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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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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Four Quotes on the Thin Line of Progress

By Tim J. Smith, PhD October 29, 2003

Challenging conflicts exist between the desire to institutionalize past accomplishments and the need to create of new ones. While it remains appealing…

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Changing Business Requirements Shift Value Demand

By Tim J. Smith, PhD October 29, 2003

For most of the 20th century, reading utility meters had been a mundane process. Meter readers traversed neighborhoods, examined dials, and recorded…

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