Every B2B buyer is one of these four.

We combine the DISC assessment with an MBTI overlay to accurately predict how your buyer makes decisions, processes information, and handles risk.

Frameworks like DISC and MBTI have been used by Sandler, Tracom, and Dale Carnegie for 40+ years. We didn't invent them. What's new is reading them automatically from every call, email, and LinkedIn post, and updating them after every interaction.

D · Driver

"Give me the bottom line. How does this make us money and how fast?"

Lead With

  • ROI & Timelines
  • Direct answers, no fluff
  • High-level strategy

Avoid

  • Long company histories
  • Too many options
  • Emotional appeals

I · Influencer

"Who else is using this? How will this make my team look?"

Lead With

  • Social proof & logos
  • Energetic, friendly tone
  • Big picture vision

Avoid

  • Deep technical details
  • Boring spreadsheets
  • Rigid processes

S · Steady

"How disruptive is the implementation? Will my team hate learning this?"

Lead With

  • Risk mitigation
  • Step-by-step plans
  • Guarantees & support

Avoid

  • Rushing a decision
  • Sudden changes
  • Aggressive closing

C · Compliant

"I need to see the exact methodology, security specs, and edge case handling."

Lead With

  • Data & exact specs
  • Logical, structured arguments
  • Time to review

Avoid

  • Vague promises
  • Pushy sales tactics
  • Lack of documentation

Beta

B2B deals aren't won on one mind.

They are won on the committee. Our engine maps out exactly who holds the power, who is blocking you, and who can guide you to close.

Live Deal Mock: Capillary Technologies · Enterprise · $420K ACV

Stakeholder Map (6)

  • Mobilizer: Anant Sharma, COO. Give him the causal inference whitepaper to sell internally.
  • Guide: Marcus Chen, RevOps Mgr. Ask him who else needs to approve the security review.
  • Skeptic: Sarah Jenkins, CTO. Send technical spec sheet before the meeting.
  • Talker: Dave Ross, AE Lead. Great for intel, but cannot sign. Don't waste closing effort here.
  • Blocker: Jordan Smith, VP Finance. Requires strict TCO breakdown. Needs Anant's push.
  • Friend: Amy Lin, SDR Mgr. Loves the product. Use her for ground-up support.

Drawn from the Challenger Customer model · Refreshed after every call, email, meeting

Why this matters: enterprise deals average 6.8 stakeholders (Salesforce, 2025). Lose one quiet Blocker and the deal dies. Knowing who's who is half the battle.