Crystal Nikosey

RISE: Research & Insight Based Strategic Enablement

Advisor

Sales v̴s̴  and Enablement, The Podcast

Co-Host

Sales Enablement Society

Member

The Sales Collective

Vice President, Sales Transformation

WiSE - Women in Sales Enablement

Phoenix Chapter Lead

UserZoom

Director, Global Revenue Enablement

Second Nature

Customer Enablement Lead

Trust Enablement

Contributor to one of the 20 Best Sales Podcasts for 2021 named by Vendor Neutral.

Focused on helping sales enablement and revenue enablement practitioners and leaders succeed for themselves, the businesses they work for, and the profession overall.

Trustee

Cloud Academy, Inc.

Sales Enablement Manager

Tribyl, Inc.

Tribyl (pronounced tribal) is the industry’s first Digital Value Selling™ Platform.

Enterprises are learning that qualifying and closing deals over Zoom is here to stay for the foreseeable future. And that ‘value selling’ is no longer an optional buzzword in this economy.

Tectonic shifts define winners and losers. Driving Digital Value Selling™ is a career-defining move for CROs. Learn more about the 5 capabilities required for Digital Value Selling in the linked article.

Director, Customer Enablement

Crystal has been driving measurable impact in revenue enablement since 2012, designing data-backed programs that optimize sales team performance. 

Certified in Objective Management Group’s (OMG) sales competency-driven assessments, she combines a rigorous approach to sales processes across BDR, SDR, and AE roles to deliver consistent, scalable growth. 

Her expertise in improving key sales metrics—focusing on behaviors, process efficiency, and skill development—has directly contributed to increased deal velocity, win rates, and overall team productivity.

**Crystal’s Certifications and Expertise:**

- MEDDPICC Certified: Driving predictable revenue growth through disciplined sales process management

- Cross-Functional Optimization: Aligning goals across departments for measurable impact on sales outcomes

- Sales Training: Programs designed with a direct tie to business KPIs

- OMG Certified: Expertise in competency-based assessments to pinpoint growth opportunities

- GTM Strategy Development: Building go-to-market plans that deliver quantifiable results

- Change Management Leadership: Leading organizational shifts with a focus on data and results

- Motivational Styles: Leveraging intrinsic, extrinsic, and altruistic motivators to improve team performance

- Coaching/Leadership: "Coach the Coaches" approach to ensure sustained improvement across sales teams.

- AI: Intermediate proficiency, with a focus on applying AI for process improvement and predictive analytics

Senior Director, Sales Transformation

My focus is on accelerating seller skills to elevate the value we bring to IBM clients across Australia and New Zealand.

Right now, I’m working on:

• Implementing structures to improve deal qualification, win rates and to identify derailment factors sooner. 
• Evolving team culture from one of cadence to coaching. 
•Delivering a personal coaching program for Leaders and Managers.
• Elevating client conversations. 
• Creating a culture where all can thrive.

Feel free to reach out if you'd like to learn more.

Enablement Leader, Australia & New Zealand

My focus in this role was accelerating seller skills, scaling innovation and creating learning culture across 9 diverse counties. The end goal- to elevate the value we bring to IBM clients. 

I implemented and drove a series of enablement programs creating significant positive impact including:

• Impacting $1.2B in opportunities and shifting culture from cadence to coaching with a 900% sales coaching uptake. 
• Launching a scaled coaching program for Leaders and Managers with 76% of ASEANZK participants rating the program as "life changing" or "amazing."
• Improving the quality with which we show up for our clients and boosting seller “soft skills” with 80+ Net Promoter Scores.

Reach out if you'd like to learn more.

Enablement Leader, Australia, South East Asia, New Zealand, Korea (ASEANZK)

I am currently enjoying being a RES member. For details around Chapters please visit https://www.sesociety.org or email info@resociety.global.

Previously I volunteered as Chapter Director for RES, collaborating with Enablement Leaders across the globe to run their 50+ local Chapters, with the mission is to elevate Enablement in organisations worldwide.

Prior to taking on this role, I founded and ran a Revenue Enablement Society Chapter to support Enablers in Dubai, UAE.

Now 11,000 members strong, the Revenue Enablement Society (RES) is a non-profit organization run by Enablers for Enablers.

Regional Chapter Director and Society Member

Tigerhall

During this partnership, I delivered a series of podcast covering Enablement, Inclusion, and Leadership. 

There is a gap between what academic education teaches us and what people actually need to succeed in the real world. 

Tigerhall is leveraging social learning, tapping into the knowledge of subject matter expertise to help close that gap.

Thinkfluencer, Enablement, Inclusion and Culture Champion

RMIT Activator

During this engagement I advised on creation of future skills and learning experiences for Activator, RMIT University's growth engine for entrepreneurship, venture creation and applied innovation.  

With a focus on unlocking Innovation and Entrepreneurial potential for start ups and RMIT students, my role included:

• Recruiting and building a high performance learning design and facilitation team.
• Designing and delivering learning programs to address real world needs, problems and create real-world impact.
• Facilitating Design Thinking and Sales masterclass sessions for entrepreneurs and students to allow them to address complex business problems. 

You can learn more about Activator and the great work the team have been up to at https://www.rmit.edu.au/for-business/activator.

Education, Experience & Programs

Collaborating with stakeholders across EMEA I led the co creation and deployment of a series of innovative and experiential learning approaches to quickly address the changing requirements for the client facing team as the Covid pandemic unfolded. These programs:

• Accelerated sales skills on IBM's latest technology across 4,000 sellers.
• Elevated client conversations impacting $10mil revenue generation.
• Engaged and motivated teams with a 1 point increase in engagement during a challenging pandemic. (Where the norm was a decrease.)

Sales Enablement & Skills Transformation Lead, Europe, Middle East & Africa (EMEA)

I built seller and employee skills and boosted engagement through, innovative and continuous learning programs, enabling diverse teams to deliver a market-leading client experience with IBM's Cloud solutions.

• Delivered Top Talent learning program offering unique learning experiences for 80+ high performing team members boosting skills development and increased employee retention rates.
• Managed roll out and enablement of new Hybrid Cloud supporting business delivery double digit growth across the MEA region.
• Led cultural change programs to support a more inclusive workplace including the #FastStart21 Women's Experience and Stellar employee flexibility project.

Enablement Lead, Cloud & Cognitive Software, Middle East & Africa (MEA)

Providing education, communication, inclusion, employee engagement expertise to help clients redesign experiences and culture through Digital Change and Transformation.

Key clients I had the pleasure of working with included a leading local Middle East airline, a public sector healthcare organization, and a local retail conglomerate.

In parallel to my day job, I created, launched and drove a mentoring, education and support program to encourage gender and socioeconomic diversity in STEM in Africa. This program evolved to become the NGO Ekare Africa (ekareafrica.com.)

Strategy Consultant: Digital Change - Talent & Transformation, Middle East & Africa

Collaborating with a cross-region and functional team, I provided overall leadership of sales education, engagement and capacity building projects for our African markets. I innovated and ensured the diverse teams in my region were educated, engaged and prepared to drive business growth and provide optimal value to our clients.

Created partnerships and engagement with IBM's Digital Nation Africa education and micro-credentials/digital badges to support STEM skills development across Africa.

Sales Enablement Leader, Global Markets, Africa

I united and lead a culturally diverse team across Africa and the Middle East to build and enhance the IBM brand while ensuring our workforce had the motivation and expertise to develop new business, create a more relevant and consistent experience and exceed our clients' expectations. 

One of the highlights of this role was leading the  launch of IBM's Africa brand strategy and first ever advertising campaign "Made with IBM" advertising campaign. (A first-ever for the region.) 

The campaign effectively re-positioned the IBM brand by establishing authenticity, driving awareness, preference and building advocacy externally. 

All in line with IBM's corporate character. Learn more here-> https://vimeo.com/62205426.

Brand, Advertising & Employee Engagement Leader, Middle East & Africa

In this role, I lead and supported others to do great marketing, drive business growth and client value in IBM's newest markets. 

I strategically planned and delivered award-winning international office launches, engaging marketing, internal and external communications, and market conditioning brand campaigns to differentiate IBM from competitors, promote client successes, and position the IBM brand.

Geo Expansion Marketing & Communications Leader, Middle East & Africa

After my initial work period as part of IBM's Leadership Development Program Corporate Service Corps, my public sector client requested for me to continue to provide my communications, education and marketing expertise to the organization. 

This turned into an exciting 12 month engagement and took my life in a new direction. The client engagement achieved critical project milestones, communications objectives and recorded a high client satisfaction rating. 

In this consulting role I:

• Collaborated to deliver a marketing and communication strategy including, monitoring, analysis, reporting, and education to support the deployment of two Nigerian Government programs targeting vulnerable families.
• Drove 320% increase in program participation exceeding project objectives.
• Developed curriculum, delivered training and coached individuals and diverse groups to build expertise support program effectiveness and create long-term change.
• Mapped and managed the large, complex public sector and sponsor stakeholder network to design and implement a communication plan and reporting tools.
• Drove change management, cohesion, and collaboration among the States Ministry departments.
• Built relationships across Government Ministry's, agencies and community stakeholder groups to drive the success of Projects forming a social safety net for the people of Cross River State.

Strategy Consultant: Marketing & Communications, West Africa

In this role I strategically planned, measured and executed innovative, customized marketing and communication programs.

My focus was on supporting attainment of business objectives and creating a revenue pipeline for the sales organization for the next quarter and beyond. 

And we did just that attaining our targets and business results for 10 out of 12 quarters.

Some areas of my responsibility included:

• Leveraging data to capture insights
• Segmenting audiences
• Leveraging a mix of traditional, digital and hybrid marketing campaign element
 • Building awareness to generate interest and drive solid leads for the business.

Marketing Campaign Strategist, Australia & New Zealand

In this role I initiated, planned and executed a range of awareness and demand generation marketing activities consistently exceeding defined objectives for my business unit. 

This included:

• Reviewing and auditing of program strategy and priorities to improve program performance. 
• Designing and delivering a number of innovative projects improving marketing performance and interlock with sales priorities. 
• Commissioning and managing market research to; understand current brand perception and barriers, identified crucial market segments and geographic areas. 
• Participating in the Cape York Partnership Leadership Program which including supporting programs while living in an indigenous community in Far North Queensland and building awareness, understanding and inclusion. 

Awards:
• IBM WW Best Practice Award Q3 ‘08
• Cape York Partnership Leadership Program Representative Q3 ‘09 
• Program Award- High Performing Campaign Q2 ‘08
• Australian Marketing Institute Awards National  “finalist” ’08 
• IBM Innovation Award Winner  Q4 ‘07

Intergrated Marketing Communication Specialist, Australia

Supported the successes of our partners by building strategic Business Partner relationships, acting as a key point of contact for information about IBM Business Partner programs. 

Collaborated with media and agency partners to deliver and maximize the impact of Partner marketing campaigns and create positive client testimonials through the Customer Reference Program.

Awards:
• Assisted role out ANZ Business Partner (BP) certification program        
• Elected IBM Associate Network Representative                    
•IBM  “Above & Beyond” Award  Q4 ‘05

Channel Marketing Specialist

Ekare Africa

Ekare means "Let's give" in Ejagham, one of the main local dialects where this NGO was founded in the rural community of Ikom in West Africa.

At Ekare Africa our mission is to create sustainable development and economic inclusion with a focus on education access for girls at a grassroots level.

During my time leading Ekare Africa we impacted thousands of people and supported over 200 girls across West Africa to access life changing education.

Founder

Checkers & DC Entertainment

Marketing & Promotions Co-Ordinator

Hi, I’m Georgia. 

I am passionate about Enablement, Growth and Innovation fueled by that great combination of talent, technology and diverse perspectives. 

I have the privilege of helping IBM sales teams to maximise their results and growth by transforming skills and culture.

ENABLEMENT: Working with clients across four continents has given me the opportunity to build successful teams and create positive Enablement, culture and business outcomes.

My team and I have collected a few accolades for our efforts along the way too including:

-Revenue Enablement Excellence Award, Selling Power, 2024
-Sales Enablement Program of the Year- Stevie Award, for the innovative learning approaches delivered in the midst of the pandemic. 
- Most Innovative Woman of the Year - Industry, Bronze, Stevie Awards for Women in Business
- Top 20 Sales Enablement Influencer- Sales Enablement Collective
- Innovator of the Year- Learning Programs, International Business Awards

FOR FUN: When I am not working, you may find me playing superheroes with my two boys or hiding from them to sneak in some yoga.

And if you've made it all the way down here, why not let me know how I can help you. 

GET IN TOUCH: Send me a DM or reach me at georgia.watson@ibm.com. 


⭐️


EXPERTISE 

- Sales Enablement and transformative learning
- Creating inclusive, high performance cultures where people thrive
- Innovative thinking and skills transformation 
- Coaching and facilitating learning experiences
- Design Thinking and Agile 

Further skill areas: Leadership, Education, Learning and Development, Communication, Consulting, Design Thinking, Partnership, Culture, Change Management

Georgia Watson ⭐️

Twenty one years. One constant. People.

Today marks the end of a 21 year chapter at IBM.

Across 14 roles and four continents, it is not the programs that stand out.

It is the people:

Those who challenged their thinking.

Colleagues who raised the standard.

Leaders who redefined how capability drives results.

Together we built capability that turned strategy into measurable impact.

And strengthened confidence and culture along the way.

Over two decades, one lesson endures.

Technology evolves.

Markets shift.

People sustain transformation when they built the capability to execute.

That has always made the difference.

People.

Thank you to the IBMers and Partners who were part of this journey.

The next chapter continues at the intersection of people, capability and transformation at scale.

If you are focused on building capability that drives measurable impact, happy to continue the conversation.

⭐

Georgia Watson

Turning Strategy into Commercial Results through Capability, Culture & Go-to-Market Execution | Revenue Enablement & Transformation

Strategy means nothing without capability.

This week I co-facilitated a final workshop for IBM.

The full workshop is 3 days, not just on technology.

On business outcomes and value.

My role has never been to "train on tech".

It has been to equip leaders to articulate and deliver in ways that drive measurable business impact.

Because strategy only scales when people can:

→ Translate vision into client value
→ Connect architecture to commercial outcomes
→ Elevate conversations from product to transformation

Grateful to the participating leaders and co facilitators as they step into the final day tomorrow, and to the organisers raising the bar on capability.

Companies that outperform do not just invest in technology.

They invest in the people who turn strategy into results.

Enterprise performance is built through capability.

It is the lever.

That is the work.

I'm looking forward to continuing it at scale.

If you are focused on turning strategy into results, I welcome the conversation.

⭐

A shift is underway.

Lunar New Year marks renewal.

A fresh start. A clearing of energy.

A conscious step into what comes next.

I'm told the Year of the Horse also symbolizes:

Change. Opportunity. Movement. Forward momentum.

In many traditions, it is seen as a powerful year to act.

At the same time, Ramadan reminds us to pause.

To reflect. To practice gratitude and compassion.

They are different traditions.

 But Universal themes. 

I’m reflecting. 

2026 will be a year of change for me.

[I'll be sharing more on that in weeks to come.]

What ever you celebrate, wishing you momentum and peace. 

To those marking the occasion, Happy Lunar New Year and Ramadan Kareem.

⭐

The value conversation starts now. 

We’re kicking off the day 1 of the Architectural Advantage workshop.

Today is about:

→  Connecting architecture decisions to business outcomes. 

→ Supporting prospects drive change. 

→ Delivering game changing value.

Let’s Create Value.

We’re ready to go! 

⭐️

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Most AI failures are not technical.

A recent MIT study found that 95% of generative AI pilots are failing.*

And it is rarely a technology problem. 

It is an organisational capability one.

AI is accelerating execution across organisations.

The advantage does not come from access to tools.

It comes from the capability organisations build around them.

And that is built by and through people.

Research from the World Economic Forum shows that as AI adoption accelerates, demand for human capability rises.*

Yet many organisations are investing faster in technology than in developing the people who apply it.

That gap is where transformation stalls.

The Technology can scale efficiency.

Your people scale impact effectively.

The organisations that win in the AI era will build capability as deliberately as they deploy the technology.

If you are building capability for the AI era, I am open to the conversation.

⭐ 

*More on the research is in the comments.
 📷 credit to Sandeep S.. Taken at last weeks IBM Architectural Advantage Workshop.

Best way to wrap the week?

Filming the Rev Opps podcast on showing up differently, creating value, and outbound strategy with the awesome Regan Barker and Luigi P.!

We talked about:

→ Why generic, high volume outreach is out.

→ Why personalization, insight, and real value are in.

→ How high performing sellers start conversations that actually convert.

With AI tools at your fingertips and people more time poor than ever,

customization and value are what differentiate and cut through.

More to come on this soon.

Until then, have a great weekend.

⭐

10 actions you can take to support women year round.

Last week new gender pay gap data was released by the Workplace Gender Equality Agency across 10,000+ Australian organisations.

Australia’s average gender pay gap remains 21.1%.

And men are 50% more likely to hold roles paying $220K+.

Most gender pay gaps are not about unequal pay.

They reflect who holds the highest-paid roles.

Transparency is a positive step to changing it.

But visibility will not close the gap by itself.

Here are 10 actions you can take:

Talk about career options.

And misconceptions.

Support flexibility.

Be a role model.

Or create them.

Mentor women.

Hire women.

Pay women.

Upskill women.

Promote women.

Share successes.

One woman at a time.

Yes, the world needs organisations and systems driving change at scale.

But your daily actions matter too.

And it takes all of us.

To women and our allies, happy International Women’s Day for yesterday.

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Crystal Nikosey

Georgia Watson ⭐️

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The Battle

Crystal Nikosey

Georgia Watson ⭐️

Followers

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Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Georgia Watson ⭐️'s LinkedIn Performance

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