[Greatest Hits] Unlocking Success in Sales: Conversations Over Transactions with Brian Smalley

Episode notes

In this Greatest Hits 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.

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