Featured Article

Trump’s Tariffs

By Tim J. Smith, PhD March 12, 2025

Trump initiated tariffs with major U.S. trading partners on 1 February, then retracted them on 3 February. Executives across the North American continent expressed uncertainty regarding their preparedness for the possible supply chain and economic shocks. For executives at manufacturing and distribution companies with supply chains that stretch across borders, pricing decisions must be made at a highly accelerated pace to manage the economic shocks associated with new tariffs. Today, more than…

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In This Issue

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A Dozen Sales and Marketing Commitments

By Tim J. Smith, PhD December 31, 2003

Improving the sales and marketing effort is a ongoing process in which commitment is a prerequisite. To get the thought juices flowing,…

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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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