Brian Qualls

Go-getter
DISC Type : d

Manager Specialty Business - Electrical at Graybar

Greater Phoenix Area, United States

Overview

Brian is a strategic sales executive at Graybar with over 15 years of experience driving growth in the electrical contracting and distribution markets. He specializes in leading national sales teams and solution selling. A colleague described him as a forward-thinking leader with strategic vision. He holds an MBA from Benedictine University.

His unique background includes co-founding and managing an engineering and landscape architecture firm after earning a bachelors degree in that field from the University of Nevada-Las Vegas. This experience highlights an entrepreneurial spirit and a foundation in design and project management.

He successfully pivoted from owning a landscape architecture firm to becoming a national sales leader in the electrical products industry.

Personality Overview

Vision Oriented

Decisive

Fast-Paced

They don’t always try to control the conversation but neither do they like yielding it fully.  They focus on objectivity in a pitch and pay little attention to bells and whistles. They respond well to confident salespeople.

Topics They Care About

Solutions-Based Sales
His professional summary and experience emphasize aligning complex customer needs with enterprise-level solutions rather than focusing solely on product sales.
Sales Team Leadership
His headline and work history are centered on building, managing, and developing top-performing sales teams to grow market share.
Sales Process Efficiency
His shared posts indicate a strong belief in the importance of speed, responsiveness, and removing friction to prevent deals from falling apart.

Media Appearances

Brian has no verified media appearances

Work History

6-2023
Manager Specialty Business - Electrical at Graybar
11-2017 - 6-2023
National Business Development Manager at Unique Lighting Systems®
6-2015
Area Business Manager / Regional Sales Manager at Unique Lighting Systems
6-2011 - 6-2015
Southwest District Sales Manager at Unique Lighting Systems
3-2010 - 6-2011
Managing Partner at SCL Consulting

Education

2015 - 2016
Master of Business Administration (MBA) from Benedictine University Mesa
1992 - 1996
Bachelors of Landscape Architecture from University of Nevada-Las Vegas

More Information

Social Presence :

Prographics :

Exp : 18 Location : Greater Phoenix Area, United States Job Level : Middle Designation : Manager Specialty Business - Electrical at Graybar
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Make sure that you you respond to any queries from them quickly
  • Be crisp while making the pitch
  • Get to the point quickly instead of spending too much time on pleasantries

DONT's

  • Do not give up if they are not convinced, try again with a different approach
  • Don’t try to be an alpha salesperson, give them equal space
  • Don’t expect them to change their mind quickly if they say no once

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Confidence in the product plays an important role, followed by powerful testimonials.
  • Will you ever get a clear answer from Brian

  • They might hesitate a little, but they will say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • Their decision making speed is somewhere in the middle.
  • Can Brian take some risk or not?

  • Once they have analyzed the pros and cons, they can take some risks.

You And Brian

Personality Compatibility


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