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

Dextego

Elissa Carroll Consulting 

Revenue Enablement Consultant 

🍊RipeMetrics

Wonderschool

Head of Sales Enablement 

Affirm

Increased scope of responsibilities to include all field enablement, in addition to partner training and programs and oversaw team of 15 managers and ICs.  Supported Sales, Partnerships, and Client Success field training. 

Integrated Partner and Sales Enablement functions transforming team into a global Revenue Enablement function focused on data and metrics driven training, onboarding, content, field communications, events, tools and process, supporting 200+ sellers, 130+ partners, 40K merchants resulting in 55%+ YOY growth in Gross Merchandise Volume

Senior Director Revenue Programs and Enablement 

Lead team of 8 training and instructional design specialists, customer program managers focused on driving business results for Affirm and some of its largest merchants including Shopify and Amazon.
•	Scaled customer enablement function including onboarding of tech/content platforms and agencies driving digital education strategy resulting in 2X increase YOY in merchants trained and 3X increase merchant touchpoints
•	Defined, hired for and scaled program management support for Amazon and Shopify, launching 3 programs across US, Canada, and Amazon Pay and driving payment volume 3X YoY (+ $1 bn. In transactions)
•	Implemented Customer outage playbook and served as Revenue-wide operations officer, resulting in 100% merchant retention and 4.5/5 internal team satisfaction

Senior Director Customer Programs and Enablement

Pacific Gas and Electric Company

Led consumer and B2B marketing/enablement of 10+ energy management programs.  Promoted in 2013 with an increased scope of responsibilities; managed team of high performing team of 13 $25MM annual marketing budget.
•	Created Industry-specific digital toolkit for mid-market sales teams, including discovery questions and business case calculator highlighting value of suite of energy solutions resulting in 10% increase in win rates  
•.      Drove B2B solar market expansion via industry segmentation, contractor training and enablement and optimized digital customer experience increasing lead conversion by 12%; improved user experience and navigation through highly adopted new tools development
•	Responsible for creation and coordination of successful statewide communications to transition customers to new rate plans that required significant behavior change. Initial pilot results for high risk project resulted in over 70% awareness and 10% load shift for participants which exceeded corporate targets

Solutions Marketing & Enablement Manager

•	Redesigned low income residential marketing strategy expanding multi-cultural outreach campaigns resulting in 10% lower cost per acquisition and $500K in annual cost savings

Marketing Principal

Western Union

•	Responsible for largest portfolio of B2B partnerships (ie mortgage lenders) to drive marketing strategies and campaign execution; managed a $10MM budget and small team of direct reports for WU's Equity Accelerator, a private-labeled payments product
•	Improved customer response rates by 20% through better implementation of customer segmentation strategies; subsequently devised effective assessment tools to ensure WU acquired highest value customers

Senior Partner Marketing Manager

Driven by innate curiosity, I'm always on a quest for knowledge and innovation. Instead of adhering to the "usual way" of doing things, I thrive on experimentation, ensuring my programs remain fresh, informative, and engaging. By staying on the cutting edge, I've been able to make a profound impact on the businesses I've had the privilege to support. 

Whether I'm laying the foundation at a new startup or reimagining established processes at more established companies, my aim is to challenge the norm and elevate success. If you're seeking someone who brings a fresh and enthusiastic approach to the table, I'm eager to connect.

With a  background in revenue enablement and operations, I've honed my skills in building and enhancing revenue programs through the following strategies: 

- Reducing friction and improving results for sales teams through carefully crafted enablement programs
- Building XFN collaboration to align and improve programming
- Creating memorable buying experiences
- Creating lasting change through deliberate transformation initiatives 
- Using data to drive decisions and strategy

Elissa Carroll

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Crystal Nikosey

Elissa Carroll

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