Prospect Theory

The Revenue Reckoning

Where the comfortable assumptions about B2B revenue go to die.

All Board Dynamics Buyer-Led Selling Buyer-Led Selling Forecasting Leadership Legacy Sales Playbooks Pipeline What I Walked Into

Buyer-Led Selling April 1, 2024

The Nobel Prize Research That Explains Why Your ROI Pitch Doesn’t Work

Kahneman and Tversky's Prospect Theory changed economics forever. Sales didn't notice.

4 min read