Sales Expert Glenn Poulos Was the Last to Know That He Was Impossible to Reach

Sales Expert Glenn Poulos Was the Last to Know That He Was Impossible to Reach


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My guest for Episode #159 of the My Favorite Mistake podcast is Glenn Poulos, the cofounder, vice president, and general manager of Gap Wireless Inc., a leading distributor for the mobile broadband wireless and test and measurement equipment markets. Gap Wireless Inc. was recently acquired by Network Wireless Solutions.

With over three decades of experience in sales, Glenn 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.

His new book is titled NEVER SIT IN THE LOBBY… 57 Winning Sales Factors to Grow a Business and Build a Career Selling.

In today's episode, Glenn shares his “favorite mistake” story about being the last to know that it was difficult (if not impossible) for employees to reach. Why did that unsolicited feedback “sting” and what did Glenn do to adjust going forward?

We also talk about questions and topics including:

  • Learned to ask people for feedback?? 
  • Mistakes in the selling of the first company?
  • Never forget a face
  • What is “greed-based learning” when it comes to sales?
  • When to Stop Compromising with Your Customer – and What to Do Instead?? – can you give us an example?

Scroll down to find:

  • Video of the episode
  • Quotes
  • How to subscribe
  • Full transcript

Find Glenn on social media:

Watch the Episode:


"My second win for me is them saying, 'We love doing business with you.' Like we love dealing with you.'"
"Never fax the facts and never ship the shit."
"My rule of freedom begins with no."

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Automated Transcript (Likely Contains Mistakes)

Mark Graban is an internationally-recognized consultant, author, and professional speaker who has worked in healthcare, manufacturing, and startups. His latest book is Measures of Success: React Less, Lead Better, Improve More. He is author of the Shingo Award-winning books Lean Hospitals and Healthcare Kaizen, as well as The Executive Guide to Healthcare Kaizen. He also published the anthology Practicing Lean that benefits the Louise H. Batz Patient Safety Foundation, where Mark is a board member. Mark is also a Senior Advisor to the technology company KaiNexus. He is also a Senior Advisor and Director of Strategic Marketing with the healthcare advisory firm, Value Capture.