The Seller Whisperer: Empathetic M&A Strategies to Drive Hyper-Rewarding Hypergrowth

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Ignacio Macias Carlos de Torres

The Seller Whisperer

Empathetic M&A Strategies to Drive Hyper-Rewarding Hypergrowth

Ignacio Macias, Carlos de Torres

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English

Forbes Books
08 May 2025

Corporate finance; Takeovers, mergers & buy-outs

Most M&A deals fall short of their goals or outright crash and burn. Achieve personal and financial success with the nontraditional skills of The Seller Whisperer.

Ignacio Macias and Carlos de Torres recognize that the acquiring of a company is only half the deal, the value-creation of the newly combined companies completes the deal. Just as the horse whisperer brought a uniquely empathic, heartfelt, and mutually trusting emphasis to equine communication, the seller whisperer can apply these nontraditional skills to mergers & acquisition deals for long-term success.

The Seller Whisperer unfolds a very human approach to a process long characterized by hard numbers and harder hearts through the following:

A cutting review of the failures of traditional M&A and how a more heartful mindset locks in the most rewarding deals How to identify ideal acquisition targets with an entrepreneurial approach Strategies for pain-free due diligence and win-win negotiations The art of integrating two organizations for hypergrowth success Learn from successful real deals illustrated in the book Ignacio and Carlos review every step in the M&A process giving strategic and tactical tips to improve your M&A success

Lower-middle market solutions that these two M&A operators have ""whispered"" to sellers have resulted in some of the most hyper-rewarding hypergrowth deals of the last twenty years with many more to come. This book unfolds a very human approach to a process long characterized by hard numbers and harder hearts—and to what end? Again, it’s because the traditional approach produced such uneven results that the fresh thinking of these M&A operators is so important to anybody looking to buy or sell a company.

By: Ignacio Macias, Carlos de Torres
Imprint: Forbes Books
Country of Publication: United States
Dimensions: Height: 229mm, Width: 152mm,
ISBN: 9798887505008
Pages: 236
Publication Date: 08 May 2025
Audience: General/trade , ELT Advanced
Format: Hardback
Publisher's Status: Active

Preface Introduction Do Captains of Industry Really Act This Way? Rewarding the Entrepreneur with Empathic M&A Where’s That Sure Path to Hypergrowth? Preparing the Exit of a Lifetime 5: Connecting with Great Companies Best Financial Deals Are People Deals Not about Valuing a Seller, about Adding Value Building Relationships You Can Bank Due Diligence, or How I Learned to Love the Proctologist Negotiations, Another Word for Problem-Solving Duct-Taping a Pippin to a Red Delicious Bringing It All Together

IGNACIO MACIAS grew his European company Healthcare Management Consultancy for twenty years before attaining a 40x exit and turning to technology company investment—closing forty-five deals successfully by taking a radically different approach to M&A hypergrowth. In coming to the US, Ignacio has focused on lower middle-market deals growing net profit by 700 percent in three years and multiplying enterprise value from $7 million to more than $100 million. CARLOS DE TORRES has partnered with Ignacio Macias on M&A deals while managing multi-billion-dollar operations for Google as Head of EMEA Venture Capital and Private Equity and Managing Director of Cloud Operations, and previously at Microsoft as Vice President for Partner Relationships, as well as in other senior leadership positions in the US, Canada, and Spain.