Nick Lawrence

Sales Academy, Global Sales Enablement

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.

Sales Enablement Professional

Miro

- FY25 Revenue Club Winner (a.k.a. President's Club)

AMER Sales Enablement Lead

People.ai

Our AI-powered Revenue Intelligence platform empowers Sales and RevOps leaders to build pipeline and close deals faster through actionable, data-driven insights. Customers include Red Hat, Oracle, VMware, Snowflake, Nutanix, and more.

- Increased product adoption by 2x to 5x by creating hands-on workshops and reinforcement, earning a 9.0 learner NPS
- Created People.ai University from scratch, including vetting LMS platforms, building content, implementing, and rolling out to customers
- Garnered 10,000+ views of on-demand People.ai University content, making it the most viewed external resource in the company
- Developed repeatable customer enablement operations including team capacity models, workshop pipeline intake and delivery process, project management checklists, and content roadmap for asynchronous asset design and delivery
- Designed automated reporting framework to identity high-value customers who needed training and quantify the behavioral impact of workshop

Director, GTM Customer Education and Enablement

Head of GTM Customer Enablement

Duarte, Inc.

Duarte is the most sought-after storytelling and presentation design agency, working with 71% of the world's top brands, including Apple, VMware, Cisco, Salesforce, LinkedIn, and more.

- Led executive-level client engagements to produce high-impact, persuasive presentations both for high-stakes keynotes and for large-scale sales deck rollouts
- Facilitated messaging discovery sessions with broad range of stakeholders
- Crafted strong emotional hooks, engaging presentation flows, and persuasive talk tracks designed to persuade the audience to the speaker’s point of view
- Created original IP for webinars and blogs and present multiple public webinars
- Specialized in sales and executive enablement messaging for large software companies (e.g. LinkedIn, Slack, VMware, Cisco)

Executive Comms Content Developer and Speechwriter

Accruent

•	Increased product cross-sell revenue through targeted product training
•	Owned and executed annual Sales Kickoff and Mid-year Sales Training events for 200+ participants, covering 10 product lines and 8 industry specialization tracks
•	Created scalable channel training program for onboarding global partner sellers
•	Implemented Seismic, a sales enablement platform to help sellers find what they need when they need it, and to help marketers gauge effectiveness of their sales assets

Director, Global Sales Enablement

•	Implemented COACH framework and training for all managers, leading to an 83% approval rating for managers company-wide (a 13-point increase from previous year); later adapted program for internal delivery, leading to a savings of $900/participant, while achieving a course NPS of 100%
•	Conceptualized, created, and delivered the Emerging Leaders Program – a leadership development program aimed at identifying and cultivating our next generation of leaders; participants leadership competencies increased 23% based on benchmark survey
•	Adapted instructor-led leadership training for first-of-its-kind virtual delivery to remote workforce, achieving NPS of 100%
•	Created and implemented Manager Feedback Survey to measure key competencies of our managers; provided individual reports, presentation templates, and resources to improve each competency
•	Partnered with VP of Development and relevant SMEs to create ongoing training program for junior developers; pilot group launched in May, results pending
•	Revamped and delivered monthly New Hire Orientation, earning 100% learner NPS; week-long program highly praised for being engaging, fun, and informational while avoiding “death by PowerPoint”
•	Developed sales training plan to enable acquisition sales reps to sell Accruent products and vice versa
•	Fully owned, executed, and revitalized monthly “All Hands” meetings
•	Utilized GROW coaching model to effectively facilitate strategic brainstorming and decision-making sessions for senior leadership team

Senior Manager, Learning and Development

- Created and delivered 12-week “Sales Boot Camp” for new sales reps, blending classroom training, experiential learning, and phased-in customer interaction; remained tightly aligned with sales leadership through weekly meetings with VP of Sales and delivery of dashboard showing scores, activities, and overall progress of each rep
- Leveraged relationships with product marketing and product management to create sales enablement materials, including value prop summaries, call scripts, and learning programs to help reps become industry expert
- Utilized Learning Management System and eLearning authoring software to create self-directed training paths for Salesforce.com and other sales disciplines
- Created and delivered process and product training for sales reps from newly acquired companies, leading to an increase in cross-selling and whitespace opportunities

Senior Sales Trainer

Sales Trainer

State Farm

Rapidly growing State Farm agency that is consistently one of the top producers in Austin.
- Honored as one of the top 25 highest producing team members in Texas.
- In 2010 & 2011, increased financial services production, leading the agency to increase its annual bonus by 70% over previous average.
- Lead sales team in personal production as well as motivate the other sales associates to meet office goals.
- Train all new employees on sales techniques, products, and office processes.
- Invent agency processes to increase efficiency and teach processes to other team members.

Sales Manager

Nation's foremost provider of auto and home insurance, and a leader in personal financial services.
- Trained incoming State Farm agents on enterprise CRM software and marketing tactics.
- Trained the New Agent Development Team on enterprise CRM software.
- Consulted with the head of the New Agent Development program regarding course content for fire policy training.
- Evaluated agency trainees on sales conversations and processes.

Training Consultant

- Selected to open a new State Farm branch in Cedar Park, TX after an extensive and lengthy interview process.
- Exceeded expectations on all skill checks on the first attempt.
- Trained fellow State Farm agency interns in systems and sales conversations.

Agent Trainee

Rapidly growing State Farm agency that is consistently one of the top producers in Austin.  Accomplishments include:
- Producing an average of 55 total policies per month in 2009.
- Producing and placing over 90 life insurance policies.
- Instigated sales push to increase financial products applications; 3-month program increased sales of life and health apps by 63% and 100% respectively.
- Fully trained other sales team members.
- Recognized as one of the leading producers in Texas each year from 2007 to 2009.

Sales Associate

Kolar Advertising and Marketing

Full-service ad agency with clients such as 3M, Dell, Subway Restaurants and Baylor University.  Accomplishments include:
- Increasing distributor usage of 3M co-op programs by more than 25% and successfully expanding the programs to new divisions.
- Achieving promotion and two pay raises within one year of hire.

Assistant Account Executive

Strategic Enablement and Change Management in Tech
I equip people with skills, frameworks, and processes that drive company results and accelerate careers.

Specialties: Enterprise Software Enablement of all kinds -- partners, sales, customers, employees -- training design and delivery, instructional design, persuasive storytelling, writing, presenting, coaching, leadership

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The Battle

Nick Lawrence

Cody Dishman

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