Why You Should NEVER Sit in the Lobby (57 Sales Cheat Codes) скачать в хорошем качестве

Why You Should NEVER Sit in the Lobby (57 Sales Cheat Codes)

How do you go from a "failed civil servant" to selling a company in a multi-million dollar exit? In this episode, host Sam Penny sits down with sales legend Glenn Poulos to deconstruct nearly 40 years of hard-earned wisdom from the front lines of technical sales. Glenn is the author of Never Sit in the Lobby, a field manual for anyone looking to build deeper customer relationships, close bigger deals, and create a business that future buyers will crave. In this episode, you’ll learn: The "Lobby" Rule: Why standing at attention—not sitting on your phone—is the ultimate power move. The Mini-Tour Strategy: How to get "behind the veil" to identify competitors and find new stakeholders. Freedom Through "No": Why saying "no" to the wrong deal or a bad discount is the key to managing your stress. "Thank God It’s Broken": Turning product failures into your strongest customer relationships. Building a "Swiss Watch": How Glenn used the Entrepreneurial Operating System (EOS) to prep Gap Wireless for a successful exit. The Master Impression: Why every interaction is a "first" impression and how to curate your career like a museum. Chapters: 0:00 - Introduction to Glenn Poulos 1:02 - From Civil Service to Commission Sales 4:16 - The "Cheat Code" of Business Ownership 7:23 - Why "Never Sit in the Lobby"? 14:48 - Getting Behind the Veil: The Mini-Tour 27:54 - Freedom Begins with "No" 31:13 - The "Thank God It’s Broken" Strategy 36:22 - Preparing for a Multi-Million Dollar Exit 46:55 - The Biggest Mistake in Sales Compensation 52:33 - The Master Rule: Curating Your Career Connect with Glenn Poulos: Website: glennpoulos.com LinkedIn: Glenn Poulos Subscribe to Built to Sell, Built to Buy for more masterclasses on business growth and exits.