Education/Affiliations

Mr. Wallin holds a Bachelor of Science in Marketing from the University of Phoenix. In addition, he has extensive classroom training with a major telecommunications service provider. He is author of Quantum Selling, published by Catalyst Books, and serves on the Board of Directors of the National Speakers Association.

Professional Experience

Mr. Wallin has more than 25 years of highly successful experience in sales, sales management and training development and delivery in the telecommunications industry. Since 1990 he has have been a full-time speaker and trainer working with sales teams in the telecom industry. His customer base includes the local exchange companies and long distance companies as well as wireless and internet service providers. He teaches voice and data communications services including transport services, VoIP, LAN, and WAN technologies and has taught hundreds of industry sales professionals how to position and sell these services.

Howard is an expert classroom instructor and a dynamic keynote speaker. He has logged over 1,000 hours of classroom training in data processing, computer technology and computer applications. Representative assignments include:

• For a global web conferencing company, consulted with executive management stakeholders to analyze strategic markets and refocus sales efforts. Developed and delivered a customized Strategic Selling curriculum to assist sales teams in positioning and selling web-based conferencing services to Fortune 100 clients.

• For a global high-tech manufacturing company, assisted executive leadership team in clarifying sales strategy and creating a standardized sales process for account teams. Created a series of customized workshops to assist global account teams in accomplishment of strategic sales initiatives. Subject areas include basic and advanced sales and negotiation skills, how to develop and use a hypothesis with customers and executive-level leadership skills. These workshops are delivered in the U S, Germany, China, Taiwan, Singapore and Japan.

• For Qwest, delivery of courses on advanced selling skills, selling to the data environment, selling applications, proposal writing and presentation skills. The audience of this courseware included managers, AEs, technical support and serving personnel.

• For a regional telecommunications company, development and delivery of a three day data simulation for managers. The data simulation is designed to give managers practice coaching their account teams in a data environment.

• For BellSouth, development and delivery of a three day data simulation for the Business Solutions Group. The data simulations uses small business customer environments and the telemarketing methodologies of the BSG representative to reinforce the training learned in previous courses.

• For BellSouth Telecommunications Advanced Technical Training, delivery of a three day data simulation that follows a two week data training program.  The comprehensive simulation uses real-world data networking situations to test student knowledge and understanding of the course materials.

• For a regional telecommunications company, development and delivery of a four day managers workshop focusing on managing the technical sale. The lecture/discussion modules are framed by a customer case study that simulates the managers working environment and introduces the implications of technology in coaching, competition, coaching the technology services sale, and understanding and using the Internet as a business tool.

• For a national long distance company a comprehensive (and ongoing) Strategic Selling program focusing on how to position and sell data communication technologies. This is includes (but is not limited to) VoIP, WAN, and Internet technologies.

• For a national wireless provider a Solutions Selling course to help their sales force position and sell wireless data solutions to Fortune 100 clients. This includes GPS technologies to help client organizations track, locate, and navigate as they conduct their various business activities.

Prior Experience

Prior to his association with Cybernetic Learning Systems, Mr. Wallin had been employed in the national market for major telecommunications service provider corporations. His experience includes Account Manager/National Account Manager positions, National Sales School Manager (where he designed, managed and instructed strategic sales skills and technical management courses to a major telecom service provider’s corporate sales technical force), National Accounts Sales Director, and Regional Vice President.