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.

Reliance Matrix

Training & Enablement Program Manager

Siemens

In my current role as a Global Highspot Administrator, I:

• Act as the primary liaison for 100 global super users, consistently delivering expert guidance and tailored support to ensure they maximize their platform use and effectively address any challenges.
• Facilitate and host webinars to enhance Highspot product proficiency and skill development for a diverse international audience, fostering a deeper understanding and utilizing the platform’s capabilities more effectively.
• Conduct extensive and rigorous testing of new product features before their official release.
• Resolve escalated service desk issues with a proactive approach, working closely with Highspot technical teams and strategic partners to develop and implement effective, long-term solutions that maintain high service and user satisfaction standards.
• Oversee the Highspot Sales Enablement platform, enhancing functionality and accessibility for over 40,000 global users across diverse business units.

Global Highspot Administrator

Dubber

In my previous role as a Global Sales Enablement Program Manager, I:

• Regularly communicated updates and strategic insights to the Global Head of Sales Enablement, ensuring alignment with organizational goals. 
• Developed and implemented a streamlined sales onboarding and certification program for Account Executives, Sales Associates, and Inside Sales Representatives, facilitating the team's rapid growth from 20 to 40 members within six months.
• Curated and maintained an extensive library of over 200 video training resources, enhancing the accessibility and effectiveness of learning materials.
• Collaborated with marketing and product teams to align sales enablement strategies with broader business objectives, driving increased productivity and sales performance —the ability to work well with others as an essential high-level enablement leader. 
• Led the successful deployment and customization of the Highspot sales enablement tool, tailoring it to meet the organization's specific needs.

Global Sales Enablement Program Manager

Ipro Tech

In my previous role as a Director, Sales Enablement & Operations, I:

• Reported directly to the Chief Revenue Officer (CRO), providing strategic leadership in sales enablement initiatives by closely partnering with product and marketing teams to align strategies for driving revenue growth.
• Engaged in one-on-one sessions with sales representatives to deeply understand the buyer journey, fostering environments where reps consistently surpass targets and deliver exceptional results.
• Developed and launched a comprehensive enablement playbook tailored to support both enterprise and partner channel sales teams, leading to enhanced knowledge retention and improved collaboration across teams.
• Transformed the Highspot Sales Enablement platform by systematically organizing over 250 internal and external sales assets, resulting in increased sales efficiency, enhanced effectiveness, and a more streamlined buyer experience.
• Conducted in-depth analysis of sales data and feedback to continuously refine and optimize the enablement playbook, driving consistent sales performance and customer engagement improvements.
• Led change management initiatives during an acquisition. 
• Spearheaded and directed the successful implementation of the Highspot sales enablement platform, which showed significant improvements in sales processes.

Director, Sales Enablement & Operations

Allstate Benefits

In my previous role as a Director, Sales Enablement, I:

• Established and launched a dedicated Sales Enablement Department focused on directly supporting partner sales within the employee benefits sector.
• Successfully built and managed a team of Sales Enablement Managers, providing strategic leadership and support to multiple sales regions and national sales executives, scaling the team from inception to a department of three. 
• Developed and executed targeted sales enablement strategies that aligned with broader business objectives and increased partner engagement and sales effectiveness.
• Analyzed performance metrics and feedback to continuously refine enablement programs, resulting in improved sales team productivity and a higher win rate.
• Introduced and implemented competitive intelligence tools and RFI response processes, resulting in a reduction in partner RFI response times by 50%.

Director, Sales Enablement

Symantec

In my previous role as a Manager Sales and Operations, I: 

• Quickly demonstrated expertise, established creditability, and was promoted multiple times. 
• Managed a team of six direct reports through continuous change, championed broader thinking, and created a transparent environment of open communication and clear expectations. 
• Led the team to achieve an annualized quota of $30 million by collaborating with and leveraging benefit broker partnerships.
• Oversaw the training and development of Sales Development Managers, enhancing their skills and capabilities to achieve sales targets better and foster stronger partnerships.
• Conducted market research and competitive analysis to identify emerging trends and opportunities, positioning the company to capitalize on new channel partnerships and expand market reach. 
• Spearheaded initiatives to identify and cultivate new channel partnerships and drove additional revenue opportunities.
• Provided ongoing training and mentorship to staff by having in-depth industry knowledge, an understanding of the company landscape, and a drive to improve the overall customer service experience.
• Developed and implemented strategic plans to optimize sales processes and drive revenue growth by effectively managing benefit broker relationships.

Other Positions Held: Senior Business Development Manager, 07/2015-09/2017 and Member Services Manager, 04/2013-07/2015

Manager Sales and Operations

Sr. Member Services Lead

Fox Webstores

Sales & Operations

Melaleuca:The Wellness Company

Customer Service Lead

My name is James. 

Over the years, I've had the privilege of leading cross-functional teams, crafting impactful training programs, and introducing tools that simplify sales processes and drive revenue growth. My career has been about more than just hitting targets—it's been about building programs that truly elevate sales performance and create strong, effective sales enablement departments from the ground up.

I thrive on creativity and personalized support, always striving to be more than just a mentor. I love working one-on-one with sales teams, helping them unlock their potential and consistently surpass their goals. With a deep understanding of the buyer’s journey, I focus on creating strategies that connect with both the sales team and the market, ensuring that success isn't just expected—it's achieved.

Navigating high-pressure situations has become second nature to me, and I’ve always maintained a competitive edge, even in the most dynamic markets. I bring an entrepreneurial spirit to every challenge, always looking for ways to grow the business and align the sales team with the company’s bigger picture.

My Core Skills & Expertise Include:

★ Key Performance Metrics (KPIs)
★ Sales Enablement & Knowledge Sharing
★ Product Development & Resource Allocation
★ Continuous Improvement & Process Optimization
★ Training & Development
★ Business-to-Business (B2B) Strategy
★ Cross-Functional Collaboration
★ Presentation & Facilitation
★ Problem-Solving Methodologies
★ Business Development
★ Coaching & Mentorship
★ Project Management
★ Stakeholder Relations & Engagement
★ Market Research & Channel Partnerships

I’m passionate about developing innovative enablement playbooks that empower sales teams with the tools and insights they need to thrive.

Connect with me today!!

James Jackson

⚡️ Hot Take: Sales Enablement Is Becoming a Technical Discipline

And most people in the industry haven’t caught up yet.

If you’re still thinking of enablement as “content creation, training decks, and LMS uploads,” you’re already behind.

Here’s the truth:

🚨 Sales Enablement is shifting toward product development.

We’re not waiting on engineering anymore.
We’re not waiting on design anymore.
We’re not waiting on dev resources, sprints, or IT tickets.

We’re building ourselves.

Not with code—but with logic, AI, and no-code systems.
And the people who learn this skillset early?
They’re going to run the table.

I’ve spent the last year building:
	•	adaptive training systems
	•	interactive GPT agents
	•	logic-driven coaching flows
	•	internal sales tools
	•	on-demand programs

…all without writing a single line of traditional code.

That’s not “hacking it together.”
That’s the beginning of a new discipline:

🔥 Vibe Coding

Building functional products using logic + AI instead of syntax.

Here’s the real hot take:

👉 In 24 months, every serious enablement team will have a Vibe Coder.

Not because it’s trendy—
because it’s necessary.

Speed wins.
Iteration wins.
Intelligence wins.
Enablement leaders who can build systems instead of documents will redefine what “enablement” even means.

The old model was:
“Create content.”

The new model is:
“Build experiences that think.”

You can fight that shift, or you can ride it.
But it’s happening—fast.

My prediction:

Flow Coding will become as essential to enablement as LMS management became 10 years ago.
The only difference is this time, the people who embrace it will leapfrog everyone else.

We’re not just supporting sellers anymore.
We’re engineering revenue performance.

#SalesEnablement
#RevenueEnablement
#VibeCoding
#NoCode
#AIEnablement
#LearningAndDevelopment
#RevOps
#FutureOfWork

Enablement Leader | AI & GPT for Sales Readiness | Highspot Expert | Everboarding Architect | Vibe Coder

Cloudflare you’re ruining my vibe this morning.

😒

#vibecoding

⚡️ I spent $30 and 3 days and built MORE than a dev shop built for me in 3 YEARS and $30,000.

Not exaggerating.
Not clickbait.
Just the new reality of building with AI.

⸻

🧠 The spark

Last Tuesday night, I was at my sons’ club soccer practice when a thought hit me:

Do clubs, parents, coaches, or players actually know the technical benchmarks for each age?

I dug into US Youth Soccer guidelines and discovered:

🔹 45 core skills
🔹 140+ drills
🔹 And a huge visibility gap across youth soccer

So the idea formed:

Build a tool that tracks and benchmarks all of this.

⸻

🛠️ But this time… build it differently.

No more:
❌ 3-year dev cycles
❌ Runaway invoices
❌ Waiting forever for an MVP

Someone told me to try Lovable — a no-code GPT builder.

I expected a toy.
Instead I got a breakthrough.

⸻

🚀 In just 3 days, the foundation was DONE.

AI-driven logic.
Custom flows.
A working MVP.

All for thirty bucks.

This no-code GPT wave isn’t “coming someday.”
It’s here — and it’s removing every excuse not to build.

⸻

If you want to see what I made 👀👇
🔗 Link in the comments

#vibecode #flowcode #lovable #soccer #clubsoccer

Just finished the course “Copilot Agents: Build Your Own AI Assistant in Copilot and Teams (No Code Required) (February 2025)”! #aiagents #aiproductivity #microsoftcopilot

Copilot Agents: Build Your Own AI Assistant in Copilot and Teams (No Code Required) (February 2025)

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Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Nick Lawrence's LinkedIn Performance

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