Tips for Selling a Business: Should You Sell Before or After a Big Growth Year?

Here are some quick tips for selling a business to help you decide and avoid common mistakes.

Whether you're planning ahead or ready to list, these tips can guide you toward the right timing.

Why timing matters more than you think

Buyers don’t just look at where your business is, they're buying into where it’s going. That means the timing of your sale can significantly impact how your business is valued, the offers you receive, and how quickly the deal closes.

At SMB.co, we’ve seen great businesses miss their ideal exit window because the owner waited too long or sold too early without capturing the full upside.

Let’s look at the strategic considerations.

Sell before a big growth year?

Pros:

• Buyers love momentum. If revenue is trending up and the systems are in place to keep it going, that’s a big selling point.
• You reduce risk. Selling before investing more time, capital, or energy protects you from unforeseen downturns.
• You capitalize on buyer FOMO. Growth forecasts often attract more interest and better terms, especially if backed by data.
  

Cons:

• You leave some upside on the table. If you sell before a major growth milestone, the buyer reaps the benefits, not you.
  
• You may undersell future potential. Buyers may discount projections that aren’t backed by recent historical growth.
  

Best for: Owners who want a cleaner, lower-risk exit and have credible growth ahead they can prove to buyers.

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Sell after a big growth year?

Pros:

• Your numbers do the talking. A growth year on the books makes your business easier to value and justify a higher asking price.
• You have more leverage. Strong recent performance gives you confidence and room to negotiate.
• You attract premium buyers. Buyers looking for turnkey businesses may be willing to pay a premium for recent success.
  

Cons:

• You take on more risk. If growth doesn’t happen—or stalls—you could hurt your valuation or delay your exit.
• You may burn out. Many owners underestimate how draining another year of rapid growth can be.
  
  

Best for: Owners with energy, a clear growth plan, and the ability to execute without getting burned out or distracted.

Some of the most effective tips for selling a business include preparing well in advance, documenting growth clearly, and knowing when your business looks most attractive to buyers.

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What buyers actually look for

Here’s the key: Most buyers aren’t buying perfection, they’re buying predictability.

They want to see:

• Consistent revenue trends
• Clear growth opportunities
• Systems that scale
  
• A business not overly reliant on the owner
  
  

Whether you sell before or after a growth year, what matters most is showing that the business is stable, well-run, and positioned for future success with or without you.

The sweet spot: One of the smartest tips for selling a business

Some of the best exits we’ve seen happen when a business is in the middle of healthy, sustainable growth.

Why? Because:

• You have upward momentum and strong data to support your projections
• You can paint a clear, credible picture of future potential
• Buyers feel confident they’re stepping into a business that works
  
  

That’s why one of the smartest tips for selling a business is to act while growth feels steady and systems are in place, not when you're burned out chasing one more big year.

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Real-world example:

An e-commerce owner came to SMB.co with a business growing 20% YoY. He debated waiting another year to hit a higher revenue milestone. Instead, he sold while growth was steady, and buyers were excited. The deal closed quickly and all parties were satisfied.

Takeaway: Buyers pay for predictable performance, not just potential. If your business is growing steadily, that’s often the best time to sell.

When’s the Right Time to Sell?

There’s no perfect answer, but here’s the bottom line:

If your business is growing, stable, and runs without you, it’s a great time to sell.

If you’re waiting on a big year but don’t have systems in place, delaying may not help.

The best time is when you can show clear value and give buyers confidence in the future.

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