In my book, The Naked Salesman, I explored the damaging effects that crazy customers, that is to say, time wasters, have on businesses by killing precious time and diverting attention away from genuine and valuable customers.
Crazy customers can manifest from pushy salespeople who are too persuasive for their own good. Crazy customers can also be created by the right salespeople working by the wrong process or the wrong salespeople working via the right process. Some customers are also those seeking free information for their own, often deceiving, purposes. There are crazies everywhere.
Inexperienced salespeople impetuously start pounding the cash register as soon as someone calls them, believing that when a potential customer initiates the contact, they are a hot prospect and their intentions must be genuine. This is not always the case. In fact, there are perils in this belief. In a perfect (of course impossible) world, we would all rather spend our time pursuing flaming hot in-bound enquiries than to sniffing around and hunting them out.