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  • How do I know if my value messages are really "strategic"?
  • We're trying to reduce the complexity of our pricing model. Any tips or suggestions?
  • Why is accurate price segmentation so important?
  • If we spot a potential customer defection early enough, can we turn it around?
  • Why are salespeople so quick to offer discounts?
  • Can you tell, in advance, whether a promotional discount will work?
  • How do you "normalize" your pricing to something else?
  • What do I do if my internal team can’t reach agreement on a set of value-drivers and their relative importance?
  • How can I tell what a customer's real agenda is and identify what type of buyer they really are?
  • Our competitors are offering a lower price. Why wouldn’t a customer just take their offer?

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