How your solution interacts with their job responcibilities
Your company and unique value propositions make some personality types natural advocates while others are likely to be blockers. For example, if your company is a start-up with innovative technology your natural advocates are people with the Engineer or Artist personality types while the risk averse Double Checker is likely to be a blocker.
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.
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.
"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."
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.
Co-Founder and Strategist: Kirk Lockhart
Fortune 100 senior strategy and IT roles with successful start-up track record.
CTO: Rob Potschka
Large scale development design and coding for systems for large scale, mission-critical applications.
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
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