That's exactly how it works. Statistically people don't purchase a product as soon as they see it. My IT team tells me it usual takes about 4-8 times after looking at your product to pull the trigger and make the purchase.
I spend 10's of thousands of dollars every month on SEO and PPC in numerous businesses and this is the same for all.
The more times people see them the more renegotiation they will receive.
Like you said TJ, it takes lots of time for companies to pick a product, it's human nature especially in big business and your field of work.