Selling your business? Find the emotional buyer

Berkonomics

Most investment bankers will coach you into helping them find you a strategic buyer, knowing that such sales are quicker, often less focused upon the small warts of a business, and yield higher prices than financial sales.

How To Apply For A Free CEOFlow Coaching Session (Five Available)

CEO Flow

I have a great opportunity for both you and the person that refers them to me…keep reading… CEOFlow is my coaching program for CEOs. I’m offering a f^ree CEOFlow coaching session to five CEOs (each is a $375 value). Subscribe to the PebbleStorm Blog by Email

Coach 56

How To Apply For A Free CEOFlow Coaching Session (Five Available)

CEO Flow

I have a great opportunity for both you and the person that refers them to me… CEOFlow is my coaching program for CEOs. I’m offering a f^ree CEOFlow coaching session to five CEOs (each is a $375 value).

Coach 52

The most satisfying life journey is never about the money.

Berkonomics

You’ll quickly be drawn into the governance of the organization and introduced into the process of discovery, coaching, leading deals, herding investors, serving on boards and helping entrepreneurs toward liquidity events. Allow me to reminisce. This is the final post of this cycle.

Coach 156

Money is not the only measure of success.

Berkonomics

If you have now passed through the mind-numbing process of a successful sale of your company and the money is in the bank, enough to satisfy your needs, if not much more, then you have arrived at the point where you can think about love, belonging, esteem and self-actualization.

Coach 156

Where is the best source of early stage investment?

Berkonomics

If you have been following our recent insights, you’ll be up to speed knowing that professional investors negotiate tough terms, from provisions of control over asset acquisition, eventual sale of the company, future investments, forced co-sale when others attempt to sell their shares and more.

Invest 263

Does your business need money? Read this!

Berkonomics

Some businesses require very little capital and the founder can self-finance the enterprise and retain 100% of its ownership and control from ignition through liquidity event (startup through sale).

eBook 274

The most satisfying life journey is never about the money.

Berkonomics

You’ll quickly be drawn into the governance of the organization and introduced into the process of discovery, coaching, leading deals, herding investors, serving on boards and helping entrepreneurs toward liquidity events. Email readers, continue here.]

Coach 239

Why you should never have a data room — the most counter-intuitive fund-raising advice you’ll ever…

Both Sides of the Table

For starters you have to realize that fund-raising is a sales process. A brochure is an easy out for you in the sales process without being rude. I hired a sales coach named Kai Krickle who helped me figure out how to close more deals.

The Importance of Teams and Why the Best Leaders Cultivate Them

Both Sides of the Table

It is not uncommon for founders to fight amongst themselves or teams to develop silos that simple can’t stomach talking with other groups so they avoid human contact and revert to flaming wars on email or Slack. Increasingly I find myself engaging executive coaches at companies an trying to help executive teams get 360 degree feedback. The best leaders I know encourage coaches to come in and are willing to listen to feedback about themselves.

Coach 232

Turn “process” into “game.”

Berkonomics

Email readers, continue here.] So think of ways to make each process into a game, one in which there is a defined metric or measure of the winner at the end of a cycle short enough to permit teaching, celebration, challenge, and motivation for the next time played.

Equity financing: great for rapid growth startups

Berkonomics

Email readers, continue here.] With angel groups, you should plan of spending months in the process, from application through funding. We’ve spoken of financing a young company through friends and family, known as “inside angels.”

Equity 253

Money is not the only measure of success.

Berkonomics

Assuming that you have now passed through a successful sale of your shares in a business, and the money is in the bank, enough to at least temporarily satisfy your needs, if not much more, you have climbed the ladder within Maslow’s Hierarchy. Email readers, continue here.] I propose that there are few times in life when the opportunity opens to look only outward, to participate in charity events, extended family vacations, community boards and even coaching other entrepreneurs.

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8 Tips To Get the Most Out of Your Investors and Board

Both Sides of the Table

In this period (less than 2 years) he has brought on incredibly talented senior execs is sales, marketing, product management, client services, finance, vp engineering and more. Email updates frequently. Key point – if your emails are as long as my blog posts you’re forked.

Tips 418

There are three kinds of business buyers.

Berkonomics

Most investment bankers will coach you into helping them find you a strategic buyer, knowing that such sales are quicker, often less focused upon the small warts of a business, and yield higher prices than financial sales. Email readers, continue here.] There is a third class of buyer I discovered first hand when selling my company – the emotional buyer. The price negotiated is not at all the critical factor in the emotional sale.

Coach 186

Some Thoughts on Leadership Going into 2016

Both Sides of the Table

But putting no time into anchoring your beliefs because you’re too busy executing sales, marketing, support, product & engineering is an easy recipe for leadership drift. I’ve spent hours this week reading about the firing of the head coach and personnel manager of the football team I support – The Philadelphia Eagles. His name was Chip Kelly and he came off of a very successful stint as the coach of the collegiate Oregon Ducks. They respond to email.

Coach 239

Getting Back Your Series A Mojo

Both Sides of the Table

But even if a VC is nasty a rant email back isn’t the right way to channel your frustration. Confidence is THE single most important attribute in being able to attract money, hire staff, stave off creditors, get press, do biz dev deals, close big sales and one day sell your company.

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How to Develop Your Fund Raising Strategy

Both Sides of the Table

Fund raising (as is much of life) is a sale – pure and simple. As with any sales campaign you need to: Qualify your buyers early so you focus your scarce resources on people likely to buy your product. Three rules in sales: Why buy anything? Raising money is hard.

Every Dollar Spent At A Startup Should Yield A Return

InfoChachkie

For instance, whenever someone at your venture saves your company money, send a company-wide email acknowledging their accomplishment. For many years after Microsoft became highly successful, its executives (yes, including Mr. Gates) flew coach.

As Populist as it May Feel, 98% of VCs Aren’t Dumb

Both Sides of the Table

And Coach Campbell. I’ve heard directly from top executives that Jeff Bezos (in my opinion the most talented person in the tech industry) has received his fair share of VC coaching in the early years. Many don’t return my emails on time.

Incremental differentiation doesn’t cut it anymore.

Berkonomics

Certainly Wal-Mart, Target and others have gotten the attention of their potential customers using price as the primary leader to drive sales. Email readers, cintinue here.] Price can become a competitive tool by creative companies when they can change the game, reducing the number of parts for example to lower manufacturing costs, or reducing the time to install a product, lowering after-sale costs. One important element of positioning a company is pricing strategy.

CapLinked Raise $1.6m Series A Round & Appoint Adam Sroka As VP Technology

Tech Zulu Event

For years now, companies have been forced to choose between cumbersome, expensive Virtual Data Rooms and decentralized, unsecure email to manage their complex transactions. At BigVisible, he coached teams at Capital Group as part of a large 1,400 person company-wide agile transformation.

Board members must protect the coporation before themselves.

Berkonomics

This happens often when one class would be quite satisfied with the outcome of a sale of the corporation because it has lower expectations of exit value and a lower cost of shares, while another later investor class would see little relative gain in a sale and veto’s the proposed transaction. The duty of care is a legal responsibility of each board member and cannot be shed because the member was elected to protect a particular class of shareholder. Email readers continue here.]

Class 159

Raise cash from trusted, close resources first.

Berkonomics

This insight follows closely the conclusions from the previous declaration, that professional investors negotiate tough terms, from provisions of control over asset acquisition, eventual sale of the company, future investments, forced co-sale when others attempt to sell their shares and more. The degree of care you take increases with the reduced distance between you and your investor. . [Email readers continue here.]

The 18 month rule.

Berkonomics

Email readers continue here.] Early in the rapid growth phase of my computer software company, I hired an excellent, IBM-trained vice president of sales to further growth and begin our international expansion. PM, and that the vice president of sales, presently in the air traveling to the very country where the manager was to meet him, was not to be present. Everyone but the sales VP was present as anticipated.

Startup Weekend LA | Recap February 2012

Tech Zulu Event

Saturday evening came to a “closing” with the Coloft tradition of the famous scene from Glengarry Glen Ross where Alec Baldwin defines the meaning of “closing” while he gives a nearly Oscar winning sales talk to motivate his staff. Wow — what a weekend.