Shows
Training That WorksMake Training An Experience with Jeff MossIn this episode of Training That Works, Rustin Schroeder talks with Jeff Moss about turning ordinary training into an unforgettable experience that actually drives results.Jeff reveals how most companies waste time on content-heavy training that no one remembers, and what it takes to build sessions people talk about for months. He shares how shifting from “information delivery” to “experience design” changed everything from employee engagement to performance outcomes.You’ll hear the surprising role energy and emotion play in learning, the simple mindset that separates effective trainers from forgettable ones, and the strategy J...
2025-10-2116 min
Training That WorksThe Listening Advantage with Razan NaqeebIn this episode of Training That Works, Rustin Schroeder talks with Razan Naqeeb about how listening is the ultimate advantage in sales, leadership, and training.Razan shares how her career transformed the moment she stopped trying to sell and started truly hearing her clients. She explains how active listening uncovers hidden needs, strengthens trust, and turns one-time buyers into long-term partners. Her approach flips the traditional sales playbook: less pitching, more presence.You’ll learn how she trains teams to listen between the lines, why silence is often more powerful than strategy, and how...
2025-10-2114 min
Training That WorksEngage Their Voice with Casey PostonIn this episode of Training That Works, Rustin Schroeder talks with Casey Poston about why the best training programs don’t sound like training at all.Casey reveals how most leaders unknowingly kill engagement by forcing people into rigid scripts and checklists. He explains how to unlock authentic communication by getting reps to use their own words and why this simple shift drives confidence, connection, and real performance.They dive deep into the psychology behind motivation, showing how asking what demotivates people often uncovers more than traditional engagement surveys ever could. Casey shares pr...
2025-10-2126 min
Training That Works$3.5B Productivity Blueprint with Ashley AuBuchon-ArcandIn this episode of Training That Works, Rustin Schroeder talks with Ashley AuBuchon-Arcand, a pivotal leader behind IBM’s global productivity transformation, an effort that unlocked $3.5 billion in measurable gains across the organization. She shares how IBM built a company-wide productivity program that aligned AI, culture, and human capability building to drive growth at scale.Ashley breaks down the real reasons productivity initiatives fail, how her team got executive buy-in for change, and the surprising truth about measuring value that actually drives results. What started as a bold strategic initiative became a movement th...
2025-10-2136 min
Training That WorksMindset, Behavior, Results with Adam WillsonIn this episode of Training That Works, Rustin Schroeder talks with Adam Willson about how to build stronger sales teams by starting with mindset. Adam explains why most sales training fails because it focuses on fixing results before fixing behavior and behavior before fixing mindset. He shares proven strategies for creating a culture where salespeople coach each other, stay accountable, and drive real performance without top-down pressure.Listeners will learn how to make training stick by shifting from information to transformation. Adam reveals how he turns resistant reps into confident performers, why money-based incentives often...
2025-10-2124 min
Training That WorksSoft Skills Are Hard with Juliette MaoIn this episode of Training That Works, Rustin Schroeder talks with Juliette Mao about the truth behind soft skills and why mastering emotional intelligence, leadership, and communication is the real key to business growth.Juliette reveals her journey from high-performing tech sales leader to founder of a training company that helps organizations build better managers and stronger teams. She exposes why most corporate training doesn’t work, how to design learning that actually sticks, and the science behind developing EQ, confidence, and influence at work.You’ll learn how top leaders build trust fast...
2025-10-2119 min
Training That WorksInside the Workflow with Aparna MuralidharanIn this episode of Training That Works, Rustin Schroeder talks with Aparna Muralidharan about the moment she realized her training programs were failing… not because the content was bad, but because it lived outside the work. One conversation, one failed rollout, and one surprising experiment flipped everything she believed about enablement.Aparna shares how she rebuilt her approach from the inside out, embedding learning into the daily rhythm of the team. No decks. No theory. Just real reps doing real work and learning as they go. The results? Faster adoption, stronger pitches, and a c...
2025-10-1316 min
Training That WorksGoals First with Lisa HammackIn this episode of Training That Works, Rustin Schroeder talks with Lisa Hammack about a moment that completely flipped how she thought about training. One workshop changed everything — teams stopped zoning out, started solving real business problems, and leadership actually used their ideas. It wasn’t luck. It was one simple shift: starting with goals instead of content.But that breakthrough didn’t come easy. Lisa had to fight through the usual noise — slide decks, scattered buy-in, and “training for training’s sake.” She reveals what finally made her programs stick… the tools she uses to bring learnin...
2025-10-1315 min
Training That WorksB4B Mindset Shift with David HaysIn this episode of Training That Works, Rustin Schroeder talks with David Hays about what happens when you stop training people to know and start training them to perform. David shares the story of sitting through a 35-module online course that promised transformation but delivered nothing, followed by a single instructor-led session that completely changed how his team sold, communicated, and closed deals. The difference was not in the slides but in the mindset.That realization led him to the B4B model, Business for Business, where training moves from checking boxes to producing measurable...
2025-10-1318 min
Training That WorksData Driven Training with Daniel MetcalfIn this episode of Training That Works, Rustin Schroeder talks with Daniel Metcalf about how one failed training changed everything. Daniel shares the story of standing in front of a team that didn’t learn, didn’t engage, and didn’t change and how that moment forced him to rebuild his entire approach. What he discovered about data, behavior, and follow-through turned his next rollout into a company-wide success.He explains the simple rhythm that keeps teams performing long after the training ends and why most leaders miss the signals that show whether their programs are actually workin...
2025-10-1318 min
Training That WorksDrive Behavior Change with Logan HawleyIn this episode of Training That Works, Rustin Schroeder talks with Logan Hawley about what it really takes to drive behavior change inside a sales team. Not theory. Not another workshop deck. Real-world transformation that sticks.Logan shares the truth most training programs miss, why so many fail to create lasting results, and how to build ones that actually change how people act, think, and sell. He explains the difference between knowledge and execution, why curiosity beats compliance, and how leaders can tier training by skill level to unlock real growth.They dig...
2025-10-1333 min
Training That WorksAccountability Drives Learning with Brandon GortIn this episode of Training That Works, Rustin Schroeder talks with Brandon Gort about the hidden ingredient behind every high-performing training program… accountability. Before he ever built courses or sold software, Brandon was thrown into a sales floor with zero experience. No scripts, no handholding… just a manager who demanded daily proof of progress. What he learned there shaped everything he believes about training today.Brandon shares how that same mindset drives the learning culture at Articulate—where 100% of the Fortune 100 build their e-learning. He tells the story of how one company turned a failing onboar...
2025-10-1321 min
Training That WorksThe Hackathon Method with Achal ChannarasappaIn this episode of Training That Works, Rustin Schroeder talks with Achal Channarasappa, Head of Solutions Engineering at Superblocks, about what happens when training moves from theory to touching the real thing.Achal shares how his team discovered a faster, smarter way to onboard by throwing out the endless video libraries and replacing them with live, 90-minute hackathons. The result? Reps and customers reach their “light-bulb moment” in hours instead of weeks. But getting there took some bold moves… including turning failed LMS training into a hands-on system that scaled across technical and customer teams.H...
2025-10-0622 min
Training That WorksEmotional Intelligence First with Hina MadaIn this episode of Training That Works, Rustin Schroeder talks with Hina Mada about how emotional intelligence, not policy or process, became the anchor when her company grew from 40 people to over 2,000. She shares the moment she realized things were breaking… new hires flooding in, leaders stretched thin, and teams losing connection. That’s when she found a different kind of training. One that started with emotion before execution.Hina takes you inside that shift. She tells the story of one live session that changed everything. No slides. No theory. Just real conversations that made her...
2025-10-0615 min
Training That WorksFrameworks That Work with Brian MaiersIn this episode of Training That Works, Rustin Schroeder talks with Brian Maiers about the two trainings that completely changed how he sells. The first gave him a simple framework he could use anywhere, even in an airport if he ran into a dream client. The second made him look inward, uncovering his natural strengths and the one thing most salespeople ignore while trying to “fix” themselves.Then Brian shares the worst training he ever sat through... one that actually taught reps to force three objections out of every prospect before ending a call. That experience pushed him...
2025-10-0620 min
Training That WorksFix Onboarding with Lauren KlausIn this episode of Training That Works, Rustin Schroeder talks with Lauren Klaus about how to fix onboarding so it actually works. Lauren shares why the old sink-or-swim approach fails and what companies should do instead. Drawing from her background in speech science, the service industry, and eight years at TTSG, she breaks down the system that builds reps who last.You’ll hear how to blend live demos with multi-modal learning, why post-session debriefs matter more than you think, and how to use AI without losing the human side of coaching. Lauren also explains why one ye...
2025-10-0622 min
Training That WorksProving Enablement Impact with Shara SimmsIn this episode of Training That Works, Rustin Schroeder talks with Shara Simms about how to design enablement that doesn’t just get completed… it proves impact. Shara takes us inside a three-day immersive manager workshop where 75 percent of the time was spent practicing real scenarios, not listening to slides. Every participant walked away with a customized blueprint they could use on the job the very next day.She also breaks down why most training fails… no single call to action, no connection to the learner’s role, and no lasting reinforcement. Instead, Shara explains how she builds u...
2025-10-0619 min
Training That WorksTraining That Sticks with Robin HoffpauirIn this episode of Training That Works, Rustin Schroeder talks with Robin Hoffpauir about building training people actually remember… and use. He opens with a story from his restaurant days… a pre-test to gauge knowledge, a focused five-day sequence with a dedicated trainer, hands-on product practice, and clear docs everyone could always find. Then comes the unlock… consistent review tied to the Ebbinghaus forgetting curve so the knowledge sticks. Robin then calls out the villain… the link-dump “training” that hands people 10–15 random videos and hopes for the best. Attention drifts. Nothing transfers. Teams don’t retain or apply. He explain...
2025-10-0617 min
Training That WorksDefine The Win with Nitish KulkarniIn this episode of Training That Works, Rustin Schroeder talks with Nitish Kulkarni about how Sweetwater builds elite sales talent at scale… and why storytelling beats slide decks when the clock is ticking. Nitish opens the curtain on Sweetwater University… a 13-week onboarding that runs ~350 classes with ~130 rotating instructors for every new sales engineer. Then he shares the simple phrase that powers their best trainings… “what’s the win condition”… and how that clarity turns learners into confident closers.From there, they dig into what actually moves numbers: shifting from just-in-case to just-in-time training… using targeted cohorts...
2025-09-2950 min
Training That WorksDesign Thinking That Delivers with Bri Brodeur & Samer JabrIn this episode of Training That Works, Rustin Schroeder talks with Bri Brodeur and Samer Jabr about turning training from a one-off event into outcomes people can feel at work… today. They unpack the design thinking workshop that changed how their teams solve real problems, the five-minute microlearning rule that keeps employees moving, and the brutal mistakes that make people hate training… like reading slides for eight hours straight and shipping outdated materials no one can use. You’ll hear how they measure what matters, translate technical content for non-technical learners, and keep iterating until the solution is the right...
2025-09-2952 min
Training That WorksTop Funnel Fix with Eric WiegandIn this episode of Training That Works, Rustin Schroeder talks with Eric Wiegand about how to solve the top-of-funnel problem without chaos. Eric breaks down why “try-this” pivots kill momentum, why the worst training is no training, and how to make learning stick with AI-powered roleplays, repeatable systems, and spiffs that actually drive results.He shares the mindset shift behind today’s best sellers... buyers aren’t afraid of missing out, they’re afraid of messing up. Eric explains how to remove that fear, what he’d implement on day one, and the single playbook he runs to get fast...
2025-09-2919 min
Training That WorksValue Selling with Julie ThomasIn this episode of Training That Works, Rustin Schroeder talks with Julie Thomas about why most training misses the mark… and how to fix it fast. Julie shares how she went from sales leader to “accidental entrepreneur,” then lays out the two levers that actually move behavior: treat training as change management and tailor everything so reps can see themselves doing it. Expect memorable lines like “learning is not passive” and “training is the easy part”… followed by exactly what to do before and after workshops so the skills stick. You’ll hear her worst-ever class… an unprepare...
2025-09-2925 min
Training That WorksMentors Over Manuals with Andrea Wilczynski-UrbaniakIn this episode of Training That Works, Rustin Schroeder talks with Andrea Wilczynski-Urbaniak about what actually moves the needle inside sales organizations… and why most trainings miss. Andrea explains why mentors beat one-off workshops, how industry context changes everything, and why leaders must commit to consistency all year… not just in January. She even opens her playbook on using a family vision board to stay aligned and energized at work and at home.You’ll hear the worst kind of training she’s ever sat through… trainers who’ve never lived the job… and the simple fix leaders can de...
2025-09-2910 min
Training That WorksBuild Learning Journeys with Matt CohenIn this episode of Training That Works, Rustin Schroeder talks with Matt Cohen about the kind of enablement that actually changes behavior and revenue… not just slides. Matt explains why every training must start with clear learning objectives tied to leading KPIs, and how anchoring content to the sales process keeps it real for the field. He breaks down the biggest mistakes teams make… one-off events, theory without application, and no follow-up… and shows how to replace them with programmatic, thematic learning that sticks.Then it gets tactical. Matt walks through installing sales plays by stage and role...
2025-09-2916 min
Training That WorksTrain to Win with Louis "LV" VasquezIn this episode of Training That Works, Rustin Schroeder talks with Louis Vasquez about why most training fails… and what actually gets sellers to execute under pressure. Louis shares his unique improv-style sales tournaments where reps battle head-to-head selling outrageous products. The result? Sharper discovery, faster thinking, and reps who can win in the real world.Louis also unpacks the mindset that took him from grueling 100-mile runs to leading elite teams… execution above everything. He explains his “time bucket” system, how small consistent hours compound into big outcomes, and why competition and role play beat static playbook...
2025-09-0930 min
Training That WorksWorld-Class Enablement with Carolyn Manuel PodIn this episode of Training That Works, Rustin Schroeder talks with Carolyn Manuel about what separates forgettable training from the kind that actually changes seller behavior… fast. She reveals why her best learning moments were peer led, how role play and scenario work cement skills, and why micro, searchable video libraries beat three-day marathons every time. Then she tells the story every seller has lived… the door shuts, a heavy binder lands, and productivity dies. What she does next will change how you design your next session.Carolyn also opens her playbook from AlphaSense’s world-class enablement… multiple...
2025-09-0915 min
Training That WorksPeer-Led Training Wins with Chris RoszakIn this episode of Training That Works, Rustin Schroeder talks with Chris Roszak about what actually moves the needle in sales and cybersecurity training. From the first minute, Chris breaks down why peer-led, frontline lessons beat theory every time… and how forcing reps to regurgitate slides or record awkward camera quizzes backfires when there’s no real feedback. He shares the sessions that truly changed his game, the ones that wasted hours, and a simple filter to decide what to keep or kill.You’ll hear how to design training that sticks, model top-rep behaviors, and even treat...
2025-09-0916 min
Training That WorksSell Like You with Kelsie NeibelIn this episode of Training That Works, Rustin Schroeder talks with Kelsie Neibel about ditching rigid sales scripts, building a repeatable framework that actually fits your style, and turning mindset from a liability into an edge. Kelsie breaks down her S.E.L.L. method... start with mindset, energize your process, learn to flow with money, learn from proven technologies. She used it to 5x her income in five months, cut anxiety to a low hum, and win #1 AE of the year.You’ll hear the exact shift from grind to clarity, how bi-weekly coaching and community un...
2025-09-0925 min
Training That WorksBuilding Sales Cultures with Denton Myers-PollockIn this episode of Training That Works, Rustin Schroeder talks with Denton Myers-Pollock about what makes training actually work inside an organization. Denton shares the best training experiences of his career… including a month-long onboarding program where new sales hires had to earn their spot on the floor by closing real deals, and a leadership coaching framework that stuck because it was reinforced week after week. He explains why training without follow up is wasted effort and how culture shifts when leaders themselves commit to learning.They also dive into the flip side… when training fails. Denton reca...
2025-09-0917 min
Training That WorksUnlocking Potential with Kevin QuirkIn this episode of Training That Works, Rustin Schroeder talks with Kevin Quirk about what makes training stick, why most programs fail, and how leaders can create learning environments that truly change behavior. Kevin shares his best and worst training experiences—from executive coaching that built accountability across teams to sales programs that focused on psychology over rigid frameworks. He also explains why most day-long lectures waste time and how bite-sized, practice-driven training creates lasting results.The conversation doesn’t stop at theory. Kevin reveals how AI is reshaping training with dynamic roleplays that adapt to real scen...
2025-09-0924 min
Training That WorksGrowth Beats Comfort with Constantine JohnsIn this episode of Training That Works, Rustin Schroeder talks with Constantine Johns about identity-first training, human-to-human selling, and why real transformation starts inside before it shows up in the numbers. He shares the mindset shift that took him from checking boxes to changing behavior… and the simple question he asks customers that stops the room cold and opens real conversations.You’ll hear how growth and comfort can’t coexist, why co-creation beats slide decks, and how authenticity builds trust you can’t fake. Constantine breaks down practical ways to lead with service, use silence to your adv...
2025-08-2528 min
Training That WorksTurn Learners Into Owners with Allie CopeIn this episode of Training That Works, Rustin Schroeder talks with Allie Cope about what actually makes adults learn... and what quietly kills impact. She unpacks her most memorable team training from her Blue Bottle Coffee days, where teach backs, creativity and real psychological safety shaped her personal facilitation style. Then she gets spicy on what fails… micro training for real skills, uncanny AI avatars, and the cost of a weak facilitator.Allie shows how to listen beyond surveys to design training people will use. She digs into manager enablement, performance reviews, and why “ask one layer deep...
2025-08-2514 min
Training That WorksBelief Before Buy-In with Kellan AndrewIn this episode of Training That Works, Rustin Schroeder talks with Kellan Andrew about the training that actually changed how she leads... and the “worst ever” program that left people shaking. From Toast’s nomination-only Rise management cohort to three-day gauntlets with timers, scorecards, and peers trying to trip you up, Kellan breaks down what builds confidence versus what creates PTSD. She shares why embarrassment kills learning, how breakout rooms and real coaching unlocked her style, and the moment she realized, that’s why I do that.Then Kellan maps the blueprint she’d run at Expressa...
2025-08-2515 min
Training That WorksTrust, Perform, Promote with Neil FlanaganIn this episode of Training That Works, Rustin Schroeder talks with Neil Flanagan about training that builds trust and wins deals. Neil explains why Command of the Message helps in complex sales and how to link your product to business value. He contrasts it with a program that told reps to “find the pain and twist the knife,” which led to angry calls and broken relationships. Neil shares a simple playbook you can use now. Do real research and use AI to speed it up. A/B test every change. Measure results after three months and again at si...
2025-08-2524 min
Training That WorksFrontline Coaching with Catie IveyIn this episode of Training That Works, Rustin Schroeder talks with Catie Ivey about why sellers are too often “failed” by leadership… and how to fix it fast. She breaks down what great training actually feels like in the room, from immersive Sandler bootcamps with Salesforce’s legendary trainers to the quiet power of a frontline manager who coaches instead of micromanages. You’ll hear why most of us play way too small… and how to flip that script so people lean into their superpowers. Then she gets blunt about bad training… the checkbox programs that rip reps out of the...
2025-08-2514 min
Training That WorksNot to Fail with Kasey DuPreMost sales training is broken. Companies spend six figures on workshops that never stick because reps never get to apply what they learned. In this episode of Training That Works, Rustin Schroeder sits down with Kasey DuPre of Lucid to break down a better way. “Don't train them not to fail.”Kasey explains Lucid’s approach: tools ready in 2–3 days, live calls by week two, and chunked principles applied immediately. He shares why application matters more than theory, how to turn even trade show sticker leads into gold, and the secret to scaling confidence across teams.🎙️ ...
2025-08-2519 min
Training That WorksThe $100K Training He Got for Free with Trevor JettIn this episode of Training That Works, Rustin Schroeder talks with Trevor Jett, Chief Revenue Officer at Vivint, about the evolution of sales training, the integration of AI in sales operations, and what truly makes training impactful. Trevor shares lessons from his extensive experience in tech sales, including his formative Disney training, his views on forgettable "checkbox" trainings, and how AI agents like "Ava" are reshaping enablement. Whether you're a sales leader or a learning designer, Trevor delivers insights on how to make training stick by weaving it into company rhythm and aligning it with real business impact.
2025-07-1413 min
Training That WorksThe Power of Reinvention with Anya TaschnerIn this inspiring episode of Training That Works, Rustin Schroeder sits down with Anya Taschner, Director of Sales and Revenue Operations at DealRoom. With a deep passion for transforming raw talent into top tech sales performers, Anya shares her unique approach to building effective training programs. She discusses lessons learned from her time at HubSpot, why failing forward is essential, and how psychological safety and clear frameworks fuel success in fast-paced startups. From using AI to streamline enablement to her candid stories of overcoming adversity, Anya delivers wisdom with energy and heart. A must-listen for leaders, sales professionals, and...
2025-07-1421 min
Training That WorksThe Wrong Call That Changed Everything with Rob NolanIn this dynamic and story-rich episode of Training That Works, enterprise healthcare IT leader Rob Nolan brings nearly 23 years of experience to the mic. From answering a wrong phone call that landed him his first sales job to sitting behind Barry Manilow at American Idol while "sick" from work, Rob delivers lessons and laughs. He shares the best and worst training experiences of his career—why stapled pants and forced uniformity fail, and how scripting in your own voice can unlock confidence and performance. Rob outlines his ideal training approach that meets people where they are, leverages hum...
2025-07-1428 min
Training That WorksBuilding Teams That Perform with Brook KreigerIn this episode of Training That Works, host Rustin Schroeder sits down with Brooke Krieger, Sales Director at ParkMobile and author of Parking the Future. Brooke shares her journey from tech sales to thought leadership in autonomous vehicles (AVs), how she identified a critical gap in the parking industry's AV readiness, and the grassroots process she followed to publish her first book. She also delivers actionable insights on building strategic training programs, effective onboarding through cohort models, and how to nurture teams to reach their potential. Whether you're in tech, transportation, or leadership, Brooke’s story and str...
2025-07-1416 min
Training That WorksRethinking Leadership and Learning with David PettitIn this episode of Training That Works, David Pettit, VP at RestoWorks, unpacks decades of experience in sales leadership, hospitality, and performance improvement to challenge conventional training methods. From his “PhD in Sales” at a Fortune 500 payroll company to mentoring the next generation of tech leaders, David shares why training fails when it’s not personalized—and how to fix it. He opens up about surviving brain surgery, how it taught him to understand his own learning style, and why every organization should adopt learner-first training methods. This episode is packed with heartfelt stories, tactical strategies, and future-fa...
2025-07-1426 min
Training That WorksPractice Makes Permanent with Tom ParbsIn this episode of Training That Works, we sit down with Tom Parbs, VP at HAAS Alert and a top 25 AAISP sales leader, to unpack the real mechanics behind sales training that actually delivers results. Drawing from 23+ years of experience and $100M+ in direct sales, Tom explains how discipline, repetition, and personal empowerment create lasting sales success. From the power of “practice makes permanent” to fanatical training routines, Tom brings a no-fluff, highly tactical approach to building scalable revenue teams. Whether you're a frontline sales rep or a seasoned leader, this episode will reshape how you view coach...
2025-07-1444 min
Training That WorksTrain for Impact, Reinforce for Results with Ryan VanshurIn this compelling episode of Training That Works, Ryan Vanshur, Director of Sales Enablement at Handle.com, brings battle-tested insights from the military, entrepreneurship, and SaaS sales into one high-impact conversation. From overcoming cancer at 26 to selling his startup to private equity, Ryan shares how life-altering challenges shaped his approach to learning, leadership, and performance.He discusses the power of immersive training (like military boot camp), the value of digital confidence, and why foundational tech literacy is non-negotiable in remote-first sales organizations. Ryan also reveals how a $49 AI prompt course transformed his productivity and outlines how to...
2025-06-0714 min
Training That WorksFrom McKinsey to Startup Sales: Wei Wang’s Winning FormulaIn this episode of Training That Works, sales leader Wei Wang shares transformative lessons from his journey through Oracle, McKinsey, and now HireEz. From a high-impact “Dead Poets Society” training experience that shaped his value-driven sales mindset, to navigating cultural barriers in ineffective trainings, Wei pulls back the curtain on what truly moves the needle in professional development. He emphasizes why relevancy and interactivity are non-negotiables in modern training, the power of customizing content to meet team needs, and how elite sales strategies like Challenger and MEPIC changed his approach to leadership. He also opens up abo...
2025-06-0625 min
Training That WorksTrain the Pain, Sell the Cure with Susan AltmanIn this episode of Training That Works, Rustin Schroeder sits down with Susan Altman, Chief Sales Officer at AmTrav, to discuss the real drivers of sales success and effective training strategies in today’s corporate landscape. With over 35 years of experience in corporate travel and enterprise sales, Susan shares the secrets behind her enduring career and the lessons she's learned from leading high-performance teams. From the importance of structured onboarding and sales fundamentals to the nuanced use of techniques like Challenger Selling, Susan delivers actionable insights for leaders and sales professionals alike. This is an episode packed with energy, wi...
2025-06-0534 min
Training That WorksLeadership That Learns: Why Execs Should Train Too with Matt HamiltonIn this episode of Training That Works, we sit down with Matt Hamilton, Senior Director of Sales Engineering at CasePoint, who brings over 30 years of experience at the intersection of law, tech, and sales. Matt offers a tour through modern sales engineering, where he plays the role of a strategic “tour guide” for software demos and sales enablement. He shares his candid insights into effective training methods, the critical blend of human interaction and tech, and how to motivate teams across generational divides. Listeners will gain real-world perspectives on fostering great customer service, creating impactful training programs, and why exec...
2025-06-0420 min
Training That WorksTrain with Purpose. Sell with Conviction with Erik HolvikIn this episode of Training That Works, Erik Holvik, Director of Corporate Development and Strategy at EnergySage, shares his sales journey across industries—from e-commerce and travel to his passion-fueled role in solar. He opens up about transformative training approaches, the importance of authenticity in sales calls, and how empowering reps to own their scripts drives better performance. Erik also discusses his leadership philosophy, the influence of The Challenger Sale, and why belief in the product isn’t optional—it’s essential. Whether you’re building a sales team or refining your pitch, Erik delivers practical, high-impact insights that work.
2025-06-0320 min
Training That WorksTell Better Stories to Build Trust with Pete CarlsonPete Carlson didn’t wait for permission to grow—he's building his own path to the top. Now an Enterprise Account Director at Pendo, Pete shares the training framework that’s reshaped how his team communicates, the mindset that pushed him to ask for elite-level coaching, and the personal habits that fuel long-term success. You’ll hear how he evaluates training ROI, motivates unmotivated teammates, and stays sharp in a high-performance culture. Stick around to hear the simple but powerful question he uses to change how people see themselves at work.When growth scales exponentially, you'll ne...
2025-06-0217 min
Training That WorksHow Great Training Builds Belief with Brian HodgesMost training fails because it focuses on hype, not real skill. In this episode, Brian Hodges shares the three reasons the best training of his career transformed how he sells — and why "manufactured enthusiasm" is a waste of time. We dive deep into the power of belief, how to tie solutions to real business problems, and why great managers make or break lasting change.Plus: a real-world story of how spotting one small problem saved a $6 million project—and how you can sharpen your instincts to catch critical moments too.🎙️ Training That Works — where...
2025-04-2634 min
Training That WorksTraining That's a Ridiculous Waste of Money — and What Actually Works with Esar MlikaMost companies are still training the wrong way—and it’s costing them real revenue. In this episode, Esar Mlika, Director of Global Sales Development at Tive, shares the truth about what training actually works, how to meet reps where they are, and why understanding learning styles is no longer optional.He also reveals why “rah-rah” motivation fades fast—and what sustainable growth really requires. Stay tuned for two critical book recommendations that will change how you train and lead.🎯 List of Recommended Tools and Books from EsarBooks:Give and Take by Adam GrantS...
2025-04-2518 min
Training That WorksWhy Long Trainings Fail—and How Real Conversations Win with Laurie CondonMost training programs are too long, too boring, and miss the point. Laurie Condon, a 30-year sales veteran, shares why real-world scenarios, role-playing, and short, focused sessions are the keys to better sales results.She also reveals why authenticity beats scripts, how humor and persistence win deals, and why great managers—not courses—make the biggest difference.If you're tired of "check-the-box" training, this episode will refresh your approach.📈 Remember, business growth doesn’t have to be linear — it can be exponential. When you need a quick, no-fluff way to crunch exponents or compounding sales numbe...
2025-04-2414 min
Training That WorksIf Training Doesn't Drive Behavior, It’s Just Noise with Clayton NortonIn this episode of Training That Works, Clayton Norton, a tech veteran and training strategist with over a decade of experience in software and GTM enablement. Clayton shares his transformative approach to building training programs that don’t just deliver information—but actually stick. He walks through how his team revamped an overloaded, procedural training into a simplified, hands-on experience that sparked learner engagement and independence. You’ll hear real-world stories of training failures, the importance of curiosity in learning, and why “throwing the book at them” doesn’t work anymore. Clayton also dives into the future of learning a...
2025-04-2418 min
Training That WorksWhy Most Training Fails — and How Coaching Can Fix It with David McBeeMost corporate training fails—and it's not because people aren't smart. It's because we’re approaching it the wrong way. In this episode, David McBee shares why shifting from traditional training to real coaching makes all the difference—and how a terrifying Jeep trail panic attack reshaped his thinking on growth, fear, and learning. If you want to know what most companies miss—and how to fix it—you’ll want to hear this must-listen episode!📚 David McBee's Recommended Books:How to Win Friends and Influence People by Dale Carnegie➔ He said this book...
2025-04-2220 min
Training That WorksThe Mindset Shift That Changes Everything with Hameed HemmatWhat separates forgettable reps from must-poach talent? In this high-energy episode, Hameed Hemmat, Director of Enterprise Sales at Solix, unpacks how great salespeople become business leaders—and why most companies fail their sales teams through weak training. He shares the secrets behind weekly training rhythms, building product mastery, and using AI tools to dominate your workflow.You’ll also hear Hameed’s take on building legacy, and why investing in yourself is non-negotiable. Stick around—this one’s packed with gold.📈 Remember, business growth doesn’t have to be linear — it can be exponential. When you need a quick...
2025-04-2133 min