Building Great Relationships with Referral Partners with Justin Duplantis

Wesleyne Greer: 00:00:00

As a sales manager, you are judged by the

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performance of your team, and you're praised when they do

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well. But one thing that you've not been able to figure out is

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how to get everyone on your team consistently hitting quota every

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single month. On the Snack size sales podcast, we discuss the

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science of selling stem sales leadership in the science,

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technology, engineering and manufacturing fields is

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difficult. You will learn from sales managers just like you

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that will give you actionable insights and tips on how to

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develop as a leader and achieve your revenue targets every

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single month. So pop your headphones in and get ready to

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listen to my guest today. They will give you information and

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inspiration to ensure that you have actionable insights that

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you can put into place today. Hello, and welcome to the snack

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sized sales podcast today. My guest is Justin do plantas. How

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are you, Justin?

Justin Duplantis: 00:01:08

How you doing? Well. How are you?

Wesleyne Greer: 00:01:10

I am awesome. Justin has over 15 years of full

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cycle project management experience with Fortune 100

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companies. He is a talented recruiter, technical trainer,

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and he brings rapid and sustained growth to each company

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that he has worked at. He is a person after my own heart as an

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analytical chemist turned sales leader. Justin, how did you

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start your career and tell us how you got to where you are

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now?

Justin Duplantis: 00:01:38

Sure. So first of all, thanks for having me

Justin Duplantis: 00:01:41

here today. Yeah, so basically, I started off in retail and did

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retail sales and worked my way up into corporate level

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management. As I was going through college, graduated my

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undergraduate degree in analytical chemistry from LSU.

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And did not kind of pursue anything in that industry. So

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was in a variety of different roles at different types of

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companies, everything from home services to working in still in

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retail, and then the modeling and acting industry. So kind of

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dabbled in a lot of different industries. But always the

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common thread was the the recruiting, train development

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and management as well as sales. So I just recently transitioned

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last year into a role in the STEM industry. So kind of

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putting my undergraduate degree somewhat to work as the Director

Justin Duplantis: 00:02:26

of Business Development for the bioinformatics CRO where I'm the

Justin Duplantis: 00:02:29

director of business development there,

Wesleyne Greer: 00:02:31

huh. So how did you graduate from college and

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not use your degree at all? One of my brothers, one of my

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younger brothers, he has a classmate he's a chemist also.

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So he followed in my footsteps when he graduated, he went to

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work for Waffle House, and now he's like a district VP or

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something like that, a waffle house, and he never used it

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degree. So tell me, how did that transition go for you when you

Wesleyne Greer: 00:02:57

were like, I'm not doing anything chemistry?

Justin Duplantis: 00:02:59

Yeah, I think essentially, the I was lost, I

Justin Duplantis: 00:03:03

guess, in college didn't really know what to do. My parents, my

Justin Duplantis: 00:03:07

mother's in the medical field, my father's a Civil

Justin Duplantis: 00:03:09

Environmental Engineer. And they were both kind of pushing me in

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either direction, I have went to some pre med type camps, I

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looked at potentially doing law school, actually, toward the law

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school that LSU and just determined it was really it was

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just kind of lost. And so being in management while going

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through college, it was one of those things where I just stayed

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where I was, and didn't transition out of the industry

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that I had already kind of started working in, never really

Justin Duplantis: 00:03:36

wanted to work in a lab. And there's not much you can do with

Justin Duplantis: 00:03:38

the analytical chemistry degree other than that.

Wesleyne Greer: 00:03:41

Okay, so tell me about your experience in the

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retail sales world, because a lot of times people on the

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podcast, they're very stem focused, or, you know, in the

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b2b area. So tell me about that sales experience?

Justin Duplantis: 00:03:54

Yeah, I think it's a, it's interesting,

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because a lot of industries don't see retail as a legitimate

Justin Duplantis: 00:04:00

form of any type of employment more as a temporary move from

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university to their career. But I think for me moving up into

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management, I did international store opening, I did train

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development on a national level technical training, I was in a

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district wide level where I was managing, you know, 15 to 20

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locations. So there's a lot of moving parts, I think the key

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thing is there, I guess the big relation to biotech is it's a

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very fast moving environment. And you're always kind of having

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to think on your feet. Biotech is the same way where you may be

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kind of slow to pick up one day, and then the next day, it's

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like, we have to hit the ground running really hard, which is

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aka Black Friday. So I think there's a lot more relation than

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people give it credit for between the biotech industry and

Justin Duplantis: 00:04:43

retail industry as far as the way that it's structured.

Wesleyne Greer: 00:04:45

So tell me, before we delve into your

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current position, what are some of the hard core skills whether

Wesleyne Greer: 00:04:54

they're soft skills or hard skills that you were able to

Wesleyne Greer: 00:04:56

translate from the retail industry to the stem industry?

Justin Duplantis: 00:05:00

Yeah, I think definitely the train development

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is something that's going to be pretty much crosses every plane,

Justin Duplantis: 00:05:05

but more specifically, the client interface. So in biotech,

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a lot of times we have bioinformaticians, that are

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coming from more of an academic background that don't have any

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type of interaction with customers at all. So there's no

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client interfacing whatsoever in their position to transition to

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a company like ours, where we are at the bioinformatics CRO,

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specifically client interfacing with our bioinformaticians that

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are dealing directly with the clients. So having that client

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interface training is very important. So I'm not the one

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going through and helping them with the scientific side and

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working AWS, but I am the one on the flip side saying, Okay, this

Justin Duplantis: 00:05:39

is the way that we properly communicate with clients, which

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is a direct relation to that business to consumer type

Justin Duplantis: 00:05:45

customer service that we expect in the in a high level retail

Justin Duplantis: 00:05:48

environment as

Wesleyne Greer: 00:05:48

well. You know, one thing that people always

Wesleyne Greer: 00:05:51

tend to forget when we're in this, the b2b sales environment,

Wesleyne Greer: 00:05:55

is the fact that at the end of the day, yes, this is a business

Wesleyne Greer: 00:05:58

to business sale, but you're selling to a person. So it is

Wesleyne Greer: 00:06:02

still a consumer, and each person within the organization

Wesleyne Greer: 00:06:07

has to really be thought of as an individual, right? It's not

Wesleyne Greer: 00:06:10

just like, oh, this is a big company, I'm selling to let me

Wesleyne Greer: 00:06:12

think all about the company, you know, it's who is the person

Wesleyne Greer: 00:06:15

you're specifically calling on?

Justin Duplantis: 00:06:16

Yeah, and I think, you know, coming from I

Justin Duplantis: 00:06:19

grew up in Louisiana, and South Louisiana, specifically, and the

Justin Duplantis: 00:06:23

culture down there is very much a carefree lifestyle. And we're

Justin Duplantis: 00:06:28

going to be asked with people. And I think that's one of the

Justin Duplantis: 00:06:31

things that sets us apart at the bioinformatics CRO, the way that

Justin Duplantis: 00:06:34

we kind of or I handled the sales cycle is, the first half

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of the conversation has nothing to do with what the product is,

Justin Duplantis: 00:06:41

it's 100% Getting to know that person and joking around and

Justin Duplantis: 00:06:45

having that relatability and finding that common ground. And

Justin Duplantis: 00:06:49

then the other half is just Oh, and by the way, we have a

Justin Duplantis: 00:06:52

product that we're supposed to be talking about. And I think

Justin Duplantis: 00:06:54

that translates no matter if you're talking about shoes, or

Justin Duplantis: 00:06:56

you're talking about bioinformatics, it's the same

Justin Duplantis: 00:06:58

type of interaction that people respond well to because as you

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mentioned, we're not selling to, you know, some man behind the

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screen, you're talking to an individual and that's, that's

Justin Duplantis: 00:07:07

what you're selling yourself to. And what we really pride

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ourselves in is making sure that the synergies are right between

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the company that we're dealing with and our company that we are

Justin Duplantis: 00:07:15

an extension of their organization, as opposed to this

Justin Duplantis: 00:07:17

third party that's coming in for one or two projects, one offs.

Wesleyne Greer: 00:07:22

It's really good, you know, building that

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rapport, and that relationship, especially in these technical

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fields, sometimes we just focus so much on the science or the

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technical problem that we're trying to solve our process or

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our tool, how that can actually, you know, we're so focused on

Wesleyne Greer: 00:07:39

us. And really, at the end of the day, what is sales? It's all

Wesleyne Greer: 00:07:43

about the person on the other side of the table. Right? So how

Wesleyne Greer: 00:07:45

can I help the person on the other side of the table? So how

Wesleyne Greer: 00:07:48

did you transition from, you know, so chemists to retail

Wesleyne Greer: 00:07:52

sales back into the bio informatics world?

Justin Duplantis: 00:07:55

Yeah, it was pure luck. Essentially, I was

Justin Duplantis: 00:07:58

working in the modeling acting industry, I was the basically

Justin Duplantis: 00:08:01

had call the head of sales. But basically, I was the Director of

Justin Duplantis: 00:08:04

Admissions. But we're basically in sales, getting individuals to

Justin Duplantis: 00:08:08

work for a Malian acting organization, we were a school

Justin Duplantis: 00:08:11

and Academy in Louisiana area. And when COVID started kind of

Justin Duplantis: 00:08:15

peeking its head out, I knew that I saw the writing on the

Justin Duplantis: 00:08:18

wall, that it wasn't probably not going to be a stable

Justin Duplantis: 00:08:20

organization to be a part of. So I transitioned my family to the

Justin Duplantis: 00:08:24

Texas area where my wife resided, and started kind of

Justin Duplantis: 00:08:27

looking for work. And I thought it was gonna be a really easy

Justin Duplantis: 00:08:30

transition. And it just wasn't, I was having a really hard time,

Justin Duplantis: 00:08:33

I was being told a lot that I was overqualified for certain

Justin Duplantis: 00:08:35

roles that I was going out for, or I didn't have the exact

Justin Duplantis: 00:08:38

experience they were looking for. So I am not one that's very

Justin Duplantis: 00:08:42

active on social media. But I posted my first thing ever on

Justin Duplantis: 00:08:45

social media out of pure desperation and frustration, and

Justin Duplantis: 00:08:48

basically said, I'm tired of being told that I'm

Justin Duplantis: 00:08:51

overqualified, and had a little political cartoon that said, you

Justin Duplantis: 00:08:54

know, I'm sorry, you're overqualified. Come back when

Justin Duplantis: 00:08:56

you forget some things, and so posted that on social media and

Justin Duplantis: 00:08:59

and was just kind of like, Hey, I'm frustrated. Someone that I

Justin Duplantis: 00:09:02

know from the triple nine society, which is a high IQ

Justin Duplantis: 00:09:05

society that I'm a member of, it's kind of like Mensa, but a

Justin Duplantis: 00:09:08

little bit, it's a more strict as far as the application

Justin Duplantis: 00:09:11

process. So like menses 90th percentile, this is the 99.9

Justin Duplantis: 00:09:14

percentile. One of my members of my cohort from TNS is the owner

Justin Duplantis: 00:09:19

of the bioinformatics URL, and he reached out and said, Hey,

Justin Duplantis: 00:09:21

let's have a conversation. We talked and I said, I don't not

Justin Duplantis: 00:09:24

think I'm a great fit for this. I don't know anything about

Justin Duplantis: 00:09:26

bioinformatics. And he says, But you know, sales and that's what

Justin Duplantis: 00:09:30

we need, and you can learn the bioinformatics side of things

Justin Duplantis: 00:09:33

you know, you're a smart guy, you have a background in you

Justin Duplantis: 00:09:35

know, somewhat of a it's not related but you know, in a STEM

Justin Duplantis: 00:09:38

field at least you'll be fine. And he was the one that had the

Justin Duplantis: 00:09:41

I guess the confidence in me when I definitely did not, but

Justin Duplantis: 00:09:44

our results have have definitely shown that he I guess he saw

Justin Duplantis: 00:09:47

something I didn't see and we we've made some really great

Justin Duplantis: 00:09:50

strides since since coming on board. So

Wesleyne Greer: 00:09:52

the so your boss, I hope he listens to this

Wesleyne Greer: 00:09:56

podcast. He is one of the most brilliant people that I know in

Wesleyne Greer: 00:10:00

hiring salespeople, sales leaders, because that's what I

Wesleyne Greer: 00:10:06

like I say this all the time and people don't get it. You need

Wesleyne Greer: 00:10:09

somebody with strong sales skills. You need somebody with

Wesleyne Greer: 00:10:11

strong leadership capabilities, your product is as good as you

Wesleyne Greer: 00:10:14

say it is. You can teach them the technology, simple, plain

Wesleyne Greer: 00:10:19

and simple. And he really proved that that's exactly what he did

Wesleyne Greer: 00:10:24

with you. And another thing I say is don't hire industry

Wesleyne Greer: 00:10:26

insiders. He could have went in pluck, I call them your

Wesleyne Greer: 00:10:29

competitors rejects kind of where to pluck a competitor's

Wesleyne Greer: 00:10:33

reject, right to fill your position. But he did. And he had

Wesleyne Greer: 00:10:37

an open mind and looked outside. And really, as you said, you

Wesleyne Greer: 00:10:40

guys have really been able within this last year to blossom

Wesleyne Greer: 00:10:44

to grow.

Justin Duplantis: 00:10:44

Absolutely, yeah. And I think the

Justin Duplantis: 00:10:46

interesting thing about that is I had about three or four months

Justin Duplantis: 00:10:49

ago, I had somebody reach out to me, Well, I reached out to them

Justin Duplantis: 00:10:52

kind of hunting down leads, as I often do through LinkedIn, and

Justin Duplantis: 00:10:56

reach out to this person. He said, Look, we don't have any

Justin Duplantis: 00:10:58

needs. And I said, Okay, well, I'll follow up with you,

Justin Duplantis: 00:11:01

intermittently, to see if the needs have changed. And so a

Justin Duplantis: 00:11:03

couple months later reached out to him again, and he said, You

Justin Duplantis: 00:11:05

know, I don't need anything. And then quickly afterwards, he

Justin Duplantis: 00:11:07

responded, actually, you know, actually, I do have a need to

Justin Duplantis: 00:11:10

meet, let's have a conversation. So great. We jumped on the call

Justin Duplantis: 00:11:13

a few days later, he said, he's like, so tell me a little bit

Justin Duplantis: 00:11:15

about you guys. So I started kind of going over my normal

Justin Duplantis: 00:11:18

kind of conversation, I don't really like to call it a pitch,

Justin Duplantis: 00:11:20

because it's different every time I do it, it's just more of

Justin Duplantis: 00:11:21

just like kind of chatting, and this what we do. And about

Justin Duplantis: 00:11:24

halfway through, he said, Hey, I don't need to hear anymore. And

Justin Duplantis: 00:11:28

it was very abrupt. And it took me a little bit by surprise. And

Justin Duplantis: 00:11:31

he said, I'll be honest with you, the reason I got you on

Justin Duplantis: 00:11:33

this call today was because I'm interested in talking about

Justin Duplantis: 00:11:36

coming on board with us in a business development role. And I

Justin Duplantis: 00:11:38

said, Oh, well, you know, I'm happy where I'm at, could you

Justin Duplantis: 00:11:40

send me though the job description, as well as, you

Justin Duplantis: 00:11:43

know, salary kind of range, so that I can address with maybe

Justin Duplantis: 00:11:46

some contacts that I have. So we sent it over. And one of the

Justin Duplantis: 00:11:49

things that was in that job description was five years of

Justin Duplantis: 00:11:52

industry experience. And so I addressed that with him, I said,

Justin Duplantis: 00:11:54

you know, I just want to point out the fact that you're trying

Justin Duplantis: 00:11:56

to recruit me, but I'm not even qualified for the position

Justin Duplantis: 00:11:59

you're trying to recruit me for? And he said, What do you mean,

Justin Duplantis: 00:12:01

you're highly qualified? And I said, I am? Absolutely not. I

Justin Duplantis: 00:12:03

said, I've been in this role for, you know, a little less

Justin Duplantis: 00:12:05

than a year in this industry, I have had don't have the

Justin Duplantis: 00:12:08

qualifications that you would even look at me. And he said,

Justin Duplantis: 00:12:11

Well, I want to let you know that you've changed my mind on

Justin Duplantis: 00:12:13

that quite a bit. And I so I agree with you, I think, I think

Justin Duplantis: 00:12:15

that's huge, you know, to be able to think outside the box,

Justin Duplantis: 00:12:18

you're going to find much better candidates than the ones that

Justin Duplantis: 00:12:21

have been doing the same thing over and over again, because

Justin Duplantis: 00:12:23

they're going to bring those preconceived notions on how

Justin Duplantis: 00:12:25

things are done. And that may not be the way that your company

Justin Duplantis: 00:12:27

wants them done at, you know, at that time. So there's a lot of

Justin Duplantis: 00:12:30

advantages to pulling someone from outside the industry, for

Justin Duplantis: 00:12:32

sure.

Wesleyne Greer: 00:12:33

Absolutely. It gives you that difference of

Wesleyne Greer: 00:12:34

opinion as to the diversity of perspective, diversity of

Wesleyne Greer: 00:12:37

thought. And really, what you'll find is when you build your

Wesleyne Greer: 00:12:41

sales team with Yeah, okay, maybe you have some people who

Wesleyne Greer: 00:12:44

are within the industry, or who have come from your competitors,

Wesleyne Greer: 00:12:48

as well as the outside perspective, that's what really

Wesleyne Greer: 00:12:50

builds a strong sales team. And that's how companies really

Wesleyne Greer: 00:12:53

achieve that double digit, triple digit growth, because you

Wesleyne Greer: 00:12:56

have so many different opinions like, okay, in retail, we didn't

Wesleyne Greer: 00:13:00

like this. Okay, in my last bioinformatics company, we did

Wesleyne Greer: 00:13:03

like this. In polymers, we do it like this, right? All of that

Wesleyne Greer: 00:13:07

put together is really what builds these organizations that

Wesleyne Greer: 00:13:10

makes them strong.

Justin Duplantis: 00:13:11

Absolutely. Yeah, for sure. I think one of

Justin Duplantis: 00:13:13

the things that that we've kind of implemented is that more that

Justin Duplantis: 00:13:16

human touch that I had, I kind of mentioned earlier, we provide

Justin Duplantis: 00:13:19

all of our clients with basically like a little

Justin Duplantis: 00:13:21

biography of the bar fish they're gonna be working with,

Justin Duplantis: 00:13:24

but not in a traditional sense, we're not going to send you

Justin Duplantis: 00:13:26

their CV, we're sending you a photo of them, it tells you

Justin Duplantis: 00:13:28

about their hobbies has little pictures, it's much more of this

Justin Duplantis: 00:13:32

as a human being that you can be working with. And then on the

Justin Duplantis: 00:13:34

sales side of things, you know, I think one of the things again,

Justin Duplantis: 00:13:37

that we we emphasize is that we want to be an extension of your

Justin Duplantis: 00:13:41

organization, we don't just want to be a contractor that you're

Justin Duplantis: 00:13:45

using for a one off project, it needs to be something where it's

Justin Duplantis: 00:13:48

a much more client telling than it is a customer interface. When

Justin Duplantis: 00:13:52

we're interacting with these potential clients. One of the

Justin Duplantis: 00:13:55

things that company was doing in the past was trying to basically

Justin Duplantis: 00:13:59

ascertain a client here and client, their client here,

Justin Duplantis: 00:14:01

client there, but what we have changed in that mentality, and

Justin Duplantis: 00:14:05

it's coming from all the diverse backgrounds I've had is I would

Justin Duplantis: 00:14:08

rather make a relationship with a company that has similar to

Justin Duplantis: 00:14:12

similar clients and build that network. So that I have other

Justin Duplantis: 00:14:16

companies headhunting for me for clients as well. So if I have

Justin Duplantis: 00:14:20

this company that's related, let's say we just made a

Justin Duplantis: 00:14:22

relationship with at Cedar, which is a equipment leasing

Justin Duplantis: 00:14:25

company, well, when you go to lease the equipment, you're

Justin Duplantis: 00:14:27

going to have to be producing a lot of data. And that data needs

Justin Duplantis: 00:14:30

to be analysis analyzed. And that's where we come in. And so

Justin Duplantis: 00:14:33

having that relationship with this company, they're able to

Justin Duplantis: 00:14:35

pitch our company to their clients. And I think making

Justin Duplantis: 00:14:38

those b2b relationships, not just thinking on a client

Justin Duplantis: 00:14:42

perspective, I think has been big for us as well.

Wesleyne Greer: 00:14:44

Yeah, really that global perspective, I was

Wesleyne Greer: 00:14:46

actually just telling somebody that we're doing a whole thing,

Wesleyne Greer: 00:14:48

showing people how to use LinkedIn. I said, Well, you

Wesleyne Greer: 00:14:51

know, one of the greatest benefits that I've had on

Wesleyne Greer: 00:14:53

LinkedIn is not just the direct interaction with prospects and

Wesleyne Greer: 00:14:57

clients and employees. It's actually I'm building these

Wesleyne Greer: 00:15:00

great relationships with referral partners. And they're,

Wesleyne Greer: 00:15:05

you know, you talk to somebody, you get on a call, and you're

Wesleyne Greer: 00:15:07

like, Wow, you should meet this person, or you should meet that

Wesleyne Greer: 00:15:09

person. And then it's like you have this whole ecosystem, these

Wesleyne Greer: 00:15:13

arms, that you've touched people that are so far outside of your

Wesleyne Greer: 00:15:16

realm that you wouldn't have been able to do if you were just

Wesleyne Greer: 00:15:19

so focused on I have to get business, I have to hire

Wesleyne Greer: 00:15:22

employees,

Justin Duplantis: 00:15:23

and a warm lead, as opposed to a cold lead

Justin Duplantis: 00:15:26

that point to

Wesleyne Greer: 00:15:27

exactly, exactly. So tell me about your

Wesleyne Greer: 00:15:30

great success, something that you're really proud of? Yeah. So

Justin Duplantis: 00:15:34

I think this is a combination of a personal

Justin Duplantis: 00:15:38

note, as well, as a professional, I think the past

Justin Duplantis: 00:15:42

month has been a very challenging month. So I'm

Justin Duplantis: 00:15:45

currently in grad school. I'm ascertaining my MBA right now,

Justin Duplantis: 00:15:49

and working full time. And so that obviously, is a big strain.

Justin Duplantis: 00:15:55

And then last month, on the 15th, my five year old son was

Justin Duplantis: 00:16:00

diagnosed with medical blastoma brain cancer. So we have kind of

Justin Duplantis: 00:16:04

uprooted our family from the Dallas Fort Worth area to now

Justin Duplantis: 00:16:08

living in Memphis, where he's going to St. Jude's for his, his

Justin Duplantis: 00:16:13

treatment. So we've kind of displaced our family and have

Justin Duplantis: 00:16:16

been able to still kind of manage all of the different

Justin Duplantis: 00:16:20

aspects, I think being able to juggle having a family and

Justin Duplantis: 00:16:25

working full time and going to school full time and having a

Justin Duplantis: 00:16:28

child with, you know, obviously a very serious illness in brain

Justin Duplantis: 00:16:32

cancer, I think has been has definitely been a challenge. But

Justin Duplantis: 00:16:36

we have as a family stepped up to the challenge. And I think,

Justin Duplantis: 00:16:39

you know, you're only as strong as you believe you are. And it's

Justin Duplantis: 00:16:42

amazing to see, I guess all these other families that are

Justin Duplantis: 00:16:45

here as well, that are are not able to do kind of the working

Justin Duplantis: 00:16:48

from home and everything like that. So we're very blessed. But

Justin Duplantis: 00:16:50

it's been a challenge. But I'm happy to say that we're making

Justin Duplantis: 00:16:53

it through it. So

Wesleyne Greer: 00:16:55

I love that. And you know, one thing, I asked

Wesleyne Greer: 00:16:58

this question all the time, and when I wrap up the podcast, and

Wesleyne Greer: 00:17:02

sometimes people you know, they're proud of a project or a

Wesleyne Greer: 00:17:05

team member, somebody who they've mentored and, you know,

Wesleyne Greer: 00:17:08

you really took it to that. I'm a human being and life has been

Wesleyne Greer: 00:17:13

challenging, and I'm proud, proud of myself for overcoming

Wesleyne Greer: 00:17:17

it. And one thing that I always tell sales leaders is, at the

Wesleyne Greer: 00:17:21

beginning of every year at the beginning of every quarter, you

Wesleyne Greer: 00:17:24

have to sit down with your team and make it have them make a

Wesleyne Greer: 00:17:27

personal goal, right. And that personal goal, that's why we're

Wesleyne Greer: 00:17:30

working so hard. That's what we're doing, you know, is it

Wesleyne Greer: 00:17:34

that I need to get treatment for a child? Is it that I need to

Wesleyne Greer: 00:17:37

buy a car, I want to retire my parents early? Like whatever

Wesleyne Greer: 00:17:41

that goal is? That's what they're working for? Yes,

Wesleyne Greer: 00:17:44

they're working for your company. Yes, they're working

Wesleyne Greer: 00:17:46

because they want to make commission but at the end of the

Wesleyne Greer: 00:17:48

day, why are they working so hard? It's to achieve that goal.

Wesleyne Greer: 00:17:51

And so again, hats off to you for everything that you've been

Wesleyne Greer: 00:17:55

experiencing this past month, because I can only imagine just

Wesleyne Greer: 00:17:58

the gravity of having a child that's being treated at St.

Wesleyne Greer: 00:18:01

Jude's, and being in grad school and working full time. I mean,

Wesleyne Greer: 00:18:05

just all three of those, each one of those things is a lot,

Wesleyne Greer: 00:18:08

but put them all together, I definitely think that you're

Wesleyne Greer: 00:18:11

you're doing a great job, and hats off to you as a husband,

Wesleyne Greer: 00:18:14

and as a father. I appreciate it. Thank you. And so if people

Wesleyne Greer: 00:18:17

want to get in contact with you to chat with you more, learn

Wesleyne Greer: 00:18:20

more about the products that you guys sell, what is the best way

Wesleyne Greer: 00:18:23

for them to do that?

Justin Duplantis: 00:18:24

Yeah, so we actually have a podcast as well.

Justin Duplantis: 00:18:26

So our podcast is the bioinformatics CRO podcast, very

Justin Duplantis: 00:18:29

original name. It's industry related. So generally talking

Justin Duplantis: 00:18:32

about to therapeutic companies that are in the industry. We

Justin Duplantis: 00:18:35

also have a website, of course, bioinformatics cro.com. And then

Justin Duplantis: 00:18:39

my email address is Justin at bioinformatics cro.com, as well.

Justin Duplantis: 00:18:44

And of course, you can always find me on LinkedIn, I'm pretty

Justin Duplantis: 00:18:47

easily found. My name is not all that that normal, we have, I

Justin Duplantis: 00:18:50

think there's one or two other Justin do planets, but there's

Justin Duplantis: 00:18:53

not very many,

Wesleyne Greer: 00:18:54

pass them. And all of that contact information

Wesleyne Greer: 00:18:57

will be in the show notes. So please check out I love other

Wesleyne Greer: 00:19:00

podcast hosts because they get the what is like the other other

Wesleyne Greer: 00:19:04

side of the mic. So please check out the podcast connect with

Wesleyne Greer: 00:19:07

Justin on LinkedIn. And thank you so much, Justin for sharing

Wesleyne Greer: 00:19:11

your story, your journey and I really, you know, the biggest

Wesleyne Greer: 00:19:15

takeaway that I got, and that's going to stick with me is really

Wesleyne Greer: 00:19:20

your biggest accomplishment. And that's what I really enjoyed the

Wesleyne Greer: 00:19:23

most about this conversation. Yes, we're all salespeople or

Wesleyne Greer: 00:19:27

sales leaders, but we're also human beings. And as human

Wesleyne Greer: 00:19:30

beings, we have challenges that we have to overcome. So thank

Wesleyne Greer: 00:19:34

you. Thank you. And that is a another episode of the Snack

Wesleyne Greer: 00:19:38

size sales podcast. Remember what we do here is we talk about

Wesleyne Greer: 00:19:42

the science of selling stem. So in everything that you do, make

Wesleyne Greer: 00:19:46

sure you transform your sales. See you next time.

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