A lot of people say, hey Brian, interview people more who sell industrial products, who sell capital equipment.

Because the software stuff, oh, that's different.

Well, sales, it really comes down to how many people have to get involved.

Why are they buying it? What are their alternatives? Why they need to

buy it now? And, you know, what you're selling, yeah, it has a certain nuance to it. But certain

elements are also the same. You know, the economics of buying something that's 100K within a

company has a lot of the same behavior regardless of what it is. Different people get involved,

maybe on the usage end of it, but on the paying for it and the approving side of it,

might be the same people. people today Justin Pike is coming back

on the show he was on almost two years ago a great rep a lot of good experience a lot of great

stories to share and things that we all can learn when we're selling a big deal into a company. Let's get

into the interview. I'll sum it up at the end. And if you know another sales rep, tell them about

the show, will you? Also, I'm looking for great guests. So if you know one or our one,

hit me up on LinkedIn. Here we go. Hey go hey Justin thanks for joining us today

give us a little update and a little

status on yourself there yeah Brian awesome to be with you again

I think it's been about a year and a half since we

last chatted things are going really well

still with Brookner Group USA. In Portsmouth,

New Hampshire, exciting news. We're moving our facility to Dover, New Hampshire, but I work specifically

for Keeful packaging, which is thermoforming equipment in the world of plastics and fire.

Things are going very good. Our company is doing very well. The landscape is

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