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
How AI Changes Sales Coaching with Catherine Elliott
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In this episode of Training That Works, Rustin Schroeder talks with Catherine Elliott about the shifting landscape of sales coaching and the surprising role AI is beginning to play. Catherine opens up about the evolution she has seen in more than a decade of leading teams across SMB, enterprise, and strategic segments. She shares the moment she realized that real learning rarely comes from glossy slides or perfectly polished training decks… and how the best coaching still happens in the messy, unfiltered moments right after a call. But then she reveals something unexpected: the rise of AI tools that can now surface engagement metrics, analyze patterns across thousands of conversations, and pressure-test reps through avatar-based simulations.
As the conversation unfolds, Catherine exposes the tension every leader feels. AI can accelerate skill development faster than any manager ever could, but it still can’t replace the human elements that shape elite sellers: the discomfort of real role plays, the nuance of silence on a call, the value of hearing peers dissect the real story behind a win. She contrasts the promise of scalable, data-driven insights with the irreplaceable energy of getting people together in a room. For business leaders, this episode offers a clear look at what training will look like next… and what will never change. Catherine leaves listeners with a simple challenge: the future will reward those who combine new tools with timeless coaching truths.
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