Accelerate! With Andy Paul

Howard Brown, Founder and CEO of RingDNA, joins me again on this episode. KEY TAKEAWAYS Howard describes the tools RingDNA provides to help sales teams perform better to achieve better results. Howard started RingDNA in 2012, providing reps with contextual information in telephony, email, and SMS. In 2014, RingDNA started analyzing customers’ recorded phone calls for them. RingDNA helps reps to be better conversationalists and ask better questions, get to the point, and add value. Howard applies his background as a psychologist to the analysis of sales conversations at scale. A change in communication can lead to a better outcome. Science is often hard to find. Variables need to be accounted for in testing. The most important part of AI is knowing the questions to ask. There is no super cadence that works over everything. Reps require effective coaching. Is there a case for combining SDR and AE roles? Why is SDR attrition high? Why are sales closing rates so low? A single contact for the customer mini