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
Value Selling with Julie Thomas
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In 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 unprepared trainer who didn’t know the audience… and how that moment shaped her insistence on relevance, role modeling, and measurement. She explains when to use virtual vs in-room experiences, why leaders must show up if they expect change, and how sellers win by turning clients into friends… not the other way around. If you want training that drives revenue, not eye rolls, this conversation gives you the checklist leaders actually need.
🎙️ Training That Works — where top performers share what actually works.
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