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

If you want to achieve sales success, build strong customer relationships, and scale your business, you need to learn from the best. Glenn Poulos, co-founder of Gap Wireless and author of Never Sit in the Lobby, has built a career based on proven sales strategies that work.

In this episode of What It Takes, we dive into Glenn Poulos sales success principles that helped him build and sell two thriving businesses. Whether you’re a sales professional or an entrepreneur, these insights will help you close more deals, strengthen client relationships, and drive business growth.

📌 Related Episodes:

• How to Build a Winning Business Strategy
• Mastering Sales Psychology for Business Growth

Who is Glenn Poulos? A Sales Success Story

Glenn Poulos is a sales success leader with over 40 years of experience in sales and business development. He co-founded Gap Wireless, a company that grew into an industry leader before being sold to private equity in 2022.

Through his book Never Sit in the Lobby, Glenn shares 57 proven sales success strategies that focus on customer relationships, closing deals, and leadership.

🛠️ Want to boost your sales success? Check out our Sales Growth Resources

Key Takeaways from Glenn Poulos’ Sales Success Journey

1. Glenn Poulos Sales Success: From Sales Rep to Business Owner

Glenn’s path to sales success started when a mentor encouraged him to move from a technical role into sales. By leveraging his skills and building strong client relationships, he climbed the ranks before launching his own company.

📌 Lesson: Sales success is built on persistence, strategy, and customer trust.

📚 Related: How to Succeed as a Sales Professional

2. The Biggest Challenges in Achieving Sales Success

Many professionals and entrepreneurs struggle with sales success because of two key obstacles:

✅ Paying Yourself in the Early Stages: Glenn stresses the importance of financial planning and having at least six months of savings before launching a business.

✅ Overcoming Fear in Sales: Many professionals hesitate to take action. Glenn advises, “Once you take the first step, fear of failure will keep you moving forward.”

📚 Related: How to Overcome Business Challenges

3. Sales Success Strategies from Never Sit in the Lobby

One of Glenn’s top sales success rules is “Never Sit in the Lobby”—both as a literal and figurative approach to sales.

• Be Prepared for Sales Success – Always have something in your hand (a proposal, a product sample) and something in your mind (a clear objective).
• Stay Focused on Sales Goals – Avoid distractions and always be engaged in your surroundings.
• Make a Strong First Impression in Sales – Your professionalism and confidence will set the tone for success.

📚 Read more in our Ultimate Sales Guide

4. The Importance of Face-to-Face Selling for Sales Success

Despite advancements in digital communication, Glenn emphasizes that face-to-face interactions drive real sales success.

📌 What sets sales apart from marketing?

• Marketing generates leads – It creates awareness and attracts customers.
• Sales closes deals – True sales success comes from direct engagement with customers.

📢 Want to improve your sales strategy? Join our Sales Masterclass

5. How to Build a Winning Sales Team for Long-Term Sales Success

Glenn’s leadership experience offers key insights into sales success team-building:

• Hire Slowly, Fire Quickly for Sales Success – If someone isn’t performing, it’s time to move on.
• Sales Compensation Plans Must Drive Sales Success – Design pay structures that align with revenue goals.
• The Best Sales Success Strategy? Hire a Strong Sales Manager – Empower them to build and lead a high-performing team.

👥 Read How to Build a High-Performing Sales Team

6. What It Takes to Achieve Glenn Poulos-Level Sales Success

Glenn’s biggest piece of advice for sales success? Take the first step.

🚀 Many people have great business ideas but never act on them. Glenn encourages entrepreneurs and sales professionals to commit to action before it’s too late.

📌 Key takeaways for sales success:

• Always treat interactions like a first impression.
• Stay proactive in networking and client engagement.
• Even if you lose a deal, be someone clients want to work with in the future.

Final Thoughts: Why You Should Learn from Glenn Poulos’ Sales Success

If you’re looking to improve your sales success, Glenn Poulos provides a step-by-step guide to building a thriving career and business.

🎧 Listen to the full episode now!

📌 More Episodes You Might Like:

• The Mindset of a Successful Entrepreneur
• Why Customer Relationships Are Your Biggest Asset

Connect with Glenn Poulos

📌 Website: glenpoulos.com
📌 LinkedIn: linkedin.com/in/glenn-poulos

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