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.
Wait for it. Wait for it. Now, you've got it. That's right: Patience is what separates the best sellers from all the rest sellers.
Selling to the C-suite is about explaining the product's value to achieving company-wide goals.
The way you speak, how you feel and how you make others feel it's all part of the learning process you need to embrace.
B2B sales is ever green, running in cycles of buying and not-buying over a years-long relationship. It's not about closing today.
There's plenty of room for improvement in the world of ecommerce. Both buyers and sellers are worse off than they were 15 years ago.
Confused by Internet hype, confounded by fads, companies must put customers back at the center of their strategy, where their salespeople can serve them
Buying behavior continues to change at warp speed. Here are seven things not to do.
The simple act of selling is more complex than ever before. So why isn't it a major focus for colleges and students?
Here are the fundamental reasons sales-training initiatives don't work.
It pays to know what your sales spiel sounds like to the executives who will decide to purchase or pass on what you're selling.
When buyers balk, it's time to stop selling and start listening for the problem they don't know they have.
Companies must be proactive in accurately tracking potential buyer activity and not lag in use of social media.
Many sellers push hard to close the year and ultimately come up short. But there are a couple ways to minimize fire drills.
Businesses need to respect today's informed customers.