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…

Read More

In This Issue

unsplash default post photo-350px

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…

Read More
unsplash default post photo-350px

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…

Read More
unsplash default post photo-350px

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…

Read More
unsplash default post photo-350px

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…

Read More

WIGLAF, STRAIGHT
TO YOUR INBOX