The Model for Selling Your Business. The 8 steps to creating a sellable company. E-Myth Worldwide®. By John Warrillow, author of Built to Sell. chapter of Built To Sell: Creating a Business That Can Thrive Without You. I'd Ken Blanchard, who co wrote The One Minute Manager, says, "John Warrillow's. According to John Warrillow, the number one mistake entrepreneurs make is to build a business that relies too heavily on them. Thus, when the.
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Editorial Reviews. Review. “John does a masterful job of illuminating the qualities that business John Warrillow is the author of Built To Sell: Turn Your Business Into One You Can Sell. Throughout his career as an entrepreneur, John has. Built To Sell Creating A Business That Can Thrive Without You John Warrillow [ PDF] [EPUB] -. BUILT TO SELL CREATING A BUSINESS THAT CAN THRIVE. Inside Built to Sell, you'll find out how to create a fast-growing, profitable, scalable business that will give you the freedom you desire.
A knock on the door jolted Alex out of his fog. We need to figure out how many sales reps 48 John Warrillow you need to drive the sales engine and how many companies are in your target market. After he was finished and the obligatory congratulations were offered, Alex excused himself. This could only mean one of two things: Lots of Starbucks—I think it will serve you well. Alex feigned interest and eventually made his escape.
Relying too heavily on one client is risky and will turn off potential buyers. Make sure that no one client makes up more than 15 percent of your revenue.
Owning a process makes it easier to pitch and puts you in control. Avoid the cash suck. Take some time to figure out how many pipeline prospects will likely lead to sales.
This number will become essential when you go to sell because it allows the buyer to estimate the size of the market opportunity.
Two sales reps are always better than one.
Often competitive types, sales reps will try to outdo each other. And having two on staff will prove to a buyer that you have a scalable sales model, not just one good sales rep.
Hire people who are good at selling products, not services. Ignore your profit-and-loss statement in the year you make the switch to a standardized offering even if it means you and your employees will have to forgo a bonus that year.
You need at least two years of financial statements reflecting your use of the standardized offering model before you sell your company. Build a management team and offer them a long-term incentive plan that rewards their personal performance and loyalty.
Find an adviser for whom you will be neither their largest nor their smallest client. Make sure they know your industry.
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Embeds 0 No embeds. No notes for slide. To illustrate this, Warrillow introduces us to a fictional small business owner named Alex who is struggling to sell his advertising agency..