#167 Collaborating With Different Teams for Massive Revenue Enablement

Notes:

Over my years of being a Sales Engineer, I’ve come to know and am still learning about new terms and roles that help in the organization. One of these roles is around enablement, sales enablement, or revenue enablement. Many are still uninformed about this role and often have it confused with marketing, channel sellers, or customer success managers.

As you’ll learn in today’s episode, revenue enablement does not fall into any of these roles, but it’s orchestrating and collaborating across all these channels to have effective customer conversations as well as address the needs of all departments throughout an organization. We invited John Moore aka The Collaborator to shed more light on this topic.

The Collaborator, also known as John Moore, is the VP of Revenue enablement at Bigtincan. He is responsible for helping the sales managers, customer success managers, and individual contributors all speak with one voice. His personal passion project has everything to do with raising up the enablement practice and enablement practitioners and leaders across the globe.

Key Takeaways:

How John came up with the name “The Collaborator”
Starting his career in the late 80s into enablement and what he’s noticed across his years of experience and research
How personal branding is a responsibility to own and drive our careers
Why the lack of collaboration can easily break down the whole enablement process
Effective communication must be a part of all touchpoints, starting from the top down
What is sales enablement and what do enablement professionals do?
The problem with seller-centric enablement versus customer-centric enablement
Understanding the specific needs of the individual people involved in a deal through revenue enablement
John goes sacrilegious and reveals his vision of the future of enablement in an organization
Where does sales engineering fall into revenue enablement
Common mistakes John sees in revenue enablement
The importance of reviewing deals and reasons why some deals don’t fall through

Quotes:

“Collaboration has always been a cornerstone of what makes an organization successful.”

“We should be connecting and facilitating conversations with PreSales that bring PreSales closer to sales, PreSales in line within the loop with marketing with customer success, so that to the previous conversation, we’re looking at the overall revenue-creating engine and saying how do we make it as effective as possible.”

“If you don’t give the customer, the prospect, a chance to tell you why you won or lost, you never learn.”