Guest Blogger

Posts by Thought Leaders and Business Leaders who are not our regular bloggers but have valuable insights and personal stories to share with our readers.

the ceo magazine, sales
Shelley F. Hall, Managing Director, Catalytic Management

When sales people fail to retain customers, the first thing to investigate is the signal management sends via compensation plans. Compensation plans tell the sales person where they should spend their time and effort. Human nature drives us to do what delivers rewards and money is a big reward. So if the compensation plan tells me that I get a higher commission for new business versus retained or repeat business, guess where I’m going to spend my time?

the ceo magazine
Gary Douglas

When I first started out in business, I didn’t have any money – not anything! I was struggling. I was TRYING to create money. I was TRYING to be successful. Not succeeding; just trying.

I had always been of the opinion that “someday I’ll get” or “someday I’ll have” and then I came across the book entitled The Penny Capitalist by James J. Hester. Hester’s point of view was not “someday I’ll have.” His point of view was, start today with what you’ve got to create the future you want.

the ceo magazine, sales
Nikolaus Kimla, CEO, Pipeliner Sales Inc. 

The inner-workings of business can be a tricky game. Prospects looking to invest to any degree in your company must be skillfully shown their need for your product or service in such a way that they become convinced of it. It then turns into the ultimate chase of gently but firmly closing the deal.

The factor of competition adds a whole other layer to a business strategy. Some businesses chose to virtually ignore competition; others simply do their best to knock it if it comes up during the sales cycle; still others will go as far as to lie about it to prospects in an effort to kick it out of their minds.

Kim Shepherd, CEO, Decision Toolbox

As we kick off a new year, we have already started to see new hiring trends. In my opinion, the most crucial trend employers need to be aware of is the shift in hiring power. Nowadays, nine out of 10 employers still think it’s up to candidates to prove themselves for jobs. This, however, is no longer the case. We are living in a “ME Inc.” world. The hiring landscape has become less about the employer choosing the employee, and more about the employee making the decision. Now, it’s time for companies to impress.

Victoria Treyger, Kabbage

Everyone has great dreams of working for themselves but there are important steps to starting a business that you need to know in order to move your dreams to reality. Owning your own business means a lot of things, including freedom and flexibility. But starting your own business also means a lot of hard work, especially at the beginning.

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