In this episode of Training That Works, Rustin Schroeder talks with Neil Flanagan about training that builds trust and wins deals. Neil explains why Command of the Message helps in complex sales and how to link your product to business value. He contrasts it with a program that told reps to “find the pain and twist the knife,” which led to angry calls and broken relationships.

Neil shares a simple playbook you can use now. Do real research and use AI to speed it up. A/B test every change. Measure results after three months and again at six months. Give SDRs early exposure to AE skills. At Datadog, this helped internal promotions beat external hires in the first six months.

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