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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Incremental Improvement or Innovative Changes?

By Tim J. Smith, PhD November 5, 2005

Every budget tells a story. They begin with dreams that rise in spite of challenging conditions. Line items are characters with specific…

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Is Sales/Marketing Budgeting Really a Necessity Or Is It Just a Big Waste of Time and Money?

By James T. Berger November 5, 2005

With yearend approaching, many companies are thoroughly immersed in the annual rite of autumn – the sales and marketing budgeting process. Increasingly,…

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Customer Profitability A Key to M&A Success

By James T. Berger October 5, 2005

Often overlooked by the numbers crunchers in the urge to merge is a crucial principle of modern marketing – analysis of customer…

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Pedantic or Socratic?

By Tim J. Smith, PhD October 5, 2005

Are you pedantic or socratic when you sell? Which should you be? How do you go from one to the other? Or,…

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