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 • 93 episodes
The Sandler Training Hour
Latest Episodes
Relationship Management: Gratitude That Lands, Not Just Words
In this episode, Jim and Jason explore the difference between saying thank you and expressing gratitude in a way that actually connects. Gratitude, they explain, is not just a statement—it carries emotion, intention, and meaning. When ...
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Season 4
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Episode 36
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10:17
Positive Outlook: Governing Your Thinking in an Uncertain Economy
In this episode, Jim and Jason explore how the information you consume directly shapes your beliefs—and how those beliefs influence every decision you make in sales, leadership, and your long-term success. Drawing on insights from an economics ...
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Season 4
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Episode 35
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13:41
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