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Intuition vs. Bias

Stu Perlmeter Leave a Comment

In this age of data-driven insights, it’s useful to take a step back and question their source. As Market Researchers, we’re often asked to come up with novel ways to anticipate future events. So, it’s natural for us to think about how it is we come to know anything, which gets to the science of epistemology, the science of knowing.

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Winning and Losing – At the Same Time

Stu Perlmeter Leave a Comment

Usually we think of win-loss analysis as something we do to put losses under the microscope. That way, the common thinking goes, you will see what you did wrong and fix that, in order to win more often in the future. A worthwhile motivation to begin the exercise if you’re not engaged in it already.

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It’s Not Surprising

Stu Perlmeter Leave a Comment

So, why are you surprised? As hard as you work on closing significant sales, you think you might know better. Yet, even as a finalist, you find yourself sweating bullets while waiting to hear if you’ve won the deal.

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This Seems Too Easy

Stu Perlmeter Leave a Comment

“This is a three-billion-dollar market; if we can capture just one percent of that, we will crush it!” This is the type of statement often heard from champions of a business expansion effort.

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Sounds like a great idea!

Stu Perlmeter Leave a Comment

One of the most exciting things that happens in businesses of all stripes is innovation — the next generation of a product, a new product launch or market entry; perhaps a new go-to-market strategy.