“If marketing and sales live only in your head, you’re the risk.”This week, Bill chats with Rob Waring, Managing Director at Strategic Exit Advisors. Rob shares how marketing—or the lack thereof—can drastically impact both the valuation and structure of a deal. Bill and Rob dig deep into how founder-led sales, lack of scalability, and unprepared exits can tank deals or lead to painful earn-outs. With real-world anecdotes and years of experience, Rob explains what buyers are really looking for, how to de-risk your exit, and why marketing is more than just lead gen—it's a key to unlocking higher multiples.Rob Waring is a Managing Director with Strategic Exit Advisors, a boutique sell-side investment bank serving entrepreneurial companies with EBITDA from $2 million to $8 million. SEA helps owners achieve their ultimate exit by focusing their process on strategic buyers willing to pay higher, strategic valuation multiples. SEA understands what you’ve been through building your business - their job is to make sure you get paid for it.🔗 Connect with Rob on LinkedIn: http://www.linkedin.com/in/robertwaring Learn more about Strategic Exit Advisors: http://www.se-adv.com 🔗 Connect with Bill on LinkedIn: https://www.linkedin.com/in/bill-woods-i/Follow 50 Marketing: https://www.linkedin.com/company/50-marketing/Enjoyed this episode? Don’t forget to subscribe to our channel for more insights from industry experts, and let us know your thoughts below!

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