Unlock proven sales strategies from 40-year sales veteran Glenn Poulos, author of Never Sit in the Lobby: 57 Winning Sales Factors. In this episode of The Manager’s Mic – Power Up People Management, Glenn shares hard-earned lessons from building and selling multiple 8-figure businesses, mastering face-to-face selling, and creating the concept of “greed-based learning” to accelerate product knowledge and close more deals.
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Chapters
00:00 Introduction – Glenn Poulos Built Multiple 8-Figure Sales Businesses
02:28 Core Beliefs Every Successful Salesperson Lives By
04:23 Greed-Based Learning: The Fastest Way to Master Any Product
06:53 Face-to-Face Selling Secrets That Close High-Value Deals
09:40 Winning Sales Presence: How to Command Any Room
12:11 Real Success Stories & Lessons from 40 Years in Sales
24:53 Post-COVID Sales Strategies That Still Work in 2025
25:59 Persistence in Sales: Following Up Without Annoying Clients
27:59 How to Create Scarcity & Urgency That Makes Customers Act
29:28 Customer Persona Secrets: Sell the Way They Want to Buy
31:38 Why Empathy Is Your Greatest Sales Closing Tool
33:03 Identifying Customer Needs Like a Top 1% Sales Rep
35:03 The Art of Losing Fast to Win Bigger Deals
36:28 Lessons Learned from the Biggest Sales Mistakes
40:00 Taking Bold Sales Steps Without Burning Bridges
40:31 Making Impressions That Lead to Repeat Business