Focus on Great Conversations with New Persona Intelligence
To build sales pipeline, you need to be on the phone. That’s what the largest and most successful sales teams do. It’s why we see our customers generate 80%+ of their pipeline from outbound calling.
Here at Nooks, we’re focused on building sales superpowers that make outbound calling more efficient and effective – so you can have more great conversations and build more pipeline.
Today, we released a new feature called Persona Intelligence. This capability uses AI to group your prospects by their job roles, seniority, and more. That gives reps hyper-personalized, AI-driven persona segmentation, analysis, and dialing. That focused strategy can dramatically boost your conversations, simplify your outbound process, and boost your confidence.
Let’s take a look at how.
What’s a Persona?
In the world of sales, a persona represents your ideal customer based on key attributes like job title. When you group prospects by persona, you’re focusing on people who are more likely to share common pain points and challenges. That lets you tailor your pitch to address their specific needs. And it makes for a better conversation because your message is more relevant and compelling.
How does intelligent grouping of prospects by persona help?
So, let’s say you’re selling an accounting package. You might group directors of finance and accounting managers together because, for your purposes, they both care deeply about accurate financial reporting. And you might group VP of IT and MIS managers separately because they’re more concerned with security, let’s say.
When you focus on a group of similar prospects, you can refine your approach. You can make sure that your language, tone, customer examples, and other talking points resonate with your prospect. That kind of personalization can be the difference between a successful call and one that falls flat.
What are the benefits of a persona-based approach?
When you group your prospects by their persona, you get many advantages:
- More efficiency: When you focus your calls on a specific group, you lower the amount of times you have to switch gears. To keep our example going, you know that the next person to answer the phone is going to be in the finance persona type. That means your talk-track around financial reporting will likely resonate. And you’re not switching back and forth from the security-centric messaging.
- Better messaging: As you speak to more and more prospects, you’re going to improve your messaging. Some things will work and some won’t. Some objections will come up more than others. By grouping prospects by persona, you’ll easily spot these learnings. That means that your messaging is going to be refined in record time.
- More confidence: Picking up the phone can be nerve-wracking. Especially if you don’t know how well your pitch will be received. By grouping calls by persona, you’ll grow more confident with each call. Positive responses from the persona will reinforce your approach. And you can use negative feedback to adjust for the next call.
- Deeper analysis: If you’re calling into a CEO one minute and then a marketing manager the next, there’s going to be a significant difference in the connect rates, meetings booked, and more. By grouping calls by persona, you can better analyze your data and make smarter decisions about when to call, who to call, and what to message.
How Nooks makes it happen
Nooks makes it easy to group your prospects by persona. You simply identify the type of personas that you want to use to segment your prospects. So, maybe that’s by function – like finance, IT, accounting, etc. Or, maybe that’s by seniority: manager, director, vice president, etc.
You add keywords for the titles you’re looking to segment on, and Nooks’ AI analysis does the rest. Nooks will find titles in your prospect list that match or are similar to your criteria. It then intelligently groups them into your categories based on analysis of the prospects’ titles.
You can then use the persona in your day-to-day calling. Simply sort your prospects by persona, and Nooks will group them automatically. Now, you’re ready to dial in batches of the same seniority or functional area.
Keep your messaging consistent with battlecards
Nooks even makes it easy to organize messaging by persona. You can add “battlecards” to each persona. So, you can write and share best practices for common pains, objections, customer examples, and more.
That way any time you or your team calls into a particular persona, the battlecard is easily accessible to support your conversation. That means the key messaging you need to have a great call with your prospect is always right at hand.
Understand which personas are converting the best
Nooks gives leadership the visibility into which personas are actually being called and what the conversion rates are. You can use this to answer questions like:
- Which personas do we get the most referrals to?
- Which personas convert to meetings at the highest rate?
- Which personas are your reps actually spending the most time on?
Let’s get started with Nooks
Being relevant to your prospects is vital. That’s why grouping similar personas together and calling them in sequence is a smart strategy for your cold-calling campaigns. Nooks makes it simple with tools that automatically group your prospects into personas by analyzing their job titles. That means better conversations, more confidence on the phone, and more pipeline.
Let’s get started on using personas today.
