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, CMO,
Tom Hogan and Carol Broadbent, Founders, Crowded Ocean

Virtually every industry has some version of the saying: “You want it fast. You want it cheap. And you want it good (or of high quality). Pick any two.” That saying applies to one of the most valuable and strategic positions on the executive staff today:  the CMO. And it also explains why everyone from venture capitalists to corporate recruiters refer to quality CMOs as unicorns (as in impossible to find).

the ceo magazine, sales,
Ken Rutsky, Founder & President, KJR Associates, Inc.

In the late 1980s I had the privilege to attend IBM’s vaunted sales training.  We learned techniques for rapport building, need finding, objection handling, and closing, even including, and I kid you not, the highly praised “assumptive/alternative close” which went something like, “Do you want that mainframe cabinet in White or IBM Blue?”

But most of all, we learned and practiced the hallowed technique of  “NFAR”, or Need, Feature, Advantage, Reaction. The idea being – question until you understand need, then describe your feature and its advantage, then wait for the reaction.  

the ceo magazine, toxic managers,
Karin Hurt & David Dye, Authors, Winning Well: A Manager’s Guide to Getting Results Without Losing Your Soul

The board cares about winning and this guy is helping you win. He gets it done. It's hard to argue with the results. So what if he's ruffling a few feathers... with his team, with his peers, with HR, with IT? Does it really matter if his team “likes” him? This is business.

The better he does, the better you look. And so you choose to look the other way, shrug your shoulders and chalk it up to the cost of genius.

the ceo magazine, leadership skills,
Jeffrey McIntosh, CEO, Teabook

CEOs can be compared to tea leaves; you never know their strength until they’re dunked in hot water.

Not only that, CEO’s leadership skills must drive revenues, company growth, employee development and impact their communities and industry eco-systems. 

Which is why I’d like to give you a front row seat while I share my personal hot tea story:  how gaining understanding of the nuances of fine Chinese tea ended up teaching me the skills I need to lead my enterprise, while driving personal growth, commitment to social impact, and understanding of the importance of micro-enterprise and agriculture.  Plus, of course, an outsized and lifelong love of perfectly-brewed tea.

Warren Davey, Executive Vice President, GTreasury

Okay, contestants. Time for the two-part Final Jeopardy answer…or the 14th “Who Wants to be a Millionaire” question…or, if you’re really ancient, the $64,000 Question:  

Q.  What do Hammurabi, Moses, Gouverneur Morris, and a 2017 Corporate Treasurer have in common?

A.  Policies

Q. What does the 2017 Corporate Treasurer have that those three giants of human history did not have” (Hint: It would have made their jobs a while lot easier.)

A. Technology!

You didn’t win? Sorry, better luck next time. Now Alex (Trebek), Meredith (Viera), or Hal (March), will explain.

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