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Kiwi artificial intelligence and automation specialist Quanton is partnering with personality AI platform Crystal Knows to generate psychometric reports on potential clients and boost sales.
The software maps public information from LinkedIn onto one of 16 personality profiles to provide insights from the data to sales teams so they can intelligently personalise their sales strategies.
Quanton managing director and founder Garry Green said the company had reaped significant benefits from its own use of Crystal Knows, including a 50 per cent increase in response rates in communications and a 30 per cent increase in lead conversion rates.
“For salespeople especially, this is a lifesaver, helping them create better rapport with people they’ve just met, greater empathy for their points of view, and ultimately shorter sales cycles due to stronger relationships,” Green said.
Quanton had also seen a 10 per cent increase in meetings booked through recommendations.
The use of such DISC psychometric profiling techniques was now part of how Quanton operated, Green said.
DISC, based on work by psychologist William Moulton Marston, stands for dominance, influence, steadiness and conscientiousness.
“Now, using an AI such as Crystal Knows, we are using it internally to improve our team performance, but more importantly to better tailor our approach to individual clients and prospects,” Green said.
The platform can be used to identify the natural personality of prospects before making the first approach and for ongoing communications.
“It means that if you’re going in to meet someone who is very action orientated and likes the bigger picture, you’re not going in with a detailed proposal,” Green said. “But if someone is very detail focused, then you have that approach for them.”
Brandon Kim, VP of go-to-market at Crystal Knows, said the software had more than 100,000 users globally.
“We can provide the insights on how to most effectively craft your pitch so it is personalised and plays to their respective personality,” Kim said.
Quanton offered the ability to not only resell the software, but to add additional complementary services to embed AI into customer operating models and drive greater competitive advantage, he said.
“Those are services our customers typically request, and what I love about our relationship with Quanton is that they are able to be a one-stop shop for New Zealand businesses that purchase the software and can get those services as well,” Kim said.