Just Add Capital

If you’re looking to attract an investor or an acquirer one day, expect them to dig into your sales and marketing process.

If you’re a company that sells to other businesses, an investor will want to know where you get your leads from and how much each costs you to generate. They’ll want to know what technology you are utilizing to support your sales team. They’ll want to understand how your sales reps get meetings and how many appointments a good rep has each week. They’ll want to know the close rate of a high performer and how it compares to an average performer.

The investor’s questions aim to gauge the scalability of your sales model under significantly higher investment rather than simply to assess your past performance. Acquirers love stumbling over a business where the main constraint to growth is capital.

If you have a winning formula, you think would hold up if you doubled or quadrupled your sales team, consider monetizing the sales model you’ve created. Either hire a lot more reps or show a deep-pocketed investor or acquirer how durable your sales model is and how all you need is their capital to grow it.

….

Want to know how to increase YOUR company value by 71%? Complete the free assessment for your value builder score, https://score.valuebuildersystem.com/significant-business-results-llc/franne-mcneal.

Follow Significant Business Results LLC, https://www.linkedin.com/company/significant-business-results-llc

Franne McNeal, MBA Significant Business Results, LLC Significant GPS Small Business Growth Services

‍