There are a lot more of those than there used to be. That's why our industry has to change the way they add prospects to the pipeline. They are going to have to actually start marketing for a change (spend dollars on marketing instead of salespeople) & do things to position themselves as a resource companies will contact when they need something versus salespeople throwing a million lines in the water hoping they get a bite. It's got to be all about generating in-bound leads and referrals.
It astonishes me that in major markets dealer principals rely on salespeople (typically with a low success/high turnover rate) to be the sole source of communication with their clients and potential clients. There is often no company-supported marketing effort (whether via email, direct mail, radio/tv, billboards, etc.), so the only marketing is done in voicemails or emails to prospects that are increasingly more difficult to reach & less-receptive to salespeople.