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In this episode, we break down a subtle but important distinction in prospecting strategy: the difference between evergreen outreach and time-sensitive messaging. Jim and Jason explore how consistent, repeatable prospecting efforts (like evergreen campaigns) can build a reliable pipeline over time—while also recognizing when real-world events, market shifts, or internal changes demand a more responsive approach.

We explore metaphors like panning for gold and fishing, showing that successful salespeople know their “cookbook” behaviors and stay consistent—without relying solely on lead flow or waiting for the “right” moment to prospect. Instead, the challenge is to build systems that support steady outreach while leaving space to adapt when opportunities surface. If you’re looking for ways to sharpen your sales presence, apply consistent behaviors, or think more strategically about how you build your week, this conversation will offer both practical and mindset-based takeaways.

The core message: stop treating prospecting as an emergency response—build a system that works whether the river is flowing or not.

🏆 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 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: jason.stephens@sandler.com