Unlocking Business Success: Expert Insights on Sales and Exit Strategies
Dean Nolley, founder of Sales Growth Imagination, recently appeared on Cherokee Business Radio with host Joshua Kornitsky alongside Bob Tankesley, M&A advisor and author of “Exit Teams.” The discussion centered on effective sales processes, business growth strategies, and preparing companies for successful exits .
The Panel Discussion
Joshua Kornitsky brought together two experts with complementary perspectives: Dean on building scalable sales systems and Bob on preparing businesses for sale. The conversation revealed how these two disciplines intersect and why both are critical for long-term business success .
Episode Highlights
Dean’s Background and Transition to Entrepreneurship
Dean shared his journey from corporate America through Silicon Valley startups to founding his own companies. He discussed his decision to leave Eastman Kodak after being asked to relocate for the sixth time in 11.5 years, which led him to start Digital Imagination with partner Pete Orsini. They grew that business to $5.4 million and successfully sold it to Applied Graphics Technology .
The Three Types of Companies Dean Helps
Dean outlined three categories of businesses he works with: companies that are working well but need to scale, companies where things are broken (typically around sales process, people, CRM, or strategy), and sales-led business owners who have outgrown their structure. He emphasized his role as a “builder and architect” rather than a consultant who just hands over recommendations .
The Founder Bottleneck Challenge
A central theme was how business owners often become the constraint on their own growth. Dean explained that when the sales process lives entirely in the founder’s head, the business can’t scale effectively. He noted the irony that as a former sales-led owner himself, he now helps other founders navigate the difficult transition of letting go .
Certifications and Expertise
Dean discussed his Six Sigma Green Belt certification, Certified Sales Leader credential, Objective Management Group certification, Harvard Business School development program, Dale Carnegie advisor status, and various AI sales tool certifications. He emphasized how these diverse credentials allow him to address sales challenges from multiple angles .
The Silver Tsunami Impact on Sales
Dean highlighted a critical issue facing many companies: for every Baby Boomer owner retiring from a $20 million company, there are typically three Baby Boomer sales professionals also retiring or relocating. This creates a massive challenge in replacing experienced salespeople and their tribal knowledge .
The Importance of Documentation
Dean shared a striking statistic: 92% of companies do not have a documented sales process, and 97% do not have a strategic sales playbook. He stressed that everything must be repeatable, not just for current hires but for future team members. The sales process from lead generation to close must be well-documented with the right activities that produce balanced revenue and margin output .
Engagement Models and Timelines
Dean explained different engagement lengths depending on the work: infrastructure fixes typically run 3-5 months, managing sales teams runs 8-12 months, and strategic sales playbook engagements involve three intensive sessions in the first 90 days capturing approximately 60 elements, with quarterly check-ins thereafter .
Target Client Profile
Dean identified his sweet spot as companies in the $5-50 million range, though he works with businesses from $2 million to $100 million depending on the specific services needed .
Bob Tankesley on Exit Readiness
Bob shared sobering statistics: only 4% of companies ever sell, and only 20% are ever taken to market. Of those taken to market, only 20% actually transact. He explained that most business books assume a company is ready to sell, when in reality most aren’t .
Owner Dependence as the Primary Barrier
Bob identified owner dependence as the biggest obstacle to successful business sales. When you extract the owner from the business, value can drop 20-30% or even by half. This ties directly back to Dean’s points about documenting processes and building systems that work without the founder .
The Core Deal Team
Bob outlined the essential advisors every business owner needs when preparing for sale: a forward-thinking CPA, a transaction attorney (not just real estate or estate planning), a wealth manager, a valuation specialist, and an M&A advisor who regularly takes companies to market .
Three-Year Preparation Timeline
Bob recommended starting exit preparation at least three years before a planned sale. Three years allows enough time to make significant improvements and optimizations while not being so long that owners lose focus or interest in the process .
The Value Benchmarking Imperative
Bob emphasized that only 2% of business owners know the true transferable value of their companies. Yet 75% of owners depend on the sale of their business for a successful retirement. He strongly recommended getting a valuation and re-evaluating every 2-3 years to understand trends .
The Connection Between Sales Systems and Exit Value
The conversation revealed a critical insight: the sales infrastructure Dean builds directly impacts the exit value Bob helps maximize. Businesses with documented processes, systems that function without the owner, and predictable revenue are far more attractive to buyers and command higher valuations.
About the Guests
Dean Nolley is founder of Sales Growth Imagination, a Sales Xceleration practice providing fractional VP of sales leadership for companies ranging from $5 million to $100 million in revenue .
Bob Tankesley is an M&A advisor with Walden Mergers & Acquisitions focusing on representing companies with $2 million+ net income in the industrial sector throughout the Southeast. He is also author of “Exit Teams: Build a Team of Advisors for Your Business Sale to Get a Higher Price” .