Sales Professional | Sales Educator

What you sold last year doesn’t matter. What have you sold today? If you are like most sales professionals, you are under pressure to make more sales than you’ve ever made before. The problem is that most markets are crowded with suppliers selling similar products and services at comparable prices. To be successful, you have to be different. You have to do things that the typical salesperson is not doing.

Howard Wallin has been selling and helping other people sell for over 25 years.

During the first 10 years of his career, he held sales positions that included:

In 1990, Howard formed his own sales consulting and training company, SuccessWorks Inc. Since then, he has helped 100s of sales organizations and over 20,000 sales professionals catapult their performance.  

In addition to being a sales educator, Howard is also a sales practitioner. He uses the sales skills, strategies and techniques he teaches to keep his own company healthy and growing.  

Some of the world’s premier sales organizations rely on Howard to train and coach their sales staffs.

Many companies have calculated their return on investment after working with Howard.

Their average ROI is 1350%. In simple terms, that means that for each dollar a company has invested with Howard for sales education, they have achieved a return of $1350 in increased revenue.  

What Howard Believes About Selling

The purpose of selling is to create wealth. In order to create wealth, you must find a way to create value for your customers. The more value you create, and the more customers you create it for, the more wealth you will create. This is the key to lasting sales success.

I often ask salespeople, and their sales leaders, how they create value for their customers. Frequently, they respond by explaining that their company provides higher-quality products, unique features, better availability, superior support or more personalized attention than the competition. While these attributes are valuable, this is value from OUR point of view…and our customers don’t care. What customers care about is value from THEIR point of view.

How can you create value for your customers? By adding value to your customer’s business. By helping your customer keep their business healthy and growing. By helping your customer bring their products to market faster. By helping them increase revenue and improve profitability. When you do these things, you create real value for your customer and you receive value in return.

The world’s most successful sales professionals have risen to spectacular levels of achievement and success by finding ways to create real value. You can too. Right now you are in a position to create real and lasting value for your customers. By doing so, you can achieve whatever sales goals you set for yourself.

My goal is to help you create value for your customers. Bookmark this site and come back often. The content is frequently updated to keep it fresh and relevant to today’s changing environment. You will find an abundance of wealth-creating strategies, ideas and tips to help you vault your sales career to a higher level.