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  • What is a "Steady State" customer defection and how do I spot it?
  • Are there downsides to grandfathering existing SaaS subscribers into their current pricing levels when we raise prices for newbies?
  • What are the different buyer types we might be negotiating with?
  • How can we get ahold of competitors' price lists?
  • Is speaking about loss avoidance really more powerful than highlighting upside gains?
  • Should we be able to command a price premium for every value-gap we identify?
  • What is a "Mix Shift" customer defection and how do I spot it?
  • Aren't people usually the root-causes behind most pricing problems?
  • How does internal marketing relate to change management?
  • Why are the early signs of customer defection so difficult to spot?

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