Featured Article

IDEX Pricing Spineometer: 2 of 5 Vertebrae

By Tim J. Smith, PhD January 9, 2025

IDEX, a global applied solutions provider, had a mixed Q3 2024. Revenue rose 0.6% to $798 million while earnings before interest and taxes fell 6.1 % to $168 million over the same period last year. A review of IDEX’s 30 October 2024 earnings call and associated financial reports provided insight regarding the importance of pricing on performance. IDEX is a diverse and complex business. It has three reporting units, Fluid & Metering…

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In This Issue

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Between Solution and Transactional Selling

By Tim J. Smith, PhD August 18, 2004

“You get rich quicker by working smarter, not faster” has long been a mantra that guides our competitive drive to improve. In…

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Solution Selling Tips

By Tim J. Smith, PhD August 18, 2004

If you have made the choice to conduct a solution selling approach, you have chosen to execute an approach that requires a…

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Turn Data into Actionable Information – Business Objects

By Tim J. Smith, PhD August 18, 2004

Business Objects has become a household name in industrial markets. Founded in 1992, they achieved 20% growth to just below $1 billion…

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Deep Innovation: The Well-Oiled and the Cantankerous

By Tim J. Smith, PhD August 4, 2004

What factor drives innovation into large companies versus entrepreneurial firms? Should firms fund deep innovation within or should innovation be driven through…

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