Why Most B2B Branding Fails: The 86% Correlation Most Brands Ignore
Brand strategist and author of Brand Desire, Kevin Perlmutter, joins Howie Chan to reveal why the strongest brands don’t just communicate value. They create emotional connection.
Drawing from behavioral science, customer psychology, and years of brand strategy experience, Kevin explains how brands can move beyond corporate jargon and surface-level messaging to uncover the emotional motivations that truly drive human behavior. From “limbic sparks” and subconscious associations to brand messaging and customer experience design, this conversation breaks down how great brands become unforgettable.
You’ll learn why emotional insight matters more than demographics, how subconscious associations influence decision-making, and why most B2B brands fail to connect with the people they’re trying to reach. Kevin also shares practical frameworks any business can use to create stronger customer relationships, more resonant messaging, and brand experiences people actually want to return to.
00:00:00 The 3 Pillars of Brand Desire
00:09:21 “Limbic Sparks” in Brand Strategy
00:14:33 The Behavioral Science Discovery That Changed Kevin’s Career
00:16:44 The 86% Correlation Most Brands Ignore
00:24:36 AI & the Missing Emotional Connection
00:28:26 The Biggest Mistake B2B Brands Make
00:34:35 Fear-Based Marketing vs. Positive Emotional Connection
00:40:49 Brand Expression (Sonic Branding, Visual Identity & Brand Messaging)
00:44:27 Identifying Shared Emotional Motivation Between Stakeholders
00:46:13 Aligning Customer Experience With Brand Promise
00:51:54 The 3 Question Framework Every Business Should Ask
Want to make influencing human behavior your company's superpower? Connect with me at howiechan.com/speaking and let's talk!
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Episode Resources
Check out my episode with David Aaker here — or just go to episode 79.
From Our Guest:
Brand Desire by Kevin Perlmutter
The Influence Anyone Podcast
The #1 podcast on applied influence psychology. Each episode, Howie Chan, a veteran brand and behavior strategist sits down with world experts and practitioners to uncover the hidden psychology that helps you influence yourself (mastering your mindset, habits, and decisions) and get buy-in from others (your team, clients, and audiences.) Together, we turn science into playbooks you can apply to lead, persuade, and create extraordinary success.
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