enterprise is where the $ is but not as sexy.
It's true that selling is hard, but that is why we have an experienced sales staff. And yes, sales can take 6-12 months in the worst case, but I think you underestimate the number you can have in the pipeline at once and overestimate the cost to support each sale.
One more note in defense of enterprise oriented startups: as a hacker, I don't find creating enterprise software to be less palatable than consumer software. The selling is compartmentalized in a sales dept, so it's not as if I'm the one jumping through the enterprise sales hoops. Obviously, if you're hoping to keep your company so small that you don't have a dedicated sales department, it's a much different story.
As a startup, it's easy to differentiate yourself from competitors by offering better-quality service. The difficulty lies in scaling up to a large number of customers.