Episode Details

From Cold Calls to Corner Office: Glenn Poulos on Building a Sales Empire and Winning Customer Relationships

Guest: Glenn Poulos

• Co-founder of Gap Wireless.
• Author of Never Sit in the Lobby: 57 Winning Sales Factors to Grow a Business and Build a Career Selling.
• Sales expert with 40 years of experience in the field, including starting and selling two successful businesses.

Key Points Covered in the Episode

1. Glenn’s Journey into Sales

• Began in 1985 after a government mentor told him he “needed to sell things for a living.”
• Learned the power of leverage in sales—income is based on performance, not just education.
• Took the entrepreneurial leap in 1991 after realizing his value and ability to lead his own sales team.

1. The Entrepreneurial Leap and Building Businesses

• Co-founded his first business in 1991 after leaving his job.
• Sold the company after 15 years to a public entity and later started Gap Wireless in 2007.
• Sold Gap Wireless in 2022 to private equity, marking his second successful exit.

1. Biggest Early Challenges:

• Paying Yourself: You need a nest egg, low expenses, and/or an understanding partner during the early days.
• Failure to Launch: People often delay action due to fear; commitment and execution are critical for success.
• Overcoming fear of failure propels you forward once you take the first step.

1. Core Principles from Never Sit in the Lobby

• “Never Sit in the Lobby”: Be proactive, be prepared, and never waste opportunities when meeting clients.
• Always have something in your hand (like a product quote) and something in your mind (a clear purpose).
• Sales is about “staying in front of the customer” and building trust—even when you don’t win the deal.

1. Adapting to Change in Sales:

• Technology evolves, but “people buy from people”—face-to-face interactions still close high-value deals.
• Distinguish between sales (closing deals with clients) and marketing (generating leads). Salespeople need to be in front of customers, not behind desks.

1. Team Leadership and Hiring Salespeople:

• Hire slowly, fire quickly: If you’re considering letting someone go, you probably should.
• Compensation drives behavior: Build plans that align with business goals and motivate sales teams.
• The best recruit you can make is the sales manager—let them build a team that works for them.

1. What It Takes to Succeed in Business:

• Take the first step—most people fail because they never start.
• Always do “the next right thing” and operate as though every impression is a first impression.
• Be a pleasure to do business with—even when you lose a deal—so clients come back or refer you to others.

Memorable Quotes from Glenn Poulos

• “People buy from people. Face-to-face wins the deal most of the time.”
• “Failure to launch is what holds most people back. Take the leap, and let the fear of failure drive you forward.”
• “Always have something in your hand and something in your mind when meeting a customer.”
• “You only get forever to make another impression.”

Actionable Takeaways for Listeners

1. Entrepreneurs:

• Have a financial runway to sustain yourself when starting out.
• Commit fully—don’t let fear stop you fro