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Built to Sell Radio

Built to Sell Radio is a weekly podcast for business owners. Each week, we ask a recently cashed out entrepreneur why they decided to sell, what they did right and what mistakes they made through the process of exiting their business. Built to Sell Radio is the ultimate insider's guide to approaching the most important financial transaction of your life.
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Now displaying: Page 1
Jul 19, 2024

Nicole Osmer is the founder and president of Health+Commerce, a public relations and marketing agency for companies in medtech, biotech, and digital health. Nicole grew Health+Commerce from $1M to $10M in annual revenue over seven years.  

 

Along the way, Nicole received an acquisition offer that seemed too good to be true. It turned out it was, and the deal fell apart. Nicole picked up the pieces, and in March 2024, Health+Commerce was acquired by Trinity Hunt-backed Supreme Group.

Jul 12, 2024

In this week’s episode of Built to Sell Radio, John Warrillow interviews Michael Lynch, the creator of TinyPilot, a hardware device that allows users to remotely control their computers without installing any software.  

Like most small companies, TinyPilot was a Main Street business with around $1 million in revenue and roughly $250,000 in profit, so Michael’s story is a revealing snapshot of a typical exit for the majority of small businesses

Jul 5, 2024

In this week’s episode of Built to Sell Radio, John Warrillow interviews Kiri Masters, founder of Bobsled Marketing. Kiri’s marketing agency specialized in helping companies merchandise their products on sites like Amazon.com and Walmart.com. 

Kiri successfully transformed a significant social media following into a valuable company.

Jun 28, 2024

In this week’s Built to Sell Radio episode, John Warrillow interviews David Sinkinson, co-founder of AppArmor. David and his brother Chris created a mobile app that allows students to alert campus security by pressing a single button on their phones. Their journey from developing AppArmor to selling their company for $40 million is packed with insight. 

During the interview, you’ll discover how answering a simple question posed by an acquirer almost cost the Sinkinson brothers $20 million. Learn how they navigated this near-disastrous moment and what steps they took to recover and close the deal successfully. 

Jun 21, 2024

Have you considered the psychological toll of building your business?  

 

In this week’s Built to Sell Radio episode, John Warrillow sits down with Bill Hudenko, a psychologist, Dartmouth professor, and serial entrepreneur, to discuss the psychological impact of building and exiting a business. Bill shares his personal journey through multiple exits and offers insights into the mental health challenges that come with selling your life’s work.  

 

As someone who has experienced these challenges firsthand, and as a professional with access to extensive data, Bill provides practical advice on how to avoid the common mental health pitfalls associated with selling your business.  

Jun 14, 2024

In this week’s episode of Built to Sell Radio, we are joined by Tom Deans, a renowned expert on family business transitions and the author of the trilogy, Every Family's Business, Willing Wisdom, and The Happy Inheritor. Drawing from his extensive experience, Tom shares invaluable strategies to help you navigate the complexities of selling a family business. 

Jun 7, 2024

This week on Built to Sell Radio, we feature Connor Tomkies, founder of Support Ninja, who shares his story of transforming an outsourcing firm into an industry leader. Support Ninja provides outsourced customer support services, handling tasks such as customer experience, social media management, and technical support.  

May 31, 2024

In this week’s episode of Built to Sell Radio, we are joined by Ilya Strebulaev, a leading expert on venture capital and private equity and author of The Venture Mindset. Drawing from his extensive research and teaching at Stanford’s Graduate School of Business, Strebulaev shares strategies to help you think like a venture capitalist and make smarter business decisions.

May 24, 2024

Today’s episode of Built to Sell Radio features Anne Mahlum, a fearless entrepreneur who redefined the fitness industry. After wandering into a Pilates studio in L.A. and thinking, “I can do this better,” Anne threw all her savings—$175,000—into launching her own version of the company, founding [solidcore], a fitness powerhouse that she later sold for $100 million. 

Anne shares her remarkable journey, detailing the strategies she used to transition leadership, navigate fundraising efforts, and build a company with enduring value. 

May 17, 2024

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.”

If you’re wondering how to get your people to sell as well as you do, this is your master class.

May 10, 2024

This episode of Built to Sell Radio, features Kevin O’Connor, a pioneer in digital advertising and founder of DoubleClick.  

Kevin's vision transformed the online advertising industry, making DoubleClick a dominant force in digital marketing before its $3.1 billion acquisition by Google.  

May 3, 2024

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 Its Your Turn (And Its 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. 

Apr 26, 2024

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.

Apr 19, 2024

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.

Apr 12, 2024

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.

Apr 5, 2024

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.

Mar 29, 2024

Ned MacPherson started helping clients optimize their websites back in 2016. Demand for Ned’s time quickly outpaced supply, so he started building a team. Within seven years, Ned had 70 employees, more than $2 million a year in EBITDA, and multiple acquisition offers.

Mar 22, 2024

Jordan van Schyndel grew his service business to more than 30 employees without having anyone quit. He credits his unique culture for the loyalty of his team. Ultimately it was that team that caught the attention of Spiria, which offered to acquire van Schyndel’s business. 

Mar 15, 2024

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 father’s $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.

Mar 8, 2024
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.
Mar 1, 2024

When it comes to your endgame, what’s 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, you’ll 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. You’ll get inside the minds of the individual investors Carl coaches to understand how they structure acquisition offers, and you’ll discover the telltale signs that an individual investor is either going to honor or ruin your company’s legacy.

Feb 23, 2024

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.

Feb 16, 2024

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.

Feb 9, 2024

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.

Adam’s book, The Private Equity Playbook, is a bestseller, and on this episode of Built to Sell Radio’s “Inside the Mind of an Acquirer” series, Adam teaches a masterclass on how private equity works.

Feb 2, 2024

Jason Swenk sold his marketing agency in 2011. Since then, he’s 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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