JOYai is Artificial Intelligence for Sales

JOY finds ideal prospect companies for your unique value propositions

JOY identifies ideal internal advocates in each company based on their personality and job type

JOY selects personality-ideal and job type specific messages for LinkedIn and emails as well as conversation strategies for calls and presentations

Example of a JOY produced organization chart with Personality types, messaging strategies and identification of ideal internal advocates (Red) and potential blockers (Blue)

 

JOYai New Org Chart

Red

These people have the right combination of job title and personality to make them effective internal advocates.  

Blue

These people have a personality that makes them a natural blocker. If you pitch them they are likely to react negatively and put your company on spam lists or do not call lists. The correct approach is to send them valuable content without ever asking for anything.  The right messages will build a positive image of your solution in their mind and convert them from blockers into supporters of your  internal advocates. 

Green

These people are unlikely to be directly involved in the buying process.

Why is Personality Required to Determine Who Will Be an Advocate and Who Will Be a Blocker? 

Your company and product fit somewhere on the following Adoption Curve.  People with personality types associated with where your company or product fall on this chart are likely to be natural advocates while the people on the opposite side are likely to be blockers.

Message Strategy JOY new

Personality Profiling Has Been Effectively Used In Selling for Close To 100 Years

JOY Uses the Big 5 Plus 2 - The Most Scientifically Validated Personality Model

 

Personality Research JOY

JOY is backwards compatible to older standards. If your company uses  a 4 type system like DISC, you can still use JOY!

How Does JOY Determine a Person's Personality?

JOY is an Artificial Intelligence system that uses Social Media and other online information to determine a prospect's personality and then selects the right LinkedIn messages, emails, prospecting script, and presentation strategy for each prospect. 
 
Here is the behavior JOY might suggest for Joe 
 
Your Behavior: Be cheerful, outgoing, casual, and enthusiastic.  Joe responds to “extreme” words like awesome, amazing, horrible, and tremendous.  
 
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. 

How Do You Know That JOY is Accurate

JOY's ai engines were trained over several years using a statistically significant number of  full Big 5 plus 2 personality assessments.  JOY's Scientific Advisory Board provides invaluable guidance for methodology and statistical validity.
 
- In 82% of the cases, JOY was able to find sufficient online information to accurately predict the person's dominant personality trait.
 
- In another 9 %, even though JOY could not determine the dominant trait,  JOY was able to determine if the person had a strong achievement drive or advocacy drive.
 
Here is an example of a Behavior profile produced by JOY for prospect Todd.
 
Your Behavior: Todd distrusts salespeople who are overly energetic or talkative. To build rapport with Todd, you must be composed, genuine and calm. 
 
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 competitive advantage. 

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.  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 JOY Increases Effective Selling Time and Decreases Prospect Destruction Rates

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Your Content Library

JOY selects the ideal set of messages from a content library that the JOYai Staff builds for your company and then personalizes the messages to each person.

Nurture Only
  • LinkedIn Connection Request
  • Set of valuable information messages sent using free LinkedIn messages. Works best with a LinkedIn Professional or Navigator account
  • Set of emails that contain valuable information

Nurture and Cold Call
  • LinkedIn Connection Request  
  • Set of valuable information messages to send using LinkedIn 
  • Set of valuable information emails
  • Personality Based Offer (PBO)
  • Conversation request LinkedIn messages that leverage the PBO
  • Outbound calling messages set (voice Mails, Cold Call Scripts, etc.) that leverage the PBO

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 - IBM

"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

The JOYai Team

Co-Founder and Sales Expert: Bruce Lewolt

20-years of experience developing award-winning selling strategies and training. Developed the platform and Certification program for the American Association of Inside Sales Professionals.

https://www.linkedin.com/in/brucelewolt/

Co-Founder and Strategist: Kirk Lockhart

Fortune 100 senior strategy and IT roles with successful start-up track record.

https://www.linkedin.com/in/kirk-lockhart-a763933/

CTO: Rob Potschka

Large scale development design and coding for systems for large scale, mission-critical applications.

https://www.linkedin.com/in/rob-potschka-810b38a0/  

 

Scientific Advisory Board Member: Clint Irvin, PhD

Ohio University, PhD, Social Experimental Psychology

Ohio University, MS, Social Experimental Psychology

Graduate Research Assistant, Los Alamos National Laboratory

https://www.linkedin.com/in/clint-irvin-a6766134/

 

Scientific Advisory Board Member: Anthony Polizzi, PhD

Tulane University, PhD, Mathematics

University of Michigan, M.S.E. Electrical Engineering Postdoctoral

Louisiana State University, Postdoctoral Researcher, Air Force Office of Scientific Research

https://www.linkedin.com/in/anthony-polizzi-16a0a07/

 

 

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