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Authentic vs Artificial Intelligence in B2B Selling

Stu Perlmeter Leave a Comment

With all the attention given to AI and machine-learning driving business processes, are we at risk of losing sight of the need to apply authentic human learning to improve results? With so much focus on AI, we tend to overlook the meaning of the leading word of that phrase, “artificial”.

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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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The Dangers of Survey Fatigue

Stu Perlmeter Leave a Comment

Why Associations need to be wary of this alarming trend

It’s a trend we all experience. Each day your inbox is carpet-bombed with survey appeals, “Tell us how we did” or the old-school appeal, “Give us your two cents”. It’s almost comical, but sadly is not funny – it presents a major challenge to your feedback loop with members. The more survey requests they receive, the less likely they are to respond to yours. What’s Driving the Issue?

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Owning Growth: Four Key Success Factors for Innovators

Stu Perlmeter Leave a Comment

Let’s face it, we all want to grow. Regardless of company size or business category, growth is your goal. And yes, you want to be smart about it. Certainly M&A strategies can play a role, but what about organic growth? Whether you are expanding your product or service offerings or entering adjacent markets, before you begin deploying resources around the new opportunity, consider these four critical guidelines:

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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.