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  • Won't sales managers know which skills need shoring up amongst their reports?
  • Why would a B2B customer defect if they are saying they're satisfied?
  • What are the different buyer types we might be negotiating with?
  • What's the difference between a "defined" and "undefined" market?
  • What’s wrong with "management by result"?
  • What’s the difference between “hard” and “soft” value-drivers?
  • What do I do if my internal team can’t reach agreement on a set of value-drivers and their relative importance?
  • How do I know if my value messages are really "strategic"?
  • If we spot a potential customer defection early enough, can we turn it around?
  • Should I give my salespeople a specific price, or is a range OK?

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