[00:00 - 10:51] Mastering Sales: The Key to Small Business Success

• Glenn Poulos' backstory from a civil servant to a successful founder and sales leader

• The key skill and separating factor to creating two multimillion-dollar companies

• Understanding the difference between marketing and sales for small business owners

• Never Sit in the Lobby is a book about 57 techniques for building a business and growing a career in selling

[10:52 - 19:41] Unlocking the Secrets of Engaging Customers and Growing Your Business

• A common mistake salespeople make is implied familiarity also breeds contempt

• A sales principle to keep in mind: The customer is the one closing, not the salesperson

• Salespeople often try to close customers too quickly without engaging them properly

[19:42 - 24:03] The Separating Factor Between Excellent Leaders and Everyone Else

• The job of the boss is to make decisions and be a leader, not do everything

• The book Never Sit in the Lobby contains 30 years of experience in creating successful multimillion-dollar organizations

• Reach out to Glenn Poulos!

Interested in crafting the perfect pitch and closing deals? Connect with Glenn through his website Glenn Poulos. Also, check out his book Never Sit in the Lobby.

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Tweetable Quotes

 “The separating factor from a series of successes and nonsuccess is taking action in the face of fear, danger, uncertainty, or any other misgiving that you might have.” - Glenn Poulos

“The real people that make a difference are the ones that take action. They put their money where their mouth is. They take a step forward when other people are hesitating. And these little differences make all the difference.” - Glenn Poulos