Sounds like: 1) don't have an upfront contract and agenda when the meeting is setup. OR 2) your "customers" didn't realize the purpose of the meeting was to a

Sounds like: 1) don't have an upfront contract and agenda when the meeting is setup. OR 2) your "customers" didn't realize the purpose of the meeting was to actually buy. OR 3) you don't know what your customers internal purchasing process is. OR 4) ??? There are so many books written about sales, read a few more. Sales is harder that tech people believe. But since you say "from time to time" - that sounds like you are successful in part at closing deals. What is the difference between the meetings that result in a purchase and one that doesn't?