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/
Episodes
68 episodes
Sandler Summit 2026: Plan for Your Future!
What if you gave yourself the space now to plan for who you want to be in 2026? The Sandler Summit isn’t just a date on the calendar—it’s a milestone to work toward, a chance to define your growth, and an opportunity to show up as the fu...
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Season 4
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Episode 11
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19:49
Call Leadership: Meeting Management and Showing Up
What does effective leadership look like on a call? Whether you're hosting, facilitating, or simply participating, the way you show up in meetings says a lot about your leadership. Are you setting the tone, driving value, and managing ti...
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Season 4
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Episode 10
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14:12
Mindset: Shifting How You Think About Money for Greater Success
What’s your relationship with money? The way you think about money—your money concept—can either hold you back or propel you forward. Is it a tool for opportunity, or a source of stress and limitation?In this episode, we dive into...
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Season 4
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Episode 9
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10:17
Time Management: Navigating Parkinson's Law
Why does work always seem to expand to fill the time available? That’s Parkinson’s Law in action—if you give yourself a week to complete a task, it will take a week. But what if you could reclaim control over your time and accomplish mor...
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Season 4
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Episode 8
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12:27
Sales Aptitude: Fine-Tuning Your Behaviors and Process for Success
When sales aren’t going as planned, what’s the real issue—your behaviors or your process? Sales success isn’t just about having a system in place; it’s about understanding how your actions, habits, and approach impact the outcome.In this...
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Season 4
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Episode 7
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9:51
Sales Process: Making the Most out of Referrals
How do you approach referrals? Do you have a structured process, or is it more of an afterthought? A strong referral strategy isn’t just about getting names—it’s about building trust, deepening relationships, and creating opportunitie...
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Season 4
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Episode 6
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10:48
Learning Agility: Learning Process and Execution
Learning Agility: Unlocking Your Personal Process for GrowthHow do you learn best? What strategies have helped you grow, adapt, and succeed in the past? Learning agility isn’t just about acquiring knowledge—it’s about recognizing ...
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Season 4
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Episode 5
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11:28
Resilience: Finding Fulfillment in What You Do
Resilience: Finding Fulfillment in What You Do: What does it mean to find fulfillment in your work? How do we build resilience when our professional lives present challenges, setbacks, or even unexpected shifts? In this episode, we dive ...
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Season 4
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Episode 4
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11:13
Identity and Role: Generational Differences and Why It Might Matter
How do different generations define themselves through work and identity? How has the meaning of career, success, and personal fulfillment evolved from Baby Boomers to Millennials and beyond? Join us as we explore the shifting landscape ...
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Season 4
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Episode 3
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20:31
Interpersonal Dynamics: Give More Compliments, Be a People Pumper-Upper
Interpersonal Dynamics: Give More Compliments, Be a People Pumper-Upper: How often do we acknowledge others in a meaningful way? What impact does genuine recognition have on trust, motivation, and connection? Join us as we break down the...
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Season 4
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Episode 2
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12:26
Goal Setting: What is Your Point of Constraint?
This episode: Goal Setting: What is Your Point of Constraint? In this episode, we dive deep into the art of goal setting and explore the critical concept of the "point of constraint." What’s holding you back from reaching your goals? How...
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Season 4
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Episode 1
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14:15
Merry Christmas: Finding Fulfillment and Showing Gratitude
This episode: Finding Fulfillment and Showing Gratitude. Change is a constant in life, and managing it effectively requires self-awareness and openness to new opportunities. This episode delves into the importance of recognizing limiting...
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Season 3
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Episode 16
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9:29
Self-Limiting Beliefs: Abundance and Scarcity and the Impact of Your Mindset
This episode: Shifting From Scarcity to Abundance. Our discussion explores the powerful difference between a scarcity mindset and an abundance mindset, particularly during the holiday season. A scarcity mindset often leads to feelings of...
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Season 3
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Episode 15
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9:27
Sales Prospecting: Cookbook Behaviors in December Are Mandatory
This episode: Prospecting Behaviors in December Are Necessary. The holiday season often brings a natural slowdown in business activities, making it easy for sales professionals to justify delaying prospecting efforts. However, maintainin...
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Season 3
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Episode 14
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13:05
Learning Agility: Emotional Intelligence and Why It Matters
This episode: Learning Agility: Emotional Intelligence and Why It Matters. The relationship between emotional intelligence (EI) and learning agility in sales is deeply interconnected, as both qualities are critical for adap...
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Season 3
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Episode 13
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10:53
Stalls and Objections: Go for the No!
This episode: When you're experiencing stalls or objections in the sales process, it's important to clarify what the best outcome for the meeting is. Typically, we're looking for a yes, or a no. Maybe leads to further complications. Mayb...
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Season 3
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Episode 12
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11:12
Managing Priorities: Clarify Intentions and Build Strong Relationships
Visit our website!This episode: Managing Priorities for yourself is something you've adapted or learned as a trait over time to experience success. If you don't know how your em...
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Season 3
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Episode 11
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9:49
Management and Motivation: Uncovering Blindspots with Strategy and Openness
Visit our website!This episode: Managing people means a lot more than flatly motivating with flattery. Managing means having a plan to help the people around you uncover their b...
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Season 3
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Episode 10
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12:21
Selling System: If you don't have one, get one
Visit our website!This episode: A selling system. First is the importance of choosing one. But, it only matters if you commit entirely to following the system and trying it out ...
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Season 3
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Episode 9
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10:26
Develop Your Sales Process: A Plan Eliminates the Agony of a Decision
Visit our website!This episode: Sales Process. A well-defined sales process gives you control over the actions that will daily compound. The key with a sales process is collecti...
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Season 3
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Episode 8
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9:41
Self Development: Why You Should Pick You Everyday
Visit our website!This episode: Self Development: Why You Should Pick You Everyday. You have a lot of choices in your daily life. Some matter, but all of them carry an increment...
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Season 3
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Episode 7
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11:38
Roleplaying: Don't Practice Sales Calls in Front of Clients
Visit our website!This episode: Roleplaying: Don't Practice Sales Calls in Front of Clients. If you don't have scheduled roleplay sessions with your teams at least once a ...
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Season 3
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Episode 6
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10:58
Why People Buy: Discovery through Pain in Sales and Management
Visit our website!This episode: Why People Buy: Discovery through Pain in Sales and Management. Uncovering pain is the process of taking someone through questions related ...
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Season 3
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Episode 5
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12:55