Overview
What is DISC Profile?
DISC is a personality profiling tool that helps you understand how to communicate with each prospect. Evergrowth agents generate a DISC profile for each contact, including do's and don'ts and suggested tone of voice.
The DISC Profile Tab includes:
The contact’s primary DISC type (Dominance, Influence, Steadiness, or Conscientiousness)
A summary of their behavioral traits
Communication do’s and don’ts
Recommended tone of voice for outreach
When should I use it?
Before making calls or going to meetings
To personalize cold emails, LinkedIn messages, or call scripts
To improve engagement and response rates by matching your style to the buyer’s
Before You Start
Make sure the contact has its “Digital Twin”, if not - then launch “Generate Digital Twin” agent.
FAQ
What is DISC and why does it matter in sales?
DISC is a behavioral assessment framework that categorizes people into four main personality types: Dominance, Influence, Steadiness, and Conscientiousness. Understanding a prospect’s DISC type helps you adapt your communication and sales tactics to match their preferences, making your outreach more effective and increasing your chances of building trust and closing deals.
How does Evergrowth determine a contact’s DISC profile?
Evergrowth uses AI-powered Research Agents to analyze public data, LinkedIn profiles, and communication patterns to estimate a contact’s DISC type based on DISC methodology. This is presented in the DISC Profile Tab along with actionable insights for sales outreach.
Can I trust the DISC profile accuracy?
While Evergrowth’s DISC profiles are based on advanced AI and data analysis, they are best used as a guide rather than a definitive assessment. Always combine DISC insights with your own observations and adapt as you learn more about the prospect.
How should I use DISC insights in my outreach?
Use the DISC Profile Tab to adjust your tone, message structure, and approach. For example, be concise and results-oriented with “D” types, or provide detailed explanations for “C” types. Refer to the do’s and don’ts in the tab for each profile.
Additional Notes & Tips
Use DISC insights to inform your approach, but remain flexible and responsive to real-time cues.
Combine DISC data with other Evergrowth features like LinkedIn insights and account research for a holistic view.
In-Depth Guide: Understanding the DISC Methodology
What is DISC?
DISC is a behavioral assessment tool based on the work of psychologist William Marston. It categorizes people into four primary personality types, each with distinct communication styles, motivators, and decision-making approaches. DISC stands for:
Dominance (D)
Influence (I)
Steadiness (S)
Conscientiousness (C)
The DISC model is widely used in sales, leadership, and team development to improve interpersonal effectiveness.
The Four DISC Personality Types
1. Dominance (D)
Core Traits: Results-oriented, decisive, competitive, direct, confident
Motivators: Achievement, control, winning, efficiency
Communication Style: Direct, to the point, focused on outcomes
In Sales: D-types appreciate brevity, clear ROI, and bold proposals. Avoid small talk and get to the point quickly. They may challenge you, so be prepared with facts and stand your ground.
2. Influence (I)
Core Traits: Outgoing, enthusiastic, persuasive, optimistic, sociable
Motivators: Recognition, approval, excitement, social interaction
Communication Style: Friendly, energetic, informal, story-driven
In Sales: I-types respond well to enthusiasm, social proof, and big-picture benefits. Build rapport, use testimonials, and keep the conversation lively. Avoid being overly technical or dry.
3. Steadiness (S)
Core Traits: Patient, reliable, calm, supportive, good listener
Motivators: Security, stability, collaboration, trust
Communication Style: Warm, patient, methodical, empathetic
In Sales: S-types value relationships and consistency. Take time to build trust, avoid rushing decisions, and emphasize support and reliability. Be patient with questions and concerns.
4. Conscientiousness (C)
Core Traits: Analytical, detail-oriented, precise, systematic, cautious
Motivators: Accuracy, quality, logic, expertise
Communication Style: Formal, structured, data-driven, reserved
In Sales: C-types want detailed information, logical arguments, and proof. Provide data, case studies, and clear explanations. Avoid hype or vague claims.
DISC Combinations and Flexibility
Most people are a blend of two or more DISC types, with one usually being dominant. For example:
DI: Direct and outgoing, likes fast-paced social interactions
SC: Patient and analytical, values stability and accuracy
ID: Sociable but also results-driven, enjoys recognition for achievements
Understanding these combinations helps you further tailor your approach. For instance, a DC (Dominance-Conscientiousness) will want both results and data, so be both concise and thorough.
The Logic Behind DISC: Why It Works
DISC is rooted in observable behavior, not deep-seated personality traits. It focuses on how people act and communicate, which is directly relevant in sales interactions. By matching your style to the prospect’s, you reduce friction, build trust, and make it easier for them to say yes.
Mirroring: People are more receptive to those who communicate in a way that feels familiar.
Reducing Misunderstandings: Adapting your approach minimizes miscommunication and resistance.
Building Rapport: DISC helps you connect faster by speaking the prospect’s “language.”
Why DISC is Useful in Sales
Personalization at Scale: With DISC profiles, you can quickly segment your outreach and tailor messaging for each type.
Objection Handling: Anticipate the kinds of concerns each type may raise (e.g., D’s may challenge your claims, C’s may ask for proof).
Faster Trust Building: By aligning with the prospect’s style, you lower barriers and accelerate relationship-building.
Improved Conversion Rates: Personalized communication leads to higher engagement and more closed deals.
Practical Tips for Using DISC in Sales
Before Outreach: Check the DISC Profile Tab and plan your message accordingly.
During Calls: Listen for cues that confirm or adjust the DISC assessment.
In Follow-Ups: Reference previous conversations in a way that matches their style (e.g., summarize key points for D’s, provide additional resources for C’s).
In Team Selling: Share DISC insights with colleagues to ensure a unified approach.
Limitations and Best Practices
DISC is a guide, not a rulebook. Always adapt based on real interactions.