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The Center for Sales Strategy Blog

Stephanie Stoll

Recent Posts by Stephanie Stoll:

How Leaders Can Use Storytelling to Activate Empathy

How Leaders Can Use Storytelling to Activate Empathy

“Could a greater miracle take place than for us to look through each other’s eyes for an instant?” — Henry David Thoreau

As children, we’re told many stories, some of which were created and passed down to help teach life lessons. Storytelling has been around for thousands of years, and there are many parables, fables, and legends that we share as a collective society.

Stories bring us together, bond groups emotionally, and connect them to their purpose. The use of stories also has an immense impact in the business world, increasing workplace empathy, strengthening leadership, and as a team-building strategy.

How to Crush Adversity with a Strong Sales Culture

How to Crush Adversity with a Strong Sales Culture

You hear it every day, “these challenging times,” “the new normal,” “the pandemic.” It’s no surprise that we are all facing adversity and uncertainty, but it doesn’t mean all doom and gloom. In fact, you can crush adversity and come out on the other side stronger, successful, and more skilled than ever. What is the secret to weathering the storm? Start with your sales culture as your foundation and proactively instill and foster resilience.

Topics: company culture communication Remote Team

Email Tone: It Can Be Louder Than Words

Email Tone  It Can Be Louder Than Words

The remote workforce offers opportunities and challenges that we may not have considered when working in a common location. We take for granted proximity to our coworkers and the ease with which we communicate and convey our emotions and intentions. Communication that we had in person tends to shift to digital and allows us to stay connected no matter where we are co-located.

However, we still need to be aware of the tone we are using, which in writing can be more complicated than spoken words (because our brain fills in the gaps when we lack information).

Topics: email sales process COVID19 Resources

Consensus Decision Making: Trust the Process

Consensus Decision Making - Trust the Process

You’ve secured the appointment with the decision maker. You’re excited and feeling positive about the sales call. You’ve prepared for the meeting and think you have all the right questions. You move in for the close and just when you think it is about to happen, they throw you a curveball, “I need to talk this over with some other people in my company, can I get back to you next month?”

Other people? But aren’t you speaking to the decision-maker with the power to say yes? Of course, but you didn’t conduct the due diligence on the prospect’s decision-making process to uncover any possible decision influencers.

Topics: sales process sales accelerator