When it comes to selling a business, most founders obsess over top line revenue — but buyers are looking at much more than just the numbers. There are hidden drivers of enterprise value that can dramatically change an exit price, and they’re often overlooked until it’s too late. In this episode, we dig into those invisible levers that can make or break a deal.

And to dive into the details, we speak to Mark Osborne, the Founder of Modern Revenue Strategies. Mark has more than 25 years of experience delivering hundreds of millions of dollars of revenue for B2B SaaS, Tech and Professional Services Firms leading to successful acquisitions and exits. He’s also a bestselling author and host of “The B2B Growth Blueprint Podcast”.

Rapid-fire recommendations

• What’s one piece of software that you can’t live without?

• ChatGPT

• What’s the best book you’ve read recently? 

• The Science of Scaling by Benjamin Hardy and Blake Erickson

• What trends in B2B marketing and sales do you think will have the biggest impact on enterprise value in the next 5 years?

• Your ability to build the processes and systems so that you can then layer in the tools, like AI and automation. Companies often fail to take advantage of technology innovations because they don’t think about creating the systems and processes, capturing the data and structuring the data in a way that they can then take advantage of the technology innovation and solutions. There’s a revolution happening in the AI and automation space right now, and only the companies that have taken the time to build those systems and processes will be able to take advantage of it. 

• If there’s one thing you want listeners to take away from today’s episode, what would it be?

• Systems set you free. They aren't restrictive; rather, they provide a foundation upon which you can build.