My pipeline looks huge, but half of it is people who were never really going to buy. I chase every reply, drive to every meeting, and send every follow-up, then wonder why I'm exhausted and my numbers are thin. I can't tell the real buyers from the tire-kickers, so I treat them all the same.
More people experience this than they realize.
You chase every lead and pour time into ones that were never going to buy.
If this sounds familiar, the Library can help you find the bigger picture.