Staffing & Recruiter Training Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Glenn Poulos, veteran B2B sales professional and author of Never Sit in the Lobby: 57 Winning Sales Factors to Grow a Business and Build a Career Selling. Glenn shares practical sales advice drawn from decades of experience, emphasizing how professionals can get in front of clients, act appropriately during meetings, and remain top-of-mind. He explains that successful salespeople are those who not only secure the first meeting but also ensure they are a pleasure to do business with, thereby earning repeat opportunities. Glenn discusses how his book compiles essential sales rules designed to help professionals close high-ticket deals while fostering long-term client relationships. Key topics include the significance of the book’s title, Never Sit in the Lobby, which serves as a metaphor for staying alert and prepared during client interactions. Glenn also outlines techniques for building genuine rapport, avoiding “implied familiarity” that