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  • When conducting research interviews, how many should we try to conduct?
  • What’s the difference between “hard” and “soft” value-drivers?
  • Does price elasticity really exist in B2B markets?
  • What is a "Mix Shift" customer defection and how do I spot it?
  • We're trying to reduce the complexity of our pricing model. Any tips or suggestions?
  • How do you "normalize" your pricing to something else?
  • How do I know if my value messages are really "strategic"?
  • When it comes to calculating customer profitability, how good is “good enough”? How accurate is accurate enough?
  • Why shouldn't services be priced by the hour? Lawyers and accountants do it, don't they?
  • How can I tell if a customer is defecting early enough to do something about it?

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