Lance Latham

Enthusiast
DISC Type : i

Chief Communications Officer (CCO) at Oklahoma State University

Tulsa, Oklahoma, United States

Overview

Lance has no verified overview

Personality Overview

Amiable & Agreeable

Consensus Focused

Story Driven

Unlike D or C types, they are convinced more by stories and testimonials.  They prefer to build relationships rather than staying totally transactional. They are generally friendly, so be careful when relying on their word.

Topics They Care About

Lance has no verified topics they care about

Media Appearances

Lance has no verified media appearances

Work History

2-2023
Chief Communications Officer (CCO) at Oklahoma State University
11-2021 - 2-2023
Principal at Latham Communications Strategies
2019 - 10-2021
Vice President of Corporate Communications at Reynolds American Inc.
2014 - 2018
Director of Communications & Advocacy at Williams
2009 - 2014
Director of Communications & Public Affairs at The Scotts Miracle-Gro Company

Education

Bachelor of Arts (B.A.) from Washburn University

More Information

Social Presence :

Prographics :

Exp : 32 Location : Tulsa, Oklahoma, United States Job Level : Leadership Designation : Chief Communications Officer (CCO) at Oklahoma State University
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Insights For Selling To Lance

During A Call Or A Meeting

DO's

  • Refer to interesting customer testimonials and stress on great customer experience
  • Give them the opportunity to lead the conversation where possible
  • Speak from experience about success that the product has seen with other customers

DONT's

  • Don’t push them for a direct ‘no’, take lack of ‘yes’ as ‘no’ after some time
  • Don’t be excessively objective, be like a storyteller with them
  • Don’t be too formal with them, they trust informality more

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lance is

  • Relationship and rapport are valuable for them, but so is proven product value.
  • Will you ever get a clear answer from Lance

  • They will hardly ever say a direct no.

Insights For Deal Planning

    How fast (or slow) will Lance move?

  • Even when they are constantly engaged, they do not reach decisions quickly.
  • Can Lance take some risk or not?

  • They can take some low-probability risks if needed.

You And Lance

Personality Compatibility


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