Why a No-Decision is the Worst Sales Outcome

Session Description

Howard Brown (CEO of ringDNA) and Andy Paul (host of Sales Enablement Podcast) will have an informative, lively discussion about why No Decisions are worse than actually losing. They will talk about the negative impact that No Decisions have on your selling and how they are largely avoidable. They then will share how you can diagnose and remedy shortcomings in your Discovery, Disqualification, Qualification and Value delivery to convert No Decisions into Wins.

Speakers

Andy Paul

Andy is a leading global sales expert. More than 180,000 people follow his daily posts on LinkedIn. He is the host of the top-rated sales podcast, Sales Enablement with Andy Paul (which is brought to you by ringDNA.) With more than 950 episodes to-date and millions of downloads, Andy’s podcast is the go-to resource for sales leaders and top sales producers. Andy is also the author of two Amazon best-selling books: Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions; and, Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales.

Howard Brown

Howard Brown is the founder and CEO of ringDNA, where he fosters an innovative, fast-growing and collaborative culture. A three-time entrepreneur and former clinical psychologist, Howard’s thought leadership on sales, entrepreneurship and artificial intelligence has appeared on Bloomberg TV, FOX Businesses, Forbes, and Entrepreneur Magazine, and he is a frequent speaker at industry conferences such as Dreamforce and AWS Reinvent. Howard has been listed as one of the 100 Most Intriguing Entrepreneurs of 2019 by Goldman Sachs, and a top CEO according to Comparably.