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

Block

Head of Sales Engagement Strategy for Square

Stack Overflow

-First Enablement leader focused on post sales enablement. 
-Responsible for building and running Onboarding, Everboarding and Upskilling programs for Customer Success. Built first New Hire track for CSMs. Improved ramp time to productivity. 
- Train, measure, and reinforce Force Management's Command of the Message methodology for post sales team.
- Tech stack expert in Lessonly LMS, Gong, Catalyst, SalesForce.
- Program managed Customer Journey to improve retention and expansion, including internal RACI between pre and post sales.

Sr Mgr Enablement, Customer Success

Drift

- First enablement hire to build post sales enablement (including Onboarding, Everboarding, Upskilling).
- Program manage, train and measure Customer Journey milestones, and internal Sales to CS handoff RACI.
- Train, measure, and reinforce Force Management's Command of the Message methodology for post sales (through Command Center and SalesHood platforms).
- Tech stack expert in Gong, Highspot, SalesForce, GainSight, Looker, Drift platform, and Schoox LMS.

Sr Manager of Productivity and Enablement- Customer Success

Udemy

- Concentrated focus on Udemy for Business
-Create and deliver Onboarding programs for multiple, global, sales roles including SDRs, ADRs, AEs and Managers, as well as for CS roles including CSMs and CSAs
-Continuous enablement of all Sales and CS roles to boost productivity and revenue increase by leveraging best practices, sales methodologies, sales productivity tools across multiple learning modalities.
- Cross functional collaboration to connect Sales and CS to Product, Marketing, etc
-Leverage the Udemy and Udemy for Business learning content to provide best in class learning for the teams.

Sales Enablement and Productivity Manager

- Assist in sales of IBM Cloud Video and Watson Media products and services with the WW IBM Cloud teams
- Create and deliver training materials and presentations to WW IBM sales and partner teams 
- Influence revenue for sales and partner teams for WW IBM Cloud Video and Watson Media 
-SME for Cloud Video and Watson Media portfolio

WW Sales and Partner Enablement Lead

Ustream, Inc., an IBM Company

-Manage, train, and support a team of Inside Sales, including SDRs and AEs.
-Establish and enforce Best Practices for both inbound and outbound prospecting as well as lead qualification and generation.
- Oversee and assist in complete sales cycles.

Director of Sales

Rainmaker Systems, Inc.

•	Effectively recruited and managed a team of up to 8 global Inside Sales team members responsible for generating sales qualified leads (SQLs) for outside/field sales directors, resulting in an increased sales pipeline from $250,000 in Q1 2014 to $3.5M in Q1 2015.
•	Provide direction to inside and field sales team members for best practices in lead generation, prospect nurturing, and sales processes.  Started Q1 2014 with 20 SQLs per Inside Sales person and growing to 40 SQLs per person in Q4 2014.
•	Responsible for managing and nurturing strategic sales relationships with top account Hewlett Packard, as well as manage and oversee the client contract renewal process having Inside Sales close renewals under $100,000.
•	Successfully execute client retention strategies, including uplifting failing programs and implementing cross-sell and up-sell campaigns, resulting in a 2014 80% renewal rate.
•	CRM administrator for SalesForce.com and Sugar CRM.

Director of Sales and Inside Sales

Rainmaker Systems

Responsible for net new client acquisitions, current client expansions and renewals. Create and execute demand generation plans for continued sales strategies.  Manage Inside Sales efforts.

Director of Sales, SaaS Solutions

Managed global team of Inside Sales reps; SFDC admin; marketing automation; demand generation.

Inside Sales Manager

Demand generation on behalf of customers, including cold calling and emailing to set appointments for technology companies such as Microsoft, Sun, and HP.

Business Development Associate

Highly motivated, forward-thinking leader with 20+ years of experience in technology/SaaS sales.  Energetic and driven goal achiever, focused on team success and revenue growth.  Reliable and effective director with 8+ years of experience managing Global Inside Sales teams.

Specialties: Revenue Enablement, Sales Training, Coaching, Sales Methodologies, Competencies, Customer Journey, Tech Stack Implementation and Adoption, Sales Leader, Seller, Cross-functional Collaborator, Project Management

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Crystal Nikosey

Nieka Mamczak

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