Grant Salisbury on Consultative Selling, Automation Evolution, and Building a Career That Compounds

Camp Jennings sits down with Grant Salisbury, Corporate Sales Manager at Papé Material Handling, to explore how the role of the material handling salesperson has transformed from product pusher to operational educator. Drawing on a career that spans pallet pooling, legacy MHE sales, and today’s integrated automation solutions, Grant explains why the future belongs to sellers who can see what customers cannot and guide them toward better outcomes. In this conversation, Grant shares how Papé has evolved from a forklift-focused dealership into a full warehouse solutions partner and why service infrastructure and exclusive distribution will determine which automation providers ultimately win. He walks through the realities of building a sales career in this industry, from the early grind and patience required to the long-term payoff of repeat customers and compounding territory growth. The discussion also covers recruiting and developing the next generation of sales talent, the power of mentorship and internal career paths, and why culture and leadership consistency drive retention for decades. Practical, candid, and deeply rooted in field experience, this episode serves as a playbook for sellers and sales leaders navigating the shift from equipment transactions to consultative, solution-driven partnerships.  Grant on Linkedin Chapters [00:00] Educating customers and identifying operational gaps [00:56] Introducing Grant Salisbury and Papé Material Handling [01:58] The blank check vision for AMR and AGV distribution [03:18] Why service after the sale wins in automation [04:38] From pallet pooling to a career in material handling [07:08] Sales as teaching and the shift to consultative selling [08:15] Early career advice and reaching senior decision-makers [09:56] Grant’s role leading corporate sales and robotics at Papé [12:01] The evolution from forklifts to integrated warehouse solutions [14:16] Listening to customers as the driver of expansion [15:17] Partners, interoperability, and complex automation projects [17:52] Team selling and the role of subject matter experts [19:24] Recruiting from university sales programs [21:57] Advice for sales reps on curiosity, preparation, and follow-up [24:17] Attracting new talent into the industry [27:04] The early career grind and the power of patience [30:39] Shifting customer perception beyond forklifts [32:09] Retaining talent through culture, leadership, and career paths [34:50] Mentorship and aligning with the right leader [37:10] Giving back by developing future sales professionals [39:29] Load It or Leave It rapid fire and industry outlook [43:44] Final reflections and connecting with Grant