Take a Look at the New Physics
Sep 22, 2006
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By William F. Nicklin
Managing expectations and disappointment will be easier when you accept that your efforts to close new business will conform to the power laws and won't result in a normal distribution. Expect lots of small wins and a few big hits—but don't sit back expecting those big deals to occur regularly. Just as with wildfires, earthquakes, and market moves, it's often the tiny accident that sets things into motion.