This episode of the Live Better Seller Better Podcast features Carol Malakasis, Managing Partner and Head of Training at Rampd. Founders seem to think that it's not their job to do sales.But founders must lead the way even in sales. Founder-led selling is contagious to the culture and Carol details how founders can become the best sellers they can be, as well as the processes they need to put in place to sell better. She runs down the 4 pillars of her B2B sales playbook, namely lead gen, qualifying leads, creating a custom demo, and objection handling and what each pillar entails.HIGHLIGHTSFounder's selling mistakes and Carol's method for problem-solvingProcesses help founders make optimal business decisions4 pillars of the SaaS B2B sales playbookBuilding a playbook for foundersQUOTESCarol: "A method that I found that's simple and works well is to kind of get them thinking what problem am I solving? Who am I solving that problem for? Who are the different players in the space already doing what I'm doing right now? And how am I different or better?"Carol: "Unless you're in a very transactional straightforward sale where you know you're speaking to the decision-maker, I don't think you should just be demoing people. I think you really need to spend time talking to them and qualifying them for needs."Carol: "Start documenting everything. Start documenting every single thing you do, and try it out. But don't try it out once. Try it out a lot of times. Put in the reps. Record your calls. Listen to your calls. I think the ROI on listening to calls is massive and doing reps, whether it's role-playing with your boss, with your team members."You can find out more about Carol in the links below:LinkedIn: https://www.linkedin.com/in/carolmalakasis/Website: https://rampd.co/