BIG FIVE AI CRM

BIG FIVE AI CRM includes a tool to determine a prospect's Personality from their written text.  When you run a Personality and save the person as a contact, BIG FIVE saves the results with the prospect record.  We use that information plus some other magic, to load Tasks with messaging tuned to that person's Personality.  Studies have shown that if you make a personal connection with a prospect, your chances of closing the sale increases significantly.   When prospects receive a personality tuned message, they can't quite explain it, they don't know why the message seems different...the messages in BIG FIVE tend to create an emotional connection with the prospect without you meeting or speaking with them.  BIG FIVE personality tuned messaging increases your odds of establishing a personal connection with a prospect.  And once you make a connection with the prospect, if you review the Personality Insights for that person, which are included in the tool, you will know what to say, and what to avoid.

Tip:  To obtain written text for a prospect we recommend that you locate the prospect's written text from their LinkedIn profile.  Copy the text from their About section.  If they do not have an About section copy any Recommendations Given (they would have written those) and paste all of them in the text input box.  If they don't have either of those populated, select all employment texts (not the title) and paste those into the text input box or if they have replied to an email, enter that.  Select the Personality button and when prompted select the + Contact button (add contact).  Include the prospect's First and Last name, their Title from the LinkedIn profile and their LinkedIn Profile URL and select Save.  

BIG FIVE CRM also includes an Emotion Analyzer for replies.  Use the Personality tool to find out what makes them tick or what makes them run for the hills.  Use the Emotion Analyzer to determine how they really feel in a response to your message.  The tool passes each sentence in a reply to our BIG FIVE AI EMOTION MODEL, which tags each sentence with an Emotion and Engagement Score.  We recommend that you pay attention to sentences with a high Engagement score and respond appropriately if a sentence is flagged as Hate or Worry.

Tip:  For a reply, select the body of an email and insert that into the text input box (without the salutations) and select the Emotion button.

Note:  BIG FIVE does not store written texts entered into the text input box. Texts are passed to an Artificial Intelligence model where it makes a best guess based on written text.  The system only retains the scores that are derived from the model, which identifies primary and secondary personalities.

QUICK HELP

  1. Enter written text from a prospect into the text input box and select the Personality button.
  2. When prompted select the + Contact button and include the prospect First and Last name, Title and potentially their LinkedIn profile URL in the popup dialog and select Save.
  3. Select the Launch Connect Message button to load the first task from the My Tasks section of the tool. 
  4. Copy the personality tuned message and insert it into a LinkedIn Connect Message box and optionally modify the message before sending it and Send.
  5. Repeat step 3 for other prospects you have loaded.
  6. When a prospect replies to a message, indicate that in the prospect Timeline.
  7. From within the Contacts section review prospect Insights before reaching out to them.  Pay attention to Conversation Insights.
  8. Optionally enter a reply from a prospect in the text input box and select the Emotion button to find out how they feel about your response, product or service.
  9. Over time BIG FIVE automatically loads other tasks if they do not reply.  Complete those as they show up in the My Tasks section of the tool.

DETAILED HELP

Add Contact:  Enter written text from a person into the Input box and select the Personality button at the top of the page.  When the Personality chart is presented, select the +Contact button (add contact).  From the Add Contact dialog enter a minimum of the person's First and Last name and select the Save button.

Tip:  Optionally enter a unique contact id from your system into the Your Key input box.  This information appears in BIG FIVE reports, allowing you to link results to your data.  If you don't have a unique contact id, the system generates one to uniquely identify contacts in an extract. 

TASKS

When you add leads via the Add Contact form, they are saved to a temporary table without a Cadence Plan (tasks).  Select the Tasks button.  BIG FIVE switches to the My Tasks section of the tool and presents a list of tasks to complete.  From the list select the Launch Connect Message button. 

BIG FIVE pulls a prospect from the temporary table, configures a Cadence Plan for that prospect, and presents the Connect task message.

Connect messages are designed to fit the length restriction set out in LinkedIn.  When tasks are loaded, BIG FIVE copies the message to the clipboard.  Locate the prospect in LinkedIn and paste it into the LinkedIn message window.  Optionally modify the message before selecting Send. 

When you have completed the task in LinkedIn select the Next Connect Task button and work your way through the other Connect tasks.

When you have completed all Tasks, the system presents a Task Complete message in the upper right hand corner of the page and auto selects the Contacts button.  

TipBIG FIVE personality tuned messages contain placeholders that are replaced with prospect contact information and your contact information.  To update your contact information, select the My Account button and update at a minimum your First and Last name.

CADENCE PLAN

When a Connect task is loaded, BIG FIVE generates a Cadence Plan unique to that prospect.  BIG FIVE automatically staggers other tasks to appear over time.  

Tasks are as follows:

  1. Connect Message
  2. Follow-up Message
  3. Cold Call Script
  4. Value Message
  5. Special Offer

When the prospect replies to the Connect message and you indicate this in the tool, the Follow-up task is presented in the prospect Timeline.

TIMELINE

To indicate a reply from a prospect in the tool select the Contacts button (if not already selected). Then select the Timeline button (the clock) in the contact toolbar (see example below).

Completed tasks appear in chronological order.

If the prospect replies to the Connect message, select the Reply button (see above) in the prospect Timeline.  BIG FIVE presents the Launch Follow-up Message task (see below).

Select the Follow-up Message button and BIG FIVE loads a personality tuned Follow-up Message.  

Tip: The CRM tool includes Quick Pick message options below the task message.  Simply select a Save button from the list of personality tuned messages and the text for that Task type and Personality is updated across all prospects.

From within LinkedIn, select My Network and then Connections.  Select the Message button in LinkedIn, paste the message, optionally modify it, and send the message.  Select the Contacts button in BIG FIVE and the Timeline is updated (see example below).

When the prospect replies to the Follow-up message select the Reply button in the prospect Timeline.  You would now do your thing and win the business.

Note:  When you select a Reply button in the Timeline, the Cadence Plan ends for that prospect.  The system will suppress the load of any current or future tasks.

If the prospect does not reply to the Follow-up message, BIG FIVE loads a Cold Call task at a future date.  The Cold Call task appears in the My Tasks section of the tool.

Select the Launch Cold Call Script button for the prospect.  If you have completed the task, select the Next Cold Call Task button.

Tip:  If you have not completed the task and wish to repeat Cold Call tasks at another time, select the Tasks button.  

IMPORTANT:  When a prospect replies to a task, load the Timeline for the prospect and select a Reply button.

In this example shown below, we completed the Cold Call task, which now appears in the Timeline.

 

Tip:  We recommend that you complete all tasks in the My Tasks section of the tool in the order of appearance.  BIG FIVE ensures that there is only one task available for each prospect per day, so you can complete them, knowing there are no duplicates for a prospect.  If you hold off on the completion of tasks, BIG FIVE moves out other tasks to future dates automatically.  Work top down and complete the Connect, Cold Call, Value and Special Offer tasks in that order. 

Tip:  To reload a Task select a Revisit button (the round arrow as shown below).  BIG FIVE reloads the message. Optionally complete the task.

  

Tip:   If you need to end the cadence and suppress all tasks select the End Cadence button in the prospect Timeline.

Tip:  To restore a cadence plan for a prospect, select their Timeline button.  You will see this messsage...

Select the Retore Cadence button. 

Tip:  To edit contact information for a prospect select the Pencil button in the prospect toolbar.  

EMOTION ANALYZER

The BIG FIVE tool includes an Emotion Analyzer for prospect replies.  Use the Personality tool to find out what makes them tick or what makes them run for the hills.  Use the Emotion Analyzer to determine how they really feel in a response to your message.  As noted above, enter an email response into the text input box at the top of the page and select the Emotion button.  The tool passes each sentence to our Artificial Intelligence Emotion Model, which tags each sentence with an Emotion and an Engagement Score.  We recommend that you pay attention to sentences with a high Engagement score and respond appropriately if a sentence is flagged as Hate or Worry.  Other emotions expressed by BIG FIVE include Anger, Boredom, Enthusiasm, Fun, Happiness, Love, Relief, Sadness, Surprise, and a few others.

CONTACTS

Contact filter:  Enter a partial string in the filter input box (Example shown below) and select enter on your keyboard or select the Search button in the search bar.  To isolate a specific contact, you may need to enter the full first and last name.

Company filter:  To filter contacts by Company name select Company from the toolbar, enter your criteria in the search bar and select enter on your keyboard or select the Search button.

Person filter:  To filter contacts by the person's first or last name, select Person from the toolbar, enter your criteria in the search bar and select enter on your keyboard or select the Search button.

Internal Advocate filter:  To filter prospects that have connected with you, select Advocate from the toolbar, enter your criteria in the search bar and select enter on your keyboard or select the Search button.  Contacts with a blue Timeline are the prospects that have connected with you (Internal Advocates).

Personality filter: Optionally isolate contacts by Personality.  Select a Personality type button and select the Search icon in the search bar.   Contacts with the selected Personality are isolated.

Optionally use the pager controls to navigate through pages of contacts.

Tip:  Select the Expand button to toggle the view of the Profile section of the tool (hide/show). 

PERSONALITY INSIGHT

Insight:  Select the Lightbulb button to load Insight for the selected contact.  The tool shifts the Contacts section to the left of the page and presents Insight to the right of the page in a split view.

Example of Insight for a selected contact (partial view):

Individual Insight report:  When you select a contact's Insight button, the Individual Insight download button appears.  The download includes a list of the contacts and all Insights for the selected Contact.    

TipReview prospect insights before reaching out to them.  They will indicate what they like and what to avoid when communicating with them.

Note:  If you are on a Free Plan you will see Basic Insights.  Upgrade to a paid plan to gain access to Advanced Insights

A/B PERSONALITY COMPARISON

Select the A button for a person.  Select a B button for a different person.  The tool shifts the Contacts section to the left of the page.  It presents an interactive Personality Comparison chart to the right (creates a split view).

Note:  You will need a minimum of two contacts before you can run a Personality Comparison.

The Personality Comparison tool allows you to compare one person to others in rapid fashion.  In the screenshot above, we selected the A button for Vivek and the B button for Bruce which loaded a Personality Comparison chart for Vivek and Bruce.

 

TipBIG FIVE keeps track of the A person. To reset the previously selected A person, simply select a different A person.  The blue button is the A person.  The orange button is the B person in the A/B Personality Comparison tool.

Hover over the initials for the A person (blue button) in the chart, to reveal trait insight for that person.

Hover over the initials for the B person (orange button) in the chart, to reveal trait insight for that person. 

Good to know:  In the above example, BIG FIVE originally generated a score for both persons where they have the same personality.  It pulls a trait that is common for that personality. The personality score is plotted on the chart as a button for each person.  Where a score is low, that person has the trait on the left of the chart and its trait insight.  Where a score is high, that person has the trait on the right of the chart and its trait insight.

Where both persons have a similar score, they may appear next to each other in the chart.  BIG FIVE moves the B person to the left of the A person if they have the same score, so that you can enable trait insight for each (which could be the same).  When you hover over a partially hidden button in the chart, the tool moves the button to the front.

Pair Insight report:  When an A/B Personality Comparison chart is presented, the Pair Insight download button appears above the Personality Comparison tool.  Select the button and when prompted save the file for offline analysis.

Tip:  Use the Personality Comparison for a quick employee comparison so you have an idea of who to pitch to, especially if neither have replied to a message.  Tailor your conversation to that person's traits and personality of which you can review from a Pair Insight report.

DASHBOARD

Selection of the Dashboard button displays a default chart with the number of completed Connect tasks (Sent) by personality.

After:

From the Chart pick list select Reply for the number of prospects that have connnected (replied) by personality.  Optionally filter resuls by date range.

For a list of Contacts, select the download button.

RESULTS

The following is an overview of the sheets and fields in the various downloads.  Each download includes a contacts sheet.  

contacts sheet:  A list of all the contacts linked to your account with the following fields...

  • contact_key - a system generated unique key to identify the contact
  • personality - the primary personality as determined by the Big Five ai Arificial Intelligence model
  • full_name - a combination of the first and last name of the contact
  • company, title, phone, email, url - fields in the contact record
  • contact_created - the contact create date based on the server time zone

Individual Insight result:  If you select a download button in a Contact record, the extract includes an individual_insight sheet:

  • your_token - a system generated key to identify your account 
  • your_key - the key you entered to uniquely identify the contact or a system gernerated key to uniquely identify the contact
  • contact_key - a system generated unique key to identify the contact
  • personality - the primary personality as determined by the Big Five ai Arificial Intelligence model
  • contact_first and contact_last is the first and last name of the contact
  • insight_category - the insight group
  • insight - insight for the contact's primary personality
  • contact_company, contact_title, contact_phone, contact_email and contact_url - other information from the contact record

Pair Insight results:  If you select a download button when a Personality Comparison chart is generated, the extract includes pair_insight and personality_comparision sheets:

pair_insight sheet:

  • your_token - a system generated key to identify your account 
  • your_key - the key you entered to uniquely identify the contact or a system gernerated key to uniquely identify the contact
  • contact_key - a system generated unique key to identify the contact
  • personality - the primary personality as determined by the Big Five ai Arificial Intelligence model
  • role - identification of the Team Leader or Team Member
  • contact_first and contact_last is the first and last name of the contact
  • insight_category - the insight group
  • insight - insight for the contact's primary personality
  • contact_company, contact_title, contact_phone, contact_email and contact_url - other information from the contact record

personality_comparison sheet:

A person (Team Leader):

  • a_contact_key - a system generated unique key to identify the contact
  • a_personality - the primary personality as determined by the Big Five ai Arificial Intelligence model
  • a_name is the first and last name of the A person (Team Leader)
  • a_initials - the first character from the first and last name of a contact
  • low_score_trait - the trait where the score is less than or equal to 50
  • a_score - a personality score as determined by the BIG FIVE AI Arificial Intelligence model
  • a_trait_insight - trait insight

B person (Team Member):

  • b_contact_key - a system generated unique key to identify the contact
  • b_personality - the primary personality as determined by the Big Five ai Arificial Intelligence model
  • b_name is the first and last name of the B person (Team Member)
  • b_initials - the first character from the first and last name of a contact
  • low_score_trait - the trait where the score is less than or equal to 50
  • b_score - a personality score as determined by the BIG FIVE AI Arificial Intelligence model
  • b_trait_insight - trait insight

Tip:  To isolate Personality Comparison results between two personss filter on the b_contact_key.

This concludes the Help file for the BIG FIVE AI CRM Tool

If you have any questions, please respond to the welcome email and we will get back to you as soon as possible.