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Scott Grimes on Empathy & the Future of Industrial Sales
Ep 3: Scott Grimes — Sales Isn't Dead. But the Old Way Is
From retail to industrial filtration — why curiosity, empathy, and understanding your customer's customer wins every time.
Episode Summary
Scott Grimes takes us from selling high-end audio equipment and luxury cars to over 30 years in industrial filtration. He reveals why listening beats pitching, how understanding your customer's process unlocks value, and why relationships—not networking—are the real currency in industrial sales. Plus: the adrenaline rush of closing a six-figure PO and the power of being curious.
GuestScott Grimes, Industrial Sales & Filtration Expert, Donaldson Company
HostGilbert Welsford Jr., Founder of ValveMan
PublishedOctober 2025
Runtime43:18 minutes
TopicsIndustrial sales, customer relationships, empathy over pressure, mentorship, craft beer industry, technical sales process, filtration, work-life balance
Show Notes
Timestamps
- 00:00 – Intro – Sales Isn't Dead. But the Old Way Is
- 00:52 – Scott's Journey: From Retail to Industrial Sales
- 03:18 – Listening Beats Pitching
- 06:10 – Serving the Customer's Customer
- 08:42 – How to Sell Complex Technical Products
- 11:00 – The Power of Being Curious
- 14:15 – Trust Is Still the Ultimate Sales Tool
- 18:09 – Why Empathy Wins Over Pressure
- 20:22 – Private Equity vs. Customer-Centered Thinking
- 23:30 – Sales as Problem Solving, Not Persuasion
- 28:40 – Passing the Baton: Mentorship and Transition
- 32:55 – Why the Mission Still Matters in 2025
- 35:20 – Final Takeaways & What's Next
Key Themes
- You are your customer's customer—understand their process deeply
- Be 110% better than the last salesperson, not just 10%
- Curiosity and self-discovery drive both climbing and closing deals
- Differentiation through excellence breaks commoditization
- Craft beer industry's collaborative, altruistic approach to business
- Apprenticeship and knowledge transfer bridge generational gaps
Links Mentioned
Featured Quotes
"I'd rather be in steel-tipped boots, Carhartt pants, and a hard hat, working hand-in-hand with people in production."
— Scott Grimes
"I was told I only needed to be 10% better than the guy that was in last. I took that to heart and always wanted to be like 110% better."
— Scott Grimes
"Learning what the customer makes and how they make it is extremely important in industrial sales."
— Scott Grimes
"You are one of your customer's customers. Go home and look in your refrigerator—think about what it takes to make that product shelf stable."
— Scott Grimes
"If you're passionate and you truly believe in what you do, you're going to be successful."
— Scott Grimes