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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Hints for Making Your E-Mail Marketing More Effective

By Tim J. Smith, PhD April 15, 2005

There is no question that e-mail, when used properly, can revolutionize your business-to-business sales and marketing effort. No longer must you fight…

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10 Easy Ways to Lose a Customer

By James T. Berger April 15, 2005

While businesses will willingly invest large sums of money to try to attract new clients or customers, they often let valuable relationships…

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FUD – Use with Care.

By Tim J. Smith, PhD April 15, 2005

Sowing the seeds of FUD (Fear, Uncertainty, and Doubt) has a long history as a tool for swaying decision making. It would…

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Search Engine “Bait and Switch”

By James T. Berger March 11, 2005

As the World Wide Web continues to become a dominant marketing communications force in the business-to-business marketplace, the power of the search…

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