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  • Why are salespeople so quick to offer discounts?
  • My company seems to love platitudes. How do I get others to focus on real messages?
  • When leading others through the rationale behind a change, isn't there a danger that they'll arrive at different conclusions?
  • Aren't people usually the root-causes behind most pricing problems?
  • What if our top-selling salesperson is the worst at hitting target prices and margins?
  • Can just measuring something cause it to improve?
  • How does internal marketing relate to change management?
  • Isn't the point of analytics all about identifying outliers and taking action to make sure they don't happen again?
  • What are some good ways to talk about price/volume tradeoffs?
  • What can I do if I can’t really tell whether the customer is serious about needing the absolute lowest price?

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