Selling Trust in Logistics with Brittany Caskey
In this episode of Supply Chain Connections, Brian Glick sits down with Brittany Caskey, Chief Commercial Officer for Logistics at DP World, to talk about relationships, sales qualification, and what it actually takes to stay customer-first when the growth ambitions are enormous. It's a candid conversation that gets into the parts most sales discussions skip, from what customers do to hold themselves back to why the best qualification move is sometimes one your prospect doesn't expect. Key topics discussed include: Why relationships in logistics work differently than almost any other sales context, and how the best ones outlast individual deals by years How to balance aggressive growth targets with the slower, harder work of building customer trust What actually limits customers who lean heavily on the RFP process, and how DP World approaches those situations anyway The single customer behavior Brittany sees most often that holds supply chains back from real change Why a good qualification process protects relationships just as much as it protects resources How customer expectations around supply chain data are shifting from reporting what happened to predicting what's next About the Guest: Brittany Caskey is Chief Commercial Officer for Logistics at DP World, where she leads contract logistics and freight forwarding commercial activities across the Americas. She spent nearly 20 years at UPS, starting in an entry-level role right after college before moving into sales and eventually leading her team as director, with her final five years there spent leading a global team for contract logistics and transportation management. At DP World, she's focused on customer-first growth strategy and the trust-building that drives long-term supply chain solutions. Connect with Brittany Discover DP World Connect with Brian Follow Chain.io on LinkedIn
