Episode 3 — Building a Referral Pipeline That Compounds | The Prospecting Show with Dr Connor Robertson
When Dr Connor Robertson opens Episode 3 of The Prospecting Show, he immediately reframes something that most sales teams misunderstand. Referrals, he […]
Episode 2 — Cold Outreach Rhythms | The Prospecting Show with Dr. Connor Robertson
From the moment you commit to outbound prospecting, the difference between results and regression isn’t talent—it’s rhythm. In Episode 2 — “Cold […]
Episode 1 – Networks and Trade Shows | The Prospecting Show with Dr. Connor Robertson
From the very first episode, Dr. Connor Robertson sets the tone: prospecting isn’t a one-off activity—it’s about building environments and systems where […]
Why I Always Study Customer Concentration Before Buying a Business
I’ve seen too many businesses that look strong but rely on just a few customers for most of their revenue. That kind of concentration can wipe out value overnight if a single client leaves. That’s why I always study customer concentration before buying. In this article, I share how I analyze customer mix, why it matters for valuation, and the risks it can reveal during due diligence.
How I Judge Whether a Business Has Real Competitive Advantages
Not every business that looks strong has real competitive advantages. I’ve learned to distinguish between temporary wins and lasting moats that protect value. When evaluating acquisitions, I focus on customer loyalty, differentiation, and resilience against competitors. In this article, I share how I judge whether a business has true competitive advantages and why it’s a key driver of long-term success.
The Systems I Put in Place During My First 90 Days Owning a Business
he first 90 days after buying a business are all about creating stability. I’ve learned to immediately implement systems around cash flow, operations, and communication so the company doesn’t lose momentum during the transition. In this article, I share the systems I prioritize during those critical first three months, why they matter most, and how they lay the foundation for long-term success.
How I Evaluate Management Teams Before Buying a Business
A business is only as strong as the team leading it. Before I buy a company, I study the management team closely—their leadership, alignment with culture, and ability to grow the business beyond its current stage. In this article, I share my approach to evaluating management teams, the red flags I watch for, and why this step often determines whether I move forward with an acquisition.
The Role of Leadership in Successful Business Acquisitions
Leadership is often the difference between a smooth acquisition and a failed one. I’ve learned that strong leadership helps retain employees, integrate culture, and stabilize operations after a sale. In this article, I share the role leadership plays in acquisition success, how I evaluate it before buying, and the steps I take to ensure leadership continuity in the businesses I acquire.
How I Approach Negotiating Seller Financing in Acquisitions
Seller financing can bridge gaps in a deal, but only if it’s structured carefully. I’ve learned to negotiate terms that protect me as a buyer while keeping sellers aligned with post-acquisition success. In this article, I share my approach to negotiating seller financing, the red flags I watch for, and how I balance repayment, risk, and incentives to build deals that work for both sides.