How to give your customers more value

12/26/2011 | Sales Benchmark Index

Figure out which sales force activities your customers value the most and then concentrate your efforts in those areas, writes Scott Gruher. A number of techniques, such as customer surveys and interviews, can be used to gather information for this project, he writes. "Look at the tasks that do not drive as much value for your customers and try to shift them, minimize them, or eliminate them," he writes.

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