How to Build a Sellable Business (That Could Run Without You) with B.D. Dalton

If you’ve started a business, you’ve probably spent more time thinking about growth than your exit. But what if building a sellable business actually makes it a better business right now?

In this episode of Sales & Cigars, Walter Crosby sits down with BD Dalton—sales guy turned financial adviser, business coach, and exit-planning pro. From jacking up frozen burrito sales in the northwest to helping entrepreneurs sell their companies for 150% more than they expected, BD has seen what makes a business attractive to buyers (and what absolutely kills value).

Walter and BD dig into BD’s “goldfish test” for a truly sellable business, why some firms are worth more even with the same revenue, and how to think about your future buyer the same way you think about your ideal customer. They also walk through BD’s six levers—foundation, magnetic, and amplification—and how they work whether you’re 2 years or 10 years away from exiting.

If your business feels like a child that never grows up and always wants money, this conversation will help you start turning it into a real asset.

In This Episode:

• BD’s journey from selling frozen burritos for Walmart/McLane to helping owners grow and exit
  
  

• Why every entrepreneur should think about their exit earlier than they do
  
  

• The “goldfish” test for a truly sellable business
  
  

• Recurring revenue vs. “hunt, kill, eat” revenue models
  
  

• What smart buyers are really looking for
  
  

• Why so many owners overestimate what their business is worth
  
  

• How BD helped a client increase valuation by 150% with simple systems
  
  

• The six growth levers: Foundation, Magnetic, Amplification
  
  

• Designing a “buyer avatar”
  
  

• Why brand + “your thing” matter more than most owners think
  
  

• Selling in 2 years vs. 7–10 years — what changes
  
  

• BD’s annual reread: The Compound Effect
  
  

• Cigar story: smoking with the Swisher family and Cleveland Browns players at 25
  
  

Connect with BD Dalton

• LinkedIn: https://www.linkedin.com/in/b-d-dalton-ii-8a42752/
  
  

• Rockfine Group: https://rockfine.co.uk/
  
  

• Podcast: Grow, Sell and Retire

Connect with Walter Crosby and Sales & Cigars:

Website: Helix Sales Development

LinkedIn: Walter Crosby

Instagram: @wcrosby248

Facebook: Helix Sales Development

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Keep savoring those cigars and stay sharp in sales! Until next time, keep listening to Sales & Cigars—the podcast where the only smoke we blow is from cigars.