Built to Sell Radio - John Warrillow

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Ep 519 How to Avoid the Unforced Errors That Can Wipe Out Your Equity

Friday, November 7, 2025 • Duration 54:15

Spencer Dennis was an elite golfer whose playing career ended with spine surgery in his teens. He became a tour-level coach, running high-performance programs for juniors, college players, and pros. Managing parents, trainers, and recruiters through texts and email was chaos, so he built CoachNow to guide athletes between sessions.

CoachNow caught on quickly with busy coaches. Then a run of decisions—turning off revenue under "grow fast" advice, stacking convertibles and preferences, and accepting stock-for-stock deals—left Spencer with little to show for a product customers loved. This is a cautionary tale for any owner negotiating with "sophisticated" investors.

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Ep 518 Growth Equity, Control, and When Rolling Equity Fails — John Ruffolo (Inside the Mind of an Acquirer)

Friday, October 31, 2025 • Duration 48:01

If you're considering your endgame, you're probably looking at private equity. Most PE firms use a familiar formula: buy a majority stake and ask the owner to "roll equity"—re-invest part of the proceeds—into the newco they're building. The downside: you become a minority shareholder in a business you no longer control.

There's another path: growth equity, which lets you take chips off the table via a secondary while maintaining control. That's the business John Ruffolo is in as Founder & Managing Partner at Maverix Private Equity (he also founded OMERS Ventures).

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Ep 509 Mastering the Deal: 4 Buyer Types — Private Equity, Strategics, Hybrids & Acquisition Entrepreneurs

Friday, August 29, 2025 • Duration 27:01

What happens when it's time to sell? Every acquirer looks at your business differently. In this special episode of Built to Sell Radio, John Warrillow breaks down the four most common buyer profiles and explains how each thinks about acquiring a company. Along the way, you'll hear clips from past guests from our Inside the Mind of an Acquirer series.

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Ep 417 Greg Romanzo on Hiring, Training, and Retaining Sales People in a Commoditized Business

Friday, November 24, 2023 • Duration 01:06:44

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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Ep 416 Chip Conley on Selling the World's Second Largest Boutique Hotel Chain, Coming Back From the Dead, Mentoring Airbnb Co-founder Brian Chesky and How to Find a New Purpose After You Sell

Friday, November 17, 2023 • Duration 55:38

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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Ep 415 Jason Cohen on Starting Two Unicorns Worth More Than $1 Billion; Deciding When to Sell, the Freedom Line, Box Games and Whether It's Better to Be Rich or King

Friday, November 10, 2023 • Duration 01:21:44

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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Ep 414 Lessons From 3 Failed Attempts to Sell Greenpath and How a 7 X EBITDA Deal Finally Got Done

Friday, November 3, 2023 • Duration 37:24

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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Ep 413 Turning Bad Dog Breath into a $2M + Business: Chad Maghielse's Guide to Amazon, Reviews, and Selling Your Company

Friday, October 27, 2023 • Duration 55:33

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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Ep 412 How Jay B. Sauceda Built a $14 million Business and Sold it to Cart.com

Friday, October 20, 2023 • Duration 01:22:58

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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Ep 411 Inside the Mind of an Acquirer with Bakari Akil

Friday, October 13, 2023 • Duration 01:06:48

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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Built to Sell Radio – Details, episodes & analysis

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Built to Sell Radio – Details, episodes & analysis

Podcast details

Recent rankings

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Spotify

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Publication history

Latest published episodes

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Apple Podcasts

Spotify

Other4

Related Shows Based on Content Similarities