We work with a variety of clients in a wide range of industries. Below are just a few samples of client projects we recently worked on.
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.
“It is with high regard that I recommend Russ Lombardo. Russ is a consummate sales professional and leader. He employs a consultative approach to the sales cycle that allows customers the ability to not only learn about the service and/or product they are purchasing, but instills a sense of trust that there will be a team effort to provide service once the sales is closed. Russ has the innate ability to include the right resources from the team at the right time to assist in the sales process. He is very careful to make sure that whatever he sells can be implemented and that the business is good for both the customer and the company. Russ was a pleasure to work with….a pleasure that I would welcome anytime!” – President, Synaptis, Inc.
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.
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.
“Russ Lombardo provided all of the skills and insights advertised and more to our company. Russ has a knack for asking just the right question that it seems no one has asked and should have; bringing to light overlooked issues. He provided coaching to our sales team, developed our sales CRM in SalesForce, trained some of our managers and staff and overall he dove in to many of our broken systems and processes and provided measurable improvement. Russ is very easy to work with and a straight shooter. His contributions will have lasting impact for our organization and we are already talking about reasons to bring him back again. He is an outstanding professional!” – Chief Marketing Officer, Consumer Education Services, Inc.
“After working closely with Russ on two projects critical to our firm’s success I can whole heartily recommend Russ. His keen insight and personable approach are a rare combination in business and made the difference in the successful launch of our project.” – Executive Vice President of Sales, Consumer Education Services, Inc.
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.
“Russ is a wealth of knowledge with CRM products. His assistance in our project has proven his high attention for detail and ability to navigate a team through a difficult and important business decision. Throughout the project, Russ’ questions and technical knowledge proved invaluable – unlocking business strategies and key requirements that would have been lost without him. He exemplifies all attributes necessary in a partner, beyond the great results, expert knowledge, and high integrity he has shown us. I highly recommend him as a resource for groups in any CRM-related planning, implementation, or improvement projects.” – Director, Public Training, ASPE, Inc.
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.
“I worked with Russ at Transite Technology while he was the company’s senior sales executive. During his tenure, Russ utilized his deep experience, sales management skills and uncommon attention to detail to further develop the sales program and processes for the rapidly growing company. His professional style is driven by his desire to form long-term positive relationships with customers, as well as with company teammates. This attitude, along with his humor and ability to build trust, enabled Russ to foster strong professional associations and gracefully handle difficult situations.” – Partner & Chief Marketing Officer, Transite Technology
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.
“If you’re thinking about consulting with Russ, I highly recommend it. In just one day of strategic consulting with him, he delivered tremendous content, clarity and wisdom regarding the future direction of this company.” – Director of Marketing & Latin America Sales
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.