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In this episode, Jim and Jason explore the difference between saying thank you and expressing gratitude in a way that actually connects. Gratitude, they explain, is not just a statement—it carries emotion, intention, and meaning. When words and emotion don’t line up, even well-meant appreciation can feel hollow or disingenuous.

The conversation introduces a practical framework for expressing appreciation using the TSP model: Truthful, Specific, and Positive. Rather than defaulting to vague compliments, the goal is to notice what people actually do well, name it clearly, and deliver it in a way that builds others up. The discussion also touches on how understanding how others receive appreciation—through words, actions, or presence—shapes whether gratitude is felt or simply heard.

If you're looking for ways to improve how you connect with others, strengthen your presence in conversations, or build goodwill through intentional communication, this episode offers a thoughtful approach to making appreciation meaningful—especially during a season when words are plentiful and sincerity matters most.

The core message: Gratitude that is felt changes relationships. Gratitude that is rushed disappears just as quickly as it’s spoken.

Quick Poll: Is cup the worst example you ever heard? Let us know!

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 Stephens 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 Stephens 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, Jim and Jason explore how the information you consume directly shapes your beliefs—and how those beliefs influence every decision you make in sales, leadership, and your long-term success. Drawing on insights from an economics conference and ITR Economics' extraordinarily accurate forecasting model, they break down why mindset—not the market—is often the biggest threat to performance.

The conversation covers the danger of echo chambers, the need to audit the sources influencing your worldview, and how pessimistic narratives can become self-fulfilling prophecies. If you’re looking for ways to strengthen your Positive Outlook competency, this episode challenges you to separate data from drama, to recognize when your beliefs are drifting into scarcity, and to take back agency over how you interpret the world around you.

The core message: you don’t control the economy, but you do control the lens you bring to it—and that lens determines whether you see decline, possibility, or opportunity.

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

Send us a text

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