Quiz Time! Here are two outcomes: An opportunity in the sales pipeline was at an 80% probability that it would be won, and it was lost. Another opportunity in the sales pipeline (all other aspects including the value, the customer type, the timing, etc., are the same) was only at a 20% probability of winning and was won. Which outcome is worse? Most of the people I ask this question to quickly look at me with a quizzical frown and ask, “Is this a trick question?” I respond, “No, no tricks.”...
