Frank Visgatis

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.

It's Mid-Year and Time for a Reality Check
Radicals & Visionaries

It's Mid-Year and Time for a Reality Check

Set your goals exuberantly but evaluate your progress soberly.
The Key to Providing Superior Buying Experiences
Marketing Bootcamp

The Key to Providing Superior Buying Experiences

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.
4 Realities Sellers Need to Align With and Engage Executives
Marketing Bootcamp

4 Realities Sellers Need to Align With and Engage Executives

Selling to the C-suite is about explaining the product's value to achieving company-wide goals.
'A' Player Sales Tips: 5 Things Successful Sellers Do
Sales

'A' Player Sales Tips: 5 Things Successful Sellers Do

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.
A Seller Must Earn the Right to Close With Buyers Today
Marketing Bootcamp

A Seller Must Earn the Right to Close With Buyers Today

B2B sales is ever green, running in cycles of buying and not-buying over a years-long relationship. It's not about closing today.
How to (Finally) Get Buyers and Sellers on the Same Page
Customer Experience

How to (Finally) Get Buyers and Sellers on the Same Page

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.
Apathy at the Top: Why Senior Management Has Given Up on Its Sales Force
Marketing Bootcamp

Apathy at the Top: Why Senior Management Has Given Up on Its Sales Force

Confused by Internet hype, confounded by fads, companies must put customers back at the center of their strategy, where their salespeople can serve them
7 Assumptions Salespeople Should Never Make
Sales Strategies

7 Assumptions Salespeople Should Never Make

Buying behavior continues to change at warp speed. Here are seven things not to do.
5 Reasons Why Many Schools Don't Offer Degrees in Sales
Business Education

5 Reasons Why Many Schools Don't Offer Degrees in Sales

The simple act of selling is more complex than ever before. So why isn't it a major focus for colleges and students?
7 Reasons Why Your Sales Training May Fail
Sales Training

7 Reasons Why Your Sales Training May Fail

Here are the fundamental reasons sales-training initiatives don't work.
Stop Offending Buyers: Dangerous Words and Phrases to Avoid in Sales
Marketing Bootcamp

Stop Offending Buyers: Dangerous Words and Phrases to Avoid in Sales

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.
Overcome Sales Objections By Discovering the Need the Buyer Hasn't Realized
Marketing Bootcamp

Overcome Sales Objections By Discovering the Need the Buyer Hasn't Realized

When buyers balk, it's time to stop selling and start listening for the problem they don't know they have.
The Dangers of Overconfidence in Sales Projections
Marketing Bootcamp

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.
Sales Strategies

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
Marketing Bootcamp

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

Businesses need to respect today's informed customers.