This episode of the Live Better Seller Better Podcast features Ryan Frampton, Senior Manager at Vidyard. Sales leaders have the responsibility to set their teams up for success and there are multiple ways to reach this goal.

From an individual level, leaders must perform spot checks on booking rates and build up personal traits. For team-wide initiatives, leaders can optimize mundane tasks like prospecting by bringing teams together. Ryan also shares tips on selling to champions and CFOs by discussing realistic ROIs.

HIGHLIGHTS

• Understand your business: Research teams' empathy and booking rates
• Be the spark that jumpstarts teams out of a slump
• Sell to champions by enabling them with resources
• Stepping back from being CEO to accelerate sales leadership success

QUOTES

Ryan: "What you can often motivate people with is showing them what the top performers are doing. So if someone on the team has a 15% booking rate... and then the other folks that aren't personalizing have a 3% booking rate, you can clearly show them exactly how that is with data."

Ryan: "From a call coaching perspective, I developed demo scorecards at Vidyard to really understand what actually makes up a good first demo call. What's the key recipe of that? And then from there, it's constantly focusing on what's the root cause."

You can find out more about Ryan in the links below:

• LinkedIn: https://www.linkedin.com/in/ryan-frampton-02623a100/
• Website: https://www.vidyard.com/