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/
Episodes
93 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
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
Process and Structure: Don't Be Creative (Around Your Process)
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 th...
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Season 4
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Episode 29
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10:48
Sales Performance: Money Tolerance & Mental Presence and How Limiting Beliefs Undermine Outcomes
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 Tolerance: Your ...
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Season 4
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Episode 28
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11:40
Self-Management: Pain by Numbers--The True Cost of Default Habits
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...
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Season 4
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Episode 27
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11:10
Coaching & Developing Others: Secrets to Sales Management Excellence
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 que...
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Season 4
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Episode 26
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9:28
Mindset: Barriers to Success – Part 5: Being "I"-Centered
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 focu...
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Season 4
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Episode 25
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10:10
Sales Process: Stamp Collecting, Baggage, and Sales Blowups--Are You Sabotaging Yourself?
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, foun...
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Season 4
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Episode 24
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11:58
Barriers to Success: Mr. Nice Guy, Dependence on Others, and Needs vs. Wants
🔹 #7 – The Mr. Nice Guy Model“It happens when you’d rather leave having someone think well of you than leave with an order or money,” Jason says.Jim expands:“We don’t want to be ...
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Season 4
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Episode 23
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9:00
Barriers to Success: Hopelessness, Confidence, and Fear of Rejection
Breaking Through the Next Barriers to SuccessIn 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 pri...
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Season 4
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Episode 22
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8:21
Prioritization & Barriers to Success: Starting with the First Three That Keep You Stuck
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...
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Season 4
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Episode 21
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11:05
4th of July: Independence, Interdependence, and Selling with Gratitude
Independence, Interdependence, and ROI on a Day OffMost 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 ...
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Season 4
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Episode 20
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9:07
Adaptability and Habits: How to Interrupt Autopilot and Act with Intention
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 delibera...
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Season 4
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Episode 19
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11:06
Adaptability and Resilience - Head Trash: Pause, Reframe, and Lead with Your Best Self
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 i...
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Season 4
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Episode 18
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10:10
Prospecting: Break the Script, Earn Permission, Deliver Value
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 trus...
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Season 4
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Episode 17
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11:45
Attitude: What Are You Discounting Without Realizing It?
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 undercha...
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Season 4
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Episode 16
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10:31
Transactional Analysis in Sales: People Buy the Fight and Intellectualize the Outcome
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 ...
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Season 4
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Episode 15
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10:31
Sales Techniques: Concept and Application of the Negative Reverse Sell
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...
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Season 4
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Episode 14
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10:08
Mindset: Beyond the Mood—Lead with Intention
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...
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Season 4
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Episode 13
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11:52
Attitude: Owning Your Mindset When Everything Feels Uncertain
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...
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Season 4
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Episode 12
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10:52