After working for a number of years with his first sales consulting company, underlicense to Ron Willingham’s Integrity Training Systems (at that time called Ron Willingham’s Salestraining Inc.), Lance formed his own company and developed training materials from his wide range of experiences. He took notes, read dozens of books, and designed new training solutions for his clients. This process led his business to new products designed to fix these problems: Beyond Quota Sales Management, Sell with CLASS, and Recruit and Coach the Best.