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

Clearstory

Head of Enablement

Fieldwire

Resided on the PMI (post-merger integration) team between March 2022-September 2022; the team was responsible for merging/integrating systems and  standing-up three new European offices in Germany, Italy and Czech Republic
Created 3 week new-hire onboarding from scratch for brand new European territories - territories (trained 30+ AEs in 6 months) 
Hired/managed a Sales Enablement manager for European territories & created a central enablement resource hub for the teams
Recreated North American New Hire Training program - Avg. Time to first sale 2 weeks (previously 6 weeks); currently exceeding ramp goals
Work closely with PM team to create and implement training for new product developments; created new feature/module launch process
Completed annual sales analysis on Sales Organization to provide strategic recommendations to increase velocity, effectiveness & productivity
Lead Ongoing Learning cohort for multiple teams to ensure retention of top performers

Global Enablement

Arryved, Inc.

Responsible for thought leadership, motivating and driving team to results (team of 3 total)
Team closed 352 sales in 2020 (10 month results-roughly 70% goal in COVID); 129 of those were my accounts 
Achieved market saturation in several target markets (i.e. North Carolina-95 accounts/333 possible accounts; ≈30% ownership of market)
Responsible for maintaining strong partnership with marketing to create effective sales content
Closed 80 sales in 2019 (grew several focus territories: Roughly doubled NC clients (18 in 2018 to about 35 in 2020)
Responsible for industry speaking engagements and partner relations (i.e. Ekos Roadshows, North Carolina Brew Con, etc.)
9th employee on-boarded; the President & I made all sales in 2018 and half of 2019

Director of Sales

Rayback Collective

One of a four-person owner-operator team responsible for the build-out and operations for our 13,000+ sq. foot collective space with events, live music food trucks and local libations in the heart of Boulder; Primary responsibility: Create the operational business model, open the doors, continue to revise the business operations to have it run well enough to produce on its existing infrastructure.       Opened July 2016
•	Daily/Weekly Reviews of P&L's (via Quickbooks) to evaluate and improve operational processes to increase profit margins 
•	Analyzed and created budgets for largest expenditures: labor, product cost, discounts, events expenses, etc.
•	Built out event sales program (generating 5%+ of total sales revenues)
•	Set a goal of a 15% labor budget for the first 6 months of business; 2017 goal was 10% (on track) 
•	Created operational algorithms and set financial goals for incoming management team (assumed their positions in April 2017)
•	Hired and manage 30+ person team – minimal turnover and high employee engagement (responsible for keeping up-to-date and abiding by all labor laws)
•	Responsible for managing and issuing payroll weekly via Gusto 
•	Participated in raising capital (just short of 1M) for project

Operating Partner & Investor

RuMe, Inc.

Initially tasked with growing and managing a 10-state sales territory. Promoted to a 20-state territory. I was responsible for hiring and developing a two person sales team to tackle the new territory. The sales process was B2B, highly relational, and a three-month average lead-time before the first sale with a new account. Responsible for growing established accounts, creating lead lists, cold calling and visiting new offices. The required travel was 70-80%.

REGIONAL SALES MANAGER
09/2015-05/2016
DENVER, CO
 • Consistently top performer in new-business lead generation (100+ accounts/mo.)
• Designed and utilized new consumer product collateral + marketing tools that lead to stronger sales results
• Average of roughly $40,000/mo. in sales with a median product price/unit of $5.00
• Q4, 2015: 85% of total sales were new account orders; only 15% of territory sales were established accounts
• Market growth results: Texas: $34,458 to $224,826 - YOY 652%. Missouri: $7,817 to $50,843 – YOY 650%. New
Jersey $1,620 to $34,745 – YOY 2145%. Ohio: $2,102 to $23,290.02 – YOY 1108%

BUSINESS DEVELOPMENT EXECUTIVE
04/2015-09/2015
DENVER, CO 
Worked to develop business in initially distributed 10 states.  Absorbed those states and hired two employees to help take on expanded role of Regional Manager and increased territory size of 20 states. Results listed above!

Regional Manager

AT&T

SENIOR SALES & LEADERSHIP TRAINER 
07/2013-04/2015
DALLAS , TX
•	Project Manager: Redesigned onboarding curriculum for newly hired trainers 
o	Reduced new-hire on-boarding operational efficiency to 2 weeks versus 3-6 months 
o	Decreased cost of each new-hire trained by $2,000/avg. 
o	Conducted and analyzed market research with 40+ active trainers to seek feedback regarding existing on-boarding process and experience
•	Train and lead hundreds of AT&T employees including sales managers and sales consultants 
•	Strong communication and leadership abilities: Cumulative results (250+ surveys): 99% felt instructor's knowledge of the subject enhanced their learning, 98% are willing to recommend instructor and course to co-workers
•	Oversees and decides continuation of employment for new employees based on progress and ability in less than four weeks
•	Pioneered sales leadership cultural change via Paul Roth's "Leaders as Coaches" 
•	Tracked and measured on trainees results post-training; they are exceeding results and sales metrics including customer added new lines goal by 112.55% to goal, YTD

LEVEL 2 MANGER: Corporate-Owned Retail  
02/2012-07/2013
AURORA, CO
•	Developed, coached and built a team of 12 employees (two Assistant Managers)
•	Exceeded sales goals for store location that grossed 1 million+ dollars per year 
•	Leadership lead to several promoted employees: 2 reps to managers and 1 rep to a Level 3 location 
•	Employed and maintained accountability for team through thorough coaching and documentation
•	Increased sales opportunities by 130% YOY - Developed store from a Level 1 2012 to Level 2 by 2013 
•	Achieved operational effectiveness and costs regarding inventory, cash handling, etc. (Internal audit score: 95.9%, 2013; 14% increase from prior year, 2012)

RETIAL LEADERSHIP DEVELOPMENT
08/2011-02/2012
ATLANTA, GA
•	Successfully completed 6 months of intensive sales management classroom training and field experience 
•	Finished 2nd in class (out of 14)

Senior Trainer (7/13-4/15), RLDP Manager (8/11-6/13)

The University of Arizona

ADCATS: Agency Director (Promoted from Account Manager-Fall 2010)

E.B. Lane

Account Services Intern

Arizona Office of Tourism

Advertising Intern

Resourceful, results-driven, creative thinker who has the ability and passion to manage multidisciplinary projects and lead a team to quantifiable results (delivered on time) while maintaining cohesiveness and collaboration.

Skilled at: 
→	Creating and implementing operational processes 
→	Forming and leading teams
→	Crafting effective presentations + public speaking
→	Forecasting and managing P&L + budgets
→	Establishing and maintaining business relationships
→	Running large-scale operations under pressure

-The first step to building a team, based on my experience >> "Hire character. Train Skill." -Peter Schutz
-I believe all teams must first and foremost embody this idea >> "Leaders think and talk about the solutions. Followers think and talk about the problems" -Brian Tracy
-My management philosophy summarized via a Ted Talk. This is applicable for all and any team, in any industry >> https://youtu.be/sK-AW2ExST8. 

Nicole Bisetti Chamberlin

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Crystal Nikosey

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