Why Most B2B Sales Culture Efforts Quietly Fall Apart

About this episode

Glenn Poulos shares insights on building a thriving B2B sales culture through structure, core values, and effective communication.

What if every impression you made at work was as powerful as your first? In this episode of Predictable B2B Success, Vinay Koshy speaks with serial entrepreneur, sales leader, and author Glenn Poulos. Glenn’s three-decade journey from technical sales rep to building and selling companies is packed with real-world wisdom. He reveals why a thriving sales culture is not about luck, but about structure, core values, and the courage to leap, even when fear is loud. Hear the story behind his book, “Never Sit in the Lobby,” and how the lessons he began jotting down in 1985 became actionable strategies anyone can use to win clients and build lasting relationships. Discover Glenn’s approach to assembling high-performing sales teams, why onboarding and core value buy-in are non-negotiable, and how simple shifts in communication can transform results and reputations. Whether you’re a leader struggling with turnover, a founder ready to scale, or fascinated by what makes top sales organizations tick, this episode is filled with candid stories, practical frameworks, and memorable tactics you’ll want to try starting today. Some topics we explore in this episode include: Glenn Poulos’s Sales and…

People in this episode

Host: Vinay Koshy

Guest: Glenn Poulos

Topics covered

• B2B sales culture
• entrepreneurship
• sales strategies
• team building
• communication
• risk-taking

Keywords

• B2B sales
• sales culture
• entrepreneurial journey
• onboarding
• core values
• communication strategies
• client relationships

Mentioned in this episode

Books & works: Never Sit in the Lobby

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