{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"Never Sit in the Lobby: Glenn Poulos on Sales, Startups, and Survival","description":"Polaris is a production of Synozur \u2013 the transformation company. Synozur reimagines business for our clients, navigating the complexities of transformation and strategy with ease. Glenn Poulos, co-founder of Gap Wireless and author of Never Sit in the Lobby, shares how he built and sold multiple businesses across three decades, reveals why face-to-face relationships still matter in the AI age, and explains how mid-market companies can leverage technology without losing their human touch. Takeaways Fear of poverty drives action more than fear of failure \u2013 Glenn's entrepreneurial journey started when his government boss told him he'd be better in sales, and he took the leap despite uncertainty. Every good business starts with business you didn't deserve to get \u2013 The foundation of a startup often comes from an unexpected opportunity that becomes the kernel for growth. Timing matters, but so does preparation \u2013 Gap Wireless sold in early 2022 just before the telecom market crashed in 2023, demonstrating that "luck is the residue of design." Small daily improvements compound over time \u2013 Showing up consistently and making incremental progress is more valuable than searching for a magic bullet. Process comes before people in organizational structure \u2013 Define what your business needs first, then find the right people to fill those roles rather than creating roles around existing team members. AI is a force multiplier, not a replacement for human connection \u2013 While AI can speed up proposal generation, contract evaluation, and competitive analysis, major deals still require face-to-face sales calls. Strategy must be linked to metrics and visible accountability \u2013 Weekly check-ins with clear dashboards help teams stay aligned and make strategy actionable rather than an annual exercise. Sound Bites On Entrepreneurship and Risk: "I'm more motivated by a fear of being poor than I am by a fear of failure." On Starting a Business: "Every good business starts with a piece of business that you didn't deserve to get. It would be the kernel of something to build upon." On Daily Discipline: "What really moves the needle is when you show up every day...making incremental, minute little improvements in the business, they add up over time." On AI and Authenticity: "When SAP wins a project, their integrators were on site. They did not do it virtually...anything beyond that, trust me, they're making a sales call." References Glenn Poulos Personal Website: https:\/\/glennpoulos.com\/ LinkedIn: Connect with Glenn Poulos on https:\/\/www.linkedin.com\/in\/glennpoulos Book: Never Sit in the Lobby: 57 Winning Sales Factors to Grow a Business and Build a Career Selling available on Amazon Companies Mentioned NWS Canada (formerly Gap Wireless) \u2013 VP and General Manager Gap Wireless Inc. \u2013 Co-founded in 2007, acquired by Network Wireless Solutions in February 2022 SAP \u2013 Referenced as example of in-person sales strategy Netsuite \u2013 Referenced for remote sales approach Frameworks and Systems EOS (Entrepreneurial Operating System) \u2013 Older business management framework implemented at Gap Wireless in 2019 Company Operating System (COS) \u2013 Improved management framework introduced 2023 by Synozur Data Points 65% of organizations now use Gen AI in at least one critical business function, more than double from a year prior 98% of people have a cell phone globally Four out of five people in the world own a mobile phone Music and Cultural References Supertramp \u2013 1970s British progressive rock band The Police \u2013 Late 1970s rock band Balu Brigada\u2013 New Zealand alt-pop duo, song "Backseat" from debut album Portal (2025) Journey \u2013 Referenced as example of generational music preferences Events The New AI Frontier: Market Shifts, Maturity Gaps, and How to Lead with Copilot | March 17 (Teams Webinar) AI\u2011Driven GTM: How to Assess, Rebuild, and Accelerate Your 2026 Plans  | March 23 (Teams Webinar) M365 Community Conference | April 21-23 at the Loews Saphire Falls in Orlando Florida AI+IM Summit | April 28-30 Hyatt Regency Inner Harbor, Baltimore, MD Production Polaris is produced with help from Riverside.fm. Our theme song, \u201cAlternative Dream\u201d is provided courtesy of Adobe.  Additional music and sound provided by IndieGuy Records. Graphic design by Josh Brantley. Polaris is available on Apple, Spotify, Amazon, YouTube or wherever you get your favorite podcasts. Thanks. Chapters 00:00 Introduction to Glenn Poulos 01:24 News and Data Points 02:24 Glenn Poulos Interview 03:04 From Government to Entrepreneurship 07:55 Navigating Business Growth and Exits 12:34 The Launch of 'Never Sit in the Lobby' 16:55 AI as a Force Multiplier in Business 21:21 Lessons from Recent Ventures 25:28 Leadership Attributes and the EOS System 30:56 Navigating Board Dynamics 31:59 The Impact of AI on Employment 34:10 Personal Passions: DJing and Dogs 37:23 Upcoming Events in 2026 38:20 AI Insights and Predictions 38:32 Next on Polaris 38:47 Closing Thoughts and Acknowledgments ","author_name":"Polaris Pathways - a Synozur podcast","author_url":"https:\/\/polaris.synozur.com","html":"