In this episode, Jon and Justin interview Larry Roberts (aka The Bear), a national sales executive at Dejavoo. Larry shares his origin story of sales and getting into payment sales over 15 years ago before working his way to sales manager and national sales roles. He discusses changes in the industry over time, advice for new sales agents, and keys to success.

Listen to hear about:

• How Larry fell into payments sales by chance after a retail career and almost quit after a few unsuccessful days before sticking it out and landing a big deal
• The transition from carbon copy imprint machines to mobile payments and tap-to-pay 
• Advice for new sales agents on dealing with rejection, playing the numbers game, and leaning on friends/family for initial sales
• How the payments industry has adapted nimbler product development strategies focused on agent and merchant needs

And this time we actually introduce the speaker. There's a first time for everything.

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