MASTERS OF MEDDICC

Masters of MEDDICC - Travis Patterson - 10 Times Enterprise Sales Leader - Episode #3

Nov 17, 2020

Travis Patterson, Chief Revenue Officer at Imply with over 20 years of experience in enterprise sales, talks about hiring, sales, and recruiting. They discuss the importance of good leadership, constantly learning, surrounding oneself with the right people for personal growth, and the challenges of working on opportunities. They also emphasize the significance of hiring and recruiting in sales leadership, including the qualities to look for in candidates and the value of feedback.

50:42

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Episode guests

Travis Patterson

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Episode notes

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Quick takeaways

Hiring top talent requires individuals who are intelligent, hardworking, and coachable.

Creating a competitive sales team fosters healthy competition and collaboration, driving individual and collective success.

Deep dives

Importance of Hiring and Recruiting

Hiring and recruiting top talent should be a priority for sales leaders. This involves finding individuals who are intelligent, have a strong work ethic, and are coachable. Intelligence enables creative problem-solving and adaptability. A strong work ethic ensures individuals are willing to go the extra mile and persist in the face of challenges. Coachability is crucial for growth and development, as it allows individuals to learn from feedback and continuously improve.

Introduction

3min

Recruiting Talent from Diverse Sales Backgrounds

17min

The Role of Champions in Sales

6min

Surrounding Oneself with the Right People for Personal Growth

2min

Familiarity with 'The Hard Thing About Hard Things' and the Constant Challenges of Working on Opportunities

2min

Transitioning from PTC to Blade Logic

7min

Leadership Examples and Coaching Trees

3min

The Importance of Hiring and Recruiting in Sales Leadership

11min

Episode Summary

In this episode of Masters of MEDDICC, Andy talks to Chief Revenue Officer at Imply, Travis Patterson, about hiring, sales, and recruiting.

Travis has over 20 years of experience working in enterprise sales, having taken up roles at Opsware, Aviso, SignalFx, IronKey, PTC, BladeLogic, and Mesosphere.

Today, we explore what makes a good seller, how Travis goes about finding these sellers, the importance of good leadership, and the emphasis on constantly learning.

Key Takeaways

“Through the course of your career, you’re trying to over index for learning. I want to learn. I want to be in a situation where you’re not the smartest person in the room.”
“It only feels like it was a fun experience after it’s over and you get to read the book, but when you’re in it, it’s a lot of work, stress, and focus.”
“Bad people don’t tend to stick together; only good people.”
“Part of the pride of you getting to a certain point in your career is that you’ve worked with a lot of good people, and you’ve been able to help people further their career as well.”
“We can go recruit all we want, but the really great sales people that we want to hire have to want to work with us.”
“Intelligence allows you to be creative. It’s a really important thing that you can’t fix as a leader. If the person you hire doesn’t have it, there’s not much that you’re going to be able to impart.”
“If you’re smart and you work hard, but you don’t take feedback, it’s going to be hard to grow in the way that we need you to grow.”
“You want a competitive team. Everyone in your team wants to be number one, but they want whoever is in second place to be just $1 behind them.”

Learn more about MEDDICC at https://www.meddicc.com .

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Masters of MEDDICC is a show where the world's best sales professionals are interviewed about all things enterprise sales and in particular relating to the MEDDIC framework, including MEDDICC and MEDDPICC.

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