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Make Your Company More Valuable – Part II

Our last blog post, Make Your Company More Valuable – Build a Sales Organization described Harry Smith’s effort to increase his company’s (HSC, Inc.) valuation. Investment bankers told Harry that HSC was not worth his asking price. To make his company more valuable, Harry was considering radically overhauling his sales organization. The goal was to effectively […]


Make Your Company More Valuable – Build a Sales Organization

Harry Smith has built a $35 million (sales) business over the last 30 years. He is now thinking about retirement and wants to sell the company. He’s talked to several investment bankers. All of them have told him The Harry Smith Company (HSC) is not worth his asking price. Harry has a couple of problems. […]


Sell the Way Your Customers Want to Buy

In the good old days, buyers routinely met with salespeople to learn about their products and to begin a dialog about possible needs. Along the way, they developed a relationship. Buyers were happy to have introductory meetings with salespeople. They were valuable sources of information, not only about their products but about the industry. Salespeople, […]


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