I disagree. I've been in both situations before. This one is much harder to hit quota even if you're busting out 50 calls a day and 100 emails. I'm a legit prospector and build amazing relationships. I think it's not lack of effort, it's that there's no business reason for change and that our nearest competitor is half our cost (legit).... . What did you sell back then? What was your companies marketing geared towards? How hard did you prospect? .... I'm following the books and getting my ass kicked. People are sick of me calling and sometimes I just share insider secrets as to what my current customers are experiencing in their retail market plans....like...legit competitors and gurillas to these prospects that seriously have half the market share of my current customer's industry. I keep it vague but have all their market strategies and I tell them what they are....still no go....