🎯 Deep Dive: Understanding Personality and Adapting Communication
KomboAI gives every sales professional the power to read the room — digitally.
It blends MBTI psychological profiling with Target DISC color mapping, helping you instantly understand how a prospect communicates, decides, and reacts.
The result? You don’t need to memorize 16 personality types or 4 DISC quadrants —
👉 KomboAI tells you, in real time, how to act, speak, and write based on the person’s personality type, role, seniority, and age.
Each recommendation dynamically adapts to context: a junior marketer and a senior VP might share the same MBTI, but KomboAI will guide you to approach them differently.
🔹 Step 1: Access the Personality Graph
Within the Prospect View, KomboAI shows a visual Personality Graph, describing the prospect’s dominant behavioral quadrant and MBTI-derived tendencies.
You’ll see:
The quadrant (Dominant, Influential, Steady, or Compliant)
Their MBTI type and communication style
Real-time recommendations on how to engage effectively
For example:
“Places emphasis on quality and accuracy, expertise and competency. They enjoy their independence, demand the details, and often fear being wrong.”
That’s the cue for a Compliant (Blue) profile like ISTP or INTJ — analytical and autonomous.
🔹 Step 2: The Hybrid Framework
KomboAI fuses two proven psychological models:
Framework | Purpose | KomboAI Use |
MBTI (Myers-Briggs) | Defines personality and decision-making preferences | Helps identify motivation and mental processing |
Target DISC Colors | Shows communication and behavioral styles | Converts MBTI insight into real-world communication tips |
This hybrid system provides depth (MBTI) and speed (DISC) — giving you both understanding and instant actionability.
🔹 Step 3: Real-Time Adaptation
Instead of static personality labels, KomboAI continuously adjusts advice based on:
Factor | How KomboAI Adapts |
Role | Executive → concise and strategic tone; Individual Contributor → collaborative and practical tone |
Seniority | Senior profiles → value efficiency and respect; Junior profiles → respond to mentorship and clarity |
Age Range | Adjusts tone and pacing for generational preference — formal vs conversational |
Context | Messaging, calls, and LinkedIn interactions receive tailored phrasing suggestions |
💡 Example:
Two ENFPs might both appear in your pipeline:
A senior ENFP director → “Collaborate on strategic vision” (focus on outcomes)
A junior ENFP SDR → “Encourage ideas and enthusiasm” (focus on energy)
🔹 Step 4: DISC Quadrants + MBTI Mapping
KomboAI uses DISC color coding for instant behavioral recognition.
Here’s how MBTI types map to DISC colors and sales behavior styles — directly reflecting your system:
Quadrant | Color | Common MBTI Types | Traits | Best Approach |
🔴 Dominant – Red | ENTJ, ESTJ, ENFJ, ESTP | Driven, assertive, confident | Be concise, speak results, cut fluff. Expect challenge and action. |
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🟡 Influential – Yellow | ESFP, ENFP, ENTP, ESFJ | Social, optimistic, energetic | Use enthusiasm, humor, and personal connection. Paint a vision. |
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🟢 Steady – Green | INFJ, INFP, ISFP, ISFJ | Empathetic, loyal, supportive | Focus on trust, collaboration, and reassurance. Avoid rushing them. |
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🔵 Compliant – Blue | ISTJ, INTJ, INTP, ISTP | Analytical, precise, independent | Bring data, structure, and logic. Avoid exaggeration or emotional language. |
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🔹 Step 5: Real Use Cases
Let’s see KomboAI in action for different MBTI types and DISC colors:
🟡 Influential – ENFP (Diplomat / Campaigner)
Profile: Enthusiastic, creative, spontaneous
Quadrant Behavior: Optimistic, loves connection and inspiration
Sales Tip: Engage emotionally. Use vision-driven storytelling.
Example Message:
“Hi Sara, your post on customer storytelling was inspiring — I’d love to explore how we can create a similar impact through our campaigns.”
🔵 Compliant – ISTP (Explorer / Virtuoso)
Profile: Practical, analytical, technical
Quadrant Behavior: Precise, detail-focused, skeptical of fluff
Sales Tip: Stick to facts. Offer clarity and control.
Example Message:
“Hi Maurien, I’ve been reviewing Vodafone Automotive’s recent product updates — I think our integration tools could streamline your delivery pipeline. Can we review your current setup?”
🔴 Dominant – ENTJ (Analyst / Commander)
Profile: Strategic, decisive, results-oriented
Quadrant Behavior: Demands efficiency, values vision and control
Sales Tip: Get straight to ROI. Offer leadership-oriented results.
Example Message:
“Hi Luca, your leadership on expanding LATAM operations is impressive. I can show you how KomboAI can reduce prospecting time by 40% — shall I set up a quick walkthrough?”
🟢 Steady – ISFJ (Sentinel / Defender)
Profile: Loyal, structured, detail-conscious
Quadrant Behavior: Prefers collaboration and reliability
Sales Tip: Build comfort and trust. Avoid sudden asks.
Example Message:
“Hi Marta, I know you’re leading a team through a lot of transitions — we can support you by making your workflows simpler and more consistent.”
🔹 Step 6: How KomboAI Translates Personality to Action
At every interaction point — from email drafting to LinkedIn engagement — KomboAI provides real-time, adaptive guidance, such as:
“Use a friendly, collaborative tone — this person values connection.”
“Stick to technical detail; this contact prefers logic over persuasion.”
“Summarize next steps clearly — avoid open-ended asks.”
Each cue evolves dynamically based on context + personality + relationship stage.
🔹 Step 7: Personality Styles in Context
Personality Type | DISC Color | Typical Role Behavior | KomboAI Suggests… |
ENTJ – Commander | 🔴 Red | Visionary leader | Short, assertive, measurable outcomes |
ENFP – Campaigner | 🟡 Yellow | Energetic team player | Empathy, storytelling, motivation |
ISFJ – Defender | 🟢 Green | Reliable manager | Warmth, reassurance, structure |
ISTP – Virtuoso | 🔵 Blue | Analytical specialist | Logic, precision, expertise |
🔹 Step 8: Key Takeaways
✅ No memorization needed. KomboAI interprets complex MBTI–DISC links for you.
✅ Adaptive recommendations. Communication advice adjusts by role, seniority, and generation.
✅ Context-aware tone. Whether emailing, calling, or messaging on LinkedIn — KomboAI adapts instantly.
✅ Empathetic precision. You speak the way they like to listen.
🧭 Example in Action
Viewing Maurien Mariani (ISTP – Compliant / Blue) on LinkedIn:
✔ “Be direct and concise”
✔ “Use technical language”
✔ “Offer practical solutions”
❌ “Avoid emotional or vague storytelling”
❌ “Don’t overload with irrelevant detail”
KomboAI instantly recognizes Maurien’s analytical profile and senior technical role — guiding you toward a rational, respectful, and detail-focused approach.