Posts by: Tim J. Smith, PhD
At what price should your product or service be sold? When releasing new products or services or reviewing existing practices, executives address…
MoreWhile getting a team of sales people to perform at their highest potential challenges every sales manager, some come closer to reaching…
MoreIt has often been said that rising tides lift all ships, but what happens when the tide is going out? Will all…
MoreLodestar Corporation’s products solve a highly complex business process for power suppliers and transmission and distribution companies. They have produced load and…
MoreIf a pricing manager claims that a product could be sold for twice the price of your competitor’s or nearest substitute, most…
MoreImproving the sales and marketing effort is a ongoing process in which commitment is a prerequisite. To get the thought juices flowing,…
MoreEveryone in business loves customer meetings. Run a customer meeting well, and the sales process is driven closer to closure. But, run…
MoreThe US Utility CIS market is plagued by questionable growth and excessive competition. These challenges result from the last decade’s development path…
MoreIn high value sales, prospects need to provide permission to sell before salespeople can fully engage. Why? Getting permission to sell transforms…
MoreIn our third article exploring changes in customer business requirements for automatic meter reading (AMR) and their effect in driving market growth…
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