Never Sit in the Lobby

Cofounder, vice president, and general manager of Gap Wireless Inc., Glenn Poulos draws on his vast B2B sales experience to provide easily understandable and viable methods for selling to business clients. For decades, Poulos has successfully motivated purchasing agents in numerous industries to buy what he’s selling. He offers tips and strategies specifically geared to B2B salespeople.

“Never sit in the lobby.”

Buyers and other decision-makers don’t care about salespeople they consign to the lobby. If you find yourself sitting in somebody’s lobby for 20 or 30 minutes, or longer, realize that your client or potential client is treating you as they think of you: peripheral. Get up and leave. Find another prospect.