Companies that require sales calls are built around selling large numbers of licenses to companies with at least a hundred people—which is still a “small business.” They’re much more interested in selling to mid-market or enterprise.

They have sales departments, processes, and incentives geared around selling to those businesses. Because of those systems, it costs them a lot of money to sell to tiny businesses, and those businesses cost them more in support, too.

They’ll take your money, but they don’t really want you, and they’re not going to change things to suit you, because—to them—your entire market segment is more hassle than it’s worth.

Sales credit inbound for the plucky sales rep, high fives all round as he closes the Loren account in record time.