View Post

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.

View Post

Explaining the Unexplainable

Stu Perlmeter Leave a Comment

Making sense of the seemingly random things that happen in business and in life is just part of human nature. It’s how we’re wired. When a significant sales opportunity is lost to a competitor, that instinct goes into hyper-drive. There is a lot of explaining to do.

View Post

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”.

View Post

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.