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  • What’s the difference between “hard” and “soft” value-drivers?
  • What are the different types of sales training we need to be aware of?
  • We track close-rates by sales rep, but they always brush-off the massive variances as being "mix related". Any suggestions?
  • Why is customer retention so much more important in B2B than in B2C?
  • How is marketing automation different from CRM or sales force automation?
  • Should we be able to command a price premium for every value-gap we identify?
  • Where Should Sales Ops Report To, or Up Through?
  • How are B2B sales operations using predictive analytics?
  • How can we see the customer spend that we aren't getting?
  • Why would a B2B customer defect if they are saying they're satisfied?

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