Stephania Grober

Evaluator
DISC Type : csd

President at Blue Cross and Blue Shield of Illinois, Montana, New Mexico, Oklahoma & Texas

Tulsa, Oklahoma, United States

Overview

Stephania has no verified overview

Personality Overview

Thorough Evaluator

Hard To Convince

Fast But Analytical

They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical  They are not very likely to become strong advocates of your product or service They focus on the results, but can still be quite procedural and analytical about how to get there

Topics They Care About

Stephania has no verified topics they care about

Media Appearances

Stephania has no verified media appearances

Work History

5-2022
President at Blue Cross and Blue Shield of Illinois, Montana, New Mexico, Oklahoma & Texas
1-2015 - 5-2022
Vice President Sales and Marketing at Blue Cross and Blue Shield of Illinois, Montana, New Mexico, Oklahoma & Texas
7-2009 - 12-2012
Sr. Director of Large Group Sales & Account Management at Blue Cross and Blue Shield of Illinois, Montana, New Mexico, Oklahoma & Texas
8-2006 - 6-2009
Director of Large Group Sales at Blue Cross and Blue Shield of Illinois, Montana, New Mexico, Oklahoma & Texas
12-2003 - 3-2005
Vice President of West Group Marketing at Blue Cross and Blue Shield of Illinois, Montana, New Mexico, Oklahoma & Texas

Education

Master of Business Administration (M.B.A.) from Oklahoma City University
Bachelor of Science (B.S.) from Oklahoma State University

More Information

Social Presence :

Prographics :

Exp : 25 Location : Tulsa, Oklahoma, United States Job Level : N/A Designation : President at Blue Cross and Blue Shield of Illinois, Montana, New Mexico, Oklahoma & Texas
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Insights For Selling To Stephania

During A Call Or A Meeting

DO's

  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Keep a professional, business-like approach; especially if you tend to get informal quickly
  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples

DONT's

  • Avoid self-deprecating references or general informality, it could decrease their trust in you
  • Don’t focus on relationship, focus purely on the merit of your product
  • Avoid inviting them for any social interactions until you have built some rapport with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Stephania is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Stephania

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Stephania move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Stephania take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Stephania

Personality Compatibility


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