Being nominated as a finalist for Top Sales Person at the very first Workaround Coworking Awards Berlin came as an unexpected honor for Evan Swisher, Senior Leasing Manager at WeWork.
In a city known for its intense competition and fast-moving flex office market, standing out requires more than just closing deals — it demands market insight, credibility, and an ability to guide clients through increasingly complex decisions.
For Evan, the nomination reflects a sales philosophy built on clarity, realism, and trust. With a deep understanding of the competitive landscape and a strong belief in transparent conversations, he has positioned himself as a trusted advisor rather than a traditional salesperson.
I’m really grateful and humbled by the nomination, especially knowing how many strong sales people are working in the flex industry in Berlin.
Standing Out in a Crowded Market
When asked why he believes he was selected as a finalist, Evan points to the importance of context. In a city overflowing with coworking options, success often comes down to understanding where a product truly fits — and being honest about it.
Rather than pushing solutions at all costs, his approach focuses on helping clients see the full picture. That mindset, he believes, was reflected in a particularly complex deal completed in collaboration with Workaround — one that required patience, realism, and a nuanced understanding of both the client’s needs and market conditions.
When clients feel that you understand their full set of options, it creates a more open and honest exchange.
Trust Over Tactics
In Berlin’s fast-paced environment, building trust quickly is essential. For Evan, that trust comes from confidence grounded in reality — knowing not only what WeWork offers, but also where competitors might be a better fit.
Sometimes that honesty pays off, and sometimes it doesn’t. But either outcome strengthens future conversations and long-term relationships.
Sometimes that leads to a deal, and sometimes it reveals that another solution is a better fit. Either way, it moves the conversation forward.
What Clients Want Today
Over the past year, Evan has noticed a clear shift in client priorities. While many companies are encouraging employees back to the office, expectations around the workplace experience have risen sharply. Ergonomics, amenities, and the ability to customize spaces now play a central role in sales discussions.
Flexibility is no longer just about contract length — it’s about shaping environments that genuinely support how teams work today.
The in-office experience has to be genuinely positive. Clients want spaces that can adapt to their culture and how their teams actually work.
A Deal That Brought It All Together
One standout success story involved a company struggling to bring employees back to a traditional office, despite having a high-quality lease in a prime location. What they were missing was energy — and flexibility.
By introducing them to a more vibrant coworking environment and leveraging WeWork’s global access for a frequently traveling team, the conversation shifted. A simple but thoughtful gesture — offering the CEO complimentary access to a New York location ahead of a Berlin tour — helped establish trust early on.
The final hurdle was budget. By structuring a stepped discount aligned with the client’s growth and cash flow, the deal ultimately resulted in a strong two-year agreement.
That deal brought together community energy, global access, and flexibility — all the core elements of our value proposition.
Looking Ahead to 2026
Asked about the most important skill for coworking sales professionals in the years ahead, Evan’s answer is clear: the ability to navigate constraints without losing momentum.
Budgets, headcount, return-to-office strategies, and internal approvals often collide. The key is understanding which limitations are truly fixed — and which are simply inherited assumptions that can be challenged.
Being able to identify where adaptation is possible and shape a path forward that works for both the client and the operator is key to effective flex sales.
In a market as demanding as Berlin, that balance of realism, flexibility, and human understanding may be exactly what sets top performers apart.