DIGITAL SALES TRANSFORMATION
Powered by Salesforce®

WE TRANSFORM SALES TEAMS.
WE DRIVE REVENUE GROWTH.

WE TRANSFORM SALES TEAMS.
WE DRIVE REVENUE GROWTH.

Sales Optimizer is a sales transformation and optimization consulting firm focused on increasing top line revenue by developing elite, high performance sales teams. Our core offerings include sales process design, user-adoption programs and sales methodology training supported by apps built on the Salesforce® Platform.

Nik Nikic - CEO & Firm Managing Partner

Nik NikicNik Nikic brings over 20 years of experience in helping clients maximize top line revenue. Nik’s expertise is focused in developing a “Sales Performance Optimization System” through a hybrid approach of integrating sales process, CRM tools and sales skills into one cohesive solution.

This is accomplished through sales process design, sales management development and strategic selling skills powered by CRM market leader salesforce.com® as the enabling technology to supercharge sales performance. This approach has helped Sales Optimizer make the Inc. Magazine fastest growing private companies list for the last two years.

Over the years Nik and his organization have worked with many global companies like United Technologies, Computer Sciences Corporation, Toshiba, Deloitte, RICOH, Tech Data, Progress Energy, Clear Channel, Siemens, Xerox, Gartner Group, EMC, Parametric Technology, SCT, Cambridge Technology, GE Capital, OCE/Imagistics, NICE Systems and many others.

Core Competencies

  • Sales Process Design
  • Management Development
  • Sales Methodology
  • Account Planning
  • Executive Selling
  • Salesforce® Design
  • Salesforce® Training

Experience

  • Sales Optimizer, LLC (Formerly Applied Concepts) – Managing Partner
  • Richardson Sales Training – EVP Sales & Methodology Program Development
  • Siebel Systems (Sales Performance Practice) – Sr. Partner
  • OnTarget, Inc. (The Sales Methodology Experts) – Sr. Partner
  • NEC Electronics, Inc. – IBM Global Account Manager
Lily Yip - Chief Operating Officer

Lily YipLily Yip is Sales Optimizer’s chief operating officer, responsible for leading the business operations globally, executing Sales Optimizer’s business strategy and ensuring operational excellence company-wide.

Lily joined Sales Optimizer in 2015. Developing her Salesforce skills was key in delivering Sales Optimizer’s applications, Account Optimizer and Opportunity Optimizer, to the AppExchange. With a proven success record in project management, she has made important contributions to ensure optimal delivery and success.

Lily brings over 15 years of IT experience, working directly on company-wide initiatives in ORACLE ERP implementations and e-Business web applications. Her thorough knowledge of program management for applications was supported by her ability to manage global technical teams to deliver successfully on multi-million dollar projects. Lily was responsible for managing the partner relationship with companies such as Ingram Micro, Tech Data and other channel partners through the Partner Portal, which produced 40% revenue of electronic deliverables.

Earlier in her career, she worked in a diverse range of industries such as health care, insurance and environmental science. In each industry, she introduced new processes and concepts to strengthen and to unify operational efficiency.

She holds a masters in business administration and a bachelor degree in chemistry.

Core Competencies

  • Salesforce.com® ADM-201
  • Operational Strategy
  • Application Development
  • Program Management
  • Project Management

Experience

  • Sales Optimizer – VP, Application Development
  • Symantec – Manager, Information Technology
  • United Healthcare – Programmer, Decision Support Systems
  • VOC Laboratories – System Administrator, IT
  • Savannah Laboratories – Manager, Inorganic Chemistry Department
Mike Lorusso – Partner & Managing Director Northeast

Mike LorussoMichael Lorusso is an accomplished senior level Sales and Marketing executive with a demonstrated 20 year track record of success in marketing, direct sales, securing strategic alliances and management of multi-million dollar information technology projects for Fortune 1000 clients.

Beginning his career in development and delivery of business applications, his comprehensive knowledge of system development and project management methodologies allow him to excel in building industry best practices, growing and maintaining client relationships, understanding complex business process and capturing business development opportunities.

Leveraging his more than 18 years in the Information Technology (IT) sector, he is currently a principal with Sales Optimizer as a senior consultant and master trainer in the advanced selling programs as well as advanced SalesForce.com® certifications. Responsibilities included developing, prototyping and deploying the next generation sales and deal-development capabilities that leverage the Optimizer curriculum and SaaS technology.

Prior to joining Sales Optimizer, he has held a wide range of Sales, Marketing and Management positions in the IT sector, including Major Account Sales Vice President, with overall responsibility for developing teams and growing business in the tri-state market place. He is also a seasoned Program and Project Manager, leading the delivery of several multi-million dollar opportunities for Fortune 1000 companies.

Core Competencies

  • Management Development
  • Sales Coaching Mastery
  • Sales Optimizer programs
  • Sales Methodology
  • Account Planning
  • Executive Selling
  • Salesforce® Admin & Consultant
  • Salesforce® Training

Experience

  • Sales Optimizer, LLC – Partner
  • Keane, Inc. – Director, Strategic Service Business Development
  • AGS/NYNEX Consulting Group – Sr. VP, Major Accounts
Tim Drysdale – Managing Partner, EMEA

Tim DrysdaleTim’s career from day one has involved a responsibility for revenue growth. Initially with 2 decades in the technology sector Tim’s successful sales career led to Managing Director, Sales Director, SVP and Managing Partner positions in small and large, brand name and start up organizations.

Having consistently developed highly productive sales teams, Tim has taken his 20 years practical experience and applied it to his role of coach/facilitator over the last 10 years. Specializing in leadership and coaching within sales organizations, Tim has not only delivered most of the market leading methodologies but has been a contributor to workshop design with many.

Tim’s keen interest in leadership, coaching and mindset techniques are apparent in his style of engagement and delivery. Over the years Tim has worked with many global companies to increase the efficiency of their sale organizations including BT, Xerox, Microsoft, Oracle, Nortel, Vodafone, Reuters, Tandberg, Mobistar, 3M, HP, Alfresco, Expierian, GL Industrial Services, Stepstone, Temenos, OpenLink, Autodesk, Global Crossing/Level 3, Claritas, Symantec, Alcatel Lucent, Intralinks, Torex, Definiens, Du & Ricoh.

Core Competencies

  • Sales Performance Optimization/li>
  • Sales Coaching Mastery
  • Sales Optimizer programs
  • Sales Methodology
  • Account Planning
  • Executive Selling
  • Salesforce® Admin & Consultant
  • Salesforce® Training

Experience

  • Sales Optimizer, LLC – Managing Director – EMEA
  • The TAS Group (Sales Methodology) Lead Consultant
  • SI Group – (Mindset, Motivation and Coaching) – Managing Director
  • Siebel Systems (Sales Performance Practice) – Managing Partner
  • OnTarget, Inc. (The Sales Methodology Experts) – Sr. Partner
  • Systems Union Ltd. (Application Software)– Global Sales Director
Dmytro Rybalskiy – Principal Architect

Dmytro RybalskiyDmytro Rybalskiy has over 15 years in software development. During these years Dmytro was focused on technologies like SalesForce.com® and J2EE, architecting and leading software development.

With significant number of business application development projects successfully completed for various US and International clients Dmytro got experience in many business industries including but not limited to CRM, CC&B (Customer Care & Billing), Office Equipment, Logistics, Recruiting and Human Resource Management.

Dmytro has long experience of leading development teams and piloting technical side of the projects.

Over the last five years, Dmytro has been leading Sales Optimizer’s product development and custom development for the clients. One of our achievements during that time was winning AppExchange 2012 customer choice award in Sales Methodologies category for Opportunity Optimizer× app.

Core Competencies

  • Salesforce® Certified Developer
  • Salesforce® Certified Advanced developer

Experience

  • Sales Optimizer, LLC – VP Of Product Development and Technology
  • Bond International Software – Team Lead/Sr. Developer
  • Odyssey Logistics and Technology – Sr. Developer
  • MaxBill ltd – Developer/Project Lead
Stuart Morrell – Managing Director, Salesforce® User Adoption

Stuart MorrellStuart brings almost 10 years of direct sales experience to Sales Optimizer, LLC. As a member of one the top performing sales teams within Clear Channel Outdoor, he joined the $1 million+ sales “club” in all but his first two years with the company. In addition he was an integral part of the initial implementation of Salesforce.com prior to a nationwide rollout.

In his current role at Sales Optimizer, Stuart serves as a Managing Director for Salesforce user Adoption. In that role he serves as a senior trainer, consultant and coach with some of the company’s biggest and most successful clients.

Prior to joining Clear Channel, Stuart spent more than 20 years in the non-profit sector with several nationally known organizations, primarily as a fund raiser/development officer and agency executive. He was instrumental in the development and implementation of several national fund raising programs, where his roles included researching the competition, writing how-to manuals and serving as a trainer/instructor for others within the organization.

Core Competencies

  • Salesforce® Training
  • Salesforce® Admin & Consultant
  • Sales Optimizer programs
  • Sales Methodology
  • Account Planning
  • Opportunity Planning

Experience

  • Sales Optimizer, LLC – Managing Director, Salesforce® User Adoption
  • Clear Channel Outdoor – Account Executive
  • Heart of Florida United Way – Director, Major Gifts
  • Juvenile Diabetes Research Foundation – Executive Director
  • American Diabetes Association – Director of Development
  • Big Brother/Big Sisters of America – National Manager of Development
  • American Heart Association – Area Director / Special Events Director
Charlotte Bergan – Managing Director - Client Success Team

Charlotte BerganCharlotte is responsible for overall delivery & success of our client engagements by directing activities for the business, technical, and training teams involved with each project.

She joined the Sales Optimizer team in 2010 while pursuing an MBA at the University of Central Florida here in Orlando. Since, she’s gained several salesforce.com certifications (ADM-201, Sales Cloud, DEV-401) and developed the role of Client Success Manager (CSM) while working on key projects such as those for the global deployment of Salesforce for CSC and a Sales Performance & Management Optimization pilot for CA Technologies.

Charlotte also works closely with our development team, actively helping design & review new functionality for our Optimizer suite of apps to ensure that our clients’ goals are achieved. Her closest project in the last year, has been to design and oversee the development of the Mass Edit Optimizer, a brand new activity and productivity tool we plan on delivering to the AppExchange within the next year.

Her primary current focus is to build and develop a growing team of successful CSMs to support our growing number of projects and clients.

Core Competencies

  • Project Management
  • Customer Orientation
  • Attention to Communication
  • Initiative & Creativity
  • Account Planning
  • Sales Systems Design

Salesforce Knowledge

  • Salesforce.com® ADM-201
  • Salesforce.com® Sales Cloud
  • Salesforce.com® DEV-401