{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"Discipline, Trust and the Long Game of Sales with Glenn Poulos","description":"S6:E28 Trust is rarely lost in one dramatic moment. More often, it slips through small signals of distraction, misalignment, or weak preparation. In this episode of Small Business Stories, Dr. LL sits down with Glenn Poulos, President of Prague USA and author of Never Sit in the Lobby, to talk about the discipline behind long-term sales relationships, the difference between activity and progress, and what it really takes to stay credible over decades. If people don\u2019t trust you, they won\u2019t buy from you. If they don\u2019t remember you, they won\u2019t call you. Guest Glenn Poulos President, Prague USA Author of Never Sit in the Lobby \ud83d\udc49 BUY HIS BOOK HERE --> https:\/\/www.amazon.com\/Never-Sit-Lobby-Winning-Business\/dp\/1777939135 Expertise: sales discipline, customer relationships, professional presence, and long-term trust building Core Problems \u2022 Sales teams mistaking busyness for effectiveness \u2022 Relationship erosion caused by distracted, low-readiness interactions \u2022 Overinvesting in digital visibility while underinvesting in real-world credibility Practical Takeaways \u2022 Why readiness before the meeting shapes the meeting \u2022 How genuine rapport is built without becoming performative or pushy \u2022 Why the best long-term sales relationships come from discipline, memory, timing, and trust Timestamps 00:00 Power, infrastructure, and why Glenn\u2019s industry matters 05:35 The meaning behind Never Sit in the Lobby 13:53 Pre-call preparation and remembering faces 17:16 Motion vs. progress in sales 24:26 Personal brand, company brand, and staying credible 35:13 Longevity, resilience, and the next right thing Who This Episode Is For Founders, sales leaders, consultants, and professionals who want to build durable trust instead of relying on performative visibility. Invisible brands don\u2019t make money, and neither do businesses that send mixed signals when trust is on the line. Subscribe, share, and follow Small Business Stories for more grounded conversations on visibility, credibility, and growth.   \u2705 Subscribe for weekly conversations on entrepreneurship \ud83d\udd01 Share this episode with someone who needs to be heard Follow STEERus on social media: YouTube: https:\/\/www.youtube.com\/@DrLLSmallBusiness Instagram: https:\/\/instagram.com\/steerus LinkedIn: https:\/\/www.linkedin.com\/company\/steerus Twitter: https:\/\/x.com\/steerus_io   #sales #success #relationships #entrepreneur #smallbusiness ","author_name":"Small Business Stories","author_url":"https:\/\/steerus.io\/","html":"