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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Driving Repeat Business Part 1: Critical Success Factors

By Tim J. Smith, PhD August 8, 2002

Lather, Rinse, Repeat…Lather, Rinse, Repeat…Lather, Rinse, Repeat… We don’t just buy one bottle of shampoo in our lifetime. Likewise, we shouldn’t expect…

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From “Techno Message” to “Business Message”: Developing a Return-on-Investment Sales Tool Internally

By Tim J. Smith, PhD August 7, 2002

“We can’t just state ‘our product will let you do more.’ Instead, we have to go the next step and say by…

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Marketing is a Luxury?

By Tim J. Smith, PhD August 2, 2002

It is said that Marketing is a luxury, especially in B2B or Industrial Markets. When the economic outlook is poor, many firms…

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Revenue Generators – Follow-up on Putting it on the Line

By Tim J. Smith, PhD August 1, 2002

Earlier this month, we examined compensation packages for revenue generators. In regards to compensation plans in which sales people put 100% of…

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