Featured Article

Xylem Pricing Spineometer: 3 of 5 Vertebrae

By Tim J. Smith, PhD December 17, 2024

Xylem, a global water treatment company, had a positive Q3 2024. Revenue rose 1.3 % to $2.1 billion and earnings before interest and taxes rose 47% to $280 million over the same period last year. A review of Xylem’s 31 October 2024 earnings call and associated financial reports provided insight regarding the importance of pricing on performance. Mathew Pine, the CEO of Xylem since January this year, was proud of his team’s…

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In This Issue

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Connecting the Disconnect Between Marketing and the HR Recruitment Function

By Tim J. Smith, PhD March 1, 2006

Smart organizations understand how important market research is to the success of their organizations. That is evidence by the fact that $3…

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Underdogs Achieve When Strategy Aligns with Market Needs

By Tim J. Smith, PhD March 1, 2006

It is natural to expect that those who won in prior battles will continue to win in future ones, but underdogs can…

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Creating “Monopolies” from Customer Value Propositions

By James T. Berger March 1, 2006

I have always believed that essence of creativity is the ability to see relationships. As a student of today’s super-competitive marketing environment,…

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Why waste time with your Corporate Background?

By Tim J. Smith, PhD March 1, 2006

The time that salespeople spend with prospects is a valuable and precious commodity. Who wants to waste it with a corporate backgrounder?…

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