Nick Lawrence

Sales Academy, Global Sales Enablement

Databricks

Manager, Global Sales Enablement

Snowflake

Sales Enablement Professional

Curriculum Design Manager, Learning Experience

People.ai

Leading the development of a value and methodology-based curriculum for the People.ai sales team. 

Serving as an integral member of the Sales Enablement team, I'm responsible for designing the curriculum and training content to improve sales productivity by partnering with Sales to assess learning needs and create the appropriate learning experiences to address them. 

Applying adult learning principles, learned from my Master Instructional Designer Certification, to ensure program effectiveness by incorporating ongoing assessment and continuous learning.

Incorporating measurement, support and accountability components to all programs, learned from my Kirkpatrick Model of Evaluation Certification, to evaluate the degree to which targeted outcomes occur as a result of the program.

Specific responsibilities:

- Partner with Sales, Marketing, and Product to capture curriculum requirements 
- Assess current training programs and content
- Design a role-based curriculum for Sales Reps and Sales Managers
- Capture content and best practices from company-wide SMEs and apply adult learning principles in building training materials
- Develop online and instructor-led training materials in different media formats
- Develop skills assessment and evaluation framework to ensure program effectiveness
- Update and maintain content in LMS/CMS at frequent intervals

Lead Instructional Designer

Hyland

As part of the Sales Academy team at Hyland Software, I am responsible for designing, creating, executing, refining and maturing the tools and content utilized for training programs that enable best-in-class selling for the company's sales employees and partners.

Specific responsibilities include:
- Design, create, refine and maintain tools and content for sales academy initiatives that is relevant, accessible, timely and meets the evolving needs of sales employees
- Assist, in collaboration with defined subject matter experts, in the generation of content and design elements for video based training courses
- Coordinate and track, in collaboration with Translation Services, the translation of standard course materials into required languages in support of our global sellers
- Facilitate the delivery of specific courses in various mediums including classroom, self-study and videos
- Understand and educate sellers on the main processes, procedures and line of business systems utilized within the Sales department
- Understand available capabilities and solutions of specific company industries
- Utilization of a Learning Management System (LMS) to track achievements and allow sales management visibility
- Utilization of Project Management software to ensure projects and initiatives are completed fully and on time
- Measure key outcomes and training ROI
- Support members of sales academy and overall sales organization, including the sales executives
- Work closely with new, tenured and promoted sales employees to accelerate success
- Grow knowledge and be aware of best practices and market trends

I'm responsible for assisting and supporting the day-to-day activities of Sales Account Managers while developing critical sales skills with the objective of effectively transitioning to an outside sales job in the Hyland Sales organization.

Specific responsibilities include:

-Assist Account Managers with entering information to Saleforce CRM; ensure accuracy and timeliness of inputs

-Perform Salesforce CRM data audits; ensure all data is up to date, accurate and in compliance

-Provide information and support for RFP/RFQ/RFI requests

-Participate in lead registration process; call and confirm registration facts

-Accompany Account Managers to customer meetings; actively participate in meeting

-Assist with sales, conversion and up-sell campaigns; manage email distributions and participate in phone campaigns

-Assist with OnBase sales classes and reseller/customer visits

-Provide direct support and coaching to customers/partners; operate as their liaison to Hyland resources

-Work as a liaison between Account Manager and Order Processors to resolve question or issues related to client invoices or billing questions

-Complete self-directed training plan which includes modules on solution selling, OnBase products and solutions, and Hyland operational processes

Sales Support Representative

GenToX

Pharmacogenomics is the study of a person's unique genetic makeup to determine their ability to metabolize drugs into their active forms. A brief description of my efforts include:

•Marketing and promotion of pharmacogenomic testing services to healthcare providers throughout the United States

• Promotional activities such as trade shows, service presentations and sales calls 

• Provide after-sale support to providers such as alternations and cautions for medication and continually provide clinically significant data

Sales Consultant

ProStar Marketing

- Contracted products and services to customer bases solely established for Cooper Disposal and Benjamin Obdyke

- Traveled to over 100 sites, including follow-up sales calls, in efforts of obtaining contracts and increasing sales revenues for Cooper Disposal

- Conducted and observed numerous meetings in order of initiating new contracts for Cooper Disposal and Benjamin Obdyke

- Gained valuable experience in the operations of various sales and business transactions

Independent Sales Representative Intern

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.

Articulate

As a Senior Sales Enablement Specialist, I develop and deliver enablement programs aimed at improving sales effectiveness in areas such as prospecting, multithreading, objection handling, and competitive positioning to drive improved closed-win rates and overall productivity. I create and deliver interactive, engaging on-demand resources for ongoing coaching and reinforcement, ensuring high retention of product knowledge and processes. In my role, I co-lead the onboarding process for SDRs, Commercial, and Enterprise sales teams, helping new hires ramp up within four weeks and conducting enablement check-ins to track progress. 

Closely collaborating with sales leadership, marketing, operations, and order management teams, I help identify opportunities to streamline processes and foster collaboration amongst revenue teams and our cross-functional partners. I also lead a Sales Enablement Biannual review with sales leaders where we review enablement programs and initiatives from the previous two quarters, track performance metrics, and assess enablement needs to align goals and plan for the upcoming quarters. Additionally, I oversee content management, ensuring all resources are up-to-date, relevant, and effectively utilized within systems like Outreach and Guru to enhance sales team efficiency and resource utilization.

Sr. Sales Enablement Specialist

Devised best practices with the enablement team and sales leaders to support the revenue teams to increase 2022 annual revenue by 12M, reduce ramp time from 8 weeks to 4 weeks, and cut transactional tasks in half.

Initiated and led enablement initiatives such as "Monthly Enablement Nugget" to reiterate sales strategies and methodologies and drive field application, team collaboration, and engagement for AEs, SDRs, and BDRs.

Developed and managed a content library of 30+ role-specific assets in Guru that provided Strategic AEs with relevant content in one centralized location that is quick to find and easy to navigate. 

Pioneer and co-leader of the revenue enablement team's quarterly learning sessions. A safe space to discuss and learn new concepts, share peer knowledge, and brainstorm best practices to apply within our roles.

Successfully partnered with cross-functional teams on projects affecting customer-facing teams, i.e., mass geographical territory assignment of accounts, Outreach implementation, and ARR and MEDDPICC.

Sales Enablement Specialist

Applied product knowledge, sales techniques, and report-building skills to assist Sr. AE in achieving their $1M quota.

Designed three weekly learning courses in Articulate Rise 360 for Sr. AE to enable new AEs on sales tactics and processes. 

Executed two sales campaigns and co-crafted personalized messaging in Salesloft, Gmail, and LinkedIn (Sales Navigator) to assist Sr. AE in gaining access or expanding assigned accounts.

Executed two sales campaigns and co-crafted personalized messaging in Salesloft, Gmail, and LinkedIn (Sales Navigator) to assist Sr. AE in gaining access or expanding assigned accounts.

Created two customizable reports in Google sheets to track sales campaign activity data, i.e., # of open rates, responses, and meetings scheduled. Clearly informed Sr. AE of chart descriptions and campaign results.

Ensured the data and formulas in cost-benefit analysis reports were accurate and delivered in a timely manner for Sr. AE to present cost savings to customers.

Sales Administrative Assistant

The Enablement Squad

Member

Squad Leader - Knowledge Chair

Sales Enablement Society

Our vision is simple: to elevate "Sales Enablement"​ as a recognized profession globally and define and share best practices and tools as well as connect and network with others in the Sales Enablement ecosystem.

WiSE - Women in Sales Enablement

Sistas In Sales

Sistas in Sales is a community for Women of Color Sales Professionals, to network, advance their careers, learn, share and support each other and most importantly find SISTERHOOD.

Collaborated and organized with Administrators and Sales Leaders for internal and external sales events, i.e., KY SHRM conference, regional Sales Kick Off, and Rev Gen Day to promote team engagement.

Compiled, analyzed, and summarized sales team’s statistics and clients, prospects, and competitors’ information from Oracle and Salesforce to assist with sales processes.

Assisted region’s Leadership Development Team with various projects to drive revenue and increase sales pipeline by building user-accessible reports with different themes and format variations within a week’s notice.

Created PowerPoint presentations, data trackers, and reports in Microsoft Excel for Sales Leaders for team initiatives and meetings.

Invesco Ltd.

Assisted Associate Client Managers with managing 14 accounts daily.

Prepared daily, monthly, quarterly, and annual reports to satisfy clients’ financial inquires.  

Assisted with various simultaneous projects involving data entry and calculations in Excel.

Effectively communicated with Associate Client Managers, Record-keepers, and Trustee banks regarding account issues such as balance errors, out-of-tolerance balances, and incorrect daily transactions via email or Skype business.

Stable Value Client Services Intern

University of Louisville

Reconciled over 50 grants monthly through Excel and University Accounting Software. 

Problem solved financial issues such as payroll errors, overstated and understated monthly balances with supervisor.

Fulfilled administrative duties such as scanning documents, data entry into Excel, answered front desk telephone calls, greeted and assisted visitors and students.

Student Reconciler

I am a forward-thinking Sales Enablement professional adept at identifying and resolving challenges through critical analysis and offering innovative solutions to intricate problems. With three years of experience in sales enablement, my use of creativity and innovation with a seller-centric enablement strategy empowers Articulate's sales teams to excel in customer interactions, evolve in their roles, and exceed sales performance goals.

I specialize in:
- Content creation and management
- Enablement initiative ideation and development
- Project management
- Process optimization

Driven by an unwavering commitment to fostering growth and development, I harness the power of empathy, vulnerability, authenticity, and self-awareness in my professional and personal endeavors. Intentionality in all aspects of my career and life allows me to bring my whole self into the work I do in the spaces I occupy. "Be intentional in everything you do; you never know who you'll inspire."

Offline, I enjoy filling my cup with self-care, cultural immersion through travel, and landscape/street photography while pouring wisdom into others by sharing my life's journey of adversity, triumph & inner-child healing 💞

Clifton Strengths: Relator • Strategic • Intellection • Developer • Empathy

Feel free to connect with me!

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The Battle

Nick Lawrence

Ebonie Glenn, MBA

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