When Glenn Poulos's boss at the Canadian federal government told him he'd be better suited for sales, Glenn didn't argue. He took the advice, made the leap, and never looked back. Three decades later, he's co-founded multiple successful companies, authored an award-winning book, and discovered that the principles that made him successful in the early days of cellular phones still apply in the age of artificial intelligence.
In our latest Polaris episode, Glenn shares his journey from government employee to tech entrepreneur, revealing lessons that resonate for anyone navigating today's rapidly evolving business landscape.
Glenn's story begins with what he calls getting "thrown out of the federal government for working too hard." His boss's suggestion that he'd be better in sales could have felt like rejection, but Glenn saw opportunity. Within years of starting in sales, he identified a niche in the emerging cellular phone market and approached his employer about a partnership. When they declined, he quit six days after getting married—without telling his wife first.
"I'm more motivated by a fear of being poor than I am by a fear of failure," Glenn explains. That mindset carried him through founding his first company in 1991, co-founding Gap Wireless in 2007, and most recently, acquiring a business in the power utility sector.
Some highlights:
Gap Wireless soared from $1 million to $80 million in revenue, with Glenn attributing his exit timing to luck, but also smart preparation.
He advises entrepreneurs to wait until three strong years and a life-changing offer before selling their business.
Glenn believes daily, incremental improvements—not flashy moves—are the true keys to lasting business success.
AI is a powerful tool for efficiency, but real business still hinges on relationships and face-to-face interactions.
He warns that AI’s rise could disrupt mid-level jobs, and highlights the growing need for energy infrastructure to support this technological shift.
The Human Element: Never Sit in the Lobby
Glenn's 2022 book, Never Sit in the Lobby, captures 57 tips he developed over his career for building relationships and being a pleasure to do business with. The title rule is simple: never sit in the lobby when waiting for a customer. Stand. Be ready. Show that you value their time.
"Everything I do is crafted around trying to give the customer the best experience possible and never having him wish that I would go away," Glenn says. Whether you win or lose, do it gracefully. Exit losing deals quickly and quietly. Win with humility and respect.
Finding Balance
Outside of business, Glenn finds rejuvenation through music. He's a part-time DJ who specializes in charity events, discovering that many charities pass his name along when they learn he offers discounts for nonprofits. "It's so important for me to keep going back to it," he says, noting that when he set the hobby aside for several years, something felt missing from his life.
He also shares his home with two French Bulldogs named Jean-Jacques and Pierre—named after two of his favorite customers from Quebec during his Gap Wireless days.
Glenn continues to serve as VP and General Manager of NWS Canada while building his latest venture in the power utility test equipment sector. He also provides AI advisory services to mid-market companies, helping them assess where their teams are, deploy appropriate tools, and avoid the "analysis paralysis" that keeps smaller organizations from benefiting from AI adoption.
You can connect with Glenn on LinkedIn, where he's active daily, or learn more at https://glennpoulos.com. His book, Never Sit in the Lobby, is available wherever books are sold.
Polaris is available on Apple, Spotify, Amazon, YouTube or wherever you get your favorite podcasts. Thanks.
Show Notes
Glenn Poulos, co-founder of Gap Wireless and author of Never Sit in the Lobby, shares how he built and sold multiple businesses across three decades, reveals why face-to-face relationships still matter in the AI age, and explains how mid-market companies can leverage technology without losing their human touch.
Takeaways
Fear of poverty drives action more than fear of failure – Glenn's entrepreneurial journey started when his government boss told him he'd be better in sales, and he took the leap despite uncertainty.
Every good business starts with business you didn't deserve to get – The foundation of a startup often comes from an unexpected opportunity that becomes the kernel for growth.
Timing matters, but so does preparation – Gap Wireless sold in early 2022 just before the telecom market crashed in 2023, demonstrating that "luck is the residue of design."
Small daily improvements compound over time – Showing up consistently and making incremental progress is more valuable than searching for a magic bullet.
Process comes before people in organizational structure – Define what your business needs first, then find the right people to fill those roles rather than creating roles around existing team members.
AI is a force multiplier, not a replacement for human connection – While AI can speed up proposal generation, contract evaluation, and competitive analysis, major deals still require face-to-face sales calls.
Strategy must be linked to metrics and visible accountability – Weekly check-ins with clear dashboards help teams stay aligned and make strategy actionable rather than an annual exercise.
Sound Bites
On Entrepreneurship and Risk:
"I'm more motivated by a fear of being poor than I am by a fear of failure."
On Starting a Business:
"Every good business starts with a piece of business that you didn't deserve to get. It would be the kernel of something to build upon."
On Daily Discipline:
"What really moves the needle is when you show up every day...making incremental, minute little improvements in the business, they add up over time."
On AI and Authenticity:
"When SAP wins a project, their integrators were on site. They did not do it virtually...anything beyond that, trust me, they're making a sales call."
References
Glenn Poulos
Personal Website: https://glennpoulos.com/
LinkedIn: Connect with Glenn Poulos on https://www.linkedin.com/in/glennpoulos
Book: Never Sit in the Lobby: 57 Winning Sales Factors to Grow a Business and Build a Career Selling available on Amazon
Companies Mentioned
NWS Canada (formerly Gap Wireless) – VP and General Manager
Gap Wireless Inc. – Co-founded in 2007, acquired by Network Wireless Solutions in February 2022
SAP – Referenced as example of in-person sales strategy
Netsuite – Referenced for remote sales approach
Frameworks and Systems
EOS (Entrepreneurial Operating System) – Older business management framework implemented at Gap Wireless in 2019
Company Operating System (COS) – Improved management framework introduced 2023 by Synozur
Data Points
65% of organizations now use Gen AI in at least one critical business function, more than double from a year prior
98% of people have a cell phone globally
Four out of five people in the world own a mobile phone
Music and Cultural References
Supertramp – 1970s British progressive rock band
The Police – Late 1970s rock band
Balu Brigada– New Zealand alt-pop duo, song "Backseat" from debut album Portal (2025)
Journey – Referenced as example of generational music preferences
Events
The New AI Frontier: Market Shifts, Maturity Gaps, and How to Lead with Copilot | March 17 (Teams Webinar)
AI‑Driven GTM: How to Assess, Rebuild, and Accelerate Your 2026 Plans | March 23 (Teams Webinar)
M365 Community Conference | April 21-23 at the Loews Saphire Falls in Orlando Florida
AI+IM Summit | April 28-30 Hyatt Regency Inner Harbor, Baltimore, MD
Production
Polaris is produced with help from Riverside.fm. Our theme song, “Alternative Dream” is provided courtesy of Adobe. Additional music and sound provided by IndieGuy Records. Graphic design by Josh Brantley.
Chapters
00:00 Introduction to Glenn Poulos
02:31 Glenn Poulos Interview
03:11 From Government to Entrepreneurship
08:02 Navigating Business Growth and Exits
12:41 The Launch of 'Never Sit in the Lobby'
17:02 AI as a Force Multiplier in Business
21:28 Lessons from Recent Ventures
25:56 Leadership Attributes and the EOS System
31:24 Navigating Board Dynamics
32:27 The Impact of AI on Employment
34:37 Personal Passions: DJing and Dogs
37:50 Upcoming Events in 2026
38:49 AI Insights and Predictions
39:05 Next on Polaris
39:21 Closing Thoughts and Acknowledgments