Tom spoke with John Moore, Vice President of Revenue Enablement at Bigtincan. He tells us about his holistic perspective.
John believes that it’s not just about closing deals. It’s about a holistic ecosystem that’s created as a business, with customers and employees as well. Simon Sinek’s book “Start with Why” resonates with John.
John understands that the role of enablement is to look beyond tactics. It can play a strategic role in the business. He believes that you should partner with HR on health and mental health programs. You should think carefully about how to hire and onboard staff. It’s also key to make sure that every sales conversation with a customer is done with empathy. He explains that you shouldn’t opportunistically close every deal.
John tells us that with inside sales teams, people typically stay on board for 16 months. It costs a lot of money to find replacements and rebuild relationships. He stresses that businesses should do a better job of taking care of the whole person.
John believes companies need to be clear about their mission and purpose. There should be a conversation about why the company exists. As well as how you’re going to serve the market, buyers and customers. This way you hire people who are aligned with your mission. Your purpose gives them something more important than closing deals. It gives them a reason to do their jobs as well as resilience.
He thinks that there should be flexibility with reporting. Sometimes taking longer to help the buyer understand how you solve their issues will lead to a bigger deal. Leading to a more satisfying relationship.