Training That Works
Training That Works is the podcast for sales leaders who are tired of programs that don't move the number. Host Rustin Schroeder sits down with directors, VPs, and Chief Learning Officers to unpack what actually drives performance — from onboarding and sales enablement to leadership development and coaching at scale.
Every episode is a real conversation with someone who has built and run training inside companies you know. No theory, no buzzwords, no recycled frameworks. Just the strategies, mistakes, and breakthroughs that separate training that checks a box from training that changes results.
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Training That Works
Trust, Perform, Promote with Neil Flanagan
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In 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 six months. Give SDRs early exposure to AE skills. At Datadog, this helped internal promotions beat external hires in the first six months.
🎙️ Training That Works — where top performers share what actually works.
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