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.

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

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