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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:

1. Pattern Interrupt – Stop the automatic "not interested" response by doing something unexpected.
2. Permission to Speak – Respect the prospect’s time and ask for space to engage.
3. 30-Second Commercial – Deliver a clear, compelling reason why the conversation is worth having.

What 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.

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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.

Send us a text

What if you gave yourself the space now to plan for who you want to be in 2026? The Sandler Summit isn’t just a date on the calendar—it’s a milestone to work toward, a chance to define your growth, and an opportunity to show up as the future version of yourself.

In this episode, we challenge you to take a long view. Who do you want to be when you walk into that room at the Sandler Summit 2026? What skills do you want sharpened? What confidence do you want built? What kind of impact do you want to have—on your team, your business, and your own sense of leadership?

What would it look like to reverse-engineer that future success, starting now? Whether it’s refining your sales process, improving your leadership presence, or developing a new mindset, the path starts with clarity and commitment today.

This week, challenge yourself: Envision who you’ll be next year. Write it down. Be specific. Then ask—what’s one step I can take today that brings me closer to that version of me? The future is coming—let’s plan for it together. And we'd love to see you at the new conference center in Fort Lauderdale, Omni, March 17 - 18, 2026.

Reach out if you're interested in the early-bird opportunity to get your ticket, opportunity ends today!

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 does effective leadership look like on a call? Whether you're hosting, facilitating, or simply participating, the way you show up in meetings says a lot about your leadership. Are you setting the tone, driving value, and managing time—or just going through the motions?

In this episode, we explore the connection between meeting management and leadership presence. Are your meetings focused and intentional, or are they drifting without direction? How do you prepare, engage others, and follow through to ensure the time spent is worth it?

What behaviors signal confidence and clarity? What does it mean to take ownership of the room—even virtually? From setting clear agendas to actively listening and leading with purpose, effective call leadership isn’t just about speaking up; it’s about showing up in a way that builds trust and moves things forward.

This week, challenge yourself: Take a look at one upcoming meeting—how will you prepare differently? What can you do to elevate the experience for others? Leadership happens one interaction at a time. Let’s sharpen how you lead, one call 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.