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

Del Nakhi

Lead to Catalyze

As a certified executive coach, I empower leaders to enhance self-awareness, adopt a coaching mindset, and communicate effectively with everyone around them. Through personalized coaching, leadership workshops, and consulting services, I help leaders excel in their careers and become confident, inspiring managers.

-Coach and enable leaders to amplify their impact and build engaged, high-performing teams 
-Provide leadership development and consulting services to support clients to execute strategy, optimize performance, and build a culture of accountability to drive growth

Founder & CEO | Executive Coach

UCLA Anderson School of Management

I provide executive coaching for UCLA Anderson MBA students throughout their journey as part of their Leadership @ Anderson program. Students range from seasoned executives to mid-career professionals.

Executive Coach

Various Companies

Featured Speaker

MariaDB

With my team, I developed our leaders, supported customer enablement, optimized sales operations, and guided internal customers to effectively execute our GTM strategy, drive customer success, and boost business development efforts.

To enhance execution, optimize operations, and boost productivity, I:
-Led strategic initiatives that contributed to a 30% growth in revenue
-Enabled leaders on competency-based coaching, with a proprietary framework
-Built leadership change management capacity and discipline
-Designed first-time manager program and led biweekly small group coaching sessions
-Co-designed communication training for senior executives
-Built an operating rhythm for forecast calls and deal-reviews
-Designed sales expansion strategy and led implementation of new account planning tool
-Implemented content management system, with 80%+ adoption
-Built and led an enablement, business development, and operations team

Sr. Director, Global GTM Strategy, Operations & Enablement (Promoted)

BlackLine

With my team, I developed scalable, world-class enablement programs to support the GTM organization to reduce ramp time, achieve predictable sales results, and optimize customer satisfaction.

To enhance execution, optimize operations, and improve performance, I:
-Led strategic initiatives that contributed to a 147% increase in share price and a 38% increase in revenue
-Designed a leadership development program to build a coaching culture
-Enabled 300+ leaders to coach effectively and facilitate change
-Led biweekly group coaching sessions for over 100 leaders
-Coached senior leaders to align strategy and execution
-Procured and managed implementation of Learning Management System (LMS) for global organization of 1,400 employees
-Led communication and enablement plans to implement CPQ in Salesforce CRM for over 300 employees
-Co-led implementation of new sales motion for SMB market
-Overhauled onboarding program and two boot camps 
-Unified enablement function and grew team of 5 to nearly 20

Senior Director, Global GTM Enablement (Promoted)

Revolution Prep

Partnered with senior management to identify organizational performance gaps, then developed and managed learning programs to maximize the effectiveness of the sales team.

To enhance execution, optimize operations, and boost productivity, I:
-Enabled leaders to balance providing feedback and coaching
-Developed and launched coaching scorecards for leaders
-Led small group coaching to drive adoption of new sales playbooks, resulting in a 48% increase in upselling and 70% increase in monthly revenue YOY
-Provided 1:1 coaching to enhance employee performance
-Coached senior leaders to align strategy and execution

Director, Sales Training

Partnered with senior management and HR to assess and increase overall organizational effectiveness of the services department.

To enhance execution, optimize operations, and boost productivity, I:
-Directed growth of department by 200% to nearly 200 employees, while maintaining a customer Net Promoter Score above 80
-Provided 1:1 coaching to enhance employee performance
-Coached senior leaders to align strategy and execution
-Enhanced recruitment process and talent development programs, resulting in an increase in employee retention by 10%
-Redesigned organization with mid-level managers to support high growth
-Optimized onboarding and ongoing employee development

Director, Talent and Organizational Development

Tutor Ted, Inc.

Partnered with CEO to improve organizational effectiveness and manage change with multiple new business initiatives.

To enhance execution, optimize operations, and boost productivity, I:
-Designed and led strategic initiatives that contributed to a 30% annual growth in sales and 80% increase in CLV
-Facilitated group coaching sessions for all staff to enhance customer retention, growth, and satisfaction
-Coached founder to align strategy and execution
-Implemented a LMS to enhance customer experience, resulting in an 80% increase in LTV
-Launched a new conferencing platform, resulting in a 100% increase in productivity
-Evaluated and revised strategies to improve lead generation and conversion

Director, Organizational Development

California Charter Schools Association

Guided partner schools to leverage group purchasing programs that helped optimize shared revenue. Managed relationships and sponsorships with business partners.

To enhance execution, optimize operations, and boost productivity, I:
-Actively engaged school members to increase utilization of the association’s group purchasing program that contributed to a 342% annual growth in sales and 43% increase in program participation
-Attended and presented at local, regional, and national conferences
-Tracked client communications and program performance using Salesforce
-Cultivated vendor relationships and developed vendor program

Manager, Strategic Partnerships

Kumon

Led and managed all business, sales, and marketing functions.

To enhance execution, optimize operations, and boost productivity, I:
-Managed daily operations 
-Collaborated with the branch office to minimize operating costs and maximize center performance and profits
-Analyzed center performance data to determine appropriate strategies to drive and sustain growth
-Developed and implemented marketing campaigns to increase brand awareness and generate new leads
-Served as the primary point of contact for all client communications
-Recruited, hired, and coached all staff

Managing Director

I’m on a mission to empower leaders to coach and lead high-performing, engaged teams.

In the first 15 years of my career, I led without a roadmap, learning from numerous challenges and stumbles - more than I care to admit. 

Like many leaders, I lacked essential training and support, struggling to navigate the complexities of team dynamics, organizational pressures, and performance management. 

Here's the thing. Leadership skills are learned, not innate. Too often, leaders enter their roles unprepared, which takes a heavy toll on our teams, our companies, and our sanity. 

My experiences deepened my resolve to improve how I led.

After my first formal training, I dove into all facets of behavioral change, coaching, leadership, and communication. Here's what I learned:

By mastering self-awareness, coaching, and communication, I not only improved my leadership, but I also significantly boosted my team's productivity—first tripling and then quadrupling it.

Here's the kicker. Most people do not know how to coach - a skill that's at the heart of my approach.

By coaching - truly coaching - I was able to:

Stop putting out fires.
Start lighting a fire within my team.

Now I'm helping other leaders do the same.

Through one-on-one coaching, team coaching, and interactive workshops, I address the real-world challenges of leadership, such as:

	• Influencing without authority
	• Balancing empathy with accountability
	• Managing underperforming individuals
	• Creating safety for open dialogue 
	• Leading through constant change

My method is grounded in over 20 years of leadership and transformation expertise. 

I help you build environments where employees take ownership and greatly amplify their impact.

So, forget the clichés. 

Call BS on the niceties that pop up daily in our feeds.

It's time for real talk about real leadership. 

Connect with someone who's walked the path and can help you navigate the complexities.

Ready to transform the way you lead? Let’s talk.

Del Nakhi
del.nakhi@leadtocatalyze.com | 7209186616

Sr. Director, Global GTM Strategy, Operations & Enablement

I have the pleasure of leading a team to enable our customer-facing roles to successfully execute our GTM strategy and to drive customer success and self-sufficiency to collectively provide an exceptional experience for our customers. I also oversee our business development and sales operations strategy and functions.

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The Battle

Crystal Nikosey

Del Nakhi

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