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Tag Archives: Risk

Revenue Risk

Revenue is like any other kind of natural resource. Every salesperson is out there looking for it, but there is only a limited amount of revenue potential. With risk comes uncertainty. Risk is the quantification of this uncertainty. John Golden interviews sales professional Andy Rudin on how to manage revenue ...

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Averting Sales Risk with Sunk Cost

What is the principle of sunk cost, and how can it be practically applied to sales? For it certainly can. Sunk cost is a principle of economics. Sunk costs are costs that a company has already invested in products or services that must now be profitably recovered. These are costs ...

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