Neill Wilkinson

Independent advisor partnering with CEOs, CROs and sales leaders at B2B software and services firms to accelerate sales effectiveness through learning & enablement strategy and commercial discipline.

• • Advise on sales process, MEDDPICC discipline, pipeline quality and forecast accuracy, translating GTM strategy into field ready execution.

• • Deliver targeted programmes across onboarding, playbooks, SKO/QBR design, enablement maturity assessment, partner enablement and manager coaching.

Owned global enablement for a high-growth SaaS company spanning security, observability and search, partnering with GTM leadership to align sales execution with strategy and drive measurable behavioural change across the worldwide field.

• • Reduced AE ramp time by 36% and contributed ~$180M in revenue impact through redesigned onboarding, certification and continuous enablement across all revenue roles.

• • Embedded MEDDPICC and value-based selling to lift win rates and deal quality, helping teams navigate complex enterprise buying committees.

• • Built and maintained dashboards tracking sales effectiveness, productivity and pipeline health, tying enablement to conversion and ASP for regional leaders.

• • Integrated GenAI and digital-selling tools into selling and learning workflows to cut time-to-insight and raise field efficiency.

• • Coached frontline managers as enablement multipliers and led change management to embed lasting adoption; delivered global SKO (1,500+ attendees).

Led a global enablement team of 21 across IT services and SaaS, partnering with CRO, CMO, HR, VP Sales Ops and Product to translate business strategy into field execution.

• • Managed the global rollout of MEDDPICC and deal-inspection training, strengthening qualification discipline and forecast accuracy.

• • Introduced field-metric dashboards measuring adoption, effectiveness and impact on rep behaviour and win rates.

• • Redesigned onboarding into a segment-specific programme and delivered fiscal-aligned global SKOs with cross-sell priorities.

• • Designed and ran the Digital Selling Platform, integrating Salesforce, Seismic, MindTickle, Klue, WalkMe, Qorus and Pricing Guidance to lift seller productivity.