Glenn Poulos is the Co-Founder, Vice President and General Manager of Gap Wireless Inc., which is now NWS. He's also the author of the book “Never Sit in the Lobby,” a LinkedIn top voice, podcast host, business coach and public speaker. Glenn has had an incredible journey in sales over four decades and he learned amazing business and life lessons along the way. 

In this episode, Glenn shares some of the stories from his career in sales and how Gap Wireless came about. He also gives us a sneak peek into the chapters of his book and some of his 57 must-learn sales tactics. We discuss the top three things salespeople must avoid, how to stay motivated as a salesperson, how to give a great presentation, and much more. 

What is Covered: 

  • How Glenn transitioned from working for the government to working in sales
  • Growing from a salesperson to owning a sales company 
  • The journey of founding Gap Wireless 
  • The importance of people-to-people sales even in the digital age
  • How to be a pleasure to do business with even when you are losing the deal
  • The importance of honesty in all the sales process
  • Why so many people confuse marketing and sales
  • Building genuine rapport and why implied familiarity breeds contempt
  • How to maintain grit and motivation in sales
  • 10 Million in Diamonds story  
  • The punch, the perfect pitch and the close of a successful presentation
  • The value of getting your inbox to zero