Glenn Poulos, veteran sales leader and author of "Never Sit in the Lobby," joins Bradley Jacobs to share battle-tested sales strategies for fractional professionals. Glenn co-founded GAP Wireless, scaled it into a leading tech distributor, and successfully exited twice. He breaks down his signature approach: the "punch, perfect pitch, and close" methodology that helps founders sharpen their sales and win back their time.
The conversation explores how to adapt traditional sales wisdom for today's virtual environment, from making a strong first impression on Zoom to mastering active listening techniques. Glenn shares practical tactics like the "watch your weekend problem" framework for building genuine rapport and explains why in-person meetings still matter in high-stakes deals. He also discusses knowing when to walk away from the wrong opportunities and how to stay professional even when you don't win. This episode delivers actionable insights from decades of sales experience, packaged in Glenn's straightforward, no-nonsense style.
Learn More:Scale your fractional practice: https://mylance.coConnect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/
00:00 Introduction to Glenn Poulos
00:55 The meaning behind Never Sit in Lobby02:44 Adapting sales tactics for virtual work03:13 In-person vs virtual: Which wins deals?06:38 The punch, perfect pitch & close method10:28 Taking the mini tour & reading the room13:22 Knowing when to walk away from deals16:45 Protecting your time & energy in sales19:30 The power of being a pleasure to work with22:15 Sales as performance: Being on stage25:40 Building genuine customer relationships28:50 The watch your weekend problem framework31:20 Mastering active listening techniques34:21 Chris Voss & Never Split the Difference34:35 Where to connect with Glenn Poulos
