Top 6 – December 2007


Tim J. Smith, PhD
Founder and CEO, Wiglaf Pricing

Published December 1, 2007

Wintry Hearth Rejuvenates the Importance of Being True

  1. The CEO/MD must be the Brand Cheerleader.
  2. The Brand creates a common purpose that bonds the company’s stakeholders.
  3. Interbrand’s 10 most valuable brands include Microsoft, Intel, IBM, and GE, all generate more B2B revenues than sales to end users.
  4. Sales acts as a container, binding together relationships to facilitate a decision.
  5. The Sales is a Container metaphor bespeaks of two challenges: Containers can be invisible, and they can break.
  6. The CEO/MD must be the Sales Cheerleader.
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About The Author

Tim J. Smith, PhD, is the founder and CEO of Wiglaf Pricing, an Adjunct Professor of Marketing and Economics at DePaul University, and the author of Pricing Done Right (Wiley 2016) and Pricing Strategy (Cengage 2012). At Wiglaf Pricing, Tim leads client engagements. Smith’s popular business book, Pricing Done Right: The Pricing Framework Proven Successful by the World’s Most Profitable Companies, was noted by Dennis Stone, CEO of Overhead Door Corp, as "Essential reading… While many books cover the concepts of pricing, Pricing Done Right goes the additional step of applying the concepts in the real world." Tim’s textbook, Pricing Strategy: Setting Price Levels, Managing Price Discounts, & Establishing Price Structures, has been described by independent reviewers as “the most comprehensive pricing strategy book” on the market. As well as serving as the Academic Advisor to the Professional Pricing Society’s Certified Pricing Professional program, Tim is a member of the American Marketing Association and American Physical Society. He holds a BS in Physics and Chemistry from Southern Methodist University, a BA in Mathematics from Southern Methodist University, a PhD in Physical Chemistry from the University of Chicago, and an MBA with high honors in Strategy and Marketing from the University of Chicago GSB.