Required Reading For Incoming Owner?

people:

searchers

investors

intermediaries

lenders

lawyers

accountants

consultants

insurance

tasks:

getting started

see job postings

share your PPM

see my deals

read interviews

browse posts:

corona

women in search

tip for the week

interview

getting started

deal sourcing

operating

single sponsor

networking

acquisitions

australia

bestof

asia

self funded

getting funded

industry news

north america

deal making

traditional

case studies

africa

accounting and legal

latin america

europe

11/09/2020 Redacted Redacted

searcher Full Sail University

REQUIRED READING FOR INCOMING OWNER?

I have a deal under LOI and am rapidly moving toward close. What should new owner/operators be reading to get their heads around small business leadership, team development and growth? This is a sales-heavy B2B organization, so that's a specific area in which I need to focus my personal development.

11 likes 215 views 12 comments

searcher University of Connecticut - School of Business - 11/09/2020

I would focus 80% of my efforts on sales/marketing. Given my background specifically in sales I would recommend the following books specifically:

Selling to big companies - jill conrad
Adanced selling strategies - brian tracy
Question based selling - tom freese
Ultimate marketing plan - dan kennedy
Influence - cialdini
Effective executive - drucker
3G Way - fransisco de melho
True Power & Daily Work Routine Management - Falconi

By no means exhaustive, and there are a ton more, but these have helped me immensely. Best of luck.

like reply | 2 likes

searcher University of Texas at Austin - 11/10/2020

Second Selling to Big Companies by Jill Konrath; I also really enjoyed her book called "SNAP Selling"

like reply | 1 like

intermediary University of Virginia-Darden - Darden School of Business University of Virginia - 11/09/2020

Excellent Question! I would start with The E-Myth by Michael Gerber. Quick read and helps you frame your mindset for Small Business success, which is very different than large organizational approaches. For folks coming from a large organization/corporate background, it is very helpful. Best, Graham

like reply | 3 likes

searcher Northwestern University - Kellogg School of Management Massachusetts Institute of Technology - 11/09/2020

https://www.amazon.com/First-90-Days-Strategies-Expanded/dp[redacted]

like reply | 2 likes

searcher Harvard University - Harvard Business School United States Coast Guard Academy - 11/09/2020

Great responses above, but I'd also be doing some calls w/ experienced folks who sell products similar to your company's products. Sales is a contact sport and often the best teacher is experience. Same is true for leading a sales team. Doing your best to find "safe" practice w/ some trusted advisors may be a helpful complement to these books. Good luck!

like reply | 0 likes

searcher University of California, Los Angeles - UCLA Anderson School of Management San Diego State University - 11/09/2020

Great question & I'm glad you asked it so I could receive the responses as well as I'm hoping to finalize a purchase agreement on a B2B company this week. I'm also trying to find books on how to incentive employees so that performance maintains and exceeds its current levels if you hear of any! I just bought "How I raised myself from failure to success in selling" by Frank Bettger and so far I am enjoying it.

like reply | 0 likes

searcher University of Connecticut - School of Business - 11/17/2020

Two in particular, both by Jack Stack.
1. Great Game of Business
2. Stake in the Outcome

Both are phenomenal.

like reply | 1 like

searcher University of California, Los Angeles - UCLA Anderson School of Management San Diego State University - 11/20/2020

thank you!

like reply | 0 likes

searcher National University of Ireland, Galway Cork Institute of Technology - 11/10/2020

Effective human / mission leadership precedes any domain specific skill set IMO. I recommend The Advantage by Patrick Lencioni. No need to apply verbatim. Focus on understanding and applying the principles. It's is pretty much a leadership manual.

like reply | 1 like

searcher Brigham Young University Utah State University - 11/17/2020

I agree with Joe! Your main job will be establishing a tone and culture for the company. The current employees will want to know you can lead, you don't need to be sale expert tomorrow.

like reply | 0 likes

searcher National University of Ireland, Galway Cork Institute of Technology - 11/10/2020

And there is "Raving Fans: A Revolutionary Approach to Customer Service", the counter intuitive quick read classic by Kenneth Blanchard. Repeat business is the key to successful B2B return on sales investment and that is what this book is about.

like reply | 0 likes

searcher Full Sail University - 11/12/2020

Love all the suggestions. Thanks everyone!

like reply | 0 likes

sign in to join the discussion

Getting the Most out of Searchfunder

2020-12-02T19:00:00+00:00

Searchfunder Session: Developing Your Advisory or Company Board

2020-12-03T19:00:00+00:00

AM&AA Virtual Holiday Party

2020-12-03T22:45:00+00:00

2020 HBS ETA Conference (Virtual)

2020-12-06T13:30:00+00:00

2020 Harvard Business School ETA Conference

2020-12-06T14:00:00+00:00

Searchfunder BIPOC Meetup with Special Guest Rashanna Moss

2020-12-08T19:00:00+00:00

Investing in Search Funds in Canada: The Latest Trends

2020-12-08T22:15:00+00:00

Women in Search Happy Hour

2020-12-10T21:00:00+00:00

Searchfunder Session: 5 Tips from an Investor in Self-Funded Searchers

2020-12-15T19:00:00+00:00

Searchfunder Session: Reducing the Risk of a Failed Search with Eli Drucker, Robert Graham and Jordan Carter

2021-01-07T20:00:00+00:00

Searchfunder Ops Session: Finding Your Niche & Knowing Your Pinch Points

2021-01-12T19:00:00+00:00

Searchfunder Session: Special Guest Goodwin Law Firm

2021-01-14T19:00:00+00:00

S.O.S.: Searchfunder Ops Session: Post-Acquisition Financing

2021-01-20T19:00:00+00:00

Searchfunder Ops Session: Special Guest Walker Deibel

2021-01-26T19:00:00+00:00

Searchfunder's BIPOC MeetUp: Preparing to be a Diverse CEO

2021-01-28T19:00:00+00:00