The buying journey has become much more complicated. There are more stakeholders involved, considering more options and with an abundance of information readily available. Sales organizations are investing more time with prospects but closing fewer deals.
You are making important strategic decision based on your sales pipeline and the information is inaccurate. It’s likely you have old, stale opportunities that need to be “washed” from your funnel.
It’s been my experience that when you meet someone who is going to change your life, you almost never know it as it’s happening.