Russ Lombardo

Russ Lombardo is a specialist in Sales Management, Customer Relationship Management (CRM) and Sales Training. As President/Founder of PEAK Sales Consulting Russ background in sales and channel management with both large and small companies uniquely qualifies him to consult with inside and outside sales organizations and to assist anyone involved in sales to improve their selling skills, develop sales processes and use CRM technology to help them sell.

Russ works with businesses to develop their Sales Processes, define CRM strategies, and design & deliver Sales Training programs, while using methodologies to streamline sales operations, improve sales performance, and increase revenue. Russ is also a frequent speaker and sales trainer at industry Read more

Russ Lombardo is a specialist in Sales Management, Customer Relationship Management (CRM) and Sales Training. As President/Founder of PEAK Sales Consulting Russ background in sales and channel management with both large and small companies uniquely qualifies him to consult with inside and outside sales organizations and to assist anyone involved in sales to improve their selling skills, develop sales processes and use CRM technology to help them sell.

Russ works with businesses to develop their Sales Processes, define CRM strategies, and design & deliver Sales Training programs, while using methodologies to streamline sales operations, improve sales performance, and increase revenue. Russ is also a frequent speaker and sales trainer at industry and corporate events on Selling and Customer Retention.

Russ has significant experience in the high-tech industry holding a variety of sales, channel, marketing, and technical positions. Author of 5 books on selling, sales management, and CRM, he has worked for major technology players as a sales leader where he built and managed successful sales organizations. Russ has helped many companies design and implement their Sales and CRM processes using the latest methodologies and technologies, as well as assess their sales training programs to identify and develop improvements in training content, delivery, and modalities.

Prior to establishing his consulting firm, Russ managed North American Sales for GoldMine Software (at the time a leading CRM supplier) where he led a sales organization of 65 first-line managers and sales professionals including inside sales, outside sales, channel account managers, and pre-sales system engineers, and generated more than $30 million in annual revenue by selling CRM solutions through the Value-Added Reseller channel. Russ has held various other sales leadership positions with smaller companies where he was brought in to build successful and motivated sales teams and create a sales culture with operational efficiency and exceptional performance.

Specialties:
√ Sales Management
√ Sales Leader
√ Outside & Inside Sales
√ Channel Sales
√ SaaS Sales
√ Sales Training Design, Development & Delivery
√ Sales Process Design & Development
√ CRM (Customer Relationship Management)
√ Business Development
√ Coach
√ Speaker
√ Trainer
√ Author

Depending on client's requirements, I can do a needs assessment to determine the situation of their sales organization, skills sets, processes, sales training programs, and more. Following that, we determine a plan of action and move forward with solving problems.

• Citrix/ShareFile
• Intuit
• SAP
• Bronto
• Konami Gaming
• State of New Mexico
• State of Nevada
• CBS Radio
• Synaptis
• Selleration
• Ingram
• Laversab
• ASPE
• Transite
• CESI
• America Empresarial
• China Solution

Use Cases

Synaptis
Functioned as VP of Sales, responsible for sales of Synaptis’ custom training solutions, business application training and change readiness strategies. Built, managed, trained and coached a sales team comprised of Sales Reps and Business Development Reps. Developed and implemented effective sales processes to track and measure activities, manage the pipeline and improve the sales cycle. In charge of all marketing activities including webinars, web site development, corporate collateral material and strategic marketing directions. Configured Salesforce.com to reflect the sales process and establish common reporting and forecasting systems.

Selleration
Worked as an executive team member for this startup, functioning as their subject matter expert (SME) for the sales training content being used in their 3D Immersive Learning Sales Training simulator and assessment system, UPtick. Successfully helped deliver the first Beta version on schedule, acquired beta candidates and new customers, and responsible for developing and managing their reseller program.

Bronto
Bronto Software provides a cloud-based marketing platform for retailers to drive revenue through their email, mobile and social campaigns. They were interested in determining if their Sales Process was effective and consistent among their sales teams. Additionally, they wanted to uncover any strengths and weaknesses in their processes, methodologies, organization and team members. We developed a Sales Assessment process designed to gather the appropriate information for evaluating their existing situation through in-person interviews. The information was collected, analyzed and presented to the management team where there were productive discussions as to what needed to improve. There was also validation that many of the processes in place were actually effective and consistently understood and applied by their sales teams. The analysis resulted in some fine tuning of their sales processes as well as targeted coaching directed toward specific individuals to improve their selling skills and behavior.

ASPE (American Society of Professional Educators)
ASPE provides professional classroom and on-line training courses. We managed the process of replacing ASPE’s existing CRM system with a new solution. Interviewed client stakeholders to determine user and company requirements. Developed a requirements template to be used to consistently define, catalog, prioritize, evaluate and score each vendor’s capabilities and product functions. Found, interviewed and evaluated multiple CRM vendors and their value-added resellers to establish finalists. Hosted vendor/reseller presentations and demos to determine and recommend the best reseller-product-client fit. Made final recommendations for a CRM product and a reseller to perform the necessary professional services and training, which ASPE accepted wholeheartedly.

CESI (Consumer Education Services, Inc.)
CESI provides non-profit debt relief services and financial education to consumers. We developed their Sales Processes, defined their CRM strategies, designed and delivered Sales Training and used methodologies to streamline the sales operations, improve sales performance and increase revenue. Established action plans with periodic reviews to achieve growth targets. Developed action plans with weekly and monthly reviews of results. Evaluated existing sales plans and their current sales talent. Established clear milestones and metrics for the sales team and instituted accountability measures that tracked performance and rewarded success. Set up Salesforce.com to track and measure sales activities and forecasts.

Transite (3GTMS)
Responsible for sales of Transite Technology’s transportation management system (TMS) to shippers, 3rd party logistic companies and carriers. Built and managed a sales team dedicated to selling direct and indirect to specified markets and channels. Developed effective sales processes and internal methodologies to enhance and shorten the sales cycle and improve the close ratio. Created an effective proposal template to be used to generate professional, accurate and consistent customer proposals in a very timely manner. Acquired and configured their new CRM system, SugarCRM, to reflect their processes and establish common reporting and forecasting systems. Established a Reseller & Referral Program to increase sales exposure and revenue through distribution channels.

Laversab
Laversab develops and provides reliable instruments for the Oilfield & Aviation Industries. We provided training to the sales team on how to improve sales using social media. We also provided consulting guidance and advice on their sales and marketing strategies. As a result, their sales team and management re-directed many of their sales processes, marketing activities and strategic directions.

• Citrix/ShareFile
• Intuit
• SAP
• Bronto
• Konami Gaming
• State of New Mexico
• State of Nevada
• CBS Radio
• Synaptis
• Selleration
• Ingram
• Laversab
• ASPE
• Transite
• CESI
• America Empresarial
• China Solution

Use Cases

Synaptis
Functioned as VP of Sales, responsible for sales of Synaptis’ custom training solutions, business application training and change readiness strategies. Built, managed, trained and coached a sales team comprised of Sales Reps and Business Development Reps. Developed and implemented effective sales processes to track and measure activities, manage the pipeline and improve the sales cycle. In charge of all marketing activities including webinars, web site development, corporate collateral material and strategic marketing directions. Configured Salesforce.com to reflect the sales process and establish common reporting and forecasting systems.

Selleration
Worked as an executive team member for this startup, functioning as their subject matter expert (SME) for the sales training content being used in their 3D Immersive Learning Sales Training simulator and assessment system, UPtick. Successfully helped deliver the first Beta version on schedule, acquired beta candidates and new customers, and responsible for developing and managing their reseller program.

Bronto
Bronto Software provides a cloud-based marketing platform for retailers to drive revenue through their email, mobile and social campaigns. They were interested in determining if their Sales Process was effective and consistent among their sales teams. Additionally, they wanted to uncover any strengths and weaknesses in their processes, methodologies, organization and team members. We developed a Sales Assessment process designed to gather the appropriate information for evaluating their existing situation through in-person interviews. The information was collected, analyzed and presented to the management team where there were productive discussions as to what needed to improve. There was also validation that many of the processes in place were actually effective and consistently understood and applied by their sales teams. The analysis resulted in some fine tuning of their sales processes as well as targeted coaching directed toward specific individuals to improve their selling skills and behavior.

ASPE (American Society of Professional Educators)
ASPE provides professional classroom and on-line training courses. We managed the process of replacing ASPE’s existing CRM system with a new solution. Interviewed client stakeholders to determine user and company requirements. Developed a requirements template to be used to consistently define, catalog, prioritize, evaluate and score each vendor’s capabilities and product functions. Found, interviewed and evaluated multiple CRM vendors and their value-added resellers to establish finalists. Hosted vendor/reseller presentations and demos to determine and recommend the best reseller-product-client fit. Made final recommendations for a CRM product and a reseller to perform the necessary professional services and training, which ASPE accepted wholeheartedly.

CESI (Consumer Education Services, Inc.)
CESI provides non-profit debt relief services and financial education to consumers. We developed their Sales Processes, defined their CRM strategies, designed and delivered Sales Training and used methodologies to streamline the sales operations, improve sales performance and increase revenue. Established action plans with periodic reviews to achieve growth targets. Developed action plans with weekly and monthly reviews of results. Evaluated existing sales plans and their current sales talent. Established clear milestones and metrics for the sales team and instituted accountability measures that tracked performance and rewarded success. Set up Salesforce.com to track and measure sales activities and forecasts.

Transite (3GTMS)
Responsible for sales of Transite Technology’s transportation management system (TMS) to shippers, 3rd party logistic companies and carriers. Built and managed a sales team dedicated to selling direct and indirect to specified markets and channels. Developed effective sales processes and internal methodologies to enhance and shorten the sales cycle and improve the close ratio. Created an effective proposal template to be used to generate professional, accurate and consistent customer proposals in a very timely manner. Acquired and configured their new CRM system, SugarCRM, to reflect their processes and establish common reporting and forecasting systems. Established a Reseller & Referral Program to increase sales exposure and revenue through distribution channels.

Laversab
Laversab develops and provides reliable instruments for the Oilfield & Aviation Industries. We provided training to the sales team on how to improve sales using social media. We also provided consulting guidance and advice on their sales and marketing strategies. As a result, their sales team and management re-directed many of their sales processes, marketing activities and strategic directions.