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This episode of Built to Sell Radio features Matt Dixon, author of the global bestseller, The Challenger Sale. Dixon became the de facto leader of the sales training world when Neil Rackham, author of "SPIN Selling," praised The Challenger Sale as "the most important advance in selling for many years.â
If youâre wondering how to get your people to sell as well as you do, this is your master class.
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In this episode of Built to Sell Radio, Seth Godin, a renowned entrepreneur, best-selling author, and speaker, shares insights gained from his experience, including selling his company, Yoyodyne, to Yahoo! He has authored 21 best-selling books, including notable titles like Permission Marketing, The Dip, Linchpin, Purple Cow, Tribes, This Is Marketing, and What to Do When Itâs Your Turn (And Itâs Always Your Turn).
Join us as Seth unpacks strategies to make your business more appealing to potential buyers and provides guidance for designing your successful exit.
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In this week's episode of Built to Sell Radio, we are joined by William Ury, the co-founder of the Harvard Program on Negotiation and the International Negotiation Network with former President Jimmy Carter. Drawing from his extensive experience in high-stakes diplomatic negotiations, Ury shares invaluable strategies to help you punch above your weight in a negotiation to sell your business. From understanding buyer motivations to mastering negotiation processes, you will gain actionable insights from one of the world's foremost negotiation experts.
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This week weâre featuring an interview with John Rood, who built Next Step, a test prep business that helped students prepare for the medical school admissions test (MCAT). John Rood built Next Step to almost $10 million in revenue, with EBITDA margins ranging from 20â40% before selling to New Harbour Group, a private equity business doing a roll-up of test prep companies.
Although it was a financial windfall for John, his exit left him feeling empty inside. John drifted and ended up having a difficult time processing his newfound life, which led him to consider if other founders struggled with life post-exit. He began interviewing other entrepreneurs who had sold and is now putting the finishing touches on a book called Beyond the Exit, which will come out later this year.
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This week weâre bringing you an extraordinary story of resilience and determination as we delve into the lives of Payam and Frank Zamani. Starting their American dream with a mere $75, the brothers embarked on a venture that led to the founding of Autoweb, a groundbreaking lead generation service in the auto industry.
Autowebâs journey to success reached its zenith with an IPO that valued the company at an astonishing $1.2 billion, with shares peaking at $50. However, the narrative took a dramatic turn as investor demand for a new CEO led to a steep decline, plummeting the share price to a mere 18 cents.
Through the turbulence, Payam Zamaniâs story unfolds as one of unwavering spirit and the relentless pursuit of a vision despite formidable challenges.
Tune in to hear how Payam navigated the highs and the heartbreaking lows of Autowebâs saga as he offers a treasure trove of lessons for capitalists.
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In 2015, 25-year-old Alexx Leyva was traveling around Thailand when a shocking phone call brought him back to the United States to take over his fatherâs $3 million business. Over the next five years, Alexx and his brothers tripled the company and ended up selling it for more than $20 million.
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In recent years, "entrepreneurship through acquisition" courses at Ivy League MBA programs have surged in popularity, outshining traditional classes in marketing or corporate finance. This trend reflects a shift in aspirations among students, many of whom now prioritize acquiring a business over roles in consulting or banking. As a business owner, you're likely to encounter increased interest from these eager MBA graduates keen on acquiring your company with the backing of people who specialize in funding these first time entrepreneurs. For example, this week we interviewed Steve Divitikos a Harvard MBA who decided to acquire and build a small business using money he raised from investors. There are pros and cons of selling to an acquisition entrepreneur.
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When it comes to your endgame, whatâs your highest priority? Do you want to maximize your personal wealth and walk away? Or do you want to de-risk but keep some chips on the table? Or is your highest priority protecting your culture, your employees, and the legacy you have built? If your goal is to protect your culture, then selling to an individual investor may be worth considering.
In this episode of Built to Sell Radio, youâll hear from Carl Allen, a former guest and HP executive who was responsible for acquiring companies for the tech giant. These days, Carl teaches individual investors how to buy their first business. Youâll get inside the minds of the individual investors Carl coaches to understand how they structure acquisition offers, and youâll discover the telltale signs that an individual investor is either going to honor or ruin your companyâs legacy.
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Anastasia Koroleva is an experienced entrepreneur and former technology company CEO. After her first nine-figure exit, she went on to start three more businesses. Today she is the host of the podcast, Exit Paradox, where she talks to some of the most remarkable founders in the world about the lessons they learned about life after selling a business. This episode will help you design your ideal life post-exit.
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Michael Lieberman built Datastay, a software company that helped brake manufacturers and distributors catalog their models. The application proved sticky with parts manufacturers, which is why Autodesk made an acquisition offer for Datastay of more than ten times its revenue despite Datastay having just nine employees at the time of the acquisition.
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Adam Coffey spent 21 years as a CEO of three national service companies backed by nine private equity sponsors. During that time, he completed 58 acquisitions and generated more than one billion dollars of value at exit.
Adamâs book, The Private Equity Playbook, is a bestseller, and on this episode of Built to Sell Radioâs âInside the Mind of an Acquirerâ series, Adam teaches a masterclass on how private equity works.
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Jason Swenk sold his marketing agency in 2011. Since then, heâs transitioned to the role of an acquirer, purchasing nine agencies. With experience on both sides of the negotiating table, Jason reveals his unique perspective on how to sell your service business.
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Joe Khoubbieh is the Chief Investment Officer at Valsoft, one of the most prolific acquirers of software companies in the last few years. In 2023 alone, Valsoft completed 25 acquisitions in 10 countries. In total, Valsoft has acquired 95 companies and paid the founder 100% of their proceeds in cash in all 95 deals. In this week's episode of Built to Sell Radio, we get inside Joe's head and find out how he thinks about evaluating companies to buy, structuring a role for the founder post acquisition, the downside of selling to private equity, dealing with egos and what to do when an acquirer tries to re-trade.
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In this episode featuring Mark Zweig, we explore the aftermath of selling his company, The Zweig Group, to a private equity group. Zweig Group, known for serving the architecture industry with magazines, reports, and trade shows, achieved remarkable growth, landing three times on the Inc. 5000 list. At its peak, the company reached $19 million in revenue. However, Mark's sale to a private equity group unfolded as a cautionary tale, showcasing the potential pitfalls when partnering with the wrong acquirer.
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Artificial Intelligence (AI) is all the rage these days, but do you remember the cannabis craze? Basem Hanna sure does. He rode that wave to perfection, leaving his cannabis startup with a cool $25 million and shares that could be worth double that one day.
This weekâs episode of Built to Sell Radio is a no-holds-barred chat (yep, expect some strong language) about making it big in the green rush.
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Aaron Leibtag cofounded Pentavere Research Group, a digital health company that identifies patients not receiving the medications or interventions they should be receiving because critical data is buried in a patientâs electronic health record.
Despite having just 15 employees, they attracted an acquisition offer that valued Pentavere at $15 million
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