According to John Warrillow, the number one mistake entrepreneurs make is to build a business that relies too heavily on them. Thus, when the time comes to. This is a book summary of Built to Sell by John Warrillow. Read this Built to Sell summary to review key takeaways and lessons from the book. Built To Sell by John Warrillow, , available at Book Depository with free delivery worldwide.

Author: Akicage Groll
Country: Russian Federation
Language: English (Spanish)
Genre: History
Published (Last): 6 January 2011
Pages: 196
PDF File Size: 18.96 Mb
ePub File Size: 7.17 Mb
ISBN: 447-6-35039-840-9
Downloads: 83751
Price: Free* [*Free Regsitration Required]
Uploader: Gaktilar

Built to Sell by John Warrillow

Usually naturally competitive types, sales reps will try to outdo each other. Build a management team and offer them a long-term incentive plan that rewards their personal performance and loyalty. Sep 13, Keshav Bhatt rated it really liked it. This number will become essential when you go to sell because it allows the buyer to estimate the size of the market opportunity. Oct 17, Wes rated it it was amazing.

To illustrate this, Warrillow introduces us to a fictional small business owner named Alex who is struggling to sell his adver According to John Warrillow, the number one mistake entrepreneurs make is to build a business that relies too heavily on them. Tempting to take it for cash Takeaway for sales – two sales people – ideally competitive people – this will prove that company sales don’t require a sakes rockstar Ch 7 Hire people who are good at selling products, not selling services – people who sell products figure out how the product will meet someone’s needs Build Management Team with long-term incentive plan instead of equity – stay bonus for loyalty – performance bonus Starbucks Replace “client” with “customer” – Service businesses have clients – Product businesses have customers, who are more easily replaceable, who buy their products Get rid of all service business lingo.

Don’t offer equity to management team; offer a stay bonus to key employees who stay through acquisition Ch 13 – a sellable company Print Technology makes letter of intent to buy Stapleton Agency for 6x.


Built To Sell : John Warrillow :

Not being into books so much usually, this read did bring me a lot of value under many forms; from the technicalities of the changes in the model, to automation, passing by HR and an introduction to financial law; Definitely a lot of things guarantee I’m going to implement right now. It offers good insights and tips ranging from what se This was a solid, little piece of work. Aug 26, Betsy rated it really liked it Shelves: As an experienced entrepreneur who built and sold businesses in the past I regret I hadn’t read the book a few years earlier.

Step focus on building value. The story is easy, following the moves of a business owner, Builg, as he navigates the challenges associated with building a business from the ground up. Hire people who are good at selling products, not services.

The book warrillow about how to make the business a well oiled machine. Return to Book Page. Here is what I got out of this book: I loved the book so much that when I was done with the audio version, I ordered the paper back version so that I could highlight the parts the spoke most strongly to me. That said, there is some very intelligent thinking about how to build a business where the founder is not necessary, which is solid advice regardless of a desire to sell.

This book was so insightful to me! Description Run your company. Hire a sales team – Remove yourself from selling the product – Hire 2 sales employees. No variation between developers Alex told team it was now a five-step process. Hire people who are good at selling products, not buit. Customers only want to deal directly with the owner; and the owner responds to each customer with something uniquely tailored to them.

Built To Sell

To ask other readers questions about Built to Sellplease sign up. We’re featuring millions of their reader ratings on our book pages to help you find your new favourite book. And having two on staff will prove to a buyer that you have a scalable sales model, not selo one good sales rep. Last year, John Warrillow wrote a great book, called Built to Sell.


Unfortunately, according to John Warrillow, most owners find that stepping out of the picture is extremely difficult because their business relies too heavily on their personal involvement.

Book Summary: Built to Sell by John Warrillow | Sam Thomas Davies

I would rarely say that out right but this one really is. If you want to kick start your career in sales or business like it did then this is the book for you. This book was amazing in every way, as I was struggling with my business decisions at the time and John Warrillow’s Built to Sell gave me that clear path to carry on. John Warrillow wrote a business book in a fictional format Make sure they know your industry.

Restaurants, office evolution, – change subscription agreement to longer term with clause that RJ can change it – what do RJ customers need most often? Ignore other temptations and projects that are outside your focus.

Mar 24, Jeff Peters rated it really liked it. This is a great book. Too often the tendency of entrepreneurs buikt to get distracted by shiny objects read: Owning a process makes it easier to pitch and puts you in control. Step 1 – the Visionary Step 2 – personification Step 3 – hand drawn rough draft concepts step 4 – black and white proof Step 5 – Final design Ted: Throughout his career as an entrepreneur, John has tk and exited warrllow companies.

In fact, in one of the real world examples used in the book, one entrepreneur says you need to hire people to sell your product so you [the owner] can focus on selling your business.

Has Tony, a crappy copywriter Regardless, any entrepreneur would be well served by consuming this fun, productive story.