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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Customer Meetings

By Tim J. Smith, PhD December 10, 2003

Everyone in business loves customer meetings. Run a customer meeting well, and the sales process is driven closer to closure. But, run…

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CIS Industry Can Improve

By Tim J. Smith, PhD December 10, 2003

The US Utility CIS market is plagued by questionable growth and excessive competition. These challenges result from the last decade’s development path…

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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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