DENTIST Sales Framework

A comprehensive framework for selling companies, focusing on strategic positioning, relationship building, and deal execution.

When to Consider Selling

• Great offer arrives unexpectedly
• No longer believe in the business
• Don't want to run the business anymore
• Ready to move on to other ventures

The DENTIST Framework

D - Demonstrate Value

• Financial reasons for acquisition:

  • Strong revenue/EBITDA performance
  • Proven business model

• Strategic reasons companies buy:

  • CEO personal interest
  • New executive wanting to make big moves
  • Catching up to competitors
  • Synergy (1+1=3)
  • Fear of competition
  • Unique talent acquisition

E - Engage Physically

• Key people to reach out to:

  • Executives
  • Corporate Development
  • Investors
  • Advisors

• Initial approach:

  • Frame as "discussing partnership opportunities"
  • Mention existing offers to create urgency
  • Goal is to secure in-person meeting

N - Nurture Dependence

• Focus on creating lust, not love
• Package your story as solution to their problem
• Find their pain points and offer solutions
• Do the work for them:
  • Create one-pagers
  • Technical documentation
  • Team presentations
  • Strategic memos

T - Neglect Emotionally

• Run multiple parallel negotiations
• Create competitive tension
• Leave strategic breadcrumbs about other meetings
• Don't get emotionally attached to one buyer

I - Inspire Hope

• Leverage multiple offers
• Create time pressure
• Position yourself as preferred choice
• Make it clear you have options

S - Sell Entirely

• Have due diligence ready
• Ensure clean closing terms
• Maintain relationships even if deals fall through
• Sprint hardest during closing

Key Deal Principles

• "Birds fly, fish swim, deals fall through"
• Deal momentum is everything
• One choice is no choice (need multiple options)
• Managing your own psychology is critical
• Be transparent with cofounders, careful with team
• Sprint hardest after getting term sheet