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.

ceo magazine
Gary C. Smith, President, NAEIR

Excess, nonmoving inventory is a common business problem that, fortunately, also contains its own solution.

By donating that new, idle merchandise to charity, your business can earn a federal income tax deduction under Section 170 ( e )(3) of the U.S. Internal Revenue Code.

The IRS Code says that regular C corporations may deduct the cost of the inventory donated, plus half the difference between cost and fair market value.  Deductions may be up to twice-cost.

the ceo magazine, leadership
Bruce Madnick, CPA & Managing Partner, Friedman LLP

Character should be a firm-wide priority regardless of industry. Having worked with clients in many industries over the years, I have come to realize that regardless of the space—retail, manufacturing, hospitality, e-commerce—the ones that were most successful didn’t merely pay lip service to character-related issues. On the contrary, they were a core part of their culture.

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.

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