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 • 102 episodes
The Sandler Training Hour
Latest Episodes
Stop Winging It: Building a Sales Playbook That Actually Closes Deals
You fought hard to get the meeting — but once you're in the conversation, do you actually know what to do next? Most salespeople spend half the call figuring out their next move instead of executing a plan. Jim and Jason break down what a real ...
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Season 4
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Episode 45
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8:35
The Silent Deal Killer: Why Your Post-Sale Process Is Costing You Clients
Hook: You fought for the meeting, navigated the decision-making process, handled the objections, and got the signature. So why is the deal still at risk? The uncomfortable truth is that the period between a signed contract and the first ...
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Season 4
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Episode 44
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11:00
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
