A lead came in that looked shiny, and twenty minutes into the call I knew it wasn't real and I let it go without a second thought. My pipeline is smaller now, but almost every deal in it can actually close. I spend my hours where the winnable business is, and my numbers finally show it.
More people experience this than they realize.
You qualify hard and spend your time only where a real, winnable deal exists.
If this sounds familiar, the Library can help you find the bigger picture.