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/
Podcasting since 2022 • 100 episodes
The Sandler Training Hour
Latest Episodes
The Equality Mandate: Escaping the Subservient Sales Trap
The Myth of the Helpful ServantThe traditional sales trope is a landscape of desperation, where professionals beg for entry at closing doors and allow clients to dominate the narrative under the guise of "good customer service". W...
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Season 4
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Episode 43
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10:17
Avoiding "Unpaid Consulting" When Bringing Experts on the Road
Bringing a Subject Matter Expert (SME) or technical lead into a sales meeting can add immense credibility, but without the right guardrails, it often creates a "operations centric" call rather than a "sales centric" one. Technical experts often...
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Season 4
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Episode 42
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10:14
The Tolerance Gap: Navigating the Fear of Failure and Success
IntroMany talented professionals find themselves trapped by a "tolerance gap," where the fear of underdelivering or the subtle self-sabotage of the fear of success keeps them from turning their mastery into a thriving business. We...
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Season 4
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Episode 41
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11:31
The Skeptic’s Guide to Optimism: Auditing Your Attitude for Growth
Are you entering 2026 with a strategy, or just a "hope-based" mindset?Many salespeople confuse a positive mood with a winning strategy, relying on hope that things will go well rather than executing measurable activities. If you f...
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Season 4
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Episode 40
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9:05
The Authenticity Trap: Moving from Reactive Defense to Proactive Control
Most salespeople learn to treat an objection like a surprise attack—something they must battle with logic the moment it happens. However, this reactive approach usually leads to "salesperson ping pong," an argument where nobody wins and the pro...
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Season 4
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Episode 39
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9:39
