Podcast

Jeff Archibald founded Paper Leaf, a company specializing in developing websites, mobile apps and custom software. By offering a narrow scope of services to a variety of verticals, Paper Leaf built a reputation for handling challenging projects that generalist agencies couldn’t. Jeff’s commitment to simplicity and effective forecasting played a significant role in Paper Leaf’s success. He used fixed payment contracts to ensure steady cash flow and offered a limited number of technologies, allowing his team to become experts. These practices stabilized the business and made it attractive for acquisition.  When approached by ZGM, a marketing firm, Jeff initially received a 3x EBITDA offer. Through a creative earn-out structure, Jeff ultimately received proceeds of equivalent to around 5x EBITDA.   You’ll Discover How To: 

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. In this episode of Built to Sell Radio, you’ll discover how to:

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. In this episode, you’ll discover how to: 

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. In this episode, you’ll also learn how to: 

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.   In this episode, you’ll learn how to:

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.  In this episode, you’ll learn how to: 

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. SupportNinja provides outsourced customer support services, handling tasks such as customer experience, social media management, and technical support.   In this episode, you’ll learn how to: 

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. In this episode, you’ll learn how to: Whether you want to attract the attention of a venture capitalist or just think like one, this episode is for you.

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. In this episode, you’ll learn how to:

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.   In this episode, you’ll learn how to: