[timr]

The tougher half of sales. In other words, 90% of your potential customers are concentrated amongst the half of leads that are difficult to close.

I don't know if that specific ratio is true, but it feels right. The OP's scenario is vivid to me. So many salespeople just want the fish to jump in the boat...

[Aeolun]

Feels right to me. Getting my enterprise to spend money on anything they didn’t before is a multi month affair costing tens of thousands of dollars in wasted salary and nearly 6 months to make a purchase with a yearly price lower than my monthly salary…