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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So You Want to be a “Rainmaker”

By James T. Berger July 13, 2005

If you look at who is really successful today in business, it is NOT the most brilliant or capable professional, the smartest…

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Converting Productivity to Profitability

By James T. Berger June 9, 2005

Our economy’s last two major growth eras – the Clinton prosperity of the 1990s and the current expansion – followed the same…

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Dollarizing Effectiveness in Sales & Marketing

By Tim J. Smith, PhD June 8, 2005

Every investment has its own risk and reward profile. While this cautionary statement usually refers to investments between different businesses and asset…

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Optimal Sales & Marketing Expenditures

By Tim J. Smith, PhD June 8, 2005

Is there an optimal level of expenditures in sales and marketing? A simple mathematical model of a business reveals that there is…

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