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Inside the Mind of an Acquirer

Built to Sell Radio Episode #326

Robert Glazer started an affiliate marketing agency called Acceleration Partners in 2007. Glazer never took outside capital and grew Acceleration to almost $28 million in sales before he sold a majority interest to Mountaingate Capital in 2020.

This is the second installment of a two-part interview with Glazer (grab part one here). In this episode, we ask him to wear his acquirer’s hat.

Glazer has spoken with more than one hundred owners in the last couple of years and speaks passionately about the “unforced errors” owners make when negotiating with an acquirer.

Specifically, you’ll learn how to:

  • Know the “market-clearing” values in your industry.

  • Decipher between interest and value.

  • Present your financials to a buyer.

  • How not to answer the question, “how much do you want for your business?”.

  • Avoid the “Annie Syndrome”.

  • Create competition for your business.

Listen Now

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More About Robert Glazer

Robert Glazer is the founder and CEO of Acceleration Partners, a global partner marketing agency and the recipient of numerous industry and company culture awards, including Glassdoor’s Employees’ Choice Awards two years in a row.

He is the author of the inspirational newsletter Friday Forward, author of the Wall Street Journal and USA Today bestseller, Elevate, and the international bestselling books, How To Make Virtual Teams Work and Performance Partnerships. He is a sought-after speaker by companies and organizations around the world and is the host of The Elevate Podcast.

Outside of work, Bob can likely be found skiing, cycling, reading, traveling, spending quality time with his family, or overseeing some sort of home renovation project.

This episode was brought to you by Work Better Now. Work Better Now has helped match hundreds of businesses with talented virtual assistants. Reach more clients, expand your influence and be more productive – not busy. Work Better Now is currently offering Built to Sell listeners and readers $150 off per month for three months, just by mentioning Built to Sell.


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