Missing sales target
People buy solution, nothing else. Link proposals to your prospects' business issues, growth & profitability. Don't push technology / product / service for its own sake. Listen to and understand the prospects' business inhibitors. Build a rational business case to support the investment for your proposed solution. Estimate what the buyer will tolerate. Don't retreat into deep discounting to by the business. Improve sales through superior hiring, training, and alignment of your sales and marketing units.