Sunday

We found 55 business articles for you


Saturday

Top business news from Businessweek



BUSINESSWEEK.COM -- TOP NEWS

Thursday

We found you 8 stories on Cyprus bailout


News and opinions about the Cyprus bailout deal and potential financial collapse have been thrown around the Internet like confetti this week, and it seems every analyst, anchor and citizen journalist is putting in their own two cents. For the best and most comprehensive information on the story, check out these links:
1. For the latest updates: BBC News Cyprus updates
2. If you haven’t a clue what’s going on:  ‘The Cyprus crisis explained (like you’re an idiot)‘ – ABC News
3. For a quick overview:  ’Cyprus bailout: Everything you need to know before the opening bell’ – Forbes
4. For an in-depth overview:  ‘Why Cyprus is not your typical bailout story‘ – The Huffington Post
5. For best analysis:  ’Cyprus: The worst is yet to come‘ – Fortune
6. If you want to understand the Russian connection:  ‘A bailout for Cyprus, a geopolitical failure for Russia’ – The Washington Post
7. If you want to know what will happen next:  ‘Economic week ahead: Cyprus reactions’ – The Mail & Guardian
8. For the silver linings:  ‘The Cyprus bailout isn’t all bad‘ – The Guardian
Finweek

Tuesday

7 Latest articles on Warren Buffett

Here is 7 recent articles on Warren Buffett for you to read. Welcome to also follow us on Twitter or like our new Facebook page or join or LinkedIn investment group
6 stocks Warren Buffett hunted in 2012 - Market Watch, 08 March 2013
Warren Buffett’s checkbook is wide open for giant acquisitions to bulk up Berkshire Hathaway’s portfolio. But meanwhile, he’s finding plenty of stock investments to keep him busy.

Berkshire Hathaway-owned Rail Operator to test LNG - The Motley Fool, 06 March 2013
BNSF, a railway operator subsidiary of Berkshire Hathaway (NYSE: BRK-A) (NYSE: BRK-B) , will launch a liquefied natural gas test program in its locomotives. The company will run the program in a small number of its engines later this year in order to ascertain the viability of LNG as fuel.

Buffett and New Berkshire Manager both love credit cards but go different directions - Forbes, 06 March 2013
Warren Buffett and his new Berkshire Hathaway (BRK.A)(BRK.B) investment manager Todd Combs have in common a proclivity for credit card stocks, though their purchases were made under different circumstances and of different companies. Combs’ choices, Visa (V) and MasterCard (MA), also had dramatic run ups in market value that contributed to the greater than 26% return Buffett lauded Berkshire’s two new managers for in his 2012 annual letter.

Buffett says gloat like Rockefeller when watching trains - Bloomberg, 06 March 2013
Billionaire Warren Buffett said his Berkshire Hathaway Inc. (BRK/A) will benefit from rising U.S. oil production as the company’s trains and tank cars move fuel around the country.

Buffett: Heinz is not a 'private equity' deal - CNNMoney, 05 March 2013
Shortly after Berkshire Hathaway announced plans to buy H.J. Heinz Co. (HNZ) for $28 billion, I suggested that Warren Buffett's well-documented disdain for private equity must have softened. After all, Berkshire (BRKA) was partnering on the deal with a private equity firm called 3G Capital.

Has Warren Buffett soured on this Dividend giant? - The Motley Fool, 04 March 2013
Berkshire Hathaway's (NYSE: BRK-A) (NYSE: BRK-B) holdings in Johnson & Johnson (NYSE: JNJ ) are below $1 billion for the first time since 2005. Have Warren Buffett and Co. soured on the consumer products giant? In this installment of MarketFoolery, our analysts weigh in on some of Buffett's latest moves.

Buffett's love affair with Newsprint - Seeking Alpha, 28 February 2013
A deal has been announced allowing Berkshire-Hathaway (BRK.A, BRK.B) to acquire the Tulsa World, Berkshire's 28th newspaper along with a print stable that includes 42 additional publications. This is a questionable obsession for Buffett who is known as the premier value investor who only invests in good companies at a good price. 

Monday

Should you invest in Gold - Not so shiny any more


Gold's unexciting performance in the past six months leaves all but the most optimistic investors wondering if it has finally reached the end of its 12-year upturn.
Even if gold does not drop precipitately but continues moving sideways for a while, there's an opportunity cost for investors in holding a nonperforming asset at a time when other assets are appreciating. Portfolio diversification becomes even more important.
Gold came close to US$1900/oz in late 2011 but ever since has traded largely within a $1550/oz-$1750/oz range. On February 20 the charts showed a "death cross", which means the downward-sloping 50-day moving average crossed the downward-sloping 200-day average. It's a technical signal that the price could fall sharply.
But Martin Murenbeeld of DundeeWealth Economics, who is well known in investment circles for his detailed and often accurate predictions of gold price trends, told the Prospectors & Developers Association of Canada conference in Toronto earlier this month that the death cross is not a reliable indicator of an approaching bear market. There have been six death crosses since the bull market began in 2001. He believes the long-term upcycle will continue, but that gold is in a correction phase.
Murenbeeld listed a number of positive and negative factors for gold this year. Factors likely to push the price higher include the continuing debt crisis and central bank buying. Murenbeeld says gold is not expensive on a historical comparison, and it should benefit since global imbalances will devalue the dollar. Negative influences include rising real interest rates on the back of an ending to quantitative easing, general trends towards deflation and investors switching from gold to equities.
Murenbeeld's revised forecast is for gold to average $1665/oz this year, from his previous forecast of $1768/oz. His average prediction for next year is $1720/oz.
Gold analyst Robert Jillies of London traders Sharps Pixley, who are usually bullish, insists the fundamentals are still in place to support a continued bull run, though he admits gold's -5,7% return so far this year compares poorly to the +10,5% from the Dow Jones index.
Jillies says supportive factors include that the market is oversold and should show some short covering in the immediate future, that gold recovered some ground from its recent drop on central bank buying and robust Asian demand, and that the fragility of economic recovery is still a major concern.
"We cannot help but add a fourth (point) in this particular commentary," Jillies says. "When Goldman Sachs and other major banks are shouting to abandon ship, investors should exercise caution."
He was referring to a Goldman Sachs report three weeks ago in which the investment bank cut its gold price forecast for this year to $1600/oz from $1810/oz previously. Goldman Sachs said heavy gold selling is coinciding with a gradual increase in US real rates on the back of improved economic growth prospects.
Matt Brenzel, a portfolio manager at Cadiz Asset Management, says it is difficult to predict gold's direction, but if real interest rates pick up there would be no reason for a sustained increase in the gold price.
Last year gold fell after it appeared there had been an agreement on Europe's overindebted nations and the US resolved to continue its quantitative easing programme. Also negative for gold has been the fact that inflation shows no sign of rising, Brenzel says.
Gold production in 2012 was about 2800t and scrap gold supply about 1700t, giving total supply of around 4500t. Jewellery demand was about 2000t and central banks bought 300t-400t, while total investment, including exchange traded funds (ETFs), was about 1500t. Since 2008, ETF holdings have been increasing in size every year.
This year gold was driven down by substantial selling of ETFs. Global holdings of the funds fell 140t in January, though there is still buying in India, and the SPDR, the world's biggest gold ETF in terms of physical gold in trust, is now holding its lowest volumes since October 2011. It trades in New York, Singapore, Tokyo and Hong Kong.
Though global central bank buying has been increasing, it remains relatively small in relation to the total market size.
Financial Mail

Friday

All the investment news on one page


Welcome to the Just Investment News page. Just scrole down and find all the most important investment news on one page.

Welcome to also connect with us on Twitter or our new Facebook page

Gold: The Worst Investment of 2013?

Gold held above US$1,600/oz yesterday. You'd think it would do better. Ben Bernanke just pledged to keep his printing presses whirring...even though some areas of the economy -such as housing - are improving.

Won't an improving economy bring more of this printing press money out in the open...where it will bid up prices?

And if the economy doesn't improve, won't Ben Bernanke keep printing money...even increasing the output of his dollar-printing machines...until the old buck finally gives way?

So, why is gold doing so badly? Is the bull market in gold, which began nearly 14 years ago, finally over?

Those questions were put to a panel of which we were part, in Cafayate last weekend. The questioners were mostly 'hard money' people. The questioned, including your editor, had a generally gold-buggish bias too.

So, what were the answers?

We can only recall our own.

A couple years ago a cache of gold objects and coins was found in Yorkshire. These were items that had probably been buried to hide them from the fighting that was going on in the area during the 8th century. No one knows what happened to the owners, but they never returned to dig up the treasure. Instead, it was found by accident, 1,300 years later.

And yet the gold of which the objects were made is just as good as it was then. And the value of it - compared to goods and services on offer - is also about the same, at least inasmuch as we are able to piece together prices from that era and compare them with prices today.

That...and everything else we know about it...leads me to believe that gold in the future will be worth more or less what it is worth today too. In our lifetimes, we've seen gold go up and go down. But it doesn't go away. And if you had gone out to buy a new Buick in 1935 or so...you would have paid for it with about 25 gold ounce coins. You can do that today, too.

So, if you are thinking of the long run, you will definitely want to hold gold rather than shares in today's corporations...or today's paper dollars...or promises by government to repay you in its own IOU paper currency.

Of course, I know that many of you are not concerned with the long run. In the long run we're all dead. So what does matter? It's the short run that matters. And in the short run what is gold likely to do?

Who knows? But it would be very strange for a 14-year bull market to end with its subject still reasonably priced. Typically, they end with unreasonable prices.

Gold is not especially overpriced now. There is no gold mania happening. The cover of Time magazine is not featuring a gold coin or predicting the end of paper money. Adjusted for even the Bureau of Labor Statistic'sinflation rate, gold still hasn't come near its high set 32 years ago.

Most people in America have still never seen a gold coin. But they will. Unless this time really is different...unless this really is a new monetary era...you can presume that what happened in the past will happen again.

And what happened in the past was that paper money systems always blew up and gold always becomes infinitely expensive in terms of the depreciating paper money.

We don't know when this will happen. But we don't see any reason why it shouldn't. They keep telling us that The Federal Reserve is doing no harm by printing $85 billion more each month.

Official inflation rates are low...and falling, they say.

But if they calculated the inflation rate the way they did when people were wearing Whip Inflation Now buttons, back in the Carter years, the CPI would be at 9.6%. And bond yields would be at 10% or 12%.

...And people would be struggling to pay 13% mortgages...and the feds would be desperate to sell bonds with 15% coupons...and the dollar would be collapsing...and the entire system would have the shakes...and we wouldn't be having this discussion. We'd all be expecting inflation to hit 20% and happily waiting for gold to reach $5,000 an ounce.

No one knows where the price of gold is going next year or the year after. All we know is that the risks of owning it are fairly low...while the risks of not owning it are high.

Regards,

Bill Bonner
for The Daily Reckoning Australia

Wednesday

Comments from South African Reserve Bank South African Prime lending rate to stay unchanged


Below are comments from South African Reserve Bank Governor Gill Marcus at her latest decision on interest rates.


INFLATION

"Inflation is now expected to average 5.9 percent in 2013 and 5.3 percent in 2014, compared with the previous forecasts of 5.8 percent and 5.2 percent for these respective years."

"Inflation is expected to breach temporarily the upper end of the target range in the third quarter of 2013, when it is expected to average 6.3 percent, and then to moderate gradually to 5.2 percent in the final quarter of 2014."

"This deterioration is largely due to the depreciation of the rand and higher petrol prices, which more than offset the impact of the lower electricity price increases and a lower starting point."

"The exchange rate of the rand continues to pose the main risk to the inflation outlook."

"There are indications that the pressures on inflation emanating from food prices may be moderating."

"The MPC continues to assess the balance of risks to the inflation outlook to be on the upside, mainly due to the exchange rate and wage pressures."


GROWTH

"The moderate pace of recovery is expected to continue in 2013. The bank's forecast is for growth of 2.7 percent this year, marginally up from the previous forecast of 2.6 percent and 3.7 percent in 2014, compared with a previous forecast of 3.8 percent. The risks to these forecasts are assessed to be on the downside."

"Domestic growth prospects remain relatively subdued notwithstanding a better-than-expected fourth quarter GDP growth outcome and positive developments in the mining and manufacturing sectors in January."

"The economic growth outlook is more or less unchanged from the previous meeting of the MPC, and risks to the outlook remain on the downside. The unresolved labour disputes in the mining sector pose a significant risk to the exchange rate and to economic growth through their negative impact on export revenues, employment growth and investor perceptions of South Africa."


RAND

"The rand is likely to remain sensitive to both domestic and global developments."

"The exchange rate is expected to remain volatile and subject to overshooting, and further sustained depreciation would increase the upside risk to the inflation outlook."


WAGE SETTLEMENTS

"The trend in wage settlements remains an upside risk to the inflation outlook, although recent data is somewhat contradictory."

"The MPC remains concerned about the possible impact of excessively high wage increases on employment growth."


ON DECISION

"The MPC continues to assess the monetary policy stance to be appropriately accommodative given the persistence of the negative output gap.

"At the same time, further accommodation remains constrained by the upside risks to the inflation outlook. The MPC has therefore decided to keep the repurchase rate unchanged at 5.0 percent per annum. The Committee will continue to apply monetary policy consistent with its mandate of price stability within a flexible inflation targeting framework. (Reporting by Johannesburg newsroom; editing by David Dolan)

Tuesday

Barclays eyes contingency plans ahead of tighter US rules

Barclays chief executive Antony Jenkins said yesterday that the lender is preparing contingency plans to deal with tough US rules that could force the British bank to create a holding company for its American business.

We will gladly post more on this story in the future

Apple may face fines over documents in privacy lawsuit


A judge scolded Apple today over how it has handled document discovery in a privacy lawsuit, warning that the iPhone maker may face court-ordered penalties.
Noting that Apple's document production "has more than doubled since the court got involved," U.S. Magistrate Judge Paul S. Grewal suggested plaintiffs' attorneys pursue sanctions against Apple, according to a Bloomberg account of the proceedings.
During a hearing today in San Jose, Calif., Grewal asked Apple lawyers why documents were submitted only after the court ordered a review of its document-production process. It "doesn't sound like you did a lick of work" to ensure workers were properly determining which documents should be turned over.
"We've gone through close to a dozen people that should've come up and didn't come up" in previous requests for information, Grewal said. "In light of that process, how am I to have any confidence that the procedure now is any better" than before, Grewal asked.
An Apple attorney responded by admitting that the documents at issue "absolutely should've been collected and they were not" and promising that it would not happen again.
CNET has contacted Apple for comment and will update this report when we learn more.
The suit, filed in 2011, accuses Apple of violating privacy laws by keeping a log of user locations via iPhone even if customers had turned off geolocation capabilities. Apple has fought against providing certain documents that it says contain sensitive information that could harm the company and millions of its customers if it fell into the wrong hands.
The plaintiffs said in a motion earlier this month that they were "shocked to learn that Apple failed to review the files of senior executives, such as Steve Jobs." Grewal said at the time that it was "unacceptable" that Apple had waited more than three months to make sure it had complied with his November documents order, adding that he could no longer rely on what Apple told him about documents in the case.

Cyprus rejects bailout deal leaving eurozone facing fresh crisis


The Cypriot parliament has thrown out a controversial plan to skim €5.8bn (£5bn) from savers' bank accounts, in a move that risks plunging the eurozone into a fresh crisis and heightens expectations that the cash-strapped country will seek a funding lifeline from Russia.
Cyprus has just 24 hours to find a solution to its funding gap before its banks are due to reopen following the dramatic no vote on Tuesday night, which failed to support a hastily renegotiated change to the original deal.
Late on Tuesday night the eurozone governments said that despite the vote Cyprus would still need to raise the €5.8 bn – a third of the €17bn bailout.
With the crisis escalating, an RAF flight carrying €1m in low-denomination notes landed in Cyprus to provide cash for 3,000 British service personnel based on the Mediterranean island. The banks have been shut since Friday and electronic transactions halted, although cash machines are still working and the Ministry of Defence said the euros were being flown in as "contingency measure".
About 2,000 of the military staff, typically posted to the island for 18 or 24 months, have their salaries paid into local accounts. The MoD said it was "approaching personnel to ask if they want their March, and future months' salaries paid into UK bank accounts, rather than Cypriot accounts".
Even before the no vote was announced, the euro had slumped to its lowest level in four months after speculation that the Cypriot finance minister, Michalis Sarris, had resigned. Sarris, who was in Moscow ahead of his meeting with his Russian counterpart on Wednesday, was forced to text-message Reuters to deny rumours that he had quit.
There were also reports that the banking arm of the Russian energy company Gazprom might pump cash into Laiki, Cyprus's second largest bank, which is in urgent need of a capital injection. Gazprom officials insisted this was not being planned.
Russia has already lent €2.5bn to Cyprus and has close ties to the country after its nationals flooded the island's banks with cash to take advantage of high interest rates and a lax approach to account vetting.
The 56-member Cypriot parliament rejected the bank tax by 36 votes with 19 abstentions (one MP was absent) even after the proposal had been tweaked during the day to remove any levy on savings below €20,000.
Accounts holding €20,000 to €100,000 still faced a 6.75% levy, and any account with more than €100,000 a tax of 9.9%, despite calls by Cyprus's eurozone partners not to tax accounts below €100,000 – the level at which a European Union-wide guarantee kicks in if an EU bank goes bust.
In return for the levy, savers would be given shares in Cyprus's banks and possibly a share in the nation's gas reserves – once the country is back on its feet.
Cypriot MPs had called the levy blackmail and a disaster for Cyprus, and the president, Nicos Anastasiades, had been promising to discuss a possible plan B even before the no vote, which had appeared inevitable ever since the bailout terms were revealed on Saturday.
Marios Mavrides, a government MP and former finance minister, raised the prospect of the country becoming the first to leave the euro. He told BBC2's Newsnight: "If we cannot come up with the €5.8bn in a few days then I think we will go to the Cyprus pound. That will be the end of Cyprus in the eurozone. We're going to exhaust all other possibilities but what can we do? If we have no other solution we cannot leave the people without money."
Despite what is now seen as a botched decision to try to confiscate the funds of savers with less than €100,000, Jeroen Dijsselbloem, the Dutch finance minister and chair of the eurogroup, issued a terse statement demanding that the Cypriot pledge at the weekend be honoured.
Germany sought to contain any damage from the Cypriot debacle. "We've taken adequate precautions to ensure that today's decision in Cyprus will have no negative effect on the rest of the eurozone," said Wolfgang Schäuble, the German finance minister.
There were calls for another emergency meeting of eurozone finance ministers as the dangerous brinkmanship between Nicosia and the rest of Europe escalated.Before the vote, hundreds of demonstrators gathered outside the Nicosia parliament chanting "No" and holding banners such as "Cyprus today, who's next tomorrow?" in reference to eurozone partners such as Spain and Italy.
Officials in Brussels insist the Cyprus savings tax will be a one-off and the guarantee stands across the rest of the EU.
The conservative ruling party aligned to Anastasiades had attempted to postpone the bill to another day but opposition MPs insisted on a vote. The 19 members of the president's party abstained even though the government had signed up to Saturday's bailout to release €10bn of eurozone funds and raise €7bn through a combination of the bank levy and new austerity measures.
Russia has expressed its anger about the levy, which would hit its nationals, 30 of whom are reported to have been granted Cypriot citizenship after either depositing at least €17m into local banks, making investments of €30m or registering businesses on the island.
Vladimir Chizov, Russia's envoy to the EU, likened the levy to a "forceful expropriation" that could wreck Cyprus's financial system. "When the banks open, people will rush to withdraw their deposits – that's another threat – and then the whole banking system can collapse," he said.
Russian officials also moved to avert concerns that its own banks could face difficulty if the taps remained turned off in Cyprus.
The ratings agency Moody's estimated that Russian banks had extended up to $40bn in loans to companies in Cyprus.
The markets will now be looking to the European Central Bank (ECB) to provide crucial liquidity lifelines to the Cypriot banking sector, which has expanded to eight times the size of the nation's €17bn economy as a result of the Russian cash deposits.
An ECB spokesperson said: "The ECB takes note of the decision of the Cypriot parliament and is in contact with its troika partners [the EU and the IMF]." Alex White, analyst at JP Morgan Chase, said: "If it is not ultimately reversed, we think the treatment of Cyprus will come to look like a watershed for the region. The objective in this case is to remove the implied support for the Cypriot banking system, so it can no longer function as a large offshore financial centre while receiving a European backstop."
Yields – a measure of the cost of borrowing – on Italian government bonds edged above 5% on Tuesday, a sign of potential tensions in the eurozone while yields on British government bonds, gilts, fell to their lowest levels in 2013 of 1.82% as the UK appeared a relative safehaven. Brent crude dropped by $2 to €107.45.
Mavrides said that the government was trying to renegotiate the deal with the Eurogroup, which had left open the option of Cyprus itself coming up with the money it needs to keep its banking system afloat.
"We have some ideas. We are thinking of nationalising the pension funds and provident funds of the state employees. That is about €2bn to €3bn, and we do have some other ideas which will come up in the next few days."

12 Revealing Questions Successful Executives Must Ask Themselves



  1. Are You Still Relevant? Is your company’s primary product riding a growth trend or is it declining? Are you Hostess still trying to sell Twinkies or has the market long ago moved on? Do you still matter? Where is the next big wave to catch if you aren’t on one?
  2. What is Your Why? Is your primary purpose for doing what you are doing still clear and compelling? Have you defined your Why? (Mission or purpose.) Is yourWhat clear? (Vision) Do you have your When written out? (Goals) Are your Howsset and prioritized? (Values, strategies and tactics) Is it still the right WhoTargetaudience and your executive team.
  3. Are You Leading or Managing? You lead people, you manage things. You need both. Leadership is the greatest variable with the most leverage. Leadership decides the path to follow, how fast is the speed of the march, and how to deal with each bend in the trail. Management executes to the variables of the journey. A leader is a shepherd who walks in front with a clear voice, a manager is a sheep herder with a well-trained horse, while a poor manager needs a sheep dog.
  4. Are You Great, or just Good? Excellence is first a decision before it is action. Do you have passion for what you do? Are the best in your world at it? Can you make enough money to keep the water over the rocks? Jim Collins in his awesome book Good to Great says you need passion, potential to be the best in the world, and a clear ability to make money to be great in our world of business. Be honest… are you great? Or just good.
  5. Are You Taking Care of Your People? They are first and foremost. When is the last time you listened to them? Have you added to their opportunities and their benefits with your success? They are your success. Have you also made the hard decisions? Your people are even more important than your customer
  6. Are You Growing Your People? As you grow your people is how they grow your company. Are you investing in training, mentoring, and coaching to help you and them avoid the Peter Principle, which is the inevitable rise to the level of your own incompetence.
  7. Is Your Team Aligned? Does the pay plan invent them in the right direction. Is the Mission, Vision, Values, and Goals clearly and specifically defined, printed and communicated? Are they buying in to the plans you are making in 2013? Have you asked them? Is everyone pulling with the sales teams? Are your managers aligned with the direction of the company? If not, fix it.
  8. Have You Listened to your Customers Today? Roku just released their version 3.0 and it is selling like crazy. Why? They decided to put a headphone jack on the remote control. So somebody watching streaming video on their TV could do it without interrupting everyone around them. My wife Crystal, says it’s perfect for older people who can’t hear. They turn the volume up so high it disrupts everyone around them. Roku listened, thought, and innovated an idea that is reaping incredible rewards.
  9. How Likely Are Your Customers to Refer Others? Have you asked Fred Reichheld’s “Ultimate Question” lately? “ On a scale of 0 to 10, how likely are you to refer our company to your friends and industry colleagues?” This is the 1st key question to measure the loyalty of your customers. Research shows that someone who gives you a 9 or 10 will refer, and is loyal. A 7 or 8 is neutral, they will nothing either good or bad. A 6 or less will bad-mouth you and your business. They will detract. Why loyalty? Because satisfied customers will leave you as fast unsatisfied customers will. Loyal customers will buy from you again and again and they will recommend you to others. Loyal customers are clients. You want clients, not just customers. The second question after you ask The Ultimate Question is “Why did you give us that score?” You better listen to the answers you receive and fix the problems that arise…. quickly[I had a great point from Chris Jorgensen who recommended a third question to follow the 2nd question after The Ultimate Question...] Regarding the Ultimate Question. Asking the Question and it’s follow-up, “Why?” are certainly important. Then Net Promotor Score and strategic direction earned by asking are valuable. Consider asking the third question, “What could I do to earn a higher score?” This closes the loop with clients in such a way as to strongly support ongoing loyalty.
  10. Do you Have Enough Quality Leads? This is the life blood of business. It isn’t sales, it’s leads. If you have leads, your salespeople will figure out how to close them. What is a quality lead? You will know. They have ANUM. A = Authority, N = Need, U = Urgency, and M = Money…. in that order.
  11. Do you Have Enough Sales People? This is the question you ask once you have quality leads. It is a teeter-totter that you need balanced. You increase capacity for quality leads, then you add more people to close them. If you don’t have enough leads, the sales people struggle and leave. If you don’t have enough salespeople, the leads languish and decay. Sales people are like having enough guns on the ship, leads are the ammunition.
  12. Are You Learning from Mistakes? Dave Elkington, our CEO here at InsideSales.com, is very good at this. Of course, he first has to believe he is making a mistake of course, but if he recognizes that he mistaken, he admits it, and never seems to make it again. I wish I could claim that.
If you can’t reply appropriately to these 12 questions, then I have a joke to tell you…

There was an executive who took over a new job from his predecessor. When he showed up on the first day he spent a great deal of time learning from the person whose job he was taking. He was trained well and then as the person whose job he was taking was ready to leave he turned to him and gave him three envelopes.
As he was leaving he said, “my last advice is this, when you come up against a problem you can’t solve, open envelope #1. Then do the same for up to two more problems. These will get you through.”
He almost forgot about the envelopes until nearly a year later he came up against an obstacle he couldn’t seem to overcome and he didn’t know what to do until he remembered envelope #1. He opened it.
It said, “Blame it on me!”
Which he did, and he was amazed how well it worked and got him through.
Almost two years later he came up against another problem for which there seemed no solution, and once again, he remembered the envelopes. So he opened envelope #2.
It said, “Reorganize!”
Which he did. Once again he was absolutely amazed at how well the advice of his predecessor worked to get him through.
Several years later he had lots of problems starting to come his way, and finally one large enough that he couldn’t seem to overcome. He remembered envelope #3. He slowly tore it open.
It said, “Go prepare three envelopes!”