February 20, 2013
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The Leaderboard
Leadership: The difference between life and death at the South Pole
Polar explorer Robert Falcon Scott believed in the power of noble intentions -- but that led him to set overly ambitious goals, to fail to plan effectively and, ultimately, to perish, writes Art Petty. By contrast, Roald Amundsen took a more pragmatic approach to exploration and was able to guide his team to success. "Don't get caught up in the nobility of your tactics, when there may well be a better, less-elegant approach to save the project, your job or in Scott's case, his life," Petty writes. ArtPetty.com (2/17)
Sales Strategies
How salespeople can create strong opening statements
When preparing an opening statement to use on their next sales call, salespeople should focus on clarity and realize that they won't be able to include every piece of information, writes Janet Spirer of Sales Horizons. "Opening statements must be targeted to each individual and to each call," she notes. SalesTrainingConnection.com (2/18)
How marketing can boost sales opportunities
Investments in marketing can help create additional opportunities and identify adjustments in customers' behavior, writes Scott Gillum. In addition, "increased marketing activity can create the perception of greater sales coverage," he writes. B2C Marketing Insider/B2B Sales & Marketing Knowledge Sharing (2/19)
Daily Data Points
Index shows a slip in homebuilders' confidence
U.S. homebuilders have become less optimistic this month, according to the National Association of Home Builders/Wells Fargo Housing Market Index. "This is partly due to ongoing uncertainties about job growth and consumer access to mortgage credit," NAHB Chairman Rick Judson said. "But it's also a reflection of the fact that builders are now confronting rising costs for building materials and, in some markets, limited availability of labor and lots as demand for new homes strengthens." Los Angeles Times (tiered subscription model)/Money & Co. blog (2/19), eCreditDaily.com (2/19)
Business lending surges as banks seek growth
U.S. businesses are inundated with so many inexpensive loans that banks' margins are coming under pressure. Commercial and industrial loans increased 16% in 2012, according to SNL Financial. A Federal Reserve survey found narrowing loan spreads and relaxed lending standards. The Wall Street Journal (2/19)
On the Road
Business fliers will feel effects of American-US Airways merger
Business travelers may not enjoy a potential merger between American Airlines and US Airways, as it could interrupt some routes as well as frequent-flier programs. Joe Brancatelli, a business-travel expert, says the merger will result in the elimination of some connecting hubs that are in the same region. "These guys didn't merge to make our lives better," he said. "They merged for their own purposes." Los Angeles Times (tiered subscription model) (2/18)
App Update
10 tech advancements to watch for this year
Ten technologies are likely to help deliver sustainable growth in 2013, according to the World Economic Forum's Global Agenda Council on Emerging Technologies. Among the most promising: 3-D printing, self-healing materials, nanoscale-level drug delivery, and electric vehicles that draw power wirelessly from cables buried beneath the road. World Economic Forum/Blog (2/14)
Making Small Talk
Swedish "hotel" has no rooms, only park benches
A Swedish charity has created a "hotel" that charges about $16 a night for the experience of sleeping in spots that might otherwise be frequented by genuinely homeless people. The project, intended to raise awareness of homelessness, promises guests such resting spots as park benches, an abandoned factory or under a bridge. Architizer.com (2/13)
Who's Hiring?
Position TitleCompany NameLocation
Director Business Development Marine SystemsMarotta Controls, Inc.Montville, NJ
Click here to view more job listings.
It's always tempting to tag on goals that seem complementary. Beware the dilution and distraction effect."
-- Art Petty, writing at ArtPetty.com
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