In this powerful episode of The Sales Ninja Show Podcast, Glenn Poulos, veteran sales leader, author of Never Sit in the Lobby, and co-founder of Gap Wireless, shares the timeless principles that have shaped his 40+ years in sales, leadership, and entrepreneurship. From closing multimillion-dollar deals to leading two successful company exits, Glenn reveals the mindset, habits, and lessons that keep him hungry even after decades of success. He also opens up about rebuilding from failure, balancing legacy with innovation, and why showing up for your clients (literally) is still the ultimate sales advantage.Key Topics Covered:Why the Best Sales Happen Face-to-Face – Glenn explains why “never sit in the lobby” means getting in front of your customer to create real magic in sales.Lessons from 40+ Years in Sales – The habits, systems, and personal rules that shaped Glenn’s multimillion-dollar career.Scaling, Selling & Starting Over (– How Glenn built, sold, and rebuilt companies after one went bankrupt, and the leadership mindset that kept him moving forward.The Art of the Close – Tips from his 57 sales rules, including “always have something in your hand and something in your mind.”AI, Innovation & Legacy – How Glenn’s latest venture helps companies embed AI for measurable business results in under five weeks.Notable Quotes:“Never sit in the lobby — the real magic happens when you get in front of your customer.” – Glenn Poulos“Lose quickly. Second place is the first loser.” – Glenn Poulos“Don’t get lost in the small stuff — let others do the other stuff. Your job is to sell.” – Glenn Poulos“Even your competitors should like you. Be a pleasure to do business with.” – Glenn Poulos“You only get forever to make another impression.” – Glenn PoulosResources Mentioned:Never Sit in the Lobby (Book) – Glenn’s bestselling guide featuring 57 proven sales tips to help you master face-to-face selling, build relationships that last decades, and scale your business with integrity and confidence.Glenn’s Website – Explore Glenn’s latest insights, resources, and details about his AI business venture.Key Takeaways:The biggest deals are won by the salesperson who shows up — not the one hiding behind a screen.Always bring value: something in your hand and something in your mind.Lose quickly to save time for real opportunities.Relationships and reputation are the real assets in sales.Success isn’t final — innovation and humility keep great leaders growing.Connect with Glenn Poulos:Facebook: Glenn Poulos on FacebookInstagram: Glenn Poulos on InstagramLinkedIn: Glenn Poulos on LinkedInX: Glenn Poulos on XConnect with Jay "Sales Ninja" Lee:Facebook: Jay Lee on FacebookInstagram: Jay Lee on InstagramLinkedIn:

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