JOY is an Artificial Intelligence System that uses Social Media to determine a prospect's personality and then select the right emails, prospecting script, and presentation strategy for each prospect.
Recently, we developed 7 personality aligned themes for a JOYai email campaign to CTO/CIO's. These themes were then used to draft seven sets of email messages – one for each of the seven dominant personality types. We then tested the aligned messages against messages that weren’t aligned to the prospect’s personality. The response rate for the personality aligned messages was 87% higher than that for the non-aligned messages.
What JOY does in the background is incredibly complex, but the user interface is simple to use and easy to learn.
Every day JOY reviews and prioritizes everything a salesperson needs to do and groups tasks by type. JOY can be used on a computer, tablet or Mobile Phone.
JOY combines knowledge of the prospect’s personality, use case, your company’s unique value propositions and expert selling strategies to build the ideal presentation plan. The salesperson simply clicks on Presentation Plans to use or download the JOY plan for a presentation or any other type of sales meeting.
Joe’s Motivations: Joe is driven by the desire to communicate, so he relishes social activity. Joe is a late adopter who likes to do what other people in his position are doing, so avoid describing your solution as revolutionary or the latest innovation. Also, Joe will be concerned about how his team will feel about your solution, so make sure you ask about his coworkers. Check to see if there are any questions his team might want
The most important metric in cold calling is not the outcome of the call. This is because the cold caller could have done an excellent job but the person on the other end of the phone doesn’t have any need for the solution. On the other hand, Positive Engagement measures whether or not the person on the other end of the phone dropped their emotional shields and interacted in a way that indicated they were open to the value message.
"One of the benefits of having over 5,000 one-on-one conversations with prospects every month is that we were able to refine a conversation process that produced the best possible results for a broad spectrum of prospects. As good as this approach was, we still saw an immediate improvement when JOY took our approach and personalized it to the personality and motivations of each prospect. The first thing we noticed is that prospects were willing to have deeper conversations because they felt a deeper sense of rapport with our appointment setters. These deeper conversations resulted in more appointments and a deeper understanding of the prospects true needs that JOY uses to build a personal call plan for the sales representative."