Unlocking Success in Sales: Conversations Over Transactions with Brian Smalley

Getting to Aha! with Darshan Mehta

In this episode of Getting to Aha!, host Darshan Mehta is joined by Brian Smalley, Executive Vice President of Marketing and Sales at National Steel Car. Brian shares his transformative journey from the U.S. Marine Corps to the railroad industry, revealing how his military discipline shaped his leadership approach. They discuss the evolving nature of sales, emphasizing the importance of understanding customer needs beyond price and how trust builds stronger business relationships. Brian also explores the future of rail transportation, focusing on sustainability, growth, and the potential of rail as a critical player in the economy. Tune in for valuable insights.
Brian Smalley is the Executive Vice President of Marketing & Sales at National Steel Car, where he leads the marketing, sales, and leasing of railcars across the U.S. and Mexico. With over 16 years in the rail industry and a background as a U.S. Marine, Brian has driven operational excellence and customer growth. Previously serving as Director of Sales at TrinityRail, he is also a veteran mentor and actively contributes to industry organizations like the North East Association of Rail Shippers. His focus is on strategic intelligence, customer-centric selling, and relationship development.
KEY TAKEAWAYS
👉 From Military Service to Leadership: Brian shares how his time in the U.S. Marine Corps shaped his leadership style, emphasizing discipline, resilience, and a focus on continuous growth.
👉 Sales as Relationship Building: Brian explains how his approach to sales has evolved from transactional to relationship-driven, prioritizing customer needs and trust over price.
👉 Trust in Business and Sales: Brian discusses how trust is the foundation of successful sales, leading to deeper conversations and stronger client relationships.
👉 The Future of Rail Transportation: Brian outlines the sustainable growth potential of the rail industry, focusing on its eco-friendly advantages over other transportation methods.
👉 The Importance of Asking the Right Questions: Brian highlights how understanding customer needs requires asking the right questions to uncover deeper insights and create tailored solutions.
👉 Executive Leadership Challenges: Brian reflects on the complexities of executive leadership, balancing immediate wins with long-term strategy and a compelling vision for the future.
Listen Now!
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And connect with the host and guests here:
Darshan Mehta on Linkedin - https://www.linkedin.com/in/darshan--mehta
iResearch website - https://iresearch.com
Brian Smalley on LinkedIn: https://www.linkedin.com/in/brian-smalley-1463029/
National Steel Car NA Website: https://www.steelcar.com/

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Previous guests include: Luca Popovac, Senior Executive, Abhilasha Sinha of Open Secret, Laura Beavin-Yates, Stephen Griffiths of Level 2, Kristin Luck or ScaleHouse, Melina Palmer of The Brainy Business, Nicolas Zeisler of We’re Doing CX Wrong and How To Get It Right, Pricilla McKinney of Little Bird Marketing, Brooke Sellas of B Squared Marketing and Joseph Michelli of The Michelli Experience.
Check out the 3 most downloaded episodes:

• Changing the Direction of Customer Experience with Luka Popovac, a Senior Customer Experience Executive
• Innovation, Curiosity, and Being Human with Abhilasha Sinha, Chief Growth Officer at Open Secret
• [Greatest Hits ] Emotions & Consumer Behavior with Laura Beavin-Yates
  
  

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