We've been thinking about customers - and captured our thoughts on CustomerThink

You can read about more of our latest thinking in our blog at CustomerThink - the global on-line community of business leaders who are striving to create profitable customer-centric enterprises.  The site has more than 300,000 newsletter subscribers and receives visitors from 200 countries worldwide each month. Here are a few of our highest-rated recent postings:

Anecdotes: the Antidote to Premature Elaboration: "I imagine we've all seen it, and frequently suffered from it: the sales person who can't wait to tell you about the features, advantages and so-called benefits of their product or service..."

Go Beyond Win/Loss Reports and Find Out Why Others Chose "None of the Above" : "Vendors who have the discipline to complete win/loss reports usually uncover valuable insights. But concentrating only on wins and losses, and ignoring the growing number of deals that end in "no decision" is really missing a trick!..."

The Curse of the "Slow No": "If you're going to lose, it's always better to lose early - and if a deal is going nowhere, it's always better to realise this sooner, rather than later..."

Seeing Through the "Window of Discontent": "Most of our clients come from B2B markets, with complex sales environments and are selling a discretionary product or service - in other words the prospect’s business could survive, even if not very well, without their offering..."

Sell More Solutions by Uncovering More Urgent Needs:  "Many vendors who have a B2B sales model are facing tighter end-user budgets - and buyers who are prepared only to invest in solving their most pressing business issues. Most B2B technology markets are also facing a declining number of "early adopters"; the vast majority of prospects are now behaving like mainstream buyers. They are demanding proven solutions to identified business problems..."

Have you any ideas for topics we should be covering in the blog?  If so, let us know!