Featured Article

Advance Auto Parts Pricing Spineometer: 4 of 5 Vertebrae

By Tim J. Smith, PhD April 15, 2024

Advance Auto Parts, an automotive afterparts and accessories supplier, had a challenging FY 2023. Revenue rose 1.4% to $11.2 billion yet earnings before interest and taxes fell 15% to $714 million over last year. A review of the Advance Auto Parts Fourth Quarter 2023 earnings call held on 28 February 2024, and associated financial reports, provided insight regarding the importance of pricing on performance. Shane O’Kelly, CEO of Advance Auto Parts, expressed…

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In This Issue

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Permission to Sell C-Level Support for High Value Sales

By Tim J. Smith, PhD November 26, 2003

In high value sales, prospects need to provide permission to sell before salespeople can fully engage. Why? Getting permission to sell transforms…

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Tantalus Emerges in AMR

By Tim J. Smith, PhD November 26, 2003

In our third article exploring changes in customer business requirements for automatic meter reading (AMR) and their effect in driving market growth…

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Dialing for Dollars: Anatomy of Prospecting Calls

By Tim J. Smith, PhD November 12, 2003

Making phone calls is one of the few constants with respect to selling in business markets. When businesses sell low-cost goods in…

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TWACS® Attacks AMR Market

By Tim J. Smith, PhD November 12, 2003

As discussed in our recent article, new business requirements in automatic meter reading (AMR) has increased market demand for AMR and repositioned…

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