Never Sit in the Lobby: Glenn Poulos on Sales, Startups, and Survival

Polaris is a production of Synozur – 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 – 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 – The foundation of a startup often comes from an unexpected opportunity that becomes the kernel for growth.

Timing matters, but so does preparation – 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 – Showing up consistently and making incremental progress is more valuable than searching for a magic bullet.

Process comes before people in organizational structure – 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 – 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 – 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) – VP and General Manager
• Gap Wireless Inc. – Co-founded in 2007, acquired by Network Wireless Solutions in February 2022
• SAP – Referenced as example of in-person sales strategy
• Netsuite – Referenced for remote sales approach

Frameworks and Systems

• EOS (Entrepreneurial Operating System) – Older business management framework implemented at Gap Wireless in 2019
• Company Operating System (COS) – 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 – 1970s British progressive rock band
• The Police – Late 1970s rock band
• Balu Brigada– New Zealand alt-pop duo, song "Backseat" from debut album Portal (2025)
• Journey – 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‑Driven 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, "Alternative Dream" 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