Bizcast: Bits about books – In Conversation with Glenn Poulos, Author, “Never Sit In The Lobby”
Glenn Poulos is the co-founder, vice president, and general manager of Gap Wireless Inc., a leading distributor for the mobile broadband wireless and test and measurement equipment markets. With over three decades of experience in sales, he has spent thousands of hours in the field or on the phone with customers and working with salespeople to help create several very successful companies. After entering the sales field in 1985 as a technical sales rep, Glenn founded his first company, mmWave Technologies Inc., in 1991 and simultaneously served as president of Anritsu Electronics Ltd. for nine years. Using his extensive knowledge and experience in the industry, he lectures groups on sales strategy, consumerism, and what motivates people at a raw emotional level. Glenn lives near Toronto in Ontario, Canada, where he enjoys hiking, skiing, and playing pickleball.
- “Never Sit in the Lobby” is a collection of fifty-seven winning sales factors for navigating the interpersonal dynamics of selling and the art of negotiation, inspired by real-life lessons that shaped the author’s career. These factors are essentially rules to grow a business and build a career in selling, and include both “Dos” as well as “Don’ts” that the author has collected through his many decades of experience in selling from the early 1980s to the 2020s.
- The book includes techniques learnt not only from mentors but also from competitors who provided many insights through their behaviour, and real-life lessons that shaped the author’s career. The book aids salespersons through lessons learnt in diverse behavioural areas, and advises on topics such as exerting influence, positioning products to be more attractive, communication that can close deals and more.
- The book is packed with practical advice organized under twenty chapters, with titles such as ‘Power of Three’ and ‘Hear me now, Believe me later’. The advice can help salespeople improve their business acumen by placing themselves front and centre for customers and building a rapport brick by brick and avoid costly mistakes along the way.
Run time – 56.38 mins.