The Guillotine Or the Rack?

Each week I get several calls from contracting business owners asking for some advice on how to handle a “tough situations” with the employees or customers in their business. Each time I hear about one of these supposedly insurmountable scenarios, I am immediately reminded about a chapter I read awhile ago in a book by author Seth Godin titled, “Small Is the New Big.” In this chapter he simply asks, “Do you want to face the guillotine? Or do you want to be tortured on the rack?” Continue reading “The Guillotine Or the Rack?” →

Selling To Bean Counters

I received a desperate sounding phone call last week from a sales manager at a service company in the mid-west. He informed me that he thought our material was great and that he wanted to send several techs to one of our upcoming Total Immersion Summits and 5-Week after coaching experience.

There Was One Problem

When he tried to raise the prospect of investing in sales training for the techs, sales people and himself the CFO of the company gave a host of reasons why they could NOT possibly invest in such a program at this time.

He called me to ask if their was a “business case” for sales training that he could present to the owner of the company to convince him that the “Bean Counter” was a bit off in his thinking. I then thought about it for a few hours and came up with this e-book below. Enjoy it and use it by all means to sell your company’s bean counter on this important message.

Click The Image Below To Instantly Download the Free E-Book

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