Podcast

Lessons From 3 Failed Attempts to Sell Greenpath with Josh Anhalt

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. In this episode, you’ll learn how to avoid having your deal fall apart at LOI, negotiate with a competitor, and more.

What Jason Cohen Has Learned From Starting SmartBear & WP Engine

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. In this episode, you’ll discover how to spot burnout before it’s obvious, get past your freedom line, distinguish between your company’s values and its purpose (and why you need one more than the other), and more.

Chip Conley on Selling Joie De Vivre and Mentoring Airbnb Co-founder Brian Chesky

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’. In this episode, you’ll discover how to avoid a midlife crisis, ensure you’re happy after you sell, and much more.

Greg Romanzo on Hiring, Training, and Retaining Sales People in a Commoditized Business

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. In this episode, you’ll discover how to avoid the lifestyle company trap, protect your business model in the face of changes in your industry, create a great culture with multiple owners, and much more.

Aeroport de Paris’ Acquisition of Merchant Aviation with Kiran Merchant

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. Two years 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. In this episode, you’ll learn how to attract senior-level employees when you don’t have a large budget, make your company appear much bigger than it really is, and more.

Chris Voss on Negotiating the Sale of Your Business

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. In this masterclass on negotiating the sale of your company, Chris will teach you how to get the deal terms you want, avoid an earn out, and more.

How Aaron Leibtag Got $15 Million for a 15-Employee Company

Aaron Leibtag cofounded Pentavere Research Group, a digital health company that identifies patients not receiving the medications or interventions they should be receiving because critical data is buried in a patient’s electronic health record. Despite having just 15 employees, they attracted an acquisition offer that valued Pentavere at $15 million. In this episode, you’ll discover how to find a strategic acquirer, get an acquirer to focus on future potential rather than historical EBITDA, avoid re-trading by leveraging radical candor, and more.

Basem Hanna on Getting $25 Million for TerrAscend

Artificial Intelligence (AI) is all the rage these days, but do you remember the cannabis craze? Basem Hanna sure does. He rode that wave to perfection, leaving his cannabis startup with a cool $25 million and shares that could be worth double that one day. This week’s episode of Built to Sell Radio is a no-holds-barred chat (yep, expect some strong language) about making it big in the green rush. Beyond an entertaining story, you’ll also take away some practical tips on how to make critical decisions at high-pressure moments, raise money from a hedge fund, and more.

The Million Dollar Call with Alexx Leyva

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. This episode is a must-listen for anyone who works with family and friends. You’ll learn how to 10x your team, leverage job scorecards, create a high performance culture, and more.

The Acquisition Entrepreneur with Steve Divitkos

In recent years, “entrepreneurship through acquisition” courses at Ivy League MBA programs have surged in popularity, outshining traditional classes in marketing or corporate finance. 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. In this episode, you learn how to ace your meetings with potential acquirers.