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The Culture of Agility

Stu Perlmeter Leave a Comment

How agile leadership depends on customer voices ~
You may wonder if this is yet another rant about Win-Loss Analysis. Well, it is – sort of. To take a 50,000-foot view, there are two camps: one that believes Win-Loss Analysis is un-necessary and another that sees it as a vital component to a marketing and sales organization. The true believers are already doing it, and hopefully reaping the results; the nay-sayers are doing their best to succeed without it.

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The Market Intelligence System

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There are many different ways to define market intelligence, but the 1st Resource Social Intelligence Method takes a slightly different approach. We believe that considering the “human factors” of how people make decisions puts more meaning behind the findings.

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Establishing a Win Loss Program

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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.