What to expect when you're prospecting: how new information changes our estimate of the chance of success of a prospect
There is a common belief that we can expect to add value to a prospect or prospect portfolio by improving the prospect chance of success (Pg) as a consequence of acquiring information and doing work. Established laws of probability dictate that this is incorrect. We do expect new information to add...
| Main Authors: | , |
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| Format: | Article |
| Language: | English |
| Published: |
2015-12.
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| Subjects: | |
| Online Access: | Get fulltext |