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Built to Sell Radio

Business & Economics Podcasts

Built to Sell Radio is a weekly podcast for business owners interested in selling a business. Each week, we ask an entrepreneur who has recently sold a business why they decided to sell their business, 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.

Location:

United States

Description:

Built to Sell Radio is a weekly podcast for business owners interested in selling a business. Each week, we ask an entrepreneur who has recently sold a business why they decided to sell their business, 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.

Language:

English


Episodes
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Ep 450 Exiting Mainstreet: Michael Lynch on How to Sell a Smaller Business

7/12/2024
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

Duration:01:08:49

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Ep 449 Transforming a Personal Brand into a Sellable Company with Amazon guru Kiri Masters

7/5/2024
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.

Duration:01:03:56

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Ep 448 How David Sinkinson Bootstrapped AppArmor to a $40M Exit (Avoiding a Costly Negotiation Mistake)

6/28/2024
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.

Duration:01:12:47

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Ep 447 The Psychology of Entrepreneurship with Bill Hudenko

6/21/2024
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.

Duration:00:37:11

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Ep 446 Exiting a Family Business on Top with Tom Deans

6/14/2024
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.

Duration:00:50:27

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Ep 445 How Connor Tomkies Led Support Ninja to an 8-Figure Exit

6/7/2024
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.

Duration:00:35:46

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Ep 444 Inside the Mind of a Venture Capitalist with Stanford’s Ilya Strebulaev

5/31/2024
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.

Duration:00:59:02

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Ep 443 Anne Mahlum on selling [solidcore] for $100M

5/24/2024
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.

Duration:01:10:08

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Ep 442 Matt Dixon on Teaching Your Employees to Sell

5/17/2024
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.

Duration:00:55:25

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Ep 441 Inside Google’s $3.1 Billion Acquisition of Kevin O’Connor’s DoubleClick

5/10/2024
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.

Duration:00:46:15

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Ep 440 Seth Godin: Why Great Businesses Are Bought, Not Sold

5/3/2024
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 It’s Your Turn (And It’s 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.

Duration:00:37:40

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Ep 439 Selling Your Business? Why Nice Gets You More - with William Ury, Co-Founder of the Harvard Negotiation Program

4/26/2024
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.

Duration:00:40:25

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Ep 438 Brian Dean, "SEO Genius", on Getting $5 Million for Backlinko, a One Employee Company

4/19/2024
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.

Duration:00:53:13

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Ep 437 Escaping the Service Business Trap with John Rood

4/12/2024
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.

Duration:00:52:39

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Ep 436 Turning Down a Quarter Billion Dollar Offer From State Farm with Payam Zamani

4/5/2024
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.

Duration:00:52:46

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Ep 435 From Freelance Consult to 8-Figure Exit in Seven Years With Ned Macpherson

3/29/2024
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.

Duration:00:50:49

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Ep 434 Sticky: How Jordan Van Schyndel Grew His Service Business to More Than 30 Employees Without Having Anyone Quit Before He Sold It

3/22/2024
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.

Duration:00:52:45

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Ep 433 The Million Dollar Call with Alexx Leyva

3/15/2024
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.

Duration:00:58:30

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Ep 432 The Acquisition Entrepreneur with Steve Divitkos

3/8/2024
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.

Duration:01:04:58

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Ep 431 Dealmaker: Carl Allen on How to Sell Your Business to an Individual Investor

3/1/2024
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.

Duration:01:01:42