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.

Personio

Privileged to be a part of Personio's Sales Enablement Team, focused on Leadership Development and Enablement Business Partner to Northern Europe

Senior Sales Enablement Specialist

Highspot

Highspot gave me the best job in the company - I have a team of 5 brilliant, ambitious ADRs who are going have amazing careers

- Consistently achieved largest quota in EMEA delivering >$3m in Pipeline
- Highest Rep Retention Rate Globally 
- Built Discovery Call Framework that improved buyer experience and qualification rates of meetings
- Consolidated Intent and Customer Data into Single Dashboard for ADR/AE/AM teams that helped them priorisitise accounts with highest probability to buy
- Built performance dashboards that helped deliver predicatable opportunity flow for business
- Rolled out Corporate Visions Sales Methodology to improve converstion rates
- SME on tech stack to ensure business achieved maximum ROI for tools (Salesforce, Highspot, Gong, Groove, Sales Navigator, Cognism)

Manager, Account Development, Northern Europe

Growth Intelligence

Got to do all the fun jobs while reporting directly to the CEO 😀 Including...

- Salesforce and Outreach Admin and Reporting Expert
- Hiring and Onboarding new SDRs
- Training and Coaching, building career progression plans
- Built note taking templates and scripts for Discovery Calls
- Created messaging and pioneered our ulta-personalised BASHO sequences

and of course, a little prospecting :) 

No better University than a start-up!

Enterprise SDR Manager and Sales Ops

As we hired more SDRs as we grew, I wrote the SDR Handbook, built an onboarding plan, delivered the enablement and developed our messaging to respond to the Covid lockdowns, reporting directly to the VP of Sales

Senior Enterprise SDR

Joined Growth Intelligence as Sole Enterprise SDR, created opportunities that delivered more than £1m ARR through customers inc Vodafone and AXA

Competed (and won) against global giants like Experian and Dun and Bradsheet

Enterprise SDR 

RSRCHXchange

My first taste of start-up life! Mifid II forced institutional research for Asset Management firms to be unbundled, and RSRCHX was the marketplace to meet the new requirements.

Battling against fierce incumbents like Bloomberg, Refinitiv and Factset, we helped Buy-Side firms get the research they needed to make strategic decisions. 

My job was to bring new firms onto the platform and help them get the most out of it. Lots of meetings around the City, lots of calling Hong Kong in the morning and New York in evening. 

Part of a motivated, united team. Company excited via an acquisition by Liquidnet in 2019

Buy-Side Account Manager

Meltwater

First 360 sales roles selling Media Monitoring Software to Marketers all over UKI who needed to track how their company was spoken about in the news and online

Competed (and won) against some of the biggest names in Marketing like Cision and Kantar

Learnt how to demo, how to close, how to do discovery and how to flip a deal in a day. 

Also got to be a designated Product Specialist, Onboarding Ambassador and won my first big incentive ("Oktoberfest" for finishing 173% of quarterly target)

Account Executive

E. Bo-young Talking Club English Academy

Lived for a year in the wonderful city of Busan, South Korea teaching kids English

28 different classes per week, with children aged 6-15 (plus some adult classes)

Nothing like standing a front of a classroom to teach you how to speak with and engage an audience

And nothing like marking, writing reports and parents evenings to teach you productivity!

English Second Language Teacher

Various

Worked numerous jobs to save money, often 12-18 hours days in up to 45 degree heat. 

Including 3 months as an Outback stationhand on a 200,000 acre sheep farm

3 months "Tarping" as part of a 5-man work crew travelling the wheatbelt and sealing massive grain bins

and 2 weeks "Spruiking" at the Perth Royal Show

Various Roles Across Western Australia

Kyocera Mita UK Limited

My first sales role! Making 80+ calls a day to book meetings for our sales people and channel partners. 

Finished 200% Annual Target for BD in Laser Printer and Photocopier Market

Also got to work on events, support in meetings, travel around the country to work directly with our channel partners to compete and won against industry giants like Xerox, Ricoh and HP.

Business Development Executive

#RepsLoveHighspot / Bridging the Gap Between Sales and Marketing / Equip >> Train >> Coach >> Analyse

Enablement only has one job: Help Salespeople Sell Things

The rest is just noise









To all the SDRs who read "About" sections on Linkedin: 
1. Sorry I'm not an Economic Buyer 
2. If you want to book a meeting with me - a cold call is probably the best way to get it 😉

taplio

The Battle

Nick Lawrence

Nick Markham

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