work blocks around them. I’ve seen women who work 7am-2pm, take a 3-hour break for family, and come back for an hour at 7pm to send follow-up emails. That’s a full, productive sales day.
How much people time do you need (and how much do you need to recharge)?
If you’re doing 4-5 calls a day, you need buffer time between them—even 10 minutes to process the last conversation and prep for the next. Back-to-back calls without breaks lead to sloppy conversations and burnout. Build in recovery time. It’s not laziness—it’s performance management.
What kind of work do you avoid (and need to schedule deliberately)?
For most people, it’s CRM updates, cold outreach, or proposal writing. Whatever you naturally procrastinate on, give it a specific time block. "I do CRM updates from 11-11:30am every day" is infinitely more effective than "I’ll get to it when I have time." You won’t have time. Schedule it.
What you just learned shows up differently depending on which sales path you’re exploring. Click your path to see how this applies to you specifically.
The day I described above is a B2B day. If this is your path, your daily rhythm will center around fewer, deeper conversations. You might have 2-4 calls per day instead of 8-12. Each call requires more preparation—researching the company, understanding their specific challenges, customizing your approach.
Your "selling time" is actually a small percentage of your day. Most of your time goes to research, preparation, CRM management, and email follow-ups. The calls are where deals move forward, but the work between calls is what makes those calls effective.
The pace feels slow at first—especially if you’re coming from a fast-paced retail or service environment. But that slowness is strategic. Each conversation is building toward a larger deal, and the payoff when it closes makes the patience worthwhile.
Your ideal B2B day: 60% behind the screen (email, CRM, research, proposals), 30% on scheduled calls, 10% in team meetings and learning. Protect your morning for calls and your afternoon for deep work.
Before you move on, let’s make sure the key concepts really clicked. Answer all questions correctly to unlock the next lesson.
1. In a typical B2B sales day, what activity takes up the most time?
2. Why is updating your CRM immediately after each call important?
3. What is the "pipeline gap" that causes many people to quit sales too early?
4. What is the most effective end-of-day habit for a remote salesperson?
5. What separates women who thrive in remote sales from those who struggle?
Complete the Knowledge Check above to unlock the next lesson.