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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Tapping Salespeople’s Market Knowledge

By Tim J. Smith, PhD April 28, 2004

During the past few decades, the job of selling has been professionalized. What was once seen as a transaction oriented task best…

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Are “Best Practices” Yielding “Worst Results” in Pricing?

By Tim J. Smith, PhD April 28, 2004

Executives favor using “Best Practices” when managing business activities. For the most part, these “Best Practices” enable businesses to deliver the optimal…

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Relevancy of Market Research in Business Markets

By Tim J. Smith, PhD April 14, 2004

Competitive Advantages and Results from Implementing Researched Information Market segmentation in business markets is an underutilized tool. The subject of pricing readily…

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Metering Billing CRM/CIS Americas

By Tim J. Smith, PhD March 31, 2004

The Metering Billing CRM/CIS Americas 2004 conference organized by Spintelligent was distinguished by a depth of information provided through speaker sessions, development…

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