Quotas, Chaos, Calm: Bob Genuario's Leadership & Coping Tactics in Sales

Meet Bob Genuario—a 23-year sales leader who's never missed an annual target. In this episode of Einstein's Eyes, Carl and Jon dig into Bob's playbook for selling, leading sales teams, and protecting your mindset across long, multi-stakeholder cycles. No proprietary processes, just principles that travel.

What you'll learn

How to map the hospital buying committee (clinician, IT/security, value analysis, procurement, finance, legal, exec sponsor)

Discovery that actually moves deals forward (clinical vs. IT questions)

Objection blitz: security approvals, budget cycles, adoption, references

Leadership rhythms: pipeline inspection, coaching to process, hiring for curiosity

Coping strategies: input scoring, routines, faith/community, resetting after losses

Chapters
00:00 Cold open
00:40 Intro & Bob's background
03:20 Why sales are unique
10:00 Cross-industry lessons that transfer (and don't)
16:00 Objection "crash cart"
20:00 Mental health & coping mechanisms
25:00 Leading and building a sales org
31:00 90-second discovery role-play
33:30 Top takeaways & closing

About Bob
Sales leader (individual contributor + leadership) across elevators, American Express / Amex GBT, and security & alarm. Trained in Ziglar, Sandler, Challenger, Fanatical Prospecting, and EOS. Gordon College (Communications). Competitive tennis/poker; family man; North Jersey.

Disclaimer: Bob does not discuss his current employer or proprietary sales process.
🎙️ Hosted by Dr. Carl Rosen & Dr. Jon Ditkoff
📺 Subscribe for more episodes of Einstein's Eyes—where science meets sight.
👉 Like, subscribe, and share to keep exploring the future of science through Einstein's Eyes!

🧠 Subscribe for more eye-opening content every week!
All content, including text, graphics, images, and information on or available through this channel, is for general informational purposes only. This channel makes no representation and assumes no responsibility for the accuracy of the information on or available through this channel, and such information is subject to change without notice. You are encouraged to confirm any information obtained from or through this channel with other sources and review all information regarding any medical condition or treatment with your physician.
Dr. Ditkoff's website: www.eyecarenj.com
Dr. Rosen's website: www.akeyedoc.com
Music composed by Jake Ditkoff