The Kelly Criterion is a concept used mostly in the stock-picking world which, boiled down, says you shouldn’t really bet on an outcome unless you have information beyond what the general market knows.
I think this applies to managing the “portfolio” of companies in your territory that you are prospecting into.
In other words, you need to get some “inside scoop” and you’re not going to get it by going to directories of names and contacts that everyone else has access to.
When you have strong sales networks, you’ll get insight that others won’t. And that’s the killer advantage you need these days.
Smart Prospecting and the Kelly Criterion
February 20th, 2010 | Tips and Hints