Nick Lawrence

Sales Academy, Global Sales Enablement

Databricks

Manager, Global Sales Enablement

Snowflake

Sales Enablement Professional

Curriculum Design Manager, Learning Experience

People.ai

Leading the development of a value and methodology-based curriculum for the People.ai sales team. 

Serving as an integral member of the Sales Enablement team, I'm responsible for designing the curriculum and training content to improve sales productivity by partnering with Sales to assess learning needs and create the appropriate learning experiences to address them. 

Applying adult learning principles, learned from my Master Instructional Designer Certification, to ensure program effectiveness by incorporating ongoing assessment and continuous learning.

Incorporating measurement, support and accountability components to all programs, learned from my Kirkpatrick Model of Evaluation Certification, to evaluate the degree to which targeted outcomes occur as a result of the program.

Specific responsibilities:

- Partner with Sales, Marketing, and Product to capture curriculum requirements 
- Assess current training programs and content
- Design a role-based curriculum for Sales Reps and Sales Managers
- Capture content and best practices from company-wide SMEs and apply adult learning principles in building training materials
- Develop online and instructor-led training materials in different media formats
- Develop skills assessment and evaluation framework to ensure program effectiveness
- Update and maintain content in LMS/CMS at frequent intervals

Lead Instructional Designer

Hyland

As part of the Sales Academy team at Hyland Software, I am responsible for designing, creating, executing, refining and maturing the tools and content utilized for training programs that enable best-in-class selling for the company's sales employees and partners.

Specific responsibilities include:
- Design, create, refine and maintain tools and content for sales academy initiatives that is relevant, accessible, timely and meets the evolving needs of sales employees
- Assist, in collaboration with defined subject matter experts, in the generation of content and design elements for video based training courses
- Coordinate and track, in collaboration with Translation Services, the translation of standard course materials into required languages in support of our global sellers
- Facilitate the delivery of specific courses in various mediums including classroom, self-study and videos
- Understand and educate sellers on the main processes, procedures and line of business systems utilized within the Sales department
- Understand available capabilities and solutions of specific company industries
- Utilization of a Learning Management System (LMS) to track achievements and allow sales management visibility
- Utilization of Project Management software to ensure projects and initiatives are completed fully and on time
- Measure key outcomes and training ROI
- Support members of sales academy and overall sales organization, including the sales executives
- Work closely with new, tenured and promoted sales employees to accelerate success
- Grow knowledge and be aware of best practices and market trends

I'm responsible for assisting and supporting the day-to-day activities of Sales Account Managers while developing critical sales skills with the objective of effectively transitioning to an outside sales job in the Hyland Sales organization.

Specific responsibilities include:

-Assist Account Managers with entering information to Saleforce CRM; ensure accuracy and timeliness of inputs

-Perform Salesforce CRM data audits; ensure all data is up to date, accurate and in compliance

-Provide information and support for RFP/RFQ/RFI requests

-Participate in lead registration process; call and confirm registration facts

-Accompany Account Managers to customer meetings; actively participate in meeting

-Assist with sales, conversion and up-sell campaigns; manage email distributions and participate in phone campaigns

-Assist with OnBase sales classes and reseller/customer visits

-Provide direct support and coaching to customers/partners; operate as their liaison to Hyland resources

-Work as a liaison between Account Manager and Order Processors to resolve question or issues related to client invoices or billing questions

-Complete self-directed training plan which includes modules on solution selling, OnBase products and solutions, and Hyland operational processes

Sales Support Representative

GenToX

Pharmacogenomics is the study of a person's unique genetic makeup to determine their ability to metabolize drugs into their active forms. A brief description of my efforts include:

•Marketing and promotion of pharmacogenomic testing services to healthcare providers throughout the United States

• Promotional activities such as trade shows, service presentations and sales calls 

• Provide after-sale support to providers such as alternations and cautions for medication and continually provide clinically significant data

Sales Consultant

ProStar Marketing

- Contracted products and services to customer bases solely established for Cooper Disposal and Benjamin Obdyke

- Traveled to over 100 sites, including follow-up sales calls, in efforts of obtaining contracts and increasing sales revenues for Cooper Disposal

- Conducted and observed numerous meetings in order of initiating new contracts for Cooper Disposal and Benjamin Obdyke

- Gained valuable experience in the operations of various sales and business transactions

Independent Sales Representative Intern

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.

Don’t train people for skills. 

Yes - they should develop skills through the process, but it’s not the goal. 

(At least if your goal is to improve performance)

Instead, training people for the outputs they need to produce OTJ in order to achieve their job goals. 

Things like:

- territory plan
- account plan
- point-of-view
- new conversation
- sponsor / champion
- current state analysis
- future state assessment
- proof of concept
- business case
- proposal
- contract
- etc

Take a “current state analysis” as an example. 

Most people train general discovery skills. 

Again, those aren’t irrelevant. They should be included. But they aren’t the point. 

But we should train in the context of producing the output. 

- what tasks do they complete in the process of producing one?

- what conversations do they have?

- what must they say/do during the conversations?

- what tools/resources might they use?

- what must they know?

- what skills must they apply?

Match the training contexts to the work contexts and focus on what it is all leading to. 

——

The goal of training is to improve performance. 
Skills are a means to that end.

Outcomes, Outputs, & Obstacles || Enabling reps to achieve outcomes and produce outputs by removing obstacles @ Databricks

5 simple questions to transform enablement into a performance function:

1) What is the business goal (the problem/opportunity)?

2) What are the performance expectations (what to accomplish and produce)?

3) Why aren't they meeting expectations today (what are the obstacles)?

4) How will we ensure they meet expectations (what are the needs)?

5) How will we tell if it's working (what will we measure)?

__

The effectiveness of your enablement depends on the quality and depth of these answers.

Miro

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

AMER Sales Enablement Lead

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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