May 10, 2011

The continuous pressure to improve sales effectiveness has organizations unearthing new ways to mine value from customers—or, more specifically, from customer's opinions, ideas, and preferences.

Some companies, like automotive parts retailer Pep Boys, are using broad customer feedback, collected from several different channels, to shape sales strategies. Other companies, like web portal Military Advantage, marshal efforts to gain precise feedback on highly specific components of the sales and marketing process.

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