It is the nature of B2B selling that any given quarter as well as any given fiscal year is dependent on a handful of must-win deals. This is simply a manifestation of the Pareto Principle which is better known as the 80/20 rule or the law of the vital few. Where approximately 80% of the effects (bookings) come from 20% of the causes (opportunities). This has been well documented in many human endeavors. You can see this type of distribution in a single sales territory, district, region, country and even the global corporation. It is inescapable.