Frank Visgatis

President and Chief Operating Officer of CustomerCentric Systems

Frank Visgatis is president and chief operating officer of CustomerCentric Systems in Sutton, Mass. His company provides sales process consulting and training.

The Dangers of Overconfidence in Sales Projections
Sales Strategies

The Dangers of Overconfidence in Sales Projections

Companies must be proactive in accurately tracking potential buyer activity and not lag in use of social media.
Surviving Fourth Quarter Madness -- How to Handle the Year-End Sales Crunch
Business Circle

Surviving Fourth Quarter Madness -- How to Handle the Year-End Sales Crunch

Many sellers push hard to close the year and ultimately come up short. But there are a couple ways to minimize fire drills.
Sleepwalking Through Sales -- How Vendors Are Ignoring Buyers' Intelligence
Sales Strategies

Sleepwalking Through Sales -- How Vendors Are Ignoring Buyers' Intelligence

Businesses need to respect today's informed customers.