Nick is a chartered manager and holds an MBA from Edinburgh Napier University with a specialism in Leadership & Innovation. Experienced Sales Training (Sales Methodologies including Solution and Value selling) & creating onboarding programmes using LMS as well as supporting GTM strategies through collaboration and driving adoption of change management programmes. He's experienced across a number of platforms including various Sales Enablement solutions and Salesforce.
Vice President, Customer Operations
OneAdvanced
London
March, 2021 – Current
Responsibilities
Responsibility and accountability for leading and growing the Sales Enablement function at Advanced; one of the UK's largest providers of business software and services with a turnover of over £320m, 20,000 customers and 2,700 employees, across all sites with a focus on developing and sharing best practice resulting in best-in-class sales processes. The role covers strategic leadership of Sales Enablement including our new Sales Training Academy, M&A Integration (GTM), Bids & Tenders, Solutions, Partner Enablement and Compliance. Our focus is on value creation, growth and ensuring that all processes, technologies and structures are fit for purpose to allow exponential scaling. We enable our customers to drive efficiencies, savings and growth opportunities through right-first-time software solutions that evolve with the changing needs of their business and the markets they operate in. Our technology and services simplify complex business challenges and deliver immediate value for public sector, enterprise commercial and health & care organisations. True partnership is the defining factor that makes us different to the competition.
Head of Sales Enablement, Bids & M&A Integration
Advanced
London
October, 2019 – March, 2021
Responsibilities
Advanced have an aggressive M&A Strategy and a large part of the role is standardising our operating procedures where possible, while working closely with newly acquired businesses to learn from them and embed them into the Advanced business through culture change and business transformation programmes. The role also covered the core Sales Enablement team and Bids & Tenders.
Sales Enablement Consultant
Advanced
London
July, 2019 – October, 2019
Responsibilities
Responsible for picking up reactive Sales Enablement projects and building out a team and project strategy for the future. The role was based around working with the Sales Directors and Divisional MD's to ensure that there was a clear and robust plan of all projects while aggregating themes and trends to ensure maximum impact.
Non Executive Director
Birmingham Diocese Multi-Academy Trust
Birmingham
June, 2017 – Current
Responsibilities
The Multi-Academy Trust launched on 1st September 2017 with just six schools; we are currently now at 16 schools making us one of the fastest growing MAT's in the country. I have been a business advisor to the board of trustees since its inception as well as being a sub-member of the Finance & Resource Commmittee. BDMAT recognises that the future of schools lies in formal collaborations: schools working together, in partnership, to offer life in all its fullness for the young people who attend them. It seeks to provide a place where schools can continue to provide high quality education, knowing that their particular ethos will be protected into the future.
Chief Executive Officer
Patton Ambrose Limited
London
January, 2016 – September, 2020
Responsibilities
Patton Ambrose is a Sales Enablement and transformational business consultancy focusing on innovation through best practice and bespoke commercial methodologies. For more information, please visit www.pattonambrose.co.uk or call us on +44 (0) 330 133 0120
Adult Learning
Successful learning experiences arm learners with the skills they need to turn learning into action. Learn best practices to engage adult learners, ensure learning sticks, and ultimately drive business impact through sales readiness programs.
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Collaborative Relationships
Sales enablement is an inherently collaborative role, and as such it is essential that practitioners build collaborative relationships with teams across the organization. Learn how sales enablement practitioners can nurture professional relationships by identifying key stakeholders and cross-functional partners, and utilizing strategies to best engage with each.
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Onboarding
A sales rep’s first days, weeks, and months as a new hire are critical to ensuring their long-term success at a company. Building an immersive, culture-driven onboarding program is a key way for sales enablement teams to smooth and shorten the transition from new hire to high-performing sales rep. Learn how to accelerate the productivity of new reps by employing a four-step framework to effectively streamline onboarding, engaging creatively, leverage virtual best practices, and measure onboarding success.
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Enablement Charter
A successful sales enablement charter maps the foundation from which to build every sales enablement initiative. Learn how to set your sales enablement function up for success from the onset, from defining key objectives to justifying your budget.
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Project Management
Sales enablement practitioners are the ultimate project managers. Learn how sales enablement can ensure that projects start off on the right track, achieve desired results, and stay aligned with stakeholders from start to finish.
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Sales Personas
Developing a deep understanding of who sales enablement serves and what goals to strive for is essential to building successful sales enablement initiatives. Learn how practitioners can work with various sales personas to enlist support and create effective sales enablement initiatives.
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The Sales Landscape
Developing a deep understanding of how your sellers operate and factors that impact their success – both internally and externally – is critical for sales enablement to help sellers reach their goals. Learn how sales enablement can work to reduce complexities and implement resources to help salespeople succeed.
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Sales Career Progression
Sales roles can cover many different responsibilities and required skills, which is why sales enablement can play a crucial role in helping salespeople navigate their career progression. Learn how practitioners can help salespeople advance their careers, gain leadership skills, and achieve their professional goals through sales enablement programs.
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Strategic Initiatives
With established goals and a growth mindset, sales enablement practitioners can strengthen the strategic muscles that will lead to new value for the business, while leading to new opportunities for career advancement in the future. Learn best practices to develop, align, measure, and communicate your sales enablement strategy to drive business value for your organization.
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Competency Modeling
By developing a competency framework, sales enablement can help identify where sales professionals can improve and how to measure success for the function as a whole. Learn best practices to define, align, validate, and measure competency in your organization, in order to foster growth and maximize business impact.
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Change Management
Businesses must constantly evolve and adapt to meet a variety of challenges—from changes in technology, to the rise of new competitors, to a shift in economic trends. Effectively navigating change is a vital part of remaining competitive, and sales enablement is well-equipped to lead these efforts. Learn how to successfully execute transformation initiatives by establishing the vision for change, reinforcing change with effective communication, generating momentum for change, and embedding change into corporate culture.
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Cross-Team Collaboration
Organizations with dynamic team alignment in all phases of strategic initiatives allow reps to provide customers with more high-quality interactions and value-rich conversations at every touchpoint. Sales enablement can be crucial to driving effective cross-functional collaboration by creating alignment and designing mutually beneficial programs that create collective results. Learn how to lay the foundation for productive and valuable collaboration by maximizing stakeholder alignment, enhancing cross-team accountability, problem-solving proactively, and managing stakeholder interests.
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Pipeline Velocity
The rate at which deals are moving through the pipeline and leading to more revenue is not only an indication of the quality of an organization’s product or services, but also of the mindset of teams across the revenue organization toward supporting collective growth for the business. Sales enablement can be a crucial partner in optimizing sales performance and driving revenue growth for an organization. Learn how to guide changes that can help reps quickly move opportunities forward in sales processes by ensuring the accuracy of sales forecasting, empowering revenue growth, streamlining business reviews, and correlating sales enablement programs to outcomes.
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Training
Developing engaging training material that will stick with your sales reps and being able to measure its impact is a challenge – especially in a virtual environment. Learn how to design interactive sales training programs, increase reps’ retention of the material, deliver effective virtual training, and measure the return on investment of these programs.
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Coaching
Sales enablement is responsible for providing frontline managers with a structured coaching strategy that reinforces training for reps. Learn how enablement can deliver impactful coaching by using a four-step coaching framework to drive accountability, preparing managers to maintain consistent rep behaviors, supporting virtual coaching, and measuring the impact of existing programs in order to iterate and improve.
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Sales Guidance Foundations
A common struggle in sales organizations today is consistency. Especially in this ever-changing global business environment, the need for consistency is crucial to ensure all reps understand the sales stages and are able to connect them to their unique customers for maximized performance. Learn how to set up the critical foundations for your sales guidance efforts with a sales methodology, defined sales stages, a sales process aligned to the buyer’s journey, and well-crafted sales plays.
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Building Sales Plays
Sales plays have proven to be a game-changing asset for many organizations to streamline consistent behaviors at scale. Learn how to build effective sales plays to support your revenue-facing teams through syndicating the right knowledge, defining messaging, curating supporting assets, and clarifying action items for reps.
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Deploying Sales Plays
Delivering sales plays is a team effort. With the right approach, enablement practitioners have the opportunity to build relationships, establish consistency, and deliver impactful messaging throughout the organization. Discover not only how to package sales plays and deliver them to the field, but also how to motivate teams to activate plays, and ensure sales play effectiveness through monitoring progress and results.
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Content Mapping
Sales content can give organizations a powerful advantage in accelerating and even winning deals. However, getting the right content to the right buyers at the right times can take dedicated resources to create valuable content, cultivate impactful assets, and maintain a relevant content library for reps to easily leverage. Learn how organizations can establish and refine an ongoing content process in order to drive alignment across teams, deliver outstanding customer experiences, and ultimately drive revenue.
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Content Governance
Curating a collection of accurate, relevant, and engaging content requires dedicated effort to ensure that reps are sharing the right content at the right time. This course covers strategies enablement can leverage to build and maintain a healthy content environment that ultimately drives impact.
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Amplifying Sales Content
The consistent and impactful use of sales content can transform content from a ‘nice-to-have’ to a powerful advantage, from starting conversations to closing deals. In this course, learn how sales enablement can play a key role in making sales content a strategic lever and develop strategies to ensure content engages buyers and delivers results.
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Sales Enablement Professional Certification
Unlock your full potential by becoming a certified sales enablement professional.
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Sales Enablement Expert Certification
Unlock your full potential by becoming a certified sales enablement expert.
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Sales Readiness Initiative Certification
Unlock your full potential by becoming certified in sales readiness.
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Sales Guidance Initiative Certification
Unlock your full potential by becoming certified in sales guidance.
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Sales Content Initiative Certification
Ready to take sales content to the next level? This certification will teach practitioners how to get the most from their sales content, from creating the right assets to engage buyers to driving adoption to make content use a consistent habit.
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