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  • My company seems to love platitudes. How do I get others to focus on real messages?
  • What if our competitors are outperforming us on every value-driver that really matters?
  • How are B2B sales operations using predictive analytics?
  • Why should we care about what's happening in the lead generation process?
  • What's a good cost-per-lead? Are there any benchmarks?
  • What can I do if I can’t really tell whether the customer is serious about needing the absolute lowest price?
  • Isn't the point of analytics all about identifying outliers and taking action to make sure they don't happen again?
  • How can pricing and discounting affect lead generation?
  • We track close-rates by sales rep, but they always brush-off the massive variances as being "mix related". Any suggestions?
  • Any tips for getting others in our company on-board with conducting more rigorous competitive analysis?

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