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.

Marlon Pohl

PurpleFire

Business Director

Cidadania4u (Cidadania Italiana e Portuguesa)

Structuring an acquisition channel for a new service, including result projection, hiring, training, and creating processes and sales pitches.

Inside Sales Coordinator

NeoAssist

Structuring of commercial processes, from commercial intelligence to closure. Creation of onboarding processes for new employees, improvement of team members, and support materials. Evaluation of tools used by the team, proposing improvements, implementing changes, and reevaluating results. Projects for structuring commercial processes and integrating them across all acquisition channels, including inbound, outbound, and ABM.

Head of Enablement

Transfeera

Creation of onboarding processes and continuous improvement of the team, sales support materials. Responsible for incentive campaigns implemented within the team. Training based on Spin Selling, GPCTBA, Challenger Sale, etc.

Sales Enablement

Joinville City Council

Parliamentary Advisor

Involved in the entire sales process, from developing the commercial intelligence process to post-sales activities. Responsible for prospecting, qualifying, negotiating, and closing accounts. Actively participated in creating the company's sales process, primarily based on the predictable revenue and Spin Selling methodologies. Defined MQL, SQL, and SLA among different stages of the sales process, including Inbound, Outbound, and ABM acquisition channels. Also participated in recruiting and selecting new members for the sales team.

Sales Specialist

Joinvillense, I have a great passion for technology, new ideas, and challenging projects.

taplio

The Battle

Nick Lawrence

Marlon Pohl

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