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Allen Harris | Mind Your Business: Stop selling to sell more

When the owner is the rainmaker, accounting for 76 to 100 percent of sales, the business will lose out to its competition.
John Warrillow, the founder of The Value Builder System, maintains that business owners donât do enough to make themselves dispensable. It sounds contrary, but not all traditional business concepts are valid. When it comes to sales, John calls it the âownerâs dilemma.â The ownerâs dilemma is that they are good at closing, but being the rainmaker will hurt their business.
Startups enjoy brisk growth as revenue ramps up quickly and the owner executes the sales. However, the owner runs out of energy or hours in the day, and sales plateau. The owner must keep up that pace just to stagnate. ....

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John Warrillow

John Warrillow is the founder of The Value Builder System, a simple software for building the value of a company used by thousands of businesses worldwide. Offered by a global network of independent advisors known as Certified Value Builders, The Value Builder System incorporates several diagnostic tools, including the Value Builder Score. Those businesses that achieve a Value Builder Score of 90 or greater are worth double the average-performing business.
His best-selling book,
Built to Sell: Creating a Business That Can Thrive Without You was recognized by both Fortune and Inc. as one of the best business books of 2011 and has been translated into 12 languages. He is the host of Built to Sell Radio, ranked by Forbes as one of the world’s 10 best podcasts for business owners. In 2015, John wrote another best-selling book, ....

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