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Solution Selling into Enterprise Accounts

Stu Perlmeter Leave a Comment

Whitewater rafting. It’s kind of a Colorado thing – like Subarus, Tevas, and dogs. That crazy pin-balling off boulders, both seen and unseen, as you hurtle downriver tossed about by ever-changing rapids, rises, and drops, can leave you wondering how you’ll ever make it to the takeout.

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The Four Perils of Denial

Stu Perlmeter Leave a Comment

It’s commonly said that business-to-business (B2B) companies have a similar marketing challenge to those in consumer (B2C) categories. After all, they say, it’s still ‘people’ making decisions. That’s only partially true.

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Pining for Trees

Stu Perlmeter Leave a Comment

We’ve all head the expression, “Can’t see the forest for the trees.”  When you hear this, it usually means that someone has a blind spot. Could that apply to you …