If you've ever played baseball or softball or watched your kids play, you've no doubt witnessed a player chasing a wild pitch. The awkward swing of the bat, swishing through thin air, in most cases leaves the player off-balance and embarrassed. It is sometimes funny to watch but mostly the fans, coaches, and players just echo a collective groan and wonder why in the world the player swing at that pitch.
It is no different is sales. Each day salespeople waste time, energy, and emotion swinging at ugly deals. Deals that are unprofitable, unqualified, not in the buying window, don't have a budget, don't have an identified decision maker, or, because of incumbent contracts, don't have the ability to buy.

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