In this episode of Training That Works, Rustin Schroeder talks with Lemar Ortiz about why most corporate training fails and what leaders must do differently if they actually want behavior change.

Lemar pulls back the curtain on what he learned teaching middle school and why those same principles outperform most sales enablement programs today. He explains why information transfer is not training, why 10 percent of learning happens in the session itself, and why forcing participation is not optional if you want results. From calling on reps with cameras off to building sessions around behavioral outcomes instead of slide decks, he shares the exact mindset shift that separates effective trainers from time-wasters.

They also dive into the 70-20-10 learning principle, how AI tools can accelerate enablement but not replace strong facilitation, and why trainers must stop treating adults like employees and start treating them like students. If you lead a sales team, run enablement, or want your training to actually change performance, this conversation will challenge the way you think about learning and development.

This episode is a must-listen for sales leaders, enablement professionals, and business executives who are serious about building high-performing teams through effective training and measurable behavior change.

🎙️ Training That Works — where top performers share what actually works.

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In this episode of Training That Works, Rustin Schroeder talks with Kevin Salquist and Kurt Winter about what actually makes a business worth buying and why most sellers misunderstand it. While everyone else is chasing software, AI, and the next big tech wave, Kevin and Kurt explain why they focus on old-school industrial and manufacturing companies that have quietly survived every major economic shock of the last 25 years.

They break down how they evaluate acquisition targets through real-world filters like long-term resilience, communication with owners, margin structure, and whether a company truly has a moat or just looks good on paper. You’ll hear why 10 to 20 years of financial history matters more than flashy growth, how founders make mistakes without realizing it, and the subtle red flags that cause them to walk away from deals others would chase.

The conversation also dives deep into training and leadership after an acquisition. Kevin and Kurt explain why most corporate training fails, why mentorship beats modules, and how culture gets destroyed when leaders roll out programs they didn’t help build. From spotting the 5 percent of true creators inside a company to deciding when someone simply doesn’t belong, this episode gives business leaders a rare look at how serious operators think when real money and real people are on the line.

If you’re a founder preparing to sell, an investor looking to acquire, or a leader trying to build teams that actually perform, this episode will change how you think about what’s really worth buying… and what isn’t.

🎙️ Training That Works — where top performers share what actually works.

🔥 Email Magic™ turns average communicators into credible, respected voices. 👉 email-magic.com

In this episode of Training That Works, Rustin Schroeder talks with Andrew Spennacchio about the discipline that actually drives long-term performance in sales and leadership. Andrew reflects on early career pressure, couch hopping, learning SPIN selling before landing a job, and how having his back against the wall forced real ownership. Together, they unpack why most training fails, why mindset matters more than content, and how treating yourself like a sales opportunity changes how you grow.

The conversation goes deeper into the often ignored link between physical health, mental clarity, and professional output. Andrew explains why energy, focus, and daily habits directly impact confidence, credibility, and execution. He shares how discipline outside of work shows up in performance at work, why hyper-focus beats constant consumption, and how teaching what you learn is the fastest way to master it. This episode is for sales leaders and business professionals who want sustainable performance, sharper thinking, and training that actually sticks.

🎙️ Training That Works — where top performers share what actually works.

🔥 Email Magic™ turns average communicators into credible, respected voices. 👉 email-magic.com

In this episode of Training That Works, Rustin Schroeder talks with Kristine Maleri about what really happens when even top performers have a brutal sales year… and how elite sellers reset, refocus, and win again. Kristine opens up about experiencing one of the toughest years of her 30-plus-year sales career, why tough years hit harder for high achievers, and the dangerous identity trap sellers fall into when the scoreboard isn’t in their favor.

Drawing from her background as a competitive tennis player and decades in enterprise SaaS, Kristine breaks down how slumps actually form… the sneaky execution drift most sellers miss… and why fundamentals matter more when conditions are hardest. She shares practical frameworks for separating performance from identity, rebuilding momentum, doubling down on strengths, and using “workshopping the win” to replicate success instead of just analyzing losses.

This conversation goes deep into how elite sellers think during adversity… how to fail fast without burning energy… how to qualify opportunities more honestly… and how intentional habits, repeatable excellence, and disciplined focus create predictable success. If you’ve ever questioned yourself after a down year or wondered how top sellers truly bounce back, this episode delivers a real-world playbook for turning setbacks into your next breakthrough.

🎙️ Training That Works — where top performers share what actually works.

🔥 Email Magic™ turns average communicators into credible, respected voices. 👉 email-magic.com

In this episode of Training That Works, Rustin Schroeder talks with Stephanie Gilley about what it actually takes to build teams that care about their work, their customers, and each other. Stephanie shares her journey from the classroom to leading remote sales teams in the fast changing world of ed tech, and why her background as an educator reshaped how she thinks about leadership, training, and accountability. She explains why immersive, experiential training is the only kind that truly sticks, and why check the box learning fails both employees and organizations.

Stephanie also dives into leading through major change, including navigating multiple company mergers without fear. She breaks down how leaders can motivate teams to deliver exceptional customer experiences, why modeling behavior matters more than mandates, and how honest feedback builds trust rather than resentment. From Radical Candor to growth mindset leadership, this conversation offers practical insight for business leaders who want training that works, teams that care, and cultures built to last.

🎙️ Training That Works — where top performers share what actually works.

🔥 Email Magic™ turns average communicators into credible, respected voices. 👉 email-magic.com

In this episode of Training That Works, Rustin Schroeder talks with Chris Keksz about what the future of BDR training really looks like. Chris pulls back the curtain on the realities of developing entry-level reps, why so many new hires fall apart after early success, and what leaders can do to prevent that slide. He shares how structure, consistency, and simple baseline fundamentals can completely change the trajectory of a rep… but only if leaders protect those fundamentals from erosion. Then he reveals the moment AI training bots entered his world and how everything about ramping, shadowing, and ongoing development shifted almost overnight.

As the conversation unfolds, Chris opens a loop most leaders never consider. AI can now mimic live conversations, regenerate real objections from real calls, and give reps endless practice without burning out managers. But he explains why this new capability only works when it sits on top of a strong foundation of basics, shadowing, peer examples, and a healthy, fun culture. He paints a picture of a future where reps get promoted faster, teams stay aligned longer, and managers finally keep training fresh instead of watching it go stale. Business leaders will walk away with a clearer vision of how to combine human coaching with AI tools to build teams that grow fast, stay consistent, and love the work they’re doing.

🎙️ Training That Works — where top performers share what actually works.

🔥 Email Magic™ turns average communicators into credible, respected voices. 👉 email-magic.com

In this episode of Training That Works, Rustin Schroeder talks with Noah Wickham about the unconventional training system behind My Amazon Guy… a system that takes people with zero experience and turns them into fully capable e-commerce operators. Noah opens the door to how MAG built a true internal talent engine, why most agencies fail when they try to hire “experienced” people, and the surprising reason their competitors are filled with My Amazon Guy alumni. He also reveals the hidden advantage of pairing every new hire with a mentor and why direct, immediate feedback changes the speed of growth inside any team.

As the conversation deepens, Noah shares how his company runs weekly all-department trainings, why they encourage radical candor, and how they use quarterly culture index assessments to keep people aligned, fulfilled, and in the right role. He tells the story of employees who started with nothing, grew into high-level contributors, and transformed their lives in the process. And he leaves an open loop most leaders don’t expect… what happens when someone isn’t trainable for the role you hired them for?

This episode is packed with real, tactical insight for business leaders who want a training program that actually produces talent. If you want to build a system that grows people fast, creates loyalty through development, and becomes the backbone of your company’s scale… this conversation with Noah is a blueprint worth studying.

🎙️ Training That Works — where top performers share what actually works.

🔥 Email Magic™ turns average communicators into credible, respected voices. 👉 email-magic.com

In this episode of Training That Works, Rustin Schroeder talks with Nic Padilla about why most companies train backwards and how the simple act of teaching the why can transform performance at scale. Nic pulls back the curtain on building teams across the United States, Australia and Europe, and explains how a small-town kid from Castle Rock learned to communicate so clearly that he became the go-to trainer for global partners. From his early days shadowing executives at Dish Network to running real world follow up sessions with thousands of agents, Nic reveals how great training is built on clarity, context and consistent reinforcement.

As the conversation unfolds, Nic shares surprising moments from inside the industry, including the CEO who took the exact same training tests as the frontline reps and why that single decision changed the entire culture. He walks through the mistakes most trainers make, the overlooked danger of skipping the why, and how shadowing and real time feedback create a level of alignment that scripted modules never can. Business leaders will hear how to use simple nudges, better questions and human connection to improve customer experience, reduce confusion and speed up skill adoption inside any team.

This episode gives leaders a powerful look at the future of training, from AI assisted coaching to relationship driven communication that keeps customers engaged. Nic’s story proves that when teams understand the why behind the work, everything else becomes easier to teach, easier to execute and far more effective.

🎙️ Training That Works — where top performers share what actually works.

🔥 Email Magic™ turns average communicators into credible, respected voices. 👉 email-magic.com

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.

🎙️ Training That Works — where top performers share what actually works.

🔥 Email Magic™ turns average communicators into credible, respected voices. 👉 email-magic.com

In this episode of Training That Works, Rustin Schroeder talks with Connor Gallo about the mindset, habits, and coaching systems that turn average sellers into consistent performers. Connor reveals why most reps fail under pressure, how leaders unintentionally set their teams up to lose, and the specific training shift that completely changed his results. He opens a loop most leaders never consider… what if the reason your team isn’t executing has nothing to do with talent and everything to do with what you’re not practicing?

Connor pulls back the curtain on situational selling, scenario training, and the teach… observe… coach loop that sales teams rarely execute correctly. He explains why practice should feel harder than the live call, how great leaders show their reps what “good” actually sounds like, and why art and science must work together if you expect repeatable performance. You’ll hear how he builds teams that can respond instantly under pressure, why tiny daily improvements beat big “event-style” trainings every time, and how discipline from his college football career shaped the coach he is today.

This conversation is packed with real, in-the-trenches insights for business leaders who want a team that is prepared, confident, and impossible to rattle. Connor shares how to create a culture where feedback is normal, vulnerability accelerates growth, and every rep knows exactly how to react the moment it matters most. If you want training that actually sticks, this episode will change how you lead.

🎙️ Training That Works — where top performers share what actually works.

🔥 Email Magic™ turns average communicators into credible, respected voices. 👉 email-magic.com