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

Ivanti

Design, develop, and deliver enablement for sales, pre-sales, partners, and technical with the right content at the right level and the right time.

Global Enablement Architect at Ivanti Wavelink

Lead internal and partner training and certification programs. Transform 3-day internal boot camp to online delivery. Coordinate with marketing for field and channel go-to-market plans, craft partner messaging, and develop and aggregate tools for delivering sales and partner-focused collateral.

Global Enablement Manager

Identifies and implements enablement tools to help with content management, onboarding, training, pitching, automated demos, coaching, and underlying analytics to measure effectiveness. Rapidly enabled explosive growth (600%) with inside sales using consistent, compelling, sales tools. Reduced first time to close within the first quarter with accelerated onboarding and individual coaching. Hosted 3 global Technical Universities for 100s of technical personnel at partners to accelerate certifications.

Global Enablement Architect

Venafi

Drive and build strategic relationships with the Big4: E&Y and Deloitte. Manage the partner development process and enablement with the Venafi Certified Partner Program. Create Partner on-boarding process, Go-to-Market plans, craft partner messaging, and develop partner-focused collateral.

Senior Manager Business Development

Symantec

Prepare Go-To-Market plans and launch plans for high-tech products. Deep focus on channel launch and business enablement. Adjust to compelling market audiences to create high impact promotions, demonstrations, webcasts, and collateral. Focus on increasing revenue and adjust marketing strategy based on customer, data-driven decisions.

Global Product Marketing Manager

Intel

Managed internal training on five new solutions for Intel server and client platforms for the worldwide channel sales and technical teams that cover 30,000 Intel resellers. Designed and developed an Intel-wide Platform Curriculum that provided knowledge for over 50,000 employees in transition to a platform-focused company. Worked with architects on a Wireless Infrastructure Customer Application Team, drove creation of collateral, solution reference designs, and technical training for the sales group. Used innovative training techniques for enabling more efficient training.

Global Manager, Program Manager, Technical Marketing

Intel LANDesk Group
Worked in a technical sales support group called the “Rangers” for a complex software product. Enabled our technical field to achieve revenue goals of up to $10 million per year and solve customer situations through onsite training, design consulting, and factory support.

Trained a worldwide technical channel prior to product release (LANDesk Management Suite 6.4) that allowed for more immediate sales and customer solutions.

Architected and designed the training development process and framework for the Intel Certification for the Reseller Channel Organization (RCO).

Training Manager - LANDesk Software

Novell

Co-led a team of course designers to create the entire NetWare 4.xx CNE curriculum for over 500,000 students worldwide in seven languages; curriculum included 17 days of instruction, 4100 pages of training, and eight tests.

Sr. Instructional Designer - CNE Curriculum

Accenture

Designed technical training for information systems consultants on new technologies.

Instructional Designer

As an experienced, sales enablement professional I’ve had a lifelong passion of helping my customers and the people I interact with excel in their roles. How to open up conversations with their customers and understand the business impact of the technology solution. Help master their tools to become more effective.

I’ve also learned that the closer you are to the revenue stream, the more impact you have on the company. Also, the need to have the fundamentals in place and master the tools of their trade and the processes necessary to optimize their skills.

I’ve had the opportunity of helping the customer-facing teams I represent navigate and understand how to help their customers resolve the challenges that they are facing in the industry.

As I have helped build this messaging and enablement, I have become an expert in explaining business value for solutions in:
•	Discovery
•	Endpoint management including mobility
•	Security
•	Service and asset management
•	Supply chain operations
•	Cloud computing

What drives me is providing tools that have a real impact to the working life of customer-facing roles, especially in sales. I love to craft messaging and provide tools for sales that are simplified and mission critical to solving solutions for their customers, allowing them to articulate the value of solutions more effectively; thus, enabling customers to gain higher productivity and process efficiencies through our solutions. 

Foundational Enablement skills include:
•	Onboarding and everboarding
•	Micro-learning and enablement design and delivery
•	Sales asset management and architecture
•	Enablement platforms: Showpad, 360Insights (formerly WebInfinity - partner portal). and Highspot
•	Learning Management Systems: LearnUpon, Brainshark, LearnCore, Thought Industries

Other things you might like to know:
•	Manage a 1,100-acre family ranch
•	Grew up milking cows and harvesting grain, hay, corn, and potatoes
•	Avid sailor on a vintage, pocket yacht (’74 Crown 18) and an ‘85 Hobie 18 catamaran
•	Active in the outdoors with 4-wheelers (quads) and renting the latest snowmobiles

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Crystal Nikosey

• Russ Clark

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