Preach! Oh how about this one: when the net - new prospect speaks horribly about their current vendor, how bad their service is, and how much they want to move to someone else. You provide a fantastic proposal, they tell you how great it is, and thats when the crickets begin.
You find out a couple weeks later when you finally get them on the phone that they decided to stay with their current vendor, because of one of the following reasons:
1. They didnt want to upset the status quo
2. All of sudden, the current vendor service isn't "that bad" as they made it seem during the initial meeting
3. Incumbent vendor made some pie in the sky offer to keep them
4. A higher up has a stronger relationship with the current vendor, and your contact is overriden int he decision. While this is a legit excuse in some cases, you think to your self "Well why was I wasting my time talking to you for? I should of been talking with him". Pretty much talking to some one who does not have the buying power they led you to believe they do.