October 7, 2003
Mr. Bob Lanza
Sales Team Solutions
32 Whitney Drive
Berkeley Heights, NJ 07922
I just wanted to thank you again for the training and coaching you provided our
group. You were correct when you indicated to me that a single event would not
have the impact that a longer-term process would.
By working with your sequential process and having you work with the reps on a
weekly basis in the Case Study process, we have seen an increase in our gross
margin dollars in less than 90 days.
Also, I cannot tell you how motivated the reps have been to have access to you
every day as challenges arise; your follow-up has been key to the success of the
program. I look forward to a continued relationship.
Vice President, Sales