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: What does it actually mean to adapt to technology?Jim shares how technology has evolved across his career—from pagers and fax machines to AI-powered roleplay coaches—and how resistance to change (like Blockbuster's refusal to buy Netflix) is more than a history lesson; it's a cautionary tale. Jason emphasizes how tools like ChatGPT or Sandler’s own Yoodli Roleplay Coach can help remove “blank page” paralysis, making it easier to build SOPs, brainstorm ideas, and reduce friction in sales processes.Together, they explore a key attitude question: Are you curious enough to experiment with tools before you’re forced to catch up? The more commoditized the world becomes, the more valuable strong communicators will be. Use technology as a force multiplier—but never lose the human edge.🏆 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 [email protected] 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 [email protected] Sandler Training Hour Hosted by Jim & Jason Stephens | Crossroads Business DevelopmentJoin hosts Jim and Jason Stephens from Crossroads Business Development as they discuss techniques, tactics, and the occasional tangent associated with the Sandler Selling System. Whether you are prospecting, negotiating, or closing, The Sandler Training Hour gives you the actionable advice you need to stop "winging it" and start controlling the sale.📧 Reach out: [email protected] 🌐 Crossroads Business Development