S2:E55 John Lombardo and Jackie Hart - 5 Key Considerations to Choosing a Sales Software

By Colin Sheehan, RCS Reporter.

Learn from the industry leaders in software sales about the importance of choosing a software that works for you.

On this episode of Roofing Road Trips, RoofersCoffeeShop® partner, Heidi J. Ellsworth is joined by Jackie Hart and John Lombardo from Estimating EDGE to discuss the importance of helping roofing contractors understand what they need from an estimating software. This podcast offers a look into how software is matched to company culture and vision and how the salespeople behind the match find the right fit.

Jackie Hart is the Midwest regional sales representative for Estimating EDGE. She’s been working in consultative sales for the company for just over four years and has been selling software in the construction industry for 23 years.

“I've sold CRM, point-of-sale service and warranty, legacy integration with a lot of back office emphasis on estimating solutions,” said Jackie. “I fell in love with the culture at the EDGE because we really are a family. And you don't find that a lot today particularly in software companies because there's so much turnover and it's just such a fast-moving target. I embrace our culture because I think it makes us super unique and I'm very blessed to have my job.”

John has been with the EDGE since 1990, starting as an EDGE representative for the Southeast United States and is now the director of sales. He stayed with EDGE because he loves finding solutions to problems and working with contractors to connect them with software that fits their needs and supports their businesses.

"I've learned to work with so many different contractors and the experience that you receive from them, it's just incredible. It's just nothing I can explain to people until you've been through it. I've done a lot of trade shows through the years and this pandemic has really forced us to change the way we do things, but we've learned to do it better. And I think when this thing settles down, we'll even be stronger than before. So with that said, I just love my job,” said John.

The three then began to discuss the process behind helping roofing contractors get connected to the right software. John and Jackie explained the first step is for the contractor to take the time to honestly review where their company stands. Finding a software solution that works is much easier after the contractor is able to clearly name problem areas in their business.

“Our job is to take what they're working with and try to be in their world and understand what they're facing, the problems or the good things,” said John. “You've got to have your ears open and listen and try to understand what their position is.”

Jackie agreed with John about the importance behind those initial conversations with a company. She added that their presentation process is all about leading the contractors to that “aha” moment where they realize where their dysfunctions lie. After that, the salespeople at EDGE can go through the solutions available  and connect them with people who can guide them through implementing a new software.

"I believe once they have that aha moment, there's no turning back. They realize their problems are sitting somewhere on a shelf and just brewing. It's just sitting there. And I truly believe that through a consultative sales solution, particularly in software, once you get your customers through several of those collective aha moments, that's when they say, ‘Wow, I really need to do this thing because I can see how this is really going to benefit me.’ And I think that's so important, because that's the value.”

Listen to the entire podcast to learn more from Jackie and John about the importance of software and what contractors can do to figure out which software is right for them.