As Co-founder, EVP of Channel Sales & Operations, and Co-author of the CustomerCentric Selling® (CCS®) sales methodology, Gary Walker is responsible for working with the global sales channel and developing new products to improve the sales performance of CustomerCentric Selling® clients. In addition, he helps drive the overall direction and strategy for CustomerCentric Systems, LLC. His ability to identify trends and changes in the sales environment has helped change the dynamic of interaction between sellers and buyers through the development of CustomerCentric Selling®, Sales Ready Messaging®, Sales Process Management™, CustomerCentric Strategies™, and Prospecting and Business Development™. Walker’s vision has helped propel CustomerCentric Systems, LLC to one of the preeminent providers of sales process consulting, sales training and Sales Ready Messaging®. He continues to work with companies such as CCCI Europe, L-3 Commercial Infrared, Firestar Diamonds, Knowlagent, Mapquest, Knovel, Recondo Technology, and Vertafore, to name just a few. He has personally trained thousands of salespeople in North America and Europe. In addition to his continuing work with his own clients and their sales teams, he is responsible for working with the CustomerCentric Selling® global sales channel and developing new products to address the sales performance improvement needs of CCS® clients.
Gary Walker began his career in information technology sales in 1986 as a Sales Representative for Comshare, Inc. Using his knowledge of human resources and labor relations combined with his experience as a practitioner, Walker helped his clients select, implement and use Comshare’s midrange and microcomputer human resource application software. He was Comshare’s number one salesperson in 1987 and 1988. In 1989, he was asked to manage Comshare’s North American human resources field sales organization. During his tenure, Walker’s sales organization consistently exceeded its software and services sales targets.
In 1991, Walker moved to Denver and became the Vice President of Sales for Spectrum Human Resource Systems. In 1992, he reengineered Spectrum’s sales organization by implementing and training his sales staff in a defined sales process. While in this position, software revenues increased an average of 48 percent per year, time to first sale for the human resource software sales representatives dropped from 7 months to just under 90 days, and individual sales representative productivity increased 138 percent. In 1994, he started his own sales process consulting and training company. In July of 1999, Walker made the commitment to merge his own highly successful sales training and consulting practice with Frank Visgatis and John Holland as a Founding Partner of Vision Group. In January 2002, the three partners formed CustomerCentric Systems, LLC and developed the CustomerCentric Selling® sales methodology.
In addition to being a sought after speaker, consultant, instructor and sales coach, he also serves on the advisory board for many of his clients. A graduate of Bryant University in Smithfield, RI, Walker holds an undergraduate in degree in Marketing. He resides in Denver, Colorado.