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.

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