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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—it’s about what you notice. In a world where salespeople often feel the pressure to present, educate, or impress, this episode challenges that urge by highlighting the importance of slowing down, asking better questions, and helping your buyers feel seen.

Jason shares his thoughts on how practicing a consistent process allows for deeper focus on the person across the table, not just the sales tactic. Jim brings up two key Sandler rules:

• “You gain more credibility by the questions you ask than by the information you give,” and
• “Sell today, educate tomorrow.”

If you're doing most of the talking, you may be alienating buyers without realizing it. The duo urges listeners to consider: Are you truly present in your conversations? Or are you stuck in the cycle of over-explaining and under-connecting?

Whether you're trying to improve a sales call or build stronger client relationships, this episode reminds us that being curious and listening well is more persuasive than being the smartest person in the room.

🏆 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 helps individuals and organizations turn goals into daily behaviors that drive measurable growth. Known for his structured, analytical approach, he equips clients with practical systems that turn complexity into clarity, and ideas into action. Whether he’s coaching a leader through change or building a sales process that sticks, Jason focuses on alignment, execution, and long-term success. Clients rely on him to uncover what’s really getting in the way, and to create frameworks that spark momentum—not just motivation. With a coaching style rooted in curiosity and accountability, Jason delivers tools that help people think clearly, act intentionally, and lead with purpose.
📧 Reach out to Jason at: jason.stephens@sandler.com

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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 evergreen campaigns) can build a reliable pipeline over time—while also recognizing when real-world events, market shifts, or internal changes demand a more responsive approach.

We explore metaphors like panning for gold and fishing, showing that successful salespeople know their “cookbook” behaviors and stay consistent—without relying solely on lead flow or waiting for the “right” moment to prospect. Instead, the challenge is to build systems that support steady outreach while leaving space to adapt when opportunities surface. If you’re looking for ways to sharpen your sales presence, apply consistent behaviors, or think more strategically about how you build your week, this conversation will offer both practical and mindset-based takeaways.

The core message: stop treating prospecting as an emergency response—build a system that works whether the river is flowing or not.

🏆 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 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-through, or struggling with inconsistency, the issue might not be your people—it might be the absence of management infrastructure.

They unpack why many salespeople underperform after being hired, how over-attributing outcomes to personality rather than process creates blind spots, and why founders often assume their salespeople will “just figure it out” the way they did.

You’ll hear insights on daily minimums, weekly review rhythms, and the importance of pipeline visibility as early warning signs. The conversation also touches on the dangers of conflating activity with progress—and how subtle feedback loops help teams stay aligned and engaged.

If you’re looking for ways to improve self-awareness and bring more structure to the way your team sells, this episode offers a practical approach to building the habits of sales management, even if you’re still wearing multiple hats.

The core message: Sales management is not optional—it’s a necessary ingredient for consistent growth. You don’t need a VP title to implement it. You just need a system.

🏆 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