Lana Castle

Examiner
DISC Type : sc

Director, Referral & CRM Solution Sales at Promptly

Minneapolis, Minnesota, United States

Overview

Lana Castle is a customer success leader with over 15 years of experience specializing in the digital health and SaaS industries. She focuses on the entire post-sale lifecycle, from onboarding to retention and upsells. She holds a BA from the University of the Pacific.

Her work in customer success and growth at the health tech startup MDbackline, LLC directly contributed to the company’s successful acquisition by Alcon.

Personality Overview

Tough To Convince

Process Oriented

Unexpressive

They tend to be clear about their needs and limitations and are unlikely to promise too much.  Being observant comes to them naturally. They are heavily focused on quality and prefer doing things the right way, even if it takes time.

Topics They Care About

Customer Success Strategy
With over 15 years of experience, she has built customer success functions from the ground up, focusing on client retention and growth.
Digital Health Adoption
Specializes in guiding healthcare clients through workflow optimization and driving the adoption of new digital technology solutions after initial training.
Client Relationship Management
Her current role as Director of CRM Solution Sales and past experience as a Client Advocate highlight her expertise in managing client relationships.

Media Appearances

Lana has no verified media appearances

Work History

12-2025
Director, Referral & CRM Solution Sales at Promptly
7-2025
Customer Success Manager at Open to Work
5-2022 - 7-2025
Digital Customer Success Specialist at Alcon
3-2018 - 5-2022
Client Success Manager at MDbackline, LLC
6-2011 - 3-2018
Account Manager/Client Advocate at Sophrona Solutions

Education

BA from University of the Pacific

More Information

Social Presence :

Prographics :

Exp : 14 Location : Minneapolis, Minnesota, United States Job Level : Mid-senior Designation : Director, Referral & CRM Solution Sales at Promptly
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Insights For Selling To Lana

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Ask them which other stakeholders would be important for this purchase decision

DONT's

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't rely on relationship building even if they act pleasantly
  • Don't be very accepting if that is your natural style, stay firm

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lana is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Lana

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Lana move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Lana take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Lana

Personality Compatibility


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