The Sandler Training Hour
Join Jim and Jason Stephens for weekly insights on the Sandler Selling System, navigating the modern sales landscape, and overcoming real-world business challenges.
A Sandler Trainer is a salesperson. We lead by example and talk from experience.
Reach out to us: Jason.Stephens@sandler.com
Visit our website: https://go.sandler.com/crossroads/
The Sandler Training Hour
Latest Episodes
Stop Wanting the Sale More Than Your Prospect Does
You ran a great call. The prospect agreed with everything. Then the deal sat for three weeks, and you found yourself wanting the sale far more than they did.Deals stall when the buyer's pain is not strong enough in the present to make ch...
Why the Phone Gets Heavier Every Day You Do Not Call
You know you should call that past client. You have known it for three years. Every day you do not, the phone gets heavier.We think the problem is rarely skill. When the reason behind a prospecting call is self-serving (find more money, ...
The Fifth Week of the Month You Keep Wasting
Every few months the calendar hands you a fifth week, the one that falls outside your standing meetings, and most of it disappears into catch-up work before you notice it arrived. That extra week is the most strategic time you get all quarter. ...
The Q4 Habit That Keeps You Behind Your Number
You set a number back in January. Now Q4 is here, and the gap between that number and where you actually are is staring back at you. The instinct is to either beat yourself up or stay busy with whatever is easiest to check off. Both feel produc...
Stop Treating AI Like a Smarter Google
You tried AI, walked away unimpressed, and quietly filed it under overhyped. Most salespeople did the same. The tool is not the problem. The problem is that you are treating a machine like it is intelligent, when the intelligence in the exchang...
