Description

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Glenn Poulos built two telecom companies to nearly nine figures in revenue, and his proudest win was a $550,000 deal he closed in 24 hours of driving between buildings.

If your sales team sends a quote and waits, this episode shows you what they are missing.

Glenn is the author of Never Sit in the Lobby and a leader at Gap Wireless. He uses AI across his business for contracts, content and data, but he still believes high-ticket deals are won face to face.

You will hear how he turned around a deal an incumbent had locked, the rules from his book, why he would rather lose fast than finish second, and what building companies cost him at home.

Key Takeaways

• Use AI to remove the drudgery. Do not use it to replace yourself in front of a client.
• Glenn's mantra is to get in front of clients, act in front of them, stay in front of them, and be a pleasure to do business with.
• One voicemail and one email on a $500,000 deal is not follow-up. Get in front of the buyer.
• If your rep spends Fridays and Mondays in the office, that is a four-day weekend between sales calls. About 80% of the week should already be booked.
• Never sit in the lobby. Stand, keep your phone away, and have something in your hand and something in your mind.
• Start at the CEO and work your way down, so you can go back to anyone in the chain without asking permission.
• When someone comes to his office, Glenn blanks his screens, turns his phone over and turns his chair to face them.

Chapters

00:00 Using AI Without Losing the Human Touch

03:22 Get, Act and Stay in Front of Clients

06:23 Why High-Ticket Sales Still Need People

12:51 His Proudest Win: A Steel Mill Deal

15:46 One Voicemail Is Not Follow-Up

17:27 Fear of Being Poor as Fuel

25:00 Plan Your Week or Lose Opportunity

26:34 Never Sit in the Lobby

29:54 Posture, Rapport and the Mini Tour

34:26 Lose Fast and Move to the Next Deal

36:32 Start at the CEO and Work Down

41:02 The Hockey Goal He Missed

45:50 Turn Your Chair and Blank Your Screens

48:27 You Only Get to Make Another Impression

51:25 How to Connect With Glenn Poulos

Make More Money. Work Less. Win At Home.

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