Introduction
Welcome to another episode of Mastery Fractional CFO's Punchy Podcast, where host Ryan Chenier, founder and CEO of Mastery Fractional CFO Services, speaks with business leaders from all walks of life about their insights. Whether you’re an entrepreneur, the CEO of a small to medium-sized business, or just looking to expand your knowledge, this podcast delivers practical, actionable takeaways.
In this episode, Ryan speaks with Glenn Poulos, a long-time sales expert and entrepreneur. Glenn is the executive vice president and general manager of NWS. He’s the podcast host of Profit Powerhouse, a business coach, and the award winning author of, “Never Sit in the Lobby.”
The Journey from Civil Servant to Serial Entrepreneur
Glenn Poulos shares his inspiring journey from working as a civil servant in the Canadian government to becoming a highly successful entrepreneur. Early in his career, Glenn's supervisor encouraged him to pursue sales, believing it was a better fit for his skill set. Taking the advice, Glenn transitioned into sales in 1985, selling technical products. His entrepreneurial spirit soon led him to found his first company in 1991, a business he successfully ran and later sold.
Over the years, Glenn built and exited two businesses, ultimately partnering with private equity through the sale of his second company. Now, as the executive vice president and general manager of NWS, Glenn navigates the unique challenges and opportunities of transitioning from entrepreneur to executive leader in a large private equity-backed organization.
Sales: The Heart of Business Success
For Glenn, sales is not just a profession but a passion. During the podcast, he highlights his belief that building genuine relationships with customers is at the core of successful sales. Glenn notes that being “a pleasure to do business with” sets businesses apart and leaves lasting impressions on clients.
He also shares one of his guiding principles: “I’d rather be last than second.” Glenn explains the importance of quickly recognizing when a deal isn’t viable and redirecting time and resources toward more promising opportunities.
Lessons from "Never Sit in the Lobby"
As an award-winning author, Glenn delves into the insights from his book, "Never Sit in the Lobby: 57 Tips on How to Build a Career in Sales and Business." Written during the pandemic, the book compiles decades of lessons, stories, and strategies designed to help professionals excel in sales and business.
One standout chapter, “Ten Million Dollars in Diamonds,” emphasizes the importance of focusing on high-value tasks and avoiding distractions. Glenn’s advice resonates with business leaders looking to prioritize their efforts and maximize results.
The book’s practical, easy-to-read format allows readers to flip to any chapter and uncover actionable insights, making it a valuable resource for professionals at any stage in their careers.
Building Business Value
In addition to his expertise in sales, Glenn is a business coach and podcast host, offering guidance on structuring teams, designing compensation plans, and creating systems to drive business growth. On his own podcast, Profit Powerhouse, Glenn discusses strategies for building business value, whether preparing for a sale, scaling operations, or improving profitability.
Glenn’s experience underscores the importance of clean data and financial clarity in business. He shares how proper financial preparation significantly impacted the sale of his own company, highlighting the role a strong finance team plays in creating opportunities.
CFO Insight: Why Fractional CFOs Make Sense
In every Punchy Podcast, the guest is invited to ask Ryan a question. Based on Glenn’s questions, Ryan explains the unique value of fractional CFOs, particularly for small to medium-sized businesses. He emphasizes that fractional CFOs bring executive-level financial expertise without the cost of a full-time hire, making them a great option for companies looking to scale or address specific financial challenges. Even businesses with limited budgets can benefit from the insights of a fractional CFO, who can provide clarity on cash flow, budgeting, and strategic decision-making.
Final Thoughts
This episode of Mastery Fractional CFO’s Punchy Podcast offers a wealth of insights for business leaders and entrepreneurs. Glenn Poulos’s journey, principles, and practical advice serve as a valuable guide for anyone looking to succeed in sales, business growth, or leadership.
To learn more about Glenn, connect with him on LinkedIn, listen to the Profit Powerhouse Podcast, or explore his book, "Never Sit in the Lobby", available on Amazon and other major platforms.
Enjoyed this episode? Share it with someone who could benefit from Glenn’s and Ryan’s insights, and don’t forget to stay tuned for more engaging conversations with business leaders.
To listen to the podcast visit: https://sites.libsyn.com/530067/site
If your business is ready to level up its financial strategy, contact Mastery Fractional CFO Services to explore how we can help your company thrive.
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