sales enablement

The Case for Sales Enablement

Have sales become more or less difficult for your company? Well, if you had invested in sales enablement before COVID-19, you were much better positioned to handle the disruption in the sales process that hit almost every business in every industry this year. Go-to market models change during periods of disruption and this one is [...]
M&A advisor

How to Select an M&A Advisor

I remember when we decided to exit from our software company. We got several referrals for an M&A advisor and also called some that were well-known in our industry. At that time, there weren’t any lower middle market specific M&A firms, so we had to focus on investment banks. Most of them only asked us […]

exit readiness

Exit Readiness

Many founders think that M&A just happens. I’ve even heard founders say “I’ll get hot and buyers will find out about us and make offers.” This isn’t an exit strategy – it’s wishful thinking. And even if you got a pre-emptive offer, how do you know it’s good? You won’t know until you engage in [...]
scale a sales team

How to Scale a Sales Team

In M&A, we often hear investors ask how a company intends to scale. This is a critical factor in determining an investor’s interest in making an investment or acquisition. In my experience as the co-founder of a SaaS company, I had to figure out how to scale a sales team. I knew that scaling a […]

strategy services

Strategy Redo: The Old Rules No Longer Apply

“A global, novel virus that keeps us contained in our homes—maybe for months—is already reorienting our relationship to government, to the outside world, even to each other. Some changes these experts expect to see in the coming months or years might feel unfamiliar or unsettling: Will nations stay closed? Will touch become taboo? What will [...]
sell your business

8 Steps to Sell your Business

You’ve decided to sell your business. Congratulations – that is a big decision! But, what happens next? How do you go from the decision to sell to actually being sold? Here are the 8 steps to sell your business What’s your story? Just like everything in business (and life), you need a good story about [...]
corporate strategy

The Importance of Corporate Strategy

Everything that happens in your company is driven from your strategy. If you don’t have one, you absolutely need one. If you have one, you need to communicate it. And, all your work at your company needs to be linked to the corporate strategy. A strategy session with your team will tackle the questions of: [...]
growth hacking

What is growth hacking?

If you don’t know what growth hacking is, it’s time to find out! It is THE buzzword for technology startups. Are growth hackers taking over the world? They have been called the new “VP of Marketing”, so you need to know what the buzz is about because they are producing incredible growth for their companies. […]

business metrics

Key Performance Indicators for Your Business

Metrics. They are everywhere and they bombard us in email, dashboards, and presentations. It is easy to get enamored with reviewing metrics and thinking that you know your company. But you must take a step back. You need to determine your story first. What do you want to know? The metrics you receive should be […]