About the AuthorLance runs the Customer Success Team at RelPro, Inc. On a daily basis he is helping clients with the full range of RelPro’s SaaS and Relationship Data Analytics services. Four years and over 1,000 projects later, he has worked with sales, marketing, business development and account management teams at companies across many industries and executives at all levels.
In order to achieve their mission, many Nonprofits rely in part on the relationships they build with companies in the private sector. Whether these relationships are collaborative, where both organizations work together to… read more
Every recommendation or “tip” that you might read these days about B2B sales and marketing is likely to include a reference to ‘personalization’. So why’s it so important to customize emails, phone calls and meeting agendas? It’s a simple question, yet most individuals in B2B sales, marketing and account management roles have yet to answer … read more
One of the most important lessons in sales I have learned over the years is that once a sale is complete, it’s still not finished and that’s where the Customer Success Team comes in. Here at RelPro when the sale is done, our Success Team’s job is to make sure our clients are getting the … read more
I just attended the TOPO Sales Summit in San Francisco, where I was able to network with companies from across the country and speak with business leaders about their views on trends in sales processes, roles and technology. There were vendors and data providers targeting and pitching us throughout the event. I listened to more and … read more
How often have you been in one of these situations; boss comes in and says, “We just landed an introductory meeting with Company XYZ, we need to get prepared!” or “I’m assigning this lead to you – we need you to contact them, tell them all about us, and get a follow up meeting”? We … read more
Over the past two years I’ve researched over 1,000 prospect companies and their executives for our clients, sales team, and myself (we eat our own cooking around here!). Our clients range from financial institutions to technology companies, from inside sales teams to global account managers. They all have a similar need – to conduct sales … read more