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.

5 Tips for Handling Reactive Inbound Sales 'Opportunities'
Sales Strategies

5 Tips for Handling Reactive Inbound Sales 'Opportunities'

Competent top sellers can gain access to the people that will be involved in buying, funding and implementing offerings. But patience and effort are required.
How to Align With Today's Expert Buyer in 9 Steps
Sales Strategies

How to Align With Today's Expert Buyer in 9 Steps

Do your homework, ask questions and establish sincerity and competence.
Your Sales Training Won't Stick Until You Modify Your Behavior
Sales

Your Sales Training Won't Stick Until You Modify Your Behavior

To ensure your sales training is successful, create a controlled and facilitated environment.
Making the Sale Requires Making Nice-to-Have Into Got-to-Have
Sales

Making the Sale Requires Making Nice-to-Have Into Got-to-Have

If the customer tells you it costs too much but won't ask for a better price, you haven't persuaded them they need what you're selling.
Belief and Behavior Is What Makes Sales Training Stick
Sales Training

Belief and Behavior Is What Makes Sales Training Stick

The lessons learned through role play, skill development and case study aren't soon forgotten.
4 Characteristics of Adaptive Sales Organizations
Sales Strategies

4 Characteristics of Adaptive Sales Organizations

Nimble businesses focus on leading indicators and develop their approaches around data further upstream in their pipelines.
5 Reasons to Prospect Within Your Existing Customer Base
Sales Strategies

5 Reasons to Prospect Within Your Existing Customer Base

If you take your clients for granted, they'll notice. So will your competitors.
Was it Price, Product or Something Else That Lost You the Sale?
Sales

Was it Price, Product or Something Else That Lost You the Sale?

The real reason for lost sales is usually the competitor did a better job selling their product but few buyers will tell you so..
It's Mid-Year and Time for a Reality Check
Sales

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
Buyer's Experience

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
Sales Strategies

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
Sales Strategies

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
Sales Strategies

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
Sales Strategies

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
OK

This website uses cookies to allow us to see how our website and related online services are being used. By continuing to use this website, you consent to our cookie collection. More information about how we collect cookies is found here.