Personalized Selling At Scale

JOY is an emotionally intelligent expert selling system that uses AI to instantly improve the performance of every salesperson - Guaranteed!

Personality Is The Lens Prospects Use To View All Marketing Material And Interactions With Salespeople

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. 

Case Study:

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.

Four of the seven personality aligned themes for CTO/CIO's.

Double-Checker

How does this solution reduce my technology-related risks?

Politician

How does this help me stand-Out as a leader in my organization's C-Suite Group?

Artist

How does this help me fulfill my desire to use innovation and creativity to reach important business objectives?

Socializer

How does this affect my team, because I want to avoid complaints from my people and I want them to work well together?

JOY Organizes The Salesperson's Day

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.

Prospecting

For Prospecting the rep simply clicks the Social Media, Email or Calling buttons to launch those applications. JOY uses artificial intelligence to combine the knowledge of the prospect’s personality and use case to select and personalize the right messages, emails, and scripts for each prospect. This includes the ideal prospecting script along with tonality tips.

Sales Presentations

When an appointment is set, JOY prompts the salesperson to use the Planning Function to answer use case questions about the prospect.

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.

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JOY Builds the Perfect Plan for Every Meeting

Examples of Topics Covered in the Detailed JOY Call Plans

  • Information on the prospect's personality and personality-related themes to focus on during the meeting. 
  • Strategy for opening the call and building rapport
  • Objections to expect
  • Set of discovery questions along with other questions to ask during the meeting
  • Qualification methods for things like discovering the buying process and other members of the buying committee
  • Method for gaining commitment on the next meeting date, time, attendees and agenda - including what the client will commit to between this meeting and the next meeting.
Example of how call plans differ based on personality. In the following example both people had the same marketing Persona but different Personalities.

Strategy for Opening the Call: Joe Peterson

Your Behavior: Be cheerful, outgoing, casual, and very enthusiastic – in short, be a cheerleader.  Joe responds to “extreme” words like awesome, amazing, horrible, and tremendous.  He will want to get to know you – and want you to get to know him.  Keep Joe’s attention by varying your expression and emphasizing lots of keywords.
Initial Chit-Chat: Mention something personal you learned about Joe from his LinkedIn profile – especially if it is something you have in common. You can also ask Joe general experience questions like "How was your weekend?

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 answered, or concerns they may have that you could address. 

Strategy for Opening the Call: Todd Smith

Your Behavior: Todd distrusts salespeople who are overly energetic or talkative. To build rapport with Todd you must be composed, genuine and calm. In short – don’t come across as another cheerleader salesperson.
Initial Chit-Chat: Never mention anything personal you learned about Todd from his LinkedIn profile. Todd will think this is creepy. Open with a question about Todd’s view on something that is innovative and new in Todd’s industry or company. This will put him in a positive frame of mind. Then quickly transition to the business purpose of the call.
Todd’s Motivations: Todd is the classic innovator who won’t want to be like everyone else, so don’t start by telling him that many other people in his position already use your solution. What Todd truly wants is a revolutionary, new solution that will dramatically increase the company's profitability or sales. You must help Todd “see” how your solution does just that.

Positive Engagement - The Universal Measurement of Cold Call Success

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.

Positive Engagement

 

 

Fortune 50 Company: Research Study on the Impact of JOY on Negative Engagement Scores

JOY Negative Engagement Scores

 

How It Works

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Getting Started

JOYai builds plans to fit sales teams of all sizes

Prospecting
  • A team of Sales Experts works with you to identify your unique value propositions and translate those into unique value message themes for each temperament type
  • A team of JOY writers uses the themes to write social media message for LinkedIn and other platforms, email message groups and cold call scripts
  • You provide a list of prospects or the team at JOY will purchase a list on your behalf
  • JOY analyzes each prospect to determine their personality and quality score
  • Your reps log into JOY, click a button and start prospecting in the most effective way possible

Selling
  • A team of experts in sales strategy works with your team to understand your current sales strategies
  • The JOY team suggests modifications to your selling strategy based on what is working best in Today's selling environment
  • The JOY team creates content items that JOY uses to generate the ideal plan for each prospect.
  • When a meeting is scheduled JOY uses knowledge of the prospect's personality and use case to select the right items to build the most effective sales plan.
  • After each call JOY asks the salesperson a set of questions that are used to track the progress of the prospect on their buying journey and build a strategy and plan for the next step in the process.

Client Testimonials

Don’t take our word for it, take theirs.
JOY more than doubled our cold call to appointment conversion rate and increased close rates. 

Tom Dekle

VP Digital Sales

"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."

 

Chris Beall

CEO - ConnectAndSell
"Sales Acceleration increases speed at the cost of the personalization required to produce rapport and other ingredients of quality conversations.  As a result, even though the number of contacts are up, lead conversion and close rates are down."

Bob Perkins

Founder of the Association of Inside Sales Professionals
With JOY we have better customer engagement and set more appointments in a day than we used to set in a week.

Bruce Church

VP Sales

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Los Angeles