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PODCAST

Built to Sell Radio

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.

business entrepreneurship

All Episodes

51:52

Ep 419 CHRIS VOSS on Negotiating the Sale of Your...

Built to Sell Radio ·

2023/12/08

This week we have a special treat: an interview about negotiating the sale of your business with Chris Voss, the bestselling author of Never Split the Difference. Chris used his many years of experience in international crises and high-stakes negotiations to develop a unique approach to negotiation and this week, he talks about how his approach applies to selling a business. Prior to starting his training firm, The Black Swan Group, Chris was the lead international kidnapping negotiator for the

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01:20:18

Ep 418 Selling a Service Business, Avoiding an Earn...

Built to Sell Radio ·

2023/12/01

Kiran Merchant spent decades as a consultant to the aviation industry, so when a boss refused to grant him an $8,000 raise, he decided to leave his employer to start his own aviation consulting firm. Eighteen months later, he sold Merchant Aviation to Aeroport de Paris, one of the largest aviation companies in the world for a high single digit multiple of EBITDA.

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01:06:44

Ep 417 Greg Romanzo on Hiring, Training, and...

Built to Sell Radio ·

2023/11/24

Greg Romanzo and his partners spent 17 years growing a freight forwarding business. As the company expanded to 200 employees, the partners faced a realization: their decisions now impacted 200 families. This responsibility became overwhelming, and they decided to sell.

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55:38

Ep 416 Chip Conley on Selling the World’s Second...

Built to Sell Radio ·

2023/11/17

Chip Conley built the world's second largest boutique hotel chain to 3500 employees, but after a near death experience, Chip realized he wanted out. Chip went on to become Airbnb’s Head of Global Hospitality and Strategy, where he mentored co-founder Brian Chesky. Conley went on to create MEA -- the Modern Elder Academy -- the world's first ‘midlife wisdom school'.

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01:21:44

Ep 415 Jason Cohen on Starting Two Unicorns Worth...

Built to Sell Radio ·

2023/11/10

Jason Cohen is the founder of both SmartBear and WP Engine, both companies that have achieved a valuation of more than $1 billion, making them “unicorns” in the parlance of Silicon Valley. This is our first installment in a series we’re referring to as Legends of the Deal, which will chronicle the life lessons of extraordinary achievers in the world of value building.

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37:24

Ep 414 Lessons From 3 Failed Attempts to Sell...

Built to Sell Radio ·

2023/11/03

Josh Anhalt started GreenPath Energy in 2007 to help oil and gas companies detect methane leaks in their pipes. Over the years, Josh tried and failed to sell his company three times only to have each deal thwarted for a different reason. By 2023 GreenPath was generating more than $8 million in revenue when they finally agreed to be acquired by a competitor for around 7 times EBITDA, 90% of which was paid in cash with the balance paid in stock of the acquirer.

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55:33

Ep 413 Turning Bad Dog Breath into a $2M + Business:...

Built to Sell Radio ·

2023/10/27

Chad Maghielse treats his two French bulldogs like family. When their breath turned foul, he invented a dog breath spray. Within three years, he was making over $2 million in online pet product sales at a 35% profit margin. Then he sold his business.

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01:22:58

Ep 412 How Jay B. Sauceda Built a $14 million...

Built to Sell Radio ·

2023/10/20

Jay B Sauceda built a logistics company that helped brands like Howler Brothers ship online orders. At their peak, Sauceda's company had a 150,000 square foot warehouse, 150 employees and was on track to hit $14 million in annual sales when a fateful meeting at an industry conference led Cart.com to make an acquisition offer Sauceda couldn't refuse.

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01:06:48

Ep 411 Inside the Mind of an Acquirer with Bakari Akil

Built to Sell Radio ·

2023/10/13

This week, we continue our series called Inside the Mind of an Acquirer. We started this special series of interviews with acquirers because we want you to understand the perspective of the person across from you in a negotiation to buy your business. This week, we sat down with Bakari Akil, who has acquired two $30 million businesses and now teaches Cornell MBA candidates about entrepreneurship through acquisition.

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01:05:34

Ep 410 Fifty Percent Sooner, for 25% Less: How Mark...

Built to Sell Radio ·

2023/10/06

Mark Ferrier founded the marketing agency TRAFFIKGROUP and grew it to over $2M in EBITDA before agreeing to be acquired by the private equity group Onex in an eight-figure exit. Mark decided to sell when a friend revealed that most founders end up wishing they had sold 50% sooner for 25% less.

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50:29

Ep 409 Minority vs. Majority Partners with Mark Ferrier

Built to Sell Radio ·

2023/09/29

Mark Ferrier built the marketing agency TRAFFIKGROUP to more than $2 million of EBITDA before it was acquired by the private equity group Onex in an eight-figure exit. In this first of a two-part interview, Mark shares the story of how he got started in the marketing agency world and how a rift with his former partners left him on the wrong end of a $2 million lawsuit.

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01:25:37

Ep 408 Why Thomson Reuters Paid $124 Million for a $9...

Built to Sell Radio ·

2023/09/22

When Jon Cross founded Pondera Solutions in 2011, his goal was to reduce fraud in U.S. government programs like Medicaid and Unemployment Insurance. By 2020, Cross and his partners had built Pondera to more than $9 million in annual recurring revenue when they received an offer from Thomson Reuters for a reported $124 million.

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01:16:21

Ep 407 Bootstrapping His Way to $23 Million Exit with...

Built to Sell Radio ·

2023/09/15

In 2017 Lloyed Lobo and his partner, Alex Popa, founded Boast, a software application designed to simplify the process of applying for research and development tax credits. The bootstrapped company struck a chord with customers that found the process of applying for R&D tax credits cumbersome. By 2020 Lobo and Popa had built Boast to more than $5 million in revenue when they agreed to a $23 million majority recapitalization from Radian Capital.

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48:39

Ep 406 Exit, Rest, Restart: Rob Walling on Navigating...

Built to Sell Radio ·

2023/09/08

At the age of 41, Rob Walling sold Drip, an email marketing software for enough money that he "would never have to work again". His only problem? Figuring out what to do next. In this special edition of Built to Sell Radio, we explore how to re-define your purpose and find happiness and fulfillment after you exit your business

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01:11:16

Ep 405 Betting It All to Build a $100 Million Outdoor...

Built to Sell Radio ·

2023/09/01

Sarah Dusek and her husband started Under Canvass, which offered large-scale tented hotels (think “glamping”) outside national parks around the U.S. The business got off to a successful start, and within five years, Dusek had four locations, which were collectively generating $3 million in EBITDA. Rather than sit still, Dusek decided she wanted to grow much larger and raised $16 million of capital made up of a combination of equity and mezzanine debt at a rate of 13%, which Dusek personally

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01:25:06

Ep 404 How Michia Rohrssen Sold Prodigy For 65x Revenue

Built to Sell Radio ·

2023/08/25

In 2015, Michia Rohrssen co-founded a SaaS business called Prodigy to help car dealerships sell online. He grew the company to $3.3M in annual revenue when he faced a difficult decision. Rohrssen thought he could sell Prodigy for around 4-6 times revenue, but after paying off his investors, there wouldn’t be much left over for the founders. That’s when he decided to make a risky pivot to his business model. The change meant a short-term drop in Prodigy’s revenue, while also making it more

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01:00:14

Ep 403 Should You Hire a COO? with Casey Cavell

Built to Sell Radio ·

2023/08/18

Casey Cavell has plenty of party stories: he dropped out of college to become a professional poker player, tried his hand (successfully) at buying self-storage facilities and apartment complexes, and eventually found his way to the business of baseball. More specifically, a franchised baseball academy for 5-10 year olds that he grew to five locations. Cavell essentially managed two exits from his D-BAT Academy franchises, first selling 66% of the business at a value of $1.5 million and then

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01:07:15

Ep 402 Fetching an 8-Figure Exit with Amman Ahmed

Built to Sell Radio ·

2023/08/11

In 2017, Amman Ahmed founded MusicForPets, which launched the YouTube channels "RelaxMyDog" and "RelaxMyCat." Th ese channels aim to alleviate pets' anxiety, whether due to stress or their owners' absence. Under Ahmed's leadership, the channels amassed over 2 million subscribers and generated a 7-figure profit, largely because of effective SEO. As the business saw a surge in paid monthly website subscribers, it garnered the interest of California-based hip-hop label, Create Music Group, which

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01:07:53

Ep 401 Capitalizing on the Shift From Bricks to...

Built to Sell Radio ·

2023/08/04

In 2006, Chad Rubin built Skubana, a tool specifically designed to streamline the operation of his e-commerce store across diverse channels. Sensing the software's potential, Rubin decided to offer Skubana to other online store owners. The platform rapidly resonated with e-commerce entrepreneurs, accumulating $5 million in annual recurring revenue by 2021. The company’s success drew the interest of prospective buyers, eventually culminating in an irresistible offer from 3PL Central, a premier

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01:05:06

Ep 400 How Alex Macdonald Sold Velocity Black to...

Built to Sell Radio ·

2023/07/28

In 2014, Alex Macdonald co-founded Velocity Black, a global digital concierge service for affluent clients. Unlike the basic concierge services of some credit cards, Velocity Black leverages technology and expert knowledge to curate personalized services such as travel, entertainment, shopping, and dining, accessible directly from your phone. By 2022, the business had expanded to $30 million in net revenue, attracting attention from potential buyers including Capital One which acquired Velocity

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530 results

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