The Manage 2 Win Podcast · 2025-11-25 · 33 min
What separates the best salespeople from everyone else? It's not luck. It's structure, persistence, and knowing exactly how to interact, when to connect, and why the small details matter. Glenn Poulos, award-winning author and entrepreneur, built and sold an $80M company, leads high-performing teams, and helps business owners master the art of influence, negotiation, and authentic communication. His book, Never Sit in the Lobby: 57 Winning Sales Factors to Build Relationships, Close Deals, and Create Clients for Life, breaks down practical strategies that turn salespeople into trusted advisors. From reading the room to crafting presentations that stick, Glenn reveals his personal "cheat codes" for building trust and closing deals, including why you should open with the truth, not your résumé. Key Takeaways What to look for when hiring top sales talent. The mindset and habits that separate great sellers from average ones. Why salespeople are the hardest (and most important) hires to get right. The importance of building structure before hiring. Process before people. How to leave lasting impressions and tell stories that stick.
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