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  • Why don't more B2B companies measure and utilize price elasticity?
  • What’s the difference between “hard” and “soft” value-drivers?
  • What is the average % lift reported by those using price elasticity to set prices?
  • What is a "Steady State" customer defection and how do I spot it?
  • Our competitors are offering a lower price. Why wouldn’t a customer just take their offer?
  • What's the difference between pricing analytics and optimization?
  • What's the difference between defection detection and customer retention?
  • Why shouldn't services be priced by the hour? Lawyers and accountants do it, don't they?
  • Isn't the point of analytics all about identifying outliers and taking action to make sure they don't happen again?
  • What are the different buyer types we might be negotiating with?

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  • Making Change Happen

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  • How to Craft Effective Strategic Value Messages

    This tutorial shows you how to get beyond the platitudes and develop compelling messages that get prospects to view your offerings as being different, better than the alternatives, and worth the price.

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