Sales leadership under pressure looks different than sales leadership in calm markets. This is a sales leadership story that starts nowhere near a boardroom. Before running commercial strategy for one of the world’s largest logistics companies, Travis Brooks-Garrett had to sell just to get by. In this episode, Luigi and Regan sit down with Travis, VP of Commercial at DP World, to unpack what actually separates sellers who thrive in chaos from sellers who freeze. This is a real conversation about sales leadership under pressure, not theory. If you lead a commercial team through any kind of disruption, this one’s for you.
→ Why relationships aren’t built when times are good — they’re built in the furnace of when things go wrong
→ Why “transactional” doesn’t survive in today’s market, and what partnership actually looks like instead
→ The real difference between price and value, and why both matter equally
→ Why the best commercial operators combine relationship skills with the ability to present hard numbers
→ How Travis uses AI as an “equalizer” for his old-school, relationship-led sellers
→ Why he cares more about outputs than inputs, and what that means for how he manages a team
→ How to find “quick wins” to build trust and momentum inside a struggling team
→ What he actually looks for when hiring “deal makers” versus sellers who just talk a good game
→ Why he believes there’s no such thing as a truly lost deal, only deals that come back later
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