Episodios

  • John Sterling enjoyed a $200 million-dollar exit - now he helps others reach success!

    John Sterling enjoyed a $200 million-dollar exit - now he helps others reach success!
    Mar 11 2026
    John Sterling is a Citadel University graduate (BA in Political Science, 1983) who led Datastream to a $200 million exit. He currently serves as CEO of Sterling Ventures Group, which "buys and grows B2B SaaS companies quietly and intentionally". His portfolio includes Sterling Sales (sales coaching and training). John's sales training approach addresses multiple components beyond just training salespeople, including lead generation, pricing correction, and most importantly, developing the right "avatar" or ideal salesperson profile.

    Sterling openly discussed his journey with alcohol addiction, describing how he initially justified his drinking because he was successful professionally. With the help of a therapist he's been seeing for six years, he eventually stopped drinking and found life "10 times better without it".

    John advocates talking to advisors quarterly and working on business value even if an exit is 10 years away. He recommends maintaining realistic optimism, expecting good things while accepting that "out of 10 great things, one of them going to go sideways".

    If you like the content on this podcast, you may want to look into our 6-month Leadership Lab (virtual mastermind) Sales Track course that can definitely help you grow the sales arm of your business. Call me and let's discuss it. Enjoy the conversation!



    Chuck Crumpton 864.915.0066
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    1 h y 8 m
  • What is my business truly worth? Valuation expert Scott Gabehart unpacks it all.

    What is my business truly worth? Valuation expert Scott Gabehart unpacks it all.
    Feb 25 2026
    Most of my clients have a HUGE question for me - What is my business worth? Scott, a subject matter expert in valuations, sheds some interesting light on the topic.

    If I can help you get some real numbers on your business, let me know. It's a big deal.

    Scott emphasizes that business valuation is both a science based on accepted principles and an art involving numerous assumptions. He notes that five different appraisers could provide the same dataset and produce different valuations ranging from $1.8 million to $2.2 million due to varying assumptions. Value also changes over time and depends on the purpose of the valuation.

    Key valuation methods discussed include:
    • Income approach methods like discounted cash flow and multiples of discretionary earnings.
    • Market approach methods including comparable sales and guideline public company methods.
    • Asset approach for companies with minimal revenues or profits
    Main street companies typically sell for 2-3 times discretionary earnings, while middle market manufacturing companies sell for 4-8 times adjusted EBITDA, and public companies trade at 25+ times after-tax profits according to Scott.

    Let me know how I can assist your business in growth and preparing for exit. Enjoy the show!

    Chuck@StrategicAdvisoryForum.com
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    1 h y 2 m
  • Moving from the Golden Rule to the Platinum Rule...with Karl Hebensteit

    Moving from the Golden Rule to the Platinum Rule...with Karl Hebensteit
    Feb 17 2026
    Karl emphasizes that leaders often assume everyone thinks and is motivated the same way they are, which he describes as the "human condition". He advocates moving from the "golden rule" (treat others as you want to be treated) to the "platinum rule" (understanding what motivates each individual).

    When asked about the biggest organizational breakdown, he identifies trust as the primary issue. Karl notes problems when leadership teams don't trust each other or when employees fear bringing their authentic selves and real organizational challenges to leadership due to uncertainty about consequences.

    I help business owners 2x their company's value before exiting. Let's talk.

    Chuck
    864.915.0066

    Thanks for listening. Enjoy the show!
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    48 m
  • "Be the change, not the boss" - my riveting conversation with CEO Todd Dewett

    "Be the change, not the boss" - my riveting conversation with CEO Todd Dewett
    Feb 4 2026
    Todd emphasizes the importance of authenticity in leadership and speaking, sharing that he strives to be genuine rather than polished, making fun of himself and discussing failures rather than just successes. Todd also vulnerably shares that his wife died five months ago, describing how he relied on his team during this difficult period. 3 big takeaways from his book "Dancing with Monsters"
    1. Fear drives growth when you choose to believe it - Todd explains that facing fears and inadequacies can become a catalyst for improvement, using public speaking as an example of how confronting fear can transform it into usable energy.
    2. Talent matters, but chemistry matters more - He argues that communication skills and teamwork often outperform pure intelligence, citing an example of a brilliant nuclear engineering student who struggled in MBA group work.
    3. Leaders help teams discover greatness - This involves building relationships, mentoring, and finding ways to validate team members rather than just managing expectations.
    More info in the conversation...enjoy :)

    Let me know how we can help your business. 2x your company's value.

    Chuck
    StrategicAdvisoryForum.com
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    48 m
  • "Get lean, get liquid, and get out" - Chris Miles is an "anti-financial advisor"

    "Get lean, get liquid, and get out" - Chris Miles is an "anti-financial advisor"
    Jan 28 2026
    The pivotal moment came when Chris analyzed his father's retirement situation in 2005. Despite his father doing "everything right" - contributing to his 401k, paying off all debt including his house, and being completely debt-free at 61 - Chris calculated that his father would run out of money in 5-6 years if he retired. This realization led Chris to question the traditional financial advice he was giving clients.

    The Work Optional Blueprint:

    Chris strongly believes a major market correction is inevitable, not just probable. He points to historically high valuations, with companies requiring 25 years to pay back investments, and notes that Warren Buffett has been selling stocks and holding over $381 billion in cash.

    He unpacks his approach in this interesting conversation with me.

    Please let me know how I can help you and your business. We help companies 2x their value. Ask me how.

    Chuck
    StrategicAdvisoryForum.com
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    52 m
  • "You don't have a business until it can run without you!" - Eric Gall joins the podcast with Chuck

    "You don't have a business until it can run without you!" - Eric Gall joins the podcast with Chuck
    Jan 21 2026
    Trust you will enjoy my conversation with Eric. If you're thinking about selling your business in the next 10 years, we should talk. Why leave money on the table? Let's talk:

    Talk to Chuck

    Key Success Factors for selling a business:

    Gaul emphasizes two critical elements for business owners preparing to sell:
    1. Clean Books: Clean financial records "de-risk the business" because buyers and banks perceive less risk, leading to better prices. Personal expenses run through the business or questionable items can cause banks to reject add-backs for loan support.
    2. Sticky Customers: Repeat customers and recurring revenue are highly valued by private equity groups because they reduce risk and lower customer acquisition costs.

    Gaul notes there's "never really a bad time to sell a business".

    "Nine times out of 10, the CPA doesn't know what they're talking about" regarding business valuations . He gives examples.

    The conversation highlights the reality of "deal fatigue" during the due diligence process, which becomes a "second full-time job" lasting 90 days to nine months. Quick document turnaround is crucial, as delays can kill deals.

    AI Integration
    Gaul views AI as a supplement rather than a threat, using it extensively for buyer identification and creating more sophisticated confidential information memorandums.

    Eric Gaul can be reached through Edison Business Advisors at www.edisonba.com, by phone at (239) 738-6227, or email at eric@edisonba.com.
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    54 m
  • Frank Candy turned his life around to create the "Playbook for Life"

    Frank Candy turned his life around to create the "Playbook for Life"
    Jan 7 2026
    The discussion extensively covers organizational culture, with Frank defining it as "creating systems that develop trust, communication, organizational skills, the ability to operate efficiently so that you can innovate, orchestrate, and quantify and improve". He uses Disney as a prime example, where he worked during their four-year streak as America's best company to work for. Disney's philosophy was taking care of cast members so they would take care of guests.

    The Playbook Concept
    Frank introduces his "Playbook for Life," originating from his middle school experience maintaining football playbooks. His current playbook is a three-ring binder containing goals, gratitude lists, inspiration, and comprehensive life planning. He uses this for daily positive self-talk and organization.

    Leadership Advice
    For struggling business leaders, Frank recommends conducting a "vision check" to ensure alignment between personal, company, family, and health visions. He emphasizes tenacity as his key to success, defining it as "the quality of being persistent, determined, and stubbornly resolute in pursuing a goal despite challenges or setbacks".

    You will like Frank's story. Listen and enjoy!

    We help business owners build and sell remarkable companies. Let me know how we can help your company.

    Thanks...Chuck
    StrategicAdvisoryForum.com
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    52 m
  • Do you maximize taxable income before selling? Owen Nieberg breaks it down.

    Do you maximize taxable income before selling? Owen Nieberg breaks it down.
    Dec 29 2025
    Owen emphasizes that around 80-85% of companies are not ready to go to market. Before deciding to sell, business owners need to understand the listing price and how it was determined, identify what they want in a buyer, understand the 6-12 month process timeline, and maintain business performance throughout.

    Common Valuation Misconceptions:
    A major misconception involves confusion between two different types of multiples - EBITDA and seller discretionary earnings - where business owners often apply the wrong multiple to the wrong number, leading to false valuations.

    Preparation Recommendations:
    Owen suggests several key preparation steps: building a strong management team so the owner isn't central to daily operations; maximizing taxable income in the final two years before sale rather than minimizing taxes, as every dollar increase in earnings typically translates to 2.5-3 times that amount in sale price; and maintaining clean, consistent bookkeeping records.

    Killing Factors:
    The biggest factor that derails transactions is loss of trust, often when sellers try to hide business issues rather than being transparent upfront. Owen shares an example where a $5 million deal nearly failed over a $50 discrepancy because trust was broken. Another major issue is using attorneys or bankers without M&A experience, which can kill deals through inexperienced contract negotiations.

    If my team can help you answer questions leading up to your potential sale, please let me know.

    Chuck Crumpton
    StrategicAdvisoryForum.com
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    50 m