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Establishing a Win Loss Program

Stu Perlmeter Leave a Comment

Many companies are thinking strategically about their “Win-rate” and how to improve it. Once a concern only for Enterprise companies, now SMB firms are exploring the benefits of a Win-Loss Analysis program.

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Real Criteria for Evaluating Lost Sales

Stu Perlmeter Leave a Comment

As a specialist in Win-Loss Analysis , I get a front row seat to some really interesting developments out on the playing field where solution-providers compete. I get to see a lot of stellar performance that is usually rewarded, and some frankly silly nonsense that makes you wonder who is minding the store.

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Making it Personal

Stu Perlmeter Leave a Comment

Those of you who are responsible for new business have all experienced losing a new business opportunity that you a) really wanted, and b) fully expected to win.

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When Research Goes Wrong

Stu Perlmeter Leave a Comment

In Market Research, there is a certain flow to how projects get defined. Early on, a project is defined as a quant project, a qual project, or maybe a combination of elements. Often this definitional process is right and good and yield the results for which it was intended.

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Making the Consensus Sale

Stu Perlmeter Leave a Comment

We’ve all seen the bumper stickers in traffic: No message; just a cryptic number – 13.1, 26.2 or even scarier digits if you are a normal person who doesn’t run ultra-Marathons.

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The Steroids Aren’t Working

Stu Perlmeter Leave a Comment

We’re all tired of sports metaphors in business, so I won’t belabor this one too much. In enterprise sales, there are many things we do to amp-up our results and reach the lofty goals we set, or as it often turns out, are set for us.

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The Fog of Knowing

Stu Perlmeter Leave a Comment

In life, when major events happen, we have a need to understand why. Clarity and crisp definition are satisfying, because we detest ambiguity. Clarity rules, even if the simple answer we come up with is flat wrong. Welcome to the world of humans.