Built to Sell Radio

Latest Episodes:

Ep 208 How To Avoid Getting Diluted Oct 18, 2019

Show notes

Luxer One went from around $1 million in sales in their first year to an incredible $37 million in 2018 without suffering the dilution of accepting a round of venture capital in part by charging property managers up front for his system. Here's how he did it.

Ep 207 When Tragedy Strikes A Founder Oct 11, 2019

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Tom Pisello built Alinean, a consulting company which offered a set of tools to help salespeople express the value of picking their solution. The business was cruising with about half of its revenue coming from recurring licensing fees and the other half from consulting when disaster struck the Pisello's family.

Ep 206 From Billion Dollar Startup To Bankruptcy And Back Again Oct 04, 2019

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Sunny Vanderbeck was growing Data Return 40% every quarter when he took the company public in 1999 on the way to a market capitalization of more than $3 billion. Until the bubble burst.

Ep 205 How A Patent Sways The Value Of Your Business Sep 27, 2019

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O'Neil-Dunne was able to patent his technology and create a competitive advantage by learning the "patois" of his industry. Here's how.

Ep 204 Deciding When To Sell Sep 20, 2019

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In 1999, Peter Kelly was at Stanford business school when he and two partners spotted an opportunity to remake an industry – used cars.

Ep 203 How To Place A Value On Your Sales Team Sep 13, 2019

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Mark Deutschmann started Village Real Estate in 1996 and by 2018 he had grown it to 350 salespeople. Then six of his agents decided to compete with him. Anyone would be upset, but you'll be surprised at what Deutschmann did next.

Ep 202 Multiple Of Earnings Vs. Revenue Sep 06, 2019

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Glenn Grant always assumed he would sell his company for a multiple of EBITDA… until private equity firms started talking multiples of revenue. He decided to learn more.

Ep 201 How To You-Proof Your Business Aug 29, 2019

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After falling ill, Nation Leagues owner, David Heimlich, needed to sell his business – but to his surprise, it was worthless. He learned the hard way why you can't be the center of the business.

Ep 200 How Re-Modelling A Swimming Pool Business Led To A 7-Figure Exit Aug 23, 2019

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When Tommy Berretz had his successful swimming pool company valued, he had just one (big) problem: he didn't like what he found out.

Ep 199 Finding Your Subscription Model Aug 16, 2019

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John MacInnes pulled his business out of a rut by evolving into a subscription-based model. Here's how he did it.