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Startup Selling: Talking Sales with Scott Sambucci

Over the past twenty years, I’ve led three Silicon Valley startups to their first customers and revenue, and sold everything from financial data, enterprise software, and vaporware to cabinet doors, amusement park daily programs, and “would you like fries with that…?” My customers have included the largest financial institutions in the world, top US Universities, cabinet door makers and people that eat at Applebees and go to amusement parks... I’ve learned a lot, and made a few, ahem, well… a lot, of mistakes. Here in The Sales Podcast with Scott Sambucci, I share the lessons learned from my past two decades of selling. In each episode, I discuss a specific topic in selling and sales strategy like how to find new prospective customers, how to manage leads, how to run an effective sales meeting, uncovering customer needs, and developing pricing strategies. Episodes are a mix of guest interviews, observations from the field, and sales techniques that I’m using every single day. And people that care about such things, I’ve written two books, been a TEDx Speaker, been featured on CNBC, The Financial Times and NPR. Oh… I’m also a husband, a dad, and a three-time Ironman triathlete. Build your sales process so that you can have the company you imagine. The Sales Podcast with Scott Sambucci will help you get there.
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Now displaying: Page 1
Jun 11, 2018
Long-time listeners to the show know that we normally talk sales and growth and strategy. But today, we’re taking a step off the main track with this episode to talk about “Financial Literacy.”
 
Snooze, right? 
 
Yep, we’re not talking about growth and investing and all of the fun stuff that goes along with startup life. Instead, I’m making it my job to make sure you know a key fundamental to running your business and your life – Financial Literacy. 
 
And it turns out this can directly affect sales and growth – What kind of candidates are you trying to target? Gen Y vs More experienced? What kinds of benefits should you offer, or need to offer to attract the right candidates?
 
As you sell to larger enterprises, their procurement departments will ask you about your insurance programs with your startup.
 
What about business insurance – is your company covered?  And how about yourself and your family – are THEY covered if something happens to you or your business… Every seven years, something drastically will change in your life. Are you ready for it?
 
Enter our guest… Tim Phebus, a Financial Services Entrepreneur and Marketing Director at WealthWave. Even better, Tim is a a life-long personal friend and a person I trust with my own personal insurance and family protection.
 
Here are some of the key highlights from our conversation….
 
  1. Go see someone that specializes in Financial services.
  2. Write down your goals - what’s most important to you and the company
  3. Call an advisor to get multiple consultations
 
Insurance:
  • Business Owner Policy 
  • Business Insurance
  • General / Liability Insurance
  • Commercial Insurance
 
Business Insurance:
  • Key Man Insurance - Policy on one of my key employees
  • Buy-Sell Agreement Insurance - Co-owner dies, forced to leave the business, or chooses to leave the business
  • Split-Dollar Agreement - The employer will pay for a life insurance that accrues cash value.
 
Family Coverage:
  • Emergency Fund: Liquid Cash of 3-6 months
  • College Planning: 529 Plan, state-by-state prepaid tuition, Indexed Universal Life (IULs)
  • Long Term Care plan
  • Living Wills & Trusts
 
Life Insurance:
  • 8 types of life insurance
  • Term life insurance – allot specific coverage amount for a set period of time.
  • Whole life policy – outdated
  • Return of Premium – 
  • Index Universal Life – Life insurance with death benefit, builds cash value – becomes as investment
 
Here’s Tim’s Contact Information:
 
(702) 326-1553
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