Programs & Books

Add Value or Stay Home...

7 Keys to Differentiating Yourself in a "me too" Business World

The smart choice? Add Value...Lots of Value. If not...margins will go down, sales will be flat, and customer retention will be more difficult. In today's competitive business world, you need a dramatically different approach to win! Designed to reorient perspectives, this session shows attendees not only how to discover, but how to act on new opportunities to add value for their customers. This invaluable insight invariably results in significant sales increases, enhanced customer retention and impressive bottom line results.

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Big "M" vs. Little"m"

Master Big "M", or miss the MARKeting

What makes your company better than the competition? Amazingly, many executives can't answer that simple question. Business-to-business (b2b) companies, while historically good at sales, often struggle with successful marketing. In fact, what most b2b companies call marketing, is really sales support, or "little m". That's unfortunate, because in today's competitive marketplace effective marketing "Big M" can be a serious competitive strength. Of the four Core Competencies that Howard deems critical to playing the game at the Awesome level, marketing just might be the most difficult to master. This insightful session will demonstrate key concepts that will help companies achieve true success "Big M" with their marketing endeavors.

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What's Your Company's DNA?

Drive Change Before Your Customers Do

The DNA for your company and your competitors' companies may be 99% the same, but that tiny 1% difference determines whether customers choose you or the competition. Today's success stories are not driven by companies that react to shifts in the environment, but companies that stay ahead of the trends. How? Increase your organization's "Learning Velocity". Walk away from this presentation with three powerful questions and immediately implementable tools that will help drive change in your organization.

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You Can't Cut Your Way to Prosperity

7 Powerful Financials that are NOT on your financial reports

Howard's very insightful analysis shows audiences how non-P&L financials can have a dynamic impact on their revenue and bottom line profit. The majority of today's managers simply react to stimuli. Unfortunately, they are reacting to the wrong stimulus: their P&L and other financial statements. This tactic usually results in little profit and BIG LOSS. Howard debunks the myths surrounding reactionary business strategies, and shows how to achieve BIG PROFIT by focusing on your customer's success.

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Employee Motivation in Tough Times

7 Ways to Fuel the Fire in Employee Performance

The good news? Your competitors think they are going to have a bad year. Life is a
six inch game; if you tell your employees you are going to have a bad year, they
will prove you right every time. If you tell them you’re going to have a good
year...that's the first step. If you want to be Awesome with your customers, you must be Awesome with your employees. With real“in the trenches”experience and thought-provoking examples, Howard will not only motivate you, he will also show you how to motivate others around you! During tough times Howard’s counter-intuitive strategies will help you increase sales and profit while beating the competition.

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How to Compete in a Down Market

10 Ways to Beat the Competition

The good news? Your competitors think they are going to have a bad year. Life is a six inch game; if you think you’re going to have a bad year, you are right, if you think you’re going to have a good year...that’s the first step. This is not the time to follow the pack, this is the time to think outside of the box. When the rest of the world goes South, I get the darndest urge to go North. With real“in the trenches”experience and thought-provoking examples, Howard will give you proven strategies that work. Howard’s counter-intuitive strategies will help you increase sales and profit while beating the competition, even in a down market!

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