Nick Lawrence

Sales Academy, Global Sales Enablement

I build "Enablement Environments" that enable reps to produce the outputs that determine performance.

As a certified Master Instructional Designer, Change Management and Sales Effectiveness Professional, my experience in Human Performance Management and sales best practices enable me to design highly relevant sales programs made up of accessible information, support assistance, communication, reinforcement, scenario-based eLearning courses, performance training, and OTJ coaching that accelerate and maintain sales productivity. 

I spent five years on the Purdue wrestling team, where I received All Big Ten honors, qualified for the NCAA tournament, and won the 2015 Most Dedicated Wrestler award at Purdue University. The sport of wrestling has instilled exceptionally high levels of accountability, ownership and dedication in me. The most influential lesson I took away from the sport was to "get comfortable while being uncomfortable." I'm able to maintain a high-degree of energy and enthusiasm when adversity strikes.

Most importantly, I'm a husband and father of two young daughters. Sharing my love of exploring nature, hiking through the woods, and reading books with my family has been the most enjoyable and rewarding experiences of my life. In fact, I'm so passionate about learning and development that my wife and I are homeschooling our daughters.

Sales Enablement Professional

Dandy

• Seasoned leader catalyzing change management via enablement; bridging the gap between organizational strategy and individual execution
• Empowering executive Partners to embrace, strategize and execute smart, effective and repeatable programs
• Led a team of 9, responsible for creating and deploying role specific onboarding, continuing and education across go-to-market teams; focused on business development, sales, customer support, and account management teams
• Build, establish and propagate a culture of learning, enablement, coaching, and accountability
• Define, assess, and report on key metrics that correlate GTM effectiveness improvements and skill development to targeted enablement programming
• Create systematic GTM strategies, procedures, and document playbooks to enhance GTM Team efficiency

Head of Enablement

Sales Enablement Society

The Sales Enablement Society is a volunteer organization founded in January 2016, by a diverse group of like-minded sales and marketing professionals based in the Washington, D.C. area. The society's goal is to better define the sales enablement functions and roles that currently exist within organizations, and ultimately solve the vast disparities that exist in the profession today.

Member

Trust Enablement

Team of One Host and Trustee

Persado

• First enablement hire | built the enablement function from the ground up
• Leader for all internal and customer facing enablement and training; ensure strategic program alignment across all business goals
• Strategize, execute and optimize global L&D and commercial enablement programs
• Cultivate and leverage relationships with executive leadership to create high impact programs and fulfill strategic objectives 
• Built and executed rollout of new sales methodology design and deployment, including new documentation, playbook, and reinforcement tools
• Develop and deploy manager development and coaching programs
• Launched world class tech stack to Sales and Customer Success Teams-- Gong.io and Highspot
• Launched Challenger Sale and MEDDPIC methodologies to Sales and Customer Success teams

VP, Enablement & Learning and Development

CM Group

• Defined and executed on enablement strategy across 7 portfolio companies 
• Lead commercial external (client) and internal (sales/CS) enablement programs
• Align with leadership on corporate targets and priorities around enablement needs
• Leader for all training and enablement programs; ensure trainings are strategically aligned with broader business goals
• Create and deliver employee, client, and partner training programs
• Execute effective and innovative revenue onboarding and everboarding programs, to support reduced time productivity
• Develop and deploy manager development programs to drive a cultivate a culture of learning, coaching, and accountability 
• Develop plan for adoption and training of sales tools and best practice processes
• Define strategy and lead annual sales events (eg: revenue kick-off)
• Procured and launched Gong.io to Sales and Customer success teams

VP, Global Enablement

• Team lead for commercial external (client) and internal (sales) enablement programs
• Align with leadership on corporate targets and priorities around sales enablement needs
• Drive accountability with executives and team leads; establish processes, protocols and reporting 
• Leader for all training and enablement programs; ensure trainings are strategically aligned with broader business goals
• Create and deliver employee, client, and partner training programs, such as curriculum development,, eLearning and formal badging/certification
• Own the sales enablement function with core objectives to reduce new hire ramp time and improve productivity 
• Oversee upkeep of training modules with new product releases
• Own planning and execution of yearly sales and customer success kick-off event
• Accountable for ongoing, long-term employee career growth
• Holistic management of robust onboarding programs for sales, install base, renewals and customer success teams
• Launched Challenger Sale to Sales and Customer Success teams

Sr. Director, Global Enablement

• Design, implement and track, robust onboarding programs for sales and customer success teams
• Improve time to competency while reducing time to revenue via execution of sales enablement, onboarding, badging programs and skills enhancement
• Regularly conduct assessment of current sales skills, processes and knowledge 
• Manage and reinforce Sailthru sales methodology, process and buyer journey to increase team success
• Partner with sales leadership to develop relevant and engaging training and badging programs
• Evaluate team performance quarterly, map performance to established metrics
• Develop and upkeep of everyday sales enablement tools and materials
• Launched  MEDDPIC methodology to Sales and Customer Success teams

Director, Global Sales Enablement

• First enablement hire | built the enablement function from the ground up
• Started as a team of one and established a scalable enablement framework
• Created Sailthru’s first ever sales onboarding and enablement programs 
• Partnered with Product Marketing to create consistent, effective and engaging sales messaging 
• Developed a suite of sales enablement resources and tools that map to and support the sales cycle
• Determine the learning needs of the sales team to determine growth priorities
• Analyze metrics for usage and adoption of all sales enablement tools
• Procured and launched Gong.io to Sales and Customer Success teams

Senior Manager, Sales Enablement

SocialCode

• First Enablement Hire
•  Managed employee training programs, including onboarding, curriculum development, facilitation, eLearning development and formal certifications to align with broader company business initiatives
• Created and executed organizational and employee-focused needs assessment
• Developed a mentor program to promote a channel for feedback and coaching to team members

Manager, Account Training & Enablement

ExactTarget Marketing Cloud

• Evaluate the technical product training and enablement needs needs for Salesforce ExactTarget Marketing Cloud clients, partners and GTM employees in order to develop compelling and effective training programs
• Identify and assess cross functional training needs 
• Ensure that product training program is aligned with broader business initiatives
• Create and deliver employee, client, and partner training programs
• Serve as the leader for all technical product training needs, programs and upkeep

Senior Global Product Instructor

Sprinklr

•  Provide leadership through Sprinklr implementation process for global and national brands across multiple verticals
•  Lead project and relationship management
• Partner with clients in solving key social business challenges, including automating message triage/workflow, collaboration on social messaging across business units, and breaking down organizational silos
• Establish and oversee implementation timelines, deliverables, and dependencies
• Map the configuration and execution of a client’s custom Sprinklr platform environment to their existing business patterns
• Guide clients through platform architecture discussions and decisions
• Provide ongoing support and new feature awareness after implementation process has been completed
• Partner with Sprinklr technical teams to surface and resolve functional issues on clients’ behalf

Enablement Consultant

Salesforce Marketing Cloud

•  Evaluate the technical product training & enablement needs for Salesforce Marketing Cloud employees in order to develop compelling and effective training programs and training best practices.
•  Create and deliver employee and partner training including curriculum, training, exams, ultimately leading to formal badging/certification.
•  Accountable for the ongoing, long-term improvement of employees' skills, enabling them to achieve their full potential.
•  Ensure all training modules are current, coordinated with new product releases and updated continuously to reflect key competitive differentiators.
•  Pinpoint training and development needs through job analysis, appraisal schemes, and regular consultation with key department leads.
•  Serve as the leader for technical product training needs and programs within the Marketing Cloud

Technical Productivity Specialist

•  Create, own and oversee customer training and education on the Salesforce Marketing Cloud.
•  Create, edit, update and manage documentation including: internal and external training materials, new feature announcements, newsletters and reference guides.
•  Develop product content and documentation for clients and internal staff.  
•  Work with Product Management, Engineering and Client Service teams.  
•  Clearly and accurately organize content and articulate technical concepts.
•  Develop, update and maintain Salesforce Marketing Cloud documentation including internal and external training and help materials.
•  Contribute to creation, launch and maintenance of customer community forum or portal.
•  Develop collateral customer resources including: newsletters and guides to enhance customer adoption and empower success
•  Conceptualize new webinars and training materials inspired by industry trends, product enhancements and client feedback

Technical Content Specialist

•  Create, edit, update and manage documentation including: internal and external training materials, new feature announcements, newsletters and reference guides.
•  Develop product content and documentation for clients and internal staff.  
•  Work with Product Management, Engineering and Client Service teams.  
•  Clearly and accurately organize content and articulate technical concepts.
•  Develop, update and maintain Buddy Media social marketing suite documentation including internal and external training and help materials.
•  Create, own and oversee customer training webinars on the Buddy Media social marketing suite.
•  Contribute to creation, launch and maintenance of customer community forum or portal.
•  Develop collateral customer resources including: newsletters and guides to enhance customer adoption and empower success
•  Conceptualize new webinars and training materials inspired by industry trends, product enhancements and client feedback

Technical Content Manager

•  Leveraged knowledge of Buddy Media platform develop robust social media initiatives that align with client's core objectives
•  Establish priorities and timelines and be responsible for meeting all client goals and deadlines on time.
•  Define, oversee and communicate all project timelines, budgets and deliverables.
•  Work with Technology Team to implement client initiatives.
•  Build training and enablement strategies to support sustained client adoption.
•  Communicate effectively and regularly with clients regarding the project status.
•  Create and implement bi-weekly analytics/engagement driven newsletters for Starwood Hotels.

Project Manager

Triton Digital

Client Service
* Responsible for training, management and retention of 300+ client stations
* Oversaw client entire client relationship; from contract signing to training, activation and beyond
* Maintained and built productive relationships between stations and Triton affiliates
* Proactively managed client expectations and maintained timelines during critical phases in activation process
* Scheduled and managed introductory calls between clients and team members 
* Trained and enabled station personnel with various Triton software interfaces 
Product and Operations 
* Worked on problem solving initiatives with Market Development and Sales teams
* Developed customer training and documentation
* Streamlined knowledge sharing initiatives with affiliate teams and satellite offices
* Worked with market development, sales and affiliate teams to develop product enhancements focusing on user experience and adding client value
*Created and implemented monthly client engagement newsletters.

Digital Services Manager

A razzle-dazzle revenue enablement leader with a proven track record enabling colleagues, clients and partners!

Specialties: Building structured onboarding and training programs, developing and implementing comprehensive internal enablement programs!
Voiceover enthusiast:
https://soundcloud.com/devondanceparty/devon-mcdermott-vo-reel

Devon McDermott 🪄✨

Happy SKO (RKO, GKO, FKO…) season to all who celebrate. 🎉 
For all of you who are in the thick of it, help is on the way! 🙌 

This month on Troubleshooting Enablement, I sat down with Ali Smith & Callan Coles two enablement powerhouses for a conversation about how #enablement teams take control of their #kickoff and deliver under pressure!

They share the tactics they actually use: 
- Getting leaders aligned without endless meetings
- How they push back without burning bridges
- Tips for deciding what makes the agenda and what absolutely should not
- And… How they design kickoffs that change behavior AND motivate and inspire attendees! 🎯 

🎧 Head to the comments to listen!

Strategic Enablement Leader | Architect of Repeatable, Revenue-Driving Programs | Podcast Host | Winner Women Making an Impact in Enablement SE Pro

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