Don’t be in a passive state with your sales opportunities. 

Sales opportunities are either real or they are not.  

Founders and sales people are generally positively biased.  You need to have that bias in order to get past the many rejections. 

False-Positive opportunities are bad for sales people. They soak up attention and energy you could be spending opening new opportunities.  

I would much rather have 2 real and validated opportunities instead of 20 soft ones.