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  • How can I tell what a customer's real agenda is and identify what type of buyer they really are?
  • Can you measure price elasticity through channels?
  • How can pricing skills be applied to other profitable problems?
  • Can you tell, in advance, whether a promotional discount will work?
  • Why don't more B2B companies measure and utilize price elasticity?
  • What are some good ways to talk about price/volume tradeoffs?
  • When conducting research interviews, how many should we try to conduct?
  • Our competitors are offering a lower price. Why wouldn’t a customer just take their offer?
  • What if our top-selling salesperson is the worst at hitting target prices and margins?
  • Any tips for getting others in our company on-board with conducting more rigorous competitive analysis?

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