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Built to Sell

176 pages, 2012

business & management

business & management

1082 books

According to John Warrillow, the number one way to make your small business sellable is by focusing on products and services you can teach employees to deliver. 

To illustrate this, he introduces us to Alex, a fictional small-business owner struggling to sell his advertising agency who eventually meets Ted, an entrepreneur, and old family friend. After encouraging Alex to focus on teaching employees his company's products, he goes on to explain that Alex should avoid price wars by specializing in doing one thing better than anyone else. 

Finally, he tells Alex that if he wants recurring revenue from customers, he needs products engineered so customers have to repurchase often.


Nat Eliason

Nat Eliason


Built to Sell found in libraries

49 books

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