Agreed with the sentiment that there are different kinds of clients/opportunities and sales cycles. However the idea specifically in ABC is the 'close'. 'Closing' is the act of securing payment from an entity. I've seen a lot of 'sales guys' who talk about how hard they're selling. But ultimately getting the money into your bank account is the real goal. Everything else is derivative.

Loosely quoting Eli Goldratt, "Until the money is in your bank account and there is no possibility of having to refund it to the customer, you have not made the sale."

That's literally a plot point in Glengarry Glen Ross. Al Pacino made a sale the night before, but the buyer gets cold feet and wants to back out!

Hah, we're living that right now. Big guy got bought, raised prices and removed features. Previously happy customers start looking around, find us (and others, of course).

Over the top support and flexibility are things smallcos can offer to outcompete bigcos with more $$$ and people.