The Sandler Training Hour

Send us a text 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: What does it actually mean to adapt to technology? Jim shares how technology has evolved across his career—from pagers and fax machines to AI-powered roleplay coaches—and how resistance to change (like Blockbuster's refusal to buy Netflix) is more than a history lesson; it's a cautionary tale. Jason emphasizes how tools like ChatGPT or Sandler’s own Yoodli Roleplay Coach can help remove “blank page” paralysis, making it easier to build SOPs, brainstorm ideas, and reduce friction in sales processes. Together, they explore a key attitude question: Are you curious enough to experiment with tools before you’re forced to catch up? The more commoditized the world becomes, the more valuable strong communicators will be. Use technology as a force multiplier—but never lose the human edge. 🏆 About Crossroads Business Development: At Crossroads Business Development we are the recipients of the David H. Sandler award for 2021, the highest mark of achievement that the network passes out. We pride ourselves with our dedicated service to the success of our clients and our top-of-the-line training that keeps our clients engaged and coming back for more. Jim is a dynamic and engaging conference presenter and national speaker, renowned for his impactful presentations at a wide array of sales and industry events. With an impressive twenty-five-year track record in entrepreneurial small business creation, sales, and company management, he brings a wealth of real-world experience. Additionally, Jim has spent two decades honing his expertise through Sandler Sales & Management Training, equipping him with the tools to drive success in any organization. His keen insights and ability to identify and address roadblocks are instrumental in fostering growth and transformation for individuals and companies. 📧 Reach out to Jim at jim.stephens@sandler.com Jason worked at the university before joining the team. He brings an analytical perspective to coaching and has several tracks to help with team and personal development. Our clients hire Jason for his systematic approach to help them integrate Sandler into their day-to-day operations. His attention to detail and expertise with our assessment tools help them create behavior-based plans to incorporate more processes and align their goals with the company's goals. 📧 Reach out to Jason at jason.stephens@sandler.com

Send us a text 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 inaction), and leads to the results we keep repeating—whether we like them or not. This episode zooms in on how that internal belief system reacts during periods of uncertainty. What happens when pricing, markets, or the world itself feels unpredictable? And more importantly, how do you respond instead of react? The key takeaway: If you're feeling uncertain, the solution isn’t to analyze the uncertainty more deeply—it’s to take action. Not wild, ungrounded action—but thoughtful steps that challenge the default scripts running in your head. If you're looking for ways to explore self-awareness, challenge your mindset around fear and decision-making, and take intentional steps forward even when the path isn't clear, this episode is a timely listen. 🏆 About Crossroads Business Development: At Crossroads Business Development we are the recipients of the David H. Sandler award for 2021, the highest mark of achievement that the network passes out. We pride ourselves with our dedicated service to the success of our clients and our top-of-the-line training that keeps our clients engaged and coming back for more. Jim is a dynamic and engaging conference presenter and national speaker, renowned for his impactful presentations at a wide array of sales and industry events. With an impressive twenty-five-year track record in entrepreneurial small business creation, sales, and company management, he brings a wealth of real-world experience. Additionally, Jim has spent two decades honing his expertise through Sandler Sales & Management Training, equipping him with the tools to drive success in any organization. His keen insights and ability to identify and address roadblocks are instrumental in fostering growth and transformation for individuals and companies. 📧 Reach out to Jim at jim.stephens@sandler.com Jason worked at the university before joining the team. He brings an analytical perspective to coaching and has several tracks to help with team and personal development. Our clients hire Jason for his systematic approach to help them integrate Sandler into their day-to-day operations. His attention to detail and expertise with our assessment tools help them create behavior-based plans to incorporate more processes and align their goals with the company's goals. 📧 Reach out to Jason at jason.stephens@sandler.com

Send us a text In this episode, we explore a counterintuitive but powerful sales idea: don’t be creative. That doesn’t mean don’t adapt or think—but it does mean stop spending so much time inventing responses on the fly. Jason and Jim walk through the five common responses prospects give—yes, no, maybe, I don’t know, and I’m not comfortable telling you—and explain how building a repeatable system for handling them is a smarter strategy than winging it every time. We discuss the difference between rigid scripts and flexible talk tracks, and why the best sellers come across as authentic because they’re practiced—not because they’re improvising. There’s also a helpful analogy to acting: great actors follow a script but make it sound natural. If you’re looking for ways to improve your presence, sharpen your self-awareness, or build consistency in the way you run calls, this episode gives you the framework to start acting with more intentionality and less guesswork. The core message: trust your process, test it thoroughly, and stop trying to prove it wrong before you’ve even given it a chance to work. 🏆 About Crossroads Business Development: At Crossroads Business Development we are the recipients of the David H. Sandler award for 2021, the highest mark of achievement that the network passes out. We pride ourselves with our dedicated service to the success of our clients and our top-of-the-line training that keeps our clients engaged and coming back for more. Jim is a dynamic and engaging conference presenter and national speaker, renowned for his impactful presentations at a wide array of sales and industry events. With an impressive twenty-five-year track record in entrepreneurial small business creation, sales, and company management, he brings a wealth of real-world experience. Additionally, Jim has spent two decades honing his expertise through Sandler Sales & Management Training, equipping him with the tools to drive success in any organization. His keen insights and ability to identify and address roadblocks are instrumental in fostering growth and transformation for individuals and companies. 📧 Reach out to Jim at jim.stephens@sandler.com Jason worked at the university before joining the team. He brings an analytical perspective to coaching and has several tracks to help with team and personal development. Our clients hire Jason for his systematic approach to help them integrate Sandler into their day-to-day operations. His attention to detail and expertise with our assessment tools help them create behavior-based plans to incorporate more processes and align their goals with the company's goals. 📧 Reach out to Jason at jason.stephens@sandler.com

Send us a text Every salesperson runs on scripts—internalized beliefs and stories about money, people, and success. In this episode, Jim and Jason shine a light on two critical scripts that silently derail performance: Money ToleranceyouMental PresenceThese attitudes aren’t fixed traits; they’re rewritable. When you change the script, you change your performance. 🏆 About Crossroads Business Development: At Crossroads Business Development we are the recipients of the David H. Sandler award for 2021, the highest mark of achievement that the network passes out. We pride ourselves with our dedicated service to the success of our clients and our top-of-the-line training that keeps our clients engaged and coming back for more. Jim is a dynamic and engaging conference presenter and national speaker, renowned for his impactful presentations at a wide array of sales and industry events. With an impressive twenty-five-year track record in entrepreneurial small business creation, sales, and company management, he brings a wealth of real-world experience. Additionally, Jim has spent two decades honing his expertise through Sandler Sales & Management Training, equipping him with the tools to drive success in any organization. His keen insights and ability to identify and address roadblocks are instrumental in fostering growth and transformation for individuals and companies. 📧 Reach out to Jim at jim.stephens@sandler.com Jason worked at the university before joining the team. He brings an analytical perspective to coaching and has several tracks to help with team and personal development. Our clients hire Jason for his systematic approach to help them integrate Sandler into their day-to-day operations. His attention to detail and expertise with our assessment tools help them create behavior-based plans to incorporate more processes and align their goals with the company's goals. 📧 Reach out to Jason at jason.stephens@sandler.com

Send us a text In this episode, Jason and Jim explore how time management is less about controlling your schedule and more about understanding your personal priorities and the emotional and financial costs of misalignment. They introduce the concept of “Pain by Numbers”—a strategy for quantifying the cost of inaction and bad habits in your daily behaviors. Key topics include: float in default modetime auditquantify emotional impactsmall daily decisions compoundJim shares the humbling story of trying to “optimize every minute” with a personal mantra—only to end up emotionally wrecked from the pressure. Jason ties in a powerful Faulkner quote, "I give it to you not that you may remember time, but that you might forget it now and then for a moment and not spend all your breath trying to conquer it. Because no battle is ever won he said. They are not even fought. The field only reveals to man his own folly and despair, and victory is an illusion of philosophers and fools." about forgetting time to live in the moment, flipping the script on traditional time management advice. 🏆 About Crossroads Business Development: At Crossroads Business Development we are the recipients of the David H. Sandler award for 2021, the highest mark of achievement that the network passes out. We pride ourselves with our dedicated service to the success of our clients and our top-of-the-line training that keeps our clients engaged and coming back for more. Jim is a dynamic and engaging conference presenter and national speaker, renowned for his impactful presentations at a wide array of sales and industry events. With an impressive twenty-five-year track record in entrepreneurial small business creation, sales, and company management, he brings a wealth of real-world experience. Additionally, Jim has spent two decades honing his expertise through Sandler Sales & Management Training, equipping him with the tools to drive success in any organization. His keen insights and ability to identify and address roadblocks are instrumental in fostering growth and transformation for individuals and companies. 📧 Reach out to Jim at jim.stephens@sandler.com Jason worked at the university before joining the team. He brings an analytical perspective to coaching and has several tracks to help with team and personal development. Our clients hire Jason for his systematic approach to help them integrate Sandler into their day-to-day operations. His attention to detail and expertise with our assessment tools help them create behavior-based plans to incorporate more processes and align their goals with the company's goals. 📧 Reach out to Jason at jason.stephens@sandler.com

Send us a text In this episode of the Sandler Training Hour, Jim and Jason dive into what makes great sales managers thrive—and why many sales leaders fall into a trap of being reactive instead of intentional. The conversation kicks off with a core question: "What’s the role of a sales manager—really?" and quickly gets into tactical and philosophical ground. Jason shares that many managers default to "reactive management", where coaching happens only in response to problems. He says, “We have to change the cadence—we wait until people screw up before we coach them.” Jim adds that proactive coaching starts with clarity: “You’ve got to know the expectations and you’ve got to track the behaviors that get there.” The episode highlights a key coaching trap: Managers spending too much time in the trenches doing the work for others. Jason reflects, “You can’t grow your team if you’re constantly rescuing them.” Instead, managers should measure success not just by results, but by how many people on their team improve each month. Great sales management requires true leadership that comes from a manager’s ability to build capacity in others, not from being the smartest person in the room. Coaching is not about answering questions—it’s about asking the right questions. As Jim puts it, “Great managers create space for their team to grow, reflect, and own their outcomes.” At Crossroads Business Development we are the recipients of the David H. Sandler award for 2021, the highest mark of achievement that the network passes out. We pride ourselves with our dedicated service to the success of our clients and our top-of-the-line training that keeps our clients engaged and coming back for more. Jim is a dynamic and engaging conference presenter and national speaker, renowned for his impactful presentations at a wide array of sales and industry events. With an impressive twenty-five-year track record in entrepreneurial small business creation, sales, and company management, he brings a wealth of real-world experience. Additionally, Jim has spent two decades honing his expertise through Sandler Sales & Management Training, equipping him with the tools to drive success in any organization. His keen insights and ability to identify and address roadblocks are instrumental in fostering growth and transformation for individuals and companies. 📧 Reach out to Jim at jim.stephens@sandler.com Jason worked at the university before joining the team. He brings an analytical perspective to coaching and has several tracks to help with team and personal development. Our clients hire Jason for his systematic approach to help them integrate Sandler into their day-to-day operations. His attention to detail and expertise with our assessment tools help them create behavior-based plans to incorporate more processes and align their goals with the company's goals. 📧 Reach out to Jason at jason.stephens@sandler.com

Send us a text In this final episode of our Barriers to Success series, Jason and Jim unpack what may be the most important roadblock to sales success—being “I”-centered. This powerful episode challenges you to examine how your internal focus and emotional needs can derail your sales process, communication, and personal growth. Key Takeaways: 🔹 Your need for approval may be undermining your success. “If I want people to like me… I'm likely to not ask questions that are going to be perceived as challenging” – Jim highlights how our psychological need for validation can keep us from asking the tough—but necessary—questions in a discovery process. 🔹 You are not your role—focus on the process, not your feelings. Jason explains, “You can either be a performer or a critic, but you can’t be both.” Emotional self-judgment can paralyze your ability to act effectively in the moment. 🔹 The prospect only cares about their world—not your discomfort. “The number one problem is that you spend so much time worrying about yourself when the prospect only cares about themselves and their plan” – Jason frames the core issue with being “I”-centered in selling. 🔹 Use systems to stay out of your own way. Systems like Sandler help redirect your focus from self-consciousness to structured discovery: “You don’t have to think about what to do, because it’s part of a process that removes that focus on yourself”. 🔹 Your inner critic is not your sales coach. Drawing from quotes by Philip K. Dick and Marcus Aurelius, Jason explores how self-punishment keeps us stuck: “The worst things we do, we do to ourselves,” and, “Instead of choosing to become a good person today, you choose to become one tomorrow”. Call to Action: This is the final installment of our Barriers to Success series—don’t miss this culminating episode! It’s packed with mindset shifts and personal challenges that will help you reframe your internal dialogue and show up with purpose in every conversation. At Crossroads Business Development we are the recipients of the David H. Sandler award for 2021, the highest mark of achievement that the network passes out. We pride ourselves with our dedicated service to the success of our clients and our top-of-the-line training that keeps our clients engaged and coming back for more. Reach us at: Jason.Stephens@sandler.com Jim.Stephens@sandler.com

Send us a text In this episode of the Sandler Training Hour, Jim and Jason return to the series on Barriers to Success with two more hidden saboteurs: Stamp Collecting and Excess Baggage. If you've ever blown up at a client, found yourself avoiding confrontation, or felt frozen by your past failures, this one’s for you. 🔥 Barrier #7: Emotional Stamp Collecting Most people don’t explode at others over just one thing—it’s the 99 things they held in that finally boil over. Jim frames this behavior as emotional stamp collecting: But it’s not just you. When your client is the one collecting stamps—especially unspoken disappointments—you’re sitting on a time bomb: The fix? Assertive communication now—not emotional catharsis later. Jason urges: That doesn’t mean dumping emotions without purpose, but rather confronting misalignments early and with intention. Don’t let avoidance today create chaos tomorrow. 🧳 Barrier #8: Unfinished Business (aka Baggage) Next up, the internal weight you carry—old belief systems, limiting assumptions, or workplace scars. Baggage shows up in passive behavior, over-cautiousness, and unclear boundaries: In sales, this might look like endlessly checking in, asking for updates, or avoiding the tough conversation because of internal guilt or fear. Jim and Jason describe this state as invisible—not even passive anymore. Jason warns: Jim follows: 🧠 Mindset Challenge: Audit Your Emotional Ledger Before you go into another sales meeting, coaching call, or difficult conversation, Jason recommends doing a quick self-inventory: By naming it, you reclaim it. Reach out to us at Jason.Stephens@sandler.com if you want to connect.

Send us a text 🔹 #7 – The Mr. Nice Guy Model Jim expands: But avoiding pushiness often leads to indirect conversations and unclear expectations, which in turn creates bloated pipelines and lost opportunities. 🔹 #8 – Dependence on Others Jim offers a healthier frame: 🔹 #9 – Not Knowing the Difference Between Needs and Wants They discuss how desperation repels buyers: Jason wraps it up by noting: 💡 This Week’s Challenge Reflect on Barriers 7–9: Mr. Nice Guydependent on othersneedwantBe intentional and see how shifting these mindsets opens up new levels of success. At Crossroads Business Development we are the recipients of the David H. Sandler award for 2021, the highest mark of achievement that the network passes out. We pride ourselves with our dedicated service to the success of our clients and our top-of-the-line training that keeps our clients engaged and coming back for more. Jim is a dynamic and engaging conference presenter and national speaker, renowned for his impactful presentations at a wide array of sales and industry events. With an impressive twenty-five-year track record in entrepreneurial small business creation, sales, and company management, he brings a wealth of real-world experience. Additionally, Jim has spent two decades honing his expertise through Sandler Sales & Management Training, equipping him with the tools to drive success in any organization. 📧 For inquiries, reach out to Jim at jim.stephens@sandler.com. Jason worked at the university before joining the team. He brings an analytical perspective to coaching and has several tracks to help with team and personal development. Our clients hire Jason for his systematic approach to help them integrate Sandler into their day-to-day operations. His attention to detail and expertise with our assessment tools help them create behavior-based plans to incorporate more processes and align their goals with the company's goals. 📧 You can reach Jason at jason.stephens@sandler.com.

Send us a text Breaking Through the Next Barriers to Success In this week’s Sandler Training Hour, Jim and Jason continue exploring the 21 Barriers to Success from No Guts, No Gain. Last time, they covered resignation, lack of priorities, and low self-esteem. This week, they dive into the next three: 🔹 Hopelessness 🔹 Lack of Confidence 🔹 Fear of Rejection / Need for Approval 💡 This Week’s Challenge Notice which of these barriers—hopelessness, lack of confidence, or fear of rejection—are showing up for you. Reframe your narrative, be deliberate, and celebrate your no’s to fuel momentum. 🎧 Listen to the full episode of the Sandler Training Hour: “Barriers to Success: Hopelessness, Confidence, and Fear of Rejection.” At Crossroads Business Development we are the recipients of the David H. Sandler award for 2021, the highest mark of achievement that the network passes out. We pride ourselves with our dedicated service to the success of our clients and our top-of-the-line training that keeps our clients engaged and coming back for more. Jim is a dynamic and engaging conference presenter and national speaker, renowned for his impactful presentations at a wide array of sales and industry events. With an impressive twenty-five-year track record in entrepreneurial small business creation, sales, and company management, he brings a wealth of real-world experience. Additionally, Jim has spent two decades honing his expertise through Sandler Sales & Management Training, equipping him with the tools to drive success in any organization. 📧 For inquiries, reach out to Jim at jim.stephens@sandler.com. Jason worked at the university before joining the team. He brings an analytical perspective to coaching and has several tracks to help with team and personal development. Our clients hire Jason for his systematic approach to help them integrate Sandler into their day-to-day operations. His attention to detail and expertise with our assessment tools help them create behavior-based plans to incorporate more processes and align their goals with the company's goals. 📧 You can reach Jason at jason.stephens@sandler.com.

Send us a text What keeps people from achieving their goals? In this episode, Jim and Jason kick off a new multi-week series exploring the 21 Barriers to Success from Sandler’s classic No Guts, No Gain program. This week, they unpack the first three barriers: ResignationNo PrioritiesLow Self-Esteem Jim reflects on how resignation creates comfort zones filled with passivity, warning that it often spirals into self-pity, remorse, and regret. Then the conversation shifts to the second barrier: lack of priorities. The problem isn’t having a to-do list—it’s having no clarity on what truly matters. Jason emphasizes that starting the day by checking emails means starting with everyone else's priorities. Instead, define success the night before and protect your focus from other people’s agendas. Finally, they discuss low self-esteem, the third barrier, and how it subtly undermines performance. Jim adds that we often don’t realize the narrator in our head is feeding us self-defeating messages: They close the episode with a call to reframe your narrative, celebrate the difficult things you’ve already accomplished, and remember: At Crossroads Business Development we are the recipients of the David H. Sandler award for 2021, the highest mark of achievement that the network passes out. We pride ourselves with our dedicated service to the success of our clients and our top-of-the-line training that keeps our clients engaged and coming back for more. Jim is a dynamic and engaging conference presenter and national speaker, renowned for his impactful presentations at a wide array of sales and industry events. With an impressive twenty-five-year track record in entrepreneurial small business creation, sales, and company management, he brings a wealth of real-world experience. Additionally, Jim has spent two decades honing his expertise through Sandler Sales & Management Training, equipping him with the tools to drive success in any organization. His keen insights and ability to identify and address roadblocks are instrumental in fostering growth and transformation for individuals and companies. 📧 jim.stephens@sandler.com. Jason worked at the university before joining the team. He brings an analytical perspective to coaching and has several tracks to help with team and personal development. Our clients hire Jason for his systematic approach to help them integrate Sandler into their day-to-day operations. His attention to detail and expertise with our assessment tools help them create behavior-based plans to incorporate more processes and align their goals with the company's goal

Send us a text Independence, Interdependence, and ROI on a Day Off Most salespeople don’t associate national holidays with momentum-building activities—but what if you did? In this special 4th of July edition of the Sandler Training Hour, Jim and Jason share reflections on freedom, gratitude, and meaningful selling behaviors that don’t require closing a deal to create value. This episode explores the mindset of celebrating your personal and professional independence while recognizing the role of interdependence in long-term success. They challenge listeners to ask: You’ll also hear: thank-you cardspassion and presenceindependence isn't a one-time achievementThis week, challenge yourself: hard thingsspecifically🎧 Listen to the full episode of the Sandler Training Hour: “4th of July: Independence, Interdependence, and Selling with Gratitude.” Let this holiday be a reminder of both the freedom you’ve earned and the relationships that make it meaningful. At Crossroads Business Development we are the recipients of the David H. Sandler award for 2021, the highest mark of achievement that the network passes out. We pride ourselves with our dedicated service to the success of our clients and our top-of-the-line training that keeps our clients engaged and coming back for more. Jim is a dynamic and engaging conference presenter and national speaker, renowned for his impactful presentations at a wide array of sales and industry events. With an impressive twenty-five-year track record in entrepreneurial small business creation, sales, and company management, he brings a wealth of real-world experience. Additionally, Jim has spent two decades honing his expertise through Sandler Sales & Management Training, equipping him with the tools to drive success in any organization. His keen insights and ability to identify and address roadblocks are instrumental in fostering growth and transformation for individuals and companies. For inquiries, reach out to Jim at jim.stephens@sandler.com. Jason worked at the university before joining the team. He brings an analytical perspective to coaching and has several tracks to help with team and personal development. Our clients hire Jason for his systematic approach to help them integrate Sandler into their day-to-day operations. His attention to detail and expertise with our assessment tools help them create behavior-based plans to incorporate more processes and align their goals with the company's goals. You can reach Jason at

Send us a text Do you ever find yourself going through the motions—reacting instead of responding? You’re not alone. In this episode, Jim and Jason explore how much of our daily behavior is driven by autopilot habits, and how to become more deliberate in shifting them. 🧠 43% of your daily life is made up of habitual actions. That means nearly half of your behavior happens without conscious thought—rooted in cues, routines, and rewards. They unpack ideas like: Habit stackingAtomic Habitsbrute force doesn’t workcueshabit of planning to change🔄 "We talk a lot about pattern interrupt, and it’s really about interrupting the current pattern of habits.” 🎯 One tactical takeaway: If you're in a sales conversation, break the habit of answering every question right away. Instead, practice reversing or clarifying with more questions to uncover the real need beneath the surface. 💬 “Not all of us are naturally being the person we want to be. But forming habits can take away indecision—it becomes just part of your routine.” This week, challenge yourself: cuereplacement habitYour autopilot doesn’t have to drive the whole way—let’s start taking the wheel back, one intentional change at a time. At Crossroads Business Development we are the recipients of the David H. Sandler award for 2021, the highest mark of achievement that the network passes out. We pride ourselves with our dedicated service to the success of our clients and our top-of-the-line training that keeps our clients engaged and coming back for more. Jim is a dynamic and engaging conference presenter and national speaker, renowned for his impactful presentations at a wide array of sales and industry events. With an impressive twenty-five-year track record in entrepreneurial small business creation, sales, and company management, he brings a wealth of real-world experience. Additionally, Jim has spent two decades honing his expertise through Sandler Sales & Management Training, equipping him with the tools to drive success in any organization. His keen insights and ability to identify and address roadblocks are instrumental in fostering growth and transformation for individuals and companies. For inquiries, reach out to Jim at jim.stephens@sandler.com. Jason worked at the university before joining the team. He brings an analytical perspective to coaching and has several tracks to help with team and personal development. Our clients hire Jason for his systematic approach to help them integrate Sandler into their day-to-day operations. His attention to detail and expertise with our assessment tools help them create behavior-based plans to incorporate more processes and align their goals with the company's goals. You can reach Jason at Jason.Stephens@sandler.com.

Send us a text We all have it—head trash. The internal noise that tells you you're not good enough, that you'll fail, or that you're not ready. It’s the voice that clouds your thinking and derails your confidence right when you need it most. But what if you could learn to pause, clear the static, and choose a better response? In this episode, we dig into the role of emotional intelligence in managing your inner dialogue and introduce the concept of the meta moment—a powerful pause where you stop, breathe, and imagine your best self responding. It's not about perfection—it's about awareness, intention, and direction. How do you recognize when your head trash is running the show? What tools help you reset emotionally before you react? We explore how emotionally intelligent leaders build space between trigger and response—and how that space is where growth happens. This week, challenge yourself: When something frustrates or triggers you, take a meta moment. Ask: “How would the best version of me respond right now?” Then do that. The head trash may never fully go away—but you don’t have to let it drive. Let’s take the wheel back, together. At Crossroads Business Development we are the recipients of the David H. Sandler award for 2021, the highest mark of achievement that the network passes out. We pride ourselves with our dedicated service to the success of our clients and our top-of-the-line training that keeps our clients engaged and coming back for more. Jim is a dynamic and engaging conference presenter and national speaker, renowned for his impactful presentations at a wide array of sales and industry events. With an impressive twenty-five-year track record in entrepreneurial small business creation, sales, and company management, he brings a wealth of real-world experience. Additionally, Jim has spent two decades honing his expertise through Sandler Sales & Management Training, equipping him with the tools to drive success in any organization. His keen insights and ability to identify and address roadblocks are instrumental in fostering growth and transformation for individuals and companies. For inquiries, reach out to Jim at jim.stephens@sandler.com. Jason worked at the university before joining the team. He brings an analytical perspective to coaching and has several tracks to help with team and personal development. Our clients hire Jason for his systematic approach to help them integrate Sandler into their day-to-day operations. His attention to detail and expertise with our assessment tools help them create behavior-based plans to incorporate more processes and align their goals with the company's goals. You can reach Jason at Jason.Stephens@sandler.com.

Send us a text The first 60 seconds of a prospecting call can make or break the conversation. Most salespeople lead with pressure or pitch—what if you led with permission instead? When done right, the opening minute disrupts expectations, builds trust, and earns you the right to continue. In this episode, we break down the three essential moves for a strong start: Pattern InterruptPermission to Speak30-Second CommercialWhat language puts the prospect at ease while also piquing curiosity? How do you balance confidence with respect? We explore real examples and show you how to deliver a powerful open that sets the tone for the entire call. This week, challenge yourself: Practice your opener. Try it on a colleague, write it out, or say it out loud until it feels natural. Remember—you're not just prospecting; you're inviting someone into a valuable conversation. Let’s get that first minute right. At Crossroads Business Development we are the recipients of the David H. Sandler award for 2021, the highest mark of achievement that the network passes out. We pride ourselves with our dedicated service to the success of our clients and our top-of-the-line training that keeps our clients engaged and coming back for more. Jim is a dynamic and engaging conference presenter and national speaker, renowned for his impactful presentations at a wide array of sales and industry events. With an impressive twenty-five-year track record in entrepreneurial small business creation, sales, and company management, he brings a wealth of real-world experience. Additionally, Jim has spent two decades honing his expertise through Sandler Sales & Management Training, equipping him with the tools to drive success in any organization. His keen insights and ability to identify and address roadblocks are instrumental in fostering growth and transformation for individuals and companies. For inquiries, reach out to Jim at jim.stephens@sandler.com. Jason worked at the university before joining the team. He brings an analytical perspective to coaching and has several tracks to help with team and personal development. Our clients hire Jason for his systematic approach to help them integrate Sandler into their day-to-day operations. His attention to detail and expertise with our assessment tools help them create behavior-based plans to incorporate more processes and align their goals with the company's goals. You can reach Jason at Jason.Stephens@sandler.com.

Send us a text In sales—and in life—discounting happens on multiple levels. We discount prices to win business. We discount others when we assume too much or listen too little. And perhaps most dangerously, we discount ourselves when we undercharge, downplay our value, or hesitate to show up fully. In this episode, we take a closer look at the mindset and behaviors behind discounting. Are you making unnecessary price concessions out of fear instead of strategy? Are you unconsciously dismissing the ideas or needs of others during conversations? Most importantly, where might you be shrinking yourself in the process? What would it look like to lead with value—your own, your client’s, and your offer’s? We explore how to shift from a scarcity mindset to a value-driven one, so you stop giving away what should be earned, and start standing tall in your expertise. This week, challenge yourself: Notice one moment where you feel tempted to discount—whether it’s your price, your opinion, or your presence. Pause. Ask yourself, “What’s the real value here?” Let’s stop playing small. Your value doesn’t need a markdown. At Crossroads Business Development we are the recipients of the David H. Sandler award for 2021, the highest mark of achievement that the network passes out. We pride ourselves with our dedicated service to the success of our clients and our top-of-the-line training that keeps our clients engaged and coming back for more. Jim is a dynamic and engaging conference presenter and national speaker, renowned for his impactful presentations at a wide array of sales and industry events. With an impressive twenty-five-year track record in entrepreneurial small business creation, sales, and company management, he brings a wealth of real-world experience. Additionally, Jim has spent two decades honing his expertise through Sandler Sales & Management Training, equipping him with the tools to drive success in any organization. His keen insights and ability to identify and address roadblocks are instrumental in fostering growth and transformation for individuals and companies. For inquiries, reach out to Jim at jim.stephens@sandler.com. Jason worked at the university before joining the team. He brings an analytical perspective to coaching and has several tracks to help with team and personal development. Our clients hire Jason for his systematic approach to help them integrate Sandler into their day-to-day operations. His attention to detail and expertise with our assessment tools help them create behavior-based plans to incorporate more processes and align their goals with the company's goals. You can reach Jason at Jason.Stephens@sandler.com.

Send us a text Why do some prospects seem resistant even when the solution is exactly what they need? The answer might lie in Transactional Analysis—a framework that helps you understand the emotional dynamics of every sales conversation. People don’t just buy products; they buy emotional resolution... and often, they buy the fight. In this episode, we explore how buyers engage from different ego states—Parent, Adult, and Child—and how emotional tension can drive the sale more than logic ever will. The paradox? Prospects often decide based on emotion, then justify their decision intellectually after the fact. How can you recognize when someone is buying the struggle, the challenge, or the feeling of winning the negotiation? What does it look like to meet them in that space without getting pulled into a power struggle yourself? We unpack how to keep your Adult in the room while navigating the emotional rollercoaster of the sale. This week, challenge yourself: Reflect on a recent sale that was harder than it needed to be. What emotional need might have been at play? Were you speaking to the logic—or to the tension that needed resolution? Let’s deepen your sales effectiveness by understanding not just how people buy—but why. At Crossroads Business Development we are the recipients of the David H. Sandler award for 2021, the highest mark of achievement that the network passes out. We pride ourselves with our dedicated service to the success of our clients and our top-of-the-line training that keeps our clients engaged and coming back for more. Jim is a dynamic and engaging conference presenter and national speaker, renowned for his impactful presentations at a wide array of sales and industry events. With an impressive twenty-five-year track record in entrepreneurial small business creation, sales, and company management, he brings a wealth of real-world experience. Additionally, Jim has spent two decades honing his expertise through Sandler Sales & Management Training, equipping him with the tools to drive success in any organization. His keen insights and ability to identify and address roadblocks are instrumental in fostering growth and transformation for individuals and companies. For inquiries, reach out to Jim at jim.stephens@sandler.com. Jason worked at the university before joining the team. He brings an analytical perspective to coaching and has several tracks to help with team and personal development. Our clients hire Jason for his systematic approach to help them integrate Sandler into their day-to-day operations. His attention to detail and expertise with our assessment tools help them create behavior-based plans to incorporate more processes and align their goals with the company's goals. You can reach Jason at Jason.Stephens@sandler.com.

Send us a text What if saying less actually moved the sale forward? The Negative Reverse Sell is a counterintuitive technique that taps into the psychology of your prospect by doing something most salespeople avoid—inviting resistance to uncover the truth. In this episode, we unpack the concept of the Negative Reverse Sell and how to apply it effectively in real conversations. Are you too quick to chase or convince? What if, instead, you leaned out—asking questions that draw your prospect in, clarify intent, and reveal their real concerns? What phrases flip the dynamic and give your prospect space to own their position? How can you stay emotionally detached while still guiding the conversation? We explore specific examples and common missteps, helping you recognize when and how to use this tool with confidence. This week, challenge yourself: In your next sales call, identify a moment where you would normally push forward—and instead, try a Negative Reverse. Ask something like, “Maybe this isn’t a fit?” or “Sounds like you’ve already made up your mind?” Then listen. You might be surprised how quickly the truth comes to the surface. Let’s refine your technique—by pulling back. At Crossroads Business Development we are the recipients of the David H. Sandler award for 2021, the highest mark of achievement that the network passes out. We pride ourselves with our dedicated service to the success of our clients and our top-of-the-line training that keeps our clients engaged and coming back for more. Jim is a dynamic and engaging conference presenter and national speaker, renowned for his impactful presentations at a wide array of sales and industry events. With an impressive twenty-five-year track record in entrepreneurial small business creation, sales, and company management, he brings a wealth of real-world experience. Additionally, Jim has spent two decades honing his expertise through Sandler Sales & Management Training, equipping him with the tools to drive success in any organization. His keen insights and ability to identify and address roadblocks are instrumental in fostering growth and transformation for individuals and companies. For inquiries, reach out to Jim at jim.stephens@sandler.com. Jason worked at the university before joining the team. He brings an analytical perspective to coaching and has several tracks to help with team and personal development. Our clients hire Jason for his systematic approach to help them integrate Sandler into their day-to-day operations. His attention to detail and expertise with our assessment tools help them create behavior-based plans to incorporate more processes and align their goals with the company's goals. You can reach Jason at Jason.Stephens@sandler.com.

Send us a text Are you showing up as an optimist, a pessimist, or something more deliberate? While optimism can inspire and pessimism can protect, neither guarantees progress. The real power comes from intention—choosing how you think, act, and respond regardless of the emotional weather. In this episode, we explore how intention rises above mindset labels. Are you relying on a hopeful attitude to push through, or defaulting to skepticism to avoid disappointment? What would it look like to move forward with clarity and purpose, even when circumstances aren’t ideal? What practices help you stay grounded in intention? How do you keep your goals front and center when emotions pull you off course? We look at the difference between feeling and choosing—between drifting in mindset and steering with intention. This week, challenge yourself: In a situation where you normally react with either hope or hesitation, pause and ask, “What’s the most intentional response I can choose here?” Your mindset doesn’t have to be dictated by emotion. Let’s practice leading with purpose—on purpose. At Crossroads Business Development we are the recipients of the David H. Sandler award for 2021, the highest mark of achievement that the network passes out. We pride ourselves with our dedicated service to the success of our clients and our top-of-the-line training that keeps our clients engaged and coming back for more. Jim is a dynamic and engaging conference presenter and national speaker, renowned for his impactful presentations at a wide array of sales and industry events. With an impressive twenty-five-year track record in entrepreneurial small business creation, sales, and company management, he brings a wealth of real-world experience. Additionally, Jim has spent two decades honing his expertise through Sandler Sales & Management Training, equipping him with the tools to drive success in any organization. His keen insights and ability to identify and address roadblocks are instrumental in fostering growth and transformation for individuals and companies. For inquiries, reach out to Jim at jim.stephens@sandler.com. Jason worked at the university before joining the team. He brings an analytical perspective to coaching and has several tracks to help with team and personal development. Our clients hire Jason for his systematic approach to help them integrate Sandler into their day-to-day operations. His attention to detail and expertise with our assessment tools help them create behavior-based plans to incorporate more processes and align their goals with the company's goals. You can reach Jason at Jason.Stephens@sandler.com.

Send us a text When the world feels unpredictable, your mindset becomes your greatest asset—or your biggest liability. How do you stay grounded when circumstances are shifting around you? How do you lead, sell, and show up when the future feels unclear? In this episode, we focus on the one thing you can control: your attitude. While external challenges may be out of your hands, your internal response isn’t. Are you reacting or responding? Are you choosing resilience or feeding the fear? What routines, thoughts, or habits help you stay anchored when uncertainty creeps in? How do you reset and refocus when you feel overwhelmed? We explore practical ways to reframe your thinking, stay solutions-oriented, and show up with clarity—even when everything around you is murky. This week, challenge yourself: Identify one area where you’ve been feeling stuck or stressed. Ask, “What’s in my control here?” and take one small action that reflects a mindset of growth and ownership. You may not control the storm—but you can learn to steer in it. Let’s strengthen that mindset together. At Crossroads Business Development we are the recipients of the David H. Sandler award for 2021, the highest mark of achievement that the network passes out. We pride ourselves with our dedicated service to the success of our clients and our top-of-the-line training that keeps our clients engaged and coming back for more. Jim is a dynamic and engaging conference presenter and national speaker, renowned for his impactful presentations at a wide array of sales and industry events. With an impressive twenty-five-year track record in entrepreneurial small business creation, sales, and company management, he brings a wealth of real-world experience. Additionally, Jim has spent two decades honing his expertise through Sandler Sales & Management Training, equipping him with the tools to drive success in any organization. His keen insights and ability to identify and address roadblocks are instrumental in fostering growth and transformation for individuals and companies. For inquiries, reach out to Jim at jim.stephens@sandler.com. Jason worked at the university before joining the team. He brings an analytical perspective to coaching and has several tracks to help with team and personal development. Our clients hire Jason for his systematic approach to help them integrate Sandler into their day-to-day operations. His attention to detail and expertise with our assessment tools help them create behavior-based plans to incorporate more processes and align their goals with the company's goals. You can reach Jason at Jason.Stephens@sandler.com.