All Episodes
The Sandler Training Hour — 122 episodes
Why Prospects Take Your Free Advice and Never Buy
Why You Chase Prospects Instead of Asking for the Next Step
Why One Hard Conversation Never Fixes the Problem
Why Your Sales Activity Isn't Getting the Results You Expected
Why Buyers Won't Open Up to You (And Won't Refer You Either)
Why Prospects Take Your Free Advice and Buy Nothing
Why Buyers Stall When You Solve Their Problem Too Soon
Why Salespeople Avoid the Conversations They Need to Have
Why More Sales Calls Are Not Making You Better
How to Disarm a Frustrated Client Without Making It Worse
How to Stop Accommodating Prospects Who Will Not Commit
How to Stop Running Your Sales Day on Autopilot
Why Your Sales Team Resists Scripts (And How It's Hurting Your Close Rate)
Stop Pitching, Start Diagnosing: What a Hospital Stay Taught Us About Discovery Calls
Why Playing It Safe on Sales Calls Gets You Ghosted
Why You Forget 90% of Your Sales Training in a Week
Why Experienced Salespeople Still Need Sales Training Events
How to Use a Daily Talk Track to Fix a Weak Point on Your Sales Assessment
How to Stay Top of Mind With Clients Without Being Annoying
Why AI Can't Replace Sales Training: The Case for Emotional Competence Over Technical Skills
Stop Winging It: Building a Sales Playbook That Actually Closes Deals
The Silent Deal Killer: Why Your Post-Sale Process Is Costing You Clients
The Equality Mandate: Escaping the Subservient Sales Trap
Avoiding "Unpaid Consulting" When Bringing Experts on the Road
The Tolerance Gap: Navigating the Fear of Failure and Success
The Skeptic’s Guide to Optimism: Auditing Your Attitude for Growth
The Authenticity Trap: Moving from Reactive Defense to Proactive Control
The Speed of Culture: Why Sales Agility Beats a Perfect Script
Stop "Poisoning the Well": Why You Need to Sell the Commitment, Not the Pain
Relationship Management: Gratitude That Lands, Not Just Words
Positive Outlook: Governing Your Thinking in an Uncertain Economy
Questioning: Listen More Than You Talk — Building Trust Through Curiosity
Sales Planning and Prospecting: Evergreen vs. Time-Sensitive Outreach
Business Growth: The Case for Sales Management (Even If You’re Small)
Process-Focus: Mindset, Leverage, and the Tools of Change in Technology
Self-Awareness: Dealing with Uncertainty In Your Head
Process and Structure: Don't Be Creative (Around Your Process)
Sales Performance: Money Tolerance & Mental Presence and How Limiting Beliefs Undermine Outcomes
Self-Management: Pain by Numbers--The True Cost of Default Habits
Coaching & Developing Others: Secrets to Sales Management Excellence
Mindset: Barriers to Success – Part 5: Being "I"-Centered
Sales Process: Stamp Collecting, Baggage, and Sales Blowups--Are You Sabotaging Yourself?
Barriers to Success: Mr. Nice Guy, Dependence on Others, and Needs vs. Wants
Barriers to Success: Hopelessness, Confidence, and Fear of Rejection
Prioritization & Barriers to Success: Starting with the First Three That Keep You Stuck
4th of July: Independence, Interdependence, and Selling with Gratitude
Adaptability and Habits: How to Interrupt Autopilot and Act with Intention
Adaptability and Resilience - Head Trash: Pause, Reframe, and Lead with Your Best Self
Prospecting: Break the Script, Earn Permission, Deliver Value
Attitude: What Are You Discounting Without Realizing It?
Transactional Analysis in Sales: People Buy the Fight and Intellectualize the Outcome
Sales Techniques: Concept and Application of the Negative Reverse Sell
Mindset: Beyond the Mood—Lead with Intention
Attitude: Owning Your Mindset When Everything Feels Uncertain
Sandler Summit 2026: Plan for Your Future!
Call Leadership: Meeting Management and Showing Up
Mindset: Shifting How You Think About Money for Greater Success
Time Management: Navigating Parkinson's Law
Sales Aptitude: Fine-Tuning Your Behaviors and Process for Success
Sales Process: Making the Most out of Referrals
Learning Agility: Learning Process and Execution
Resilience: Finding Fulfillment in What You Do
Identity and Role: Generational Differences and Why It Might Matter
Interpersonal Dynamics: Give More Compliments, Be a People Pumper-Upper
Goal Setting: What is Your Point of Constraint?
Merry Christmas: Finding Fulfillment and Showing Gratitude
Self-Limiting Beliefs: Abundance and Scarcity and the Impact of Your Mindset
Sales Prospecting: Cookbook Behaviors in December Are Mandatory
Learning Agility: Emotional Intelligence and Why It Matters
Stalls and Objections: Go for the No!
Managing Priorities: Clarify Intentions and Build Strong Relationships
Management and Motivation: Uncovering Blindspots with Strategy and Openness
Selling System: If you don't have one, get one
Develop Your Sales Process: A Plan Eliminates the Agony of a Decision
Self Development: Why You Should Pick You Everyday
Roleplaying: Don't Practice Sales Calls in Front of Clients
Why People Buy: Discovery through Pain in Sales and Management
Relationship Management: Emotional Intelligence in Sales and How to Win
Relationship Management: Trust in Sales is Built out of Relationships
Questioning Strategies: Moving from the Intellectual to the Emotional. Become a Trusted Advisor
Adaptability in Sales: How You Buy and How You Sell
Confidence in Sales: Developing Self-Awareness
People Don't Argue With Their Own Data
If Your Competition Is Doing It, Stop Immediately
Slowdown the Process to Speed Up the Sale
Sales Is a Conversation Between Two Adults to Uncover the Truth
No One Can Enter Your Castle Without Your Permission
Never Look In Your Prospects Pocket
Never Let the Prospect End the Interview
April Fool's Rules
Much Harm Comes From Things Left Unsaid
It's Okay to Fail
If you are only what you were told you could be, you're less than what you can be.
I'm Financially Independent; I don't Need Your Money
Get Out of the Way of a Sale!
All Prospects Lie All the Time!
Treat The Call Like an Interview
The Confused Mind Says No!
Sales People Are Not Okay
Transactional Analysis and the Breakdown
Being Listened to is Being Loved
Hiring in a Limited Labor Force
Strategies and Tactics to Listen Well in Sales
Hiring and CRM Accountability
Accountability
Courageous Conversations
The Magic Bullets of Sales
The Salesperson's Biggest Fears
Storytelling
Sandler for Life
Goal Setting and Follow Through
Atributes of a Salesperson from Extended DISC
Sandler Fundamentals
Reflecting on A Guide to a Good Life
Self-Awareness and Where You're Going
Awareness and Attention to Where You Are
Conflict Management
Vision and Alignment
Tips for Successful Coaching
The Cost of the Status Quo
Motivation and Discipline
Transformational Change and Leading with Intentions