The Sandler Training Hour
Join hosts Jim and Jason Stephens from Crossroads Business Development as they discuss techniques, tactics, and the occasional tangent, associated with the Sandler Selling System and their work as Sandler trainers and coaches. We will publish our old shows as episodes and then move to a serial podcast.
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 • 91 episodes
The Sandler Training Hour
Latest Episodes
Questioning: Listen More Than You Talk — Building Trust Through Curiosity
n this episode, Jim and Jason explore the subtle, yet powerful skill of active listening in sales—and how it distinguishes top performers from average ones. Together, they reflect on the idea that credibility isn’t about what you know...
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Season 4
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Episode 34
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10:10
Sales Planning and Prospecting: Evergreen vs. Time-Sensitive Outreach
In this episode, we break down a subtle but important distinction in prospecting strategy: the difference between evergreen outreach and time-sensitive messaging. Jim and Jason explore how consistent, repeatable prospecting efforts (like evergr...
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Season 4
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Episode 33
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11:00
Business Growth: The Case for Sales Management (Even If You’re Small)
In this episode, Jim and Jason explore the critical role of sales management—not as a title, but as a function—especially for companies transitioning from founder-led sales to team-based selling. If your team is hitting plateaus, missing follow...
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Season 4
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Episode 32
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8:40
Process-Focus: Mindset, Leverage, and the Tools of Change in Technology
In this episode, Jim and Jason reflect on how sales professionals can embrace change without losing sight of what makes us human. Drawing on decades of experience and recent AI innovations, they explore the real question behind all the hype:
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Season 4
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Episode 31
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10:42
Self-Awareness: Dealing with Uncertainty In Your Head
In this episode, Jim and Jason unpack a hidden but critical force that shapes how we sell and how we live: our belief wheel. They walk through a powerful framework that starts with beliefs, shapes our judgments, guides our actions (or ...
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Season 4
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Episode 30
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10:01