A few months ago, I had dinner with Roger Travis, who ran sales for me at Pilot Software back in the mid-‘90s. When I hired Roger, I introduced him to the board by saying, “Roger has been selling for longer than I’ve been alive,” which was true. He’s still going at it, helping tech companies build their sales teams. To this day, a lot of my thinking and talk track to my team stems from things I learned from Roger.
Roger is the best kind of enterprise salesperson, because he is a master at building relationships. Even though digital technology has changed the way sales professionals work today, people still buy from people, so relationships matter.