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  • Why should we care about what's happening in the lead generation process?
  • What are the primary components of an effective sales strategy?
  • What if our competitors are outperforming us on every value-driver that really matters?
  • How can I tell what a customer's real agenda is and identify what type of buyer they really are?
  • Aren't people usually the root-causes behind most sales and marketing problems?
  • Can we use our existing sales funnel stages for optimization purposes?
  • Should I give my salespeople a specific price, or is a range OK?
  • How do we get organizational support for tightening up our targeting criteria?
  • What's the difference between sales enablement and sales effectiveness?
  • What is a "Mix Shift" customer defection and how do I spot it?

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