In This Episode

Sales success is not about pushing harder—it is about building systems that make clients want to come back.

In this episode, Adi Klevit interviews Glenn Poulos, a three-time entrepreneur and author, about how to systematize sales while maintaining authentic human relationships. Glenn shares lessons from building and exiting two companies, emphasizing that long-term success comes from consistency, discipline, and treating clients with respect.

Adi and Glenn explore the idea that being "a pleasure to do business with" is not just a personality trait—it is a repeatable system. Through active listening, empathy, and appropriate client engagement, businesses can create stronger relationships that lead to repeat opportunities, even when a sale does not close the first time.

The conversation also highlights a key systems principle: sales processes must be structured but flexible. Glenn explains that systems create predictability, while human intuition ensures those systems are applied correctly. When combined, they create a scalable sales approach that builds trust and long-term value.