Adam (Active Internet Marketing) and Jon (Octopus Computers) sit down with Simon Morris, entrepreneur, M&A operator, and coach. Simon shares his journey across sales, mail order, coffee, and buy and build, and why simple, people first moves often beat shiny tactics. We dig into how to make a business “buyable,” the Virtual Territory Management model that helped major brands cover more accounts, and the small customer journey tweaks that lift sales in days. We also unpack the CREAM framework for planning by reverse engineering, why hiring for attitude wins, and how first party data can turn into real revenue.

Key takeaways from our talk with Simon:

- Buy and build works when management can run the show without the owner.

- Exit value rises with clear numbers, clean data, and a strong leadership bench.

- Hire for attitude, train for skill, protect culture, communicate clearly.

- Selling more to existing customers is the fastest path to growth.

- CREAM framework, get clear, reverse engineer, act, monitor.

- Virtual Territory Management covers second tier accounts at lower cost.

- NLP tools help leaders improve communication and decision making.

On a quick side note, Simon is our guest speaker at this month's Lunch and Learn networking event in Stamford, on 20th November. Tickets can be purchased at: https://bit.ly/4hOUEnU

If you care about exits, acquisitions, team culture, or practical sales plays you can use this week, this episode is a toolkit you will come back to.

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