Frank Visgatis (born Francis S. Visgatis on December 8, 1965) is an American author, entrepreneur, keynote speaker and sales and management consultant. Frank is known for his sales training and consulting work worldwide with global organizations in high technology, software, travel and other B2B and B2C organizations. Visgatis authored CustomerCentric Selling (Second Edition) published by McGraw Hill in December 2009 which introduces the new needs of selling in a buyer-driven world. Visgatis also contributed work to the original CustomerCentric Selling published in November 2003 and Rethinking the Sales Cycle published in December 2009, also published by McGraw Hill. Visgatis currently serves as President and Chief Operating Officer of CustomerCentric Systems, LLC.
Video Frank Visgatis
Biography
Visgatis grew up in Whitinsville, MA and attended junior/high school at Mount Saint Charles Academy in Woonsocket, RI. He worked throughout high school as a photographer and sports correspondent for The Call (Woonsocket) in Woonsocket, Rhode Island. His work was recognized by the National Press Photographers Association with a picture published in The Best of Photojournalism 9.
Since the early 90's, Visgatis has been helping companies in the "high-difficulty" marketplace implement definable, measurable sales processes. In 1991, Visgatis first trained in Solution selling at Information International. He was part of the management team responsible for the implementation of the methodology. He went on to join Kodak Electronic Publishing Systems as Director of Sales, where he brought in and implemented Solution Selling.
In 1993, Visgatis launched The Vision Group, a sales process consulting and training practice and later merged with Gary Walker and John Holland. The Vision Group became the largest independent provider of Solution selling training at that time.
In 2001, Visgatis terminated his relationship with Solution Selling and in 2002 along with Gary Walker, John Holland and Michael Bosworth, re-launched The Vision Group as CustomerCentric Systems, LLC and co-authored the CustomerCentric Selling sales methodology. Their first book "Customer Centric Selling" was published by McGraw-Hill in 2003 with a Second Edition published in 2010.
In 2015, Visgatis was named a professional member of the National Speakers Association.
Maps Frank Visgatis
Training
Between the Solution selling and CustomerCentric Selling methodologies, Visgatis has led thousands of sales training workshops around the world over the last several decades, which includes organizations of all sizes and industries. CustomerCentric Selling has been named to Training Industry's Top Sales Training Companies list every year since 2009. Visgatis has conducted training in these countries:
- United States
- Mexico
- Brazil
- Canada
- United Kingdom
- Ireland
- France
- Italy
- Germany
- Spain
- Portugal
- Norway
- Belgium
- Switzerland
- Israel
- India
- Singapore
- Kuala Lumpur
- China
- Taiwan
- Australia
- New Zealand
- Japan
In the Media
Visgatis hosts his own podcast show titled, Sales Rehab which is published on iTunes. His audience consists mostly of Sales and Marketing professionals seeking to learn tips, gain insight and career advice. Visgatis has hosted some notable guests on his podcast show, including Guy Kawasaki, Geoffrey Moore, Rita Gunther McGrath, and Tom Ziglar, son of Zig Ziglar.
Visgatis is also a regular contributor to Entrepreneur Magazine.
Published Articles
- Sleepwalking through Sales: How Vendors Are Ignoring Buyers' Intelligence, Entrepreneur
- Seller Ignorance Is Not Bliss, CRM Magazine
- Power to the Buyers, Sales & Marketing Management
- Surviving Fourth Quarter Madness: How to Handle the Year End Sales Crunch, Entrepreneur
- Tread Carefully, A Q4 Sales Crunch Can Create Repercussions, Sales & Marketing Management
- The Dangers of Overconfidence in Sales Projections, Entrepreneur
- Overcome Sales Objections by Discovering a Need the Buyer Hasn't Realized, Entrepreneur
- Stop Offending Buyers: Words and Phrases to Avoid in Sales, Entrepreneur
- Seven Reasons Why Your Sales Training May Fail, Entrepreneur
- Why Colleges & Universities Have Not Gotten on the Bandwagon of Offering Business Sales Degrees, Bloomberg Network
- "The Five-Part Sanity Check", Sales & Marketing Management
- Five Reasons Why Many Schools Don't Offer Degrees in Sales, Entrepreneur
- Seven Assumptions Salespeople Should Never Make, Entrepreneur
- Apathy at the Top: Why Senior Management Has Given Up on Its Sales Force, Entrepreneur
- The Importance of Understanding Buyer Needs, Sales & Marketing Management
- How to (Finally) Get Buyers & Sellers on the Same Page, Entrepreneur
- A Seller Must Earn the Right to Close with Buyers Today, Entrepreneur
- Putting the Cart before the Horse?, Training Industry
- 7 Bad Assumptions Salespeople Should Never Make, Training Magazine
- A Player Sales Tips: 5 Things Successful Sellers Do, Entrepreneur
- 4 Realities Sellers Need to Align with and Engage Executives, Entrepreneur
- Apathy at the Highest Levels, Sales & Marketing Management
- The Key to Providing Superior Buying Experiences, Entrepreneur
- It's Mid-Year and Time for a Reality Check, Entrepreneur
- Was It Price, Product or Something Else That Lost You the Sale?, Entrepreneur
- 5 Reasons to Prospect within Your Existing Customer Base, Entrepreneur
- 4 Characteristics of Adaptive Sales Organizations, Entrepreneur
- Belief and Behavior Is What Makes Sales Training Stick, Entrepreneur
- Earning the Right to Close, Sales & Marketing Management
- Making the Sale Requires Making Nice-to-Have into Got-to-Have, Entrepreneur
- Your Sales Training Won't Stick Until You Modify Your Behavior, Entrepreneur
- How to Align with Today's Expert Buyer in 9 Steps, Entrepreneur
- 5 Tips for Handling Reactive Inbound Sales 'Opportunities', Entrepreneur
- Enfocate En Tu Usuario Y Excede Sus Expectativas, Revista TNE
- You Have 3 Goals the First Time You Meet a Potential Client. Popularity Is Not One of Them., Entrepreneur
- Handling the Gatekeeper and Engaging Executives, Sales & Marketing Management
- The 2 Questions Salespeople Dread from Gatekeepers, Entrepreneur
- Becoming a Truly Customer-Centric Organization Is Harder (and More Necessary) Than You Think, Entrepreneur
- Surviving Q4: 5 Things Salespeople Should Do to Make Their Number, Sales & Marketing Management
References
Source of the article : Wikipedia
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