From the CCS® Sales Blog

Frank Visgatis

As co-founder, President & Chief Operating Officer of CustomerCentric Systems®, LLC and co-author of the CustomerCentric Selling® sales methodology, Frank Visgatis drives the overall direction and strategy for CustomerCentric Systems®, LLC, leveraging 20 years of leadership experience. Visgatis knows how to conceptualize and execute a new business strategy into a winning company. He has done it numerous times – from co-founding a thriving commercial and residential real estate holding company to transforming a private consulting practice into one of the most successful sales training providers in the country. His ability to identify trends and changes in the sales ecosystem has helped improve the dynamic of interaction between sellers and buyers through the development of CustomerCentric Selling® and Sales Ready Messaging®. Visgatis’ vision has propelled CustomerCentric Systems®, LLC as one of the industry’s top providers of sales process consulting, sales training and Sales Ready Messaging®.

Prior to the founding of CustomerCentric Systems®, LLC, Visgatis had been helping companies since 1993 in the “high-difficulty” marketplace operate more productively through the implementation of definable, measurable sales processes. He has worked with companies such as EMC, The MathWorks, REL Consultancy, Giga Information Group (now part of Forrester Research) and Pragmatech Software. He has personally trained thousands of salespeople in North America, Latin America, the U.K., Europe and Asia. In July of 1999, Visgatis merged his own highly successful sales training and consulting practice with John Holland and Gary Walker to form Vision Group. In January 2002 the three partners, along with Michael T. Bosworth, the original author of the Solution Selling® sales methodology, joined to form CustomerCentric Systems®, LLC and develop the CustomerCentric Selling® sales methodology.

Visgatis attended both Bryant College and the University of Massachusetts School of Management prior to his start in the high tech business in the mid-1980’s. In addition to being a sought after keynote speaker, he now sits on the Advisory Boards of Salesnet, a leading provider of on-demand sales force automation solutions, and PinPoint Selling, which designs, sells and supports intelligent sales tools that help sales people sell faster, smarter and with less guesswork. As a member of these Advisory Boards, Visgatis provides guidance and advice regarding their product direction, services offerings, and overall sales and marketing strategy.

Would you like to schedule 30 minutes with Frank? Click here to schedule time on his calendar.

Gary Walker

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.

John Holland

John Holland is Chief Content Officer and Co-founder/Co-author of CustomerCentric Selling®. His primary responsibility with CustomerCentric Selling® (CCS®) is ensuring the core Intellectual Property remains in alignment with buying habits and behaviors. In coauthoring and helping launch CustomerCentric Selling® in 2002, Holland leveraged over 20 years’ experience in sales, sales management and consulting. As a sales consultant, he helped many diverse organizations design and implement sales process. He has worked with technology, overnight delivery, language localization, leasing, temporary housing, corporate relocation and financial services companies in tailoring CustomerCentric Selling® to address their requirements.

In 2003, McGraw-Hill published CustomerCentric Selling®, which Holland and Mike Bosworth, the original author of Solution Selling®, coauthored. Holland has had articles published by Sales and Marketing Executive Report, Selling Power and American Salesman. In 2010, the second edition of CustomerCentric Selling® was released as well Rethinking the Sales Cycle, which Holland coauthored with Tim Young. Both books reflect the way buyers leverage the Internet and social networking and the implications to traditional selling approaches. He has spoken on various topics for organizations including SMEI, The American Marketing Association and Software Success.

Holland earned a degree in Mechanical Engineering from Northeastern University before starting his career in high technology with IBM’s General Systems Division. In addition to being one of three principals in CustomerCentric Selling®, John serves in an Advisory Board capacity with selected companies, providing guidance and advice about product direction, service offerings, and overall sales and marketing strategies. John resides in the Boston area.