---
title: "Never Sit In The Lobby: 57 Sales Success Factors With Glenn Poulos"
description: Sales success is deliberate. Glenn Poulos has codified 57 sales success factors in his new book, 'Never Sit In The Lobby.' Listen in on The Sales Podcast.
image: https://thesaleswhisperer.com/hubfs/Sales%20Books/Never-Sit-in-the-Lobby.jpeg
---
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Jun 04, 2022
# Never Sit In The Lobby: 57 Sales Success Factors With Glenn Poulos
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
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## Podcast Template
***[\[ LISTEN NOW ON APPLE PODCASTS \]](https://itunes.apple.com/us/podcast/the-sales-whisperer-wes-schaeffer-hosts-the-sales-podcast/id655310847?mt=2)***
## [Professional Sales Tips](https://thesaleswhisperer.com/daily) you'll learn today on [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)...
- "Never Sit In The Lobby"
- Stand up, don't play on the phone, don't be talking, don't show up too early
- Be ready to engage when the prospect comes out
- Pay attention
- Like being a linebacker, keep your head on a swivel
---
Related episodes and posts
- ["Selling To VITO" with Anthony Parinello](https://thesaleswhisperer.com/blog/anthony-parinello)
- ["The Sales Bible" with Jeffrey Gitomer](https://thesaleswhisperer.com/blog/gitomer)
---
- 57 winning sales factors to grow a business and build a career selling
- Hired a book publishing coach to guide him through his writing
- He wrote 2,000 words each weekend because he couldn't do 500 words a day during the week
- The title matters an his book publishing coach helped him with the title as well
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLKQG2G5dgg8wEsPRvfsgk89klMidl9IaiQjFm8VXbJ7kH5CYfHt2TLPmAffd6we%2FBofh5ktOG0mb1Vyn3jBql2g8VKF2TvGbXykMwKxKj%2Ba%2F72RSidYHmRs7%2BoAavG1zryvHNRzr%2F4%2BXz%2FPboRdYlVqNLuFc97ndpqwyM18YkL6MepgxSE8BPVj9%2BSCdGBY5yglhtS1ESiX&webInteractiveContentId=178194433547&portalId=443614)
- The call book factor
- Always ask for a mini-tour
- Mini-tours are easy
- Always show up with something in your hand and something in your mind
> Always show up with something in your hand and something in your mind."
- Never fax the facts or ship the shit
- Greed-based learning
- Active listening vs. listening to respond
- Learn and practice empathy vs. sympathy and compassion
- Don't just be deflecting
- "Gratitude is a verb"
[](https://thesaleswhisperer.com/blog/lance-tyson)
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLK32J9UHqwHKaAyCgFlDJwiIOWl4etAgto4jtS54OnzSw29Q6%2BjkS3lzI%2BIZ0vCtNL7aAHYj9OTyuZ3W00gPwugAgO4xSd3QG87P6P5oeGRKdbmplyINZR0FXNNJkEywcrMo%2FWPmDt69C2pz4iWi5y7nv2HFCLrSXDpgmO50%2FBRWW8aXFDAi6o2Jx6ILPYjxqij8qOIfDq5xYWMwIcJuhbJ&webInteractiveContentId=184500196010&portalId=443614)
- Show your gratitude. Show you are grateful.
- Don't confuse marketing with selling
> Never fax the facts or ship the shit."
- "$10 million in diamonds."
## [Sales Growth Tools](https://thesaleswhisperer.com/inner-circle) Mentioned In The Sales Podcast
- [Visit Glenn Poulos](https://glennpoulos.com/) for more sales training tips
- "[Never Sit in the Lobby: 57 Winning Sales Factors to Grow a Business and Build a Career Selling](https://amzn.to/3a9vmlA)"
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLKQG2G5dgg8wEsPRvfsgk89klMidl9IaiQjFm8VXbJ7kH5CYfHt2TLPmAffd6we%2FBofh5ktOG0mb1Vyn3jBql2g8VKF2TvGbXykMwKxKj%2Ba%2F72RSidYHmRs7%2BoAavG1zryvHNRzr%2F4%2BXz%2FPboRdYlVqNLuFc97ndpqwyM18YkL6MepgxSE8BPVj9%2BSCdGBY5yglhtS1ESiX&webInteractiveContentId=178194433547&portalId=443614)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## Related posts
[](https://thesaleswhisperer.com/blog/todd-caponi-2)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [The Transparent Sales Leader, With Todd Caponi](https://thesaleswhisperer.com/blog/todd-caponi-2)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Sep 08, 2022
"Leading effective sales teams in a digital world." \[ LISTEN NOW ON APPLE PODCASTS \]
[Read more](https://thesaleswhisperer.com/blog/todd-caponi-2)
[](https://thesaleswhisperer.com/blog/eric-lofholm-professional-sales-training)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast), [Sales Training](https://thesaleswhisperer.com/blog/topic/professional-sales-training)
## [Eric Lofholm: From Sales Failure To Overnight Success](https://thesaleswhisperer.com/blog/eric-lofholm-professional-sales-training)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Aug 30, 2013
[Read more](https://thesaleswhisperer.com/blog/eric-lofholm-professional-sales-training)
[](https://thesaleswhisperer.com/blog/paul-scheper)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [The Psychology of Improving With Sales Expert Paul Scheper](https://thesaleswhisperer.com/blog/paul-scheper)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Aug 01, 2022
Be willing to make mistakes...once \[ LISTEN NOW ON APPLE PODCASTS \]
[Read more](https://thesaleswhisperer.com/blog/paul-scheper)
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