Built to Sell Radio

Fearless entrepreneur Anne Mahlum shares her journey of redefining the fitness industry with [solidcore], selling for $100M. Topics include leadership transitions, fundraising, custom machine manufacturing, navigating financial challenges, employee rewards, and preparing for a successful exit strategy.

Author and sales expert Matt Dixon discusses overcoming the Rainmaker Syndrome in sales, emphasizing 'The Activator Way' approach for business development and collaboration. Topics include challenges of scaling with star performers, crafting a compelling value proposition, navigating sales challenges, and the value of being an activator in client relationships.

Kevin O'Connor, founder of DoubleClick, shares insights on entrepreneurship, innovation, and the $3.1B Google acquisition. Topics include hiring smart individuals, navigating misconceptions, scaling up challenges, preferred shares, and the importance of humility in business ventures.

Seth Godin shares insights on making businesses appealing to buyers, the emotional journey of selling a company, and the importance of purpose and community-building. He discusses creating value through innovation, storytelling, and personal connections, emphasizing the strategy of businesses being bought, not sold.

William Ury, co-founder of the Harvard Negotiation Program, shares strategies for successful negotiations when selling your business. He discusses understanding buyer motivations, expanding the negotiation pie, crafting a compelling victory speech, leveraging emotional dynamics, and embracing entrepreneurial vision.

Brian Dean has been called an SEO genius for his search engine optimization courses, so it probably shouldn’t have been a surprise when Semrush, a publicly traded SEO software company, came knocking. What was surprising was that Semrush paid $5 million for Brian’s one-employee company.

This week we’re 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 20–40% 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.

This week we’re 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.   Autoweb’s 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 Zamani’s 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 Autoweb’s saga as he offers a treasure trove of lessons for capitalists.

Ned MacPherson started with website optimization, grew to 70 employees and 8-figure exit. Topics include data analysis for business success, building a data science team, strategic growth, network capital adjustment, smooth sale process, and post-exit rewards.

Jordan Van Schyndel, founder of Dev Barbecue, shares his incredible journey of growing his service business to over 30 employees without anyone quitting. He highlights how a strong company culture fostered loyalty and ultimately attracted a buyer. Topics include the transformative benefits of shifting to a retainer model for client relationships, the complexities of partnership dynamics, and the emotional aspects of selling the business. He emphasizes the importance of empathy and transparency during transitions, creating a supportive environment for lasting success.