Quanton partners with Crystal Knows to boost sales

Auckland-based technology firm Quanton has announced a partnership with personality data platform Crystal Knows to enhance interpersonal communication and sales effectiveness through AI-driven personality insights.

Quanton will be a partner and reseller of Crystal Knows, allowing New Zealand sales teams access to detailed personality insights aimed at improving communication strategies. Garry Green, Quanton's Managing Director and Founder, emphasised the advantage this collaboration provides to understanding customer preferences. "Crystal Knows will provide New Zealand sales teams with a 'phenomenal edge' to understand how your customers want to communicate and make decisions so you can intelligently adapt how you sell to them without the significant investment required for standard DISC personality profiles," he said.

Green shared that Quanton's internal utilisation of Crystal Knows over the past six months has yielded significant benefits. "Quanton has seen significant benefits from its own use of Crystal Knows, including a 50% increase in response rates in communications and a 30% increase in lead conversion rates," Green noted.

The AI platform generates psychometric DISC profiles using publicly available information from LinkedIn, which helps map potential clients and customers onto one of 16 personality profiles. Green explained that the technology assists salespeople by facilitating better rapport and empathy. "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," he commented.

Quanton has also observed a 10% increase in meeting bookings through recommendations, enhancing understanding of prospects and clients. Green noted, "The use of DISC and psychometric profiling is part of how we operate. 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."

Crystal Knows' platform enables teams to personalise their communications by understanding the decision-making preferences of different personalities. "Through some pretty amazing, smart technology that Crystal Knows has developed, it can help sales teams understand how clients and potential clients want to communicate and make decisions, enabling sales teams to intelligently adapt how they sell to them," Green added.

Green described how the platform prepares sales teams for client meetings. "It means that if you're going in to meet someone who is very action-oriented and likes the bigger picture, you're not going in with a detailed proposal. But if someone is very detail-focused, then you have that approach for them," he said. You're going in pre-armed, and at the end of the day, all sales teams want an edge, and this gives them a phenomenal edge!"

Brandon Kim, Vice President of Go-to-Market at Crystal Knows, highlighted the platform's role during key stages in the sales funnel and high-stakes meetings. "We can provide the insights on how to most effectively craft your pitch so it is personalised and plays to their respective personality," said Kim.

Kim also remarked on the enduring value Crystal Knows presents, even in initial business engagements. "While word of mouth is often a favoured way of doing business in New Zealand, Crystal Knows can provide value even in cold relationships with assistance in understanding motivations and identifying do's and don'ts, enabling businesses to shorten their sales cycles and close more deals," he stated.

Beyond software reselling, Quanton offers additional AI integration services. "Quanton offers a unique ability to not only resell the software, but to add additional complementary services of how to embed AI into customers operating model and drive greater productivity and competitive advantage," Kim added.

Kim praised the seamless alignment of the two companies, noting, "Partnering with Quanton was an easy decision because we share the same philosophy that personalised business encounters result in better outcomes for both the buyer and seller."