Russ Lombardo

Past

Executive Director North American Software Sales at Bowe Bell + Howell
President/Founder at PEAK Sales Consulting, LLC
Director North American Sales at GoldMine Software (FrontRange Solutions)

Regional Manager, Northeast Region at SalesLogix, Inc.
Vice President, Marketing & Sales at Commence Corporation
Director, Corporate Marketing at UNIX System Laboratories

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Education

Richard Stockton College of New Jersey

Recommended

10 people have recommended Russ

Connections

285 connections

Industry

Computer Software

Websites

Russ Lombardo’s Summary

Russ Lombardo is an expert in Sales Management, Business Development and Customer Relationship Management (CRM). He is the President/Founder of PEAK Sales Consulting, LLC (www.PeakSalesConsulting.com). Russ' background in sales management and sales process engineering with both large and small companies uniquely qualifies him to lead a sales organization and to assist anyone involved in sales to improve their selling skills, develop sales processes and use CRM technology to help them sell. Russ has significant experience in the high-tech industry holding a variety of sales, marketing and technical positions. Author of 3 books on selling and CRM, Russ has worked for major technology leaders including GoldMine, SalesLogix and Bowe Bell+Howell, as a sales executive where he built and managed successful sales organizations. He has helped many companies design and implement their Sales and CRM processes using the latest methodologies and technologies.

Russ Lombardo’s Specialties:

Specializing in sales management, sales process development, sales training, business development and CRM (Customer Relationship Management) strategies. Experienced sales executive, trainer, author and speaker.

Russ Lombardo’s Experience

Executive Director North American Software Sales

Bowe Bell + Howell

(Privately Held; Machinery industry)

June 2008 — July 2009 (1 year 2 months)

• Managed North American Software Sales team with a 2009 annual quota of $22 million
• Hit 2008 software quota of $16 million by providing sales resources to the Regional Hardware Sales Directors and their account teams; developing creative sales strategies, writing proposals/quotes, performing demos, presenting product solutions and helping to close sales
• Improved sales cycle quality and timing by over 50% by designing and implementing a Software Sales Opportunity Process which defined the flow of and responsibilities for complex and sophisticated sales opportunities to ensure customers were sold and delivered the right solutions
• Implemented new reporting structures by deploying Salesforce.com to track sales activities, produce weekly forecasts and provide top opportunity reports and analytics to measure sales and marketing performance against budgeted sales volumes and market penetration levels
• Created weekly status meetings, quarterly team meetings and internal training programs to communicate effectively and transfer information and knowledge within and between departments
• Worked with the Executive VP of Sales and the President of the Software Business Unit to assess sales performance and expectations; suggested and implemented appropriate resource, training and performance actions that resulted in reaching 2008 quota
President/Founder

PEAK Sales Consulting, LLC

(Management Consulting industry)

January 2002 — June 2008 (6 years 6 months)

• Founded Sales & CRM consulting practice focused on the development and implementation of sales processes and training for improving customer acquisition and retention
• Coach and train sales executives and sales professionals to improve selling skills, reduce sales cycles and create successful sales teams
• Develop CRM strategies and implementation plans to automate sales processes and improve efficiency and effectiveness
• Published author of three books on CRM and Selling
• Frequent speaker at industry and corporate events on selling and CRM strategies
• Hosted a weekly Internet radio show, Sales Talk Radio, acquiring over 13,000 listeners
• Publish monthly sales eNewsletter with 4,000 subscribers, and several sales blogs, to educate the sales industry on best practices
Director North American Sales

GoldMine Software (FrontRange Solutions)

(Computer Software industry)

1998 — 2002 (4 years )

• Managed the North American sales organization of 65 first-line managers and sales professionals including inside sales, outside sales, channel account managers and pre-sales system engineers
• Generated more than $30 million in annual revenue by selling CRM and Help Desk solutions through the Value-Added Reseller channel
• Managed and stayed within a $6 million departmental budget
• Hit or exceeded quota every year by developing strategic account plans, business development strategies, sales forecasts, sales processes, training programs and good hiring practices for the North American Sales team
• Promoted to Director of North American Sales after one year as Northeast Regional Sales Manager and achieving #1 Region in the country
Regional Manager, Northeast Region

SalesLogix, Inc.

(Computer Software industry)

1997 — 1998 (1 year )

• Managed the Northeast Region VAR (Value-Added Reseller) Channel by recruiting over 20 new resellers and working with existing 15 resellers to close new business
• Increased region’s revenue growth by over 50% by performing joint sales calls, presentations, demonstrations, proposals, quotes and other revenue generating activities
• Increased the VARs’ success by establishing accurate forecasts and developing business plans, sales strategies and marketing plans with the Channel partners
• Exceeded $1 million annual quota and was the #1 region in North America in the first year
Vice President, Marketing & Sales

Commence Corporation

(Computer Software industry)

1994 — 1997 (3 years )

• Grew business to over $14 million in annual sales by managing all marketing and sales activities
• Built and managed a team of 6 Sales and 4 Marketing professionals
• Established a new Dealer/VAR program, signing over 120 active VARs in its first year
• Developed an International Distributor Program and signed 6 new European & Asia/Pacific distributors
• Designed, developed and implemented all marketing material, company web site, sales processes, trade shows, seminars and marketing campaigns to increase customer and industry awareness and positive impressions of the company and its products
• Instrumental in helping obtain $1.2 million in Venture Capital funding
Director, Corporate Marketing

UNIX System Laboratories

(Computer Software industry)

1991 — 1993 (2 years )

• Successfully built and managed a Marketing Communications department operating as an in-house agency and saving over $.5 million by bringing approximately 50% of the functions in house and operating within a $1.5 million budget
• Created and promoted the UNIXware® brand; the industry’s first desktop UNIX offering
• Increased industry awareness of USL brands by over 75% by managing, developing and implementing collateral material, trade shows, seminars, events, advertising, direct marketing campaigns, a UNIX magazine and other related marketing programs
• Built a new Technical Pre-Sales Support department chartered with leveraging sales through a team of 5 product specialists resulting in reduced sales cycles and better quality customer solutions

Russ Lombardo’s Education

Richard Stockton College of New Jersey

BS , Computer Science , 1970 — 1974

Additional Information

Russ Lombardo’s Websites:

Russ Lombardo’s Interests:

Public speaking, writing, reading, helping sales professionals succeed, racquetball

Russ Lombardo’s Groups:

- Volunteer at Community HOPE Child Literacy Program
- Member HOA Advisory Board

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