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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:

1. Resignation
2. No Priorities
3. Low 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

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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:

• What hard-won independence have you earned in your sales journey?
• Who helped you along the way, and have you told them?
• How can you bring gratitude into your relationships today?

You’ll also hear:

• 💬 Why thank-you cards and specific compliments build long-term trust
• 💡 How passion and presence tie into sales leadership
• 🔄 The reminder that independence isn't a one-time achievement, but a behavior you sustain through consistent effort

This week, challenge yourself:

• Reflect on the hard things you've done to get where you are.
• Identify one client, peer, or friend to thank—specifically.
• Celebrate what it took to earn your freedom—and who walked beside you to get there.

🎧 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

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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 stacking from Atomic Habits—using existing habits as anchors for new ones.
• Why brute force doesn’t work: "I'm definitely going to change tomorrow" becomes its own habit loop.
• The importance of identifying your cues—the time, place, emotion, or interaction that triggers your behavior.
• The danger of developing a habit of planning to change, instead of actually changing.

🔄 "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:

• Inventory a habit you want to change.
• Identify the cue that triggers it.
• Design a replacement habit and reward.

Your 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.