Why Most B2B Sales Culture Efforts Quietly Fall Apart

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 Entrepreneurial Journey: His career path, company exits, and industry moves.
• Why and How He Wrote "Never Sit in the Lobby": The motivation and process behind the book.
• Risk-Taking and Overcoming Fear in Business: Practical frameworks for pushing past fear and launching ventures.
• Building Customer-Centric Companies: Operationalizing exceptional customer service.
• Sales Team Structure & Metrics: Organizing sales departments, roles, and compensation.
• Core Values in Hiring and Culture: Identifying and maintaining strong team cultures and values.
• Common Pitfalls in Sales Organizations: Mistakes like unclear roles and poor onboarding.
• Strengthening Customer Relationships: Methods to be a consistent pleasure to work with.
• Communication and Active Listening: Why rapport and listening trump talking in sales.
• Transforming Teams into Revenue Machines: Systematic approaches for turning sales teams into high-performing, aligned organizations.
• And much, much more...