Sales Training
Sales Podcast by Mafalda Johannsen, BD Director | Wonderway
We all know the famous 7 Deadly Sins, but have you heard about the 3 Sales Training “d(r)eadly” sins? In this podcast series, Mafalda Johannsen asks sales experts to share 3 sales training mistakes they have seen or experienced throughout their careers. With these fun and lively conversations, we hope to help the sales community deliver more effective training.
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Episode 1
James Saywhatsales Buckley D(r)eadly Sins
Think twice before you buy James some whiskey and only challenge him to a pool match if you’re really (like REALLY) good at it! What does he think about most 1:1 sessions? Well, using his exact words, “they suck”. Find out why on today’s episode!
James Buckley - Host & Sales Content Creator at Sell Better by JB Sales LN→
Episode 2
Richard Harris D(r)eadly Sins
Did you know that Richard has a very interesting connection to the number 7? And that he’s SO impatient he wouldn’t even listen to a voicemail from his wife for 30 seconds? He also thinks that sales managers are way too overwhelmed with silly tasks. Find out more on today’s episode!
Richard Harris - Founder and CEO at The Harris Consulting Group LN→
Episode 3
Mattia Schaper D(r)eadly Sins
If it wasn’t for Covid19, Mattia would have probably founded SDRs of China, instead of SDRs of Germany where she learned that, when you train adults, you need to focus on the “WHY”. Why is that? (Pun intended!) Find out the answer in today’s episode.
Bonus tip: Please be fast if you ever find yourself in the situation of sharing your screen with Mattia!
Mattia Schaper - Co-Founder at SDRs of Germany LN→
Episode 4
Steve Schmidt D(r)eadly Sins
“A metal band singer with long hair, a tattoo in the middle of the back, seven earrings, and one pierced eyebrow who should have opened a Limp Bizkit concert” is not the description of Steven that you would expect. Metal music aside, he believes that what works for you in sales might not work for everybody, and we need to be aware of it. Find out more on today’s episode!
Steve Schmidt - Head of Commercial Revenue at LN→
Episode 5
Malvina EL-Sayegh D(r)eadly Sins
Having a good handbag is SO important for Malvina that she even shouted Mafalda’s partner's name in the middle of the podcast so that he would buy her a new purse! In terms of sales training, “enablement is the aunts and uncles, and we need the parents (sales leaders) to reinforce the training”. Find out more about this “family dynamic” on today’s episode!
Malvina EL-Sayegh - 2023 Winner - Women Making an Impact in Enablement SE Pro 2022, Director, Sales Enablement at Reachdesk LN→
Episode 6
Thibaut Souyris D(r)eadly Sins
Can I give you some advice? If you ever invite Thibaut for a barbeque, make sure you have wood instead of coal - you’ll thank me later! On another note, Thibaut is a sales trainer with a unique approach: he avoids cold calling but thrives when challenged by sales reps. Learn more about his training style in today's episode!
Thibaut Souyris - CEO & Founder, SalesLabs LN→
Episode 7
Alli Rizacos D(r)eadly Sins
If you’re looking for Alli on Instagram or any other social media besides LinkedIn, sorry to break it to you, but she's not there. Did you ghost her in the past? She’s silently judging you right now. One of Alli’s favorite sales exercises is going to a coffee shop and pretending she forgot her wallet. Tune in to today's episode to learn more about this hilarious exercise!
Alli Rizakos - Go-To Imposter Syndrome Coach for high-achievers in tech sales LN→
Episode 8
Alex Newmann D(r)eadly Sins
Looking for some alpaca advice? Alex is your man! Just don't get too close to his truck, please. And as for his musical talents, let's just say he's better off sticking to sales. In fact, don't get him started on the whole HR orientation thing: the first days at a new job should be all about practice and getting excited about the role. How? Join us in today’s episode to find out!
Alex Newmann - Founder & CEO, Newmann Consulting Group LN→
Episode 9
Helena Klaus D(r)eadly Sins
Action movies are Helena's go-to method of relaxation, but her enjoyment quickly dissipates when the characters fail to communicate effectively. In these moments, she turns to indulge in high-quality peanut butter to soothe her annoyance. Sales training wise, she talks about the “Choke Principle”. Find out what that is in today’s episode!
Helena Klaus - Co-Founder, SDRs of Germany  LN→
Episode 10
Ethan Parker D(r)eadly Sins
Ready to rock your strings concert? Look no further than Ethan: he can play the guitar, the piano, and even the violin! But here's a tip: if you want him to join your concert, don't book him on an early flight with a budget airline, and don’t give him ad hoc training. He’s more of a “micro training & frameworks” kind of person. Learn more about his secret sauce on today’s episode!
Ethan Parker - VP of Sales, Outbound Squad  LN→
Episode 11
Lucia Piseddu D(r)eadly Sins
You know what? You might be unknowingly competing with Lucia right now - especially if you're a tennis enthusiast! So, get ready to witness her competitive beast mode in today’s conversation. At her BD School, she bridges theory and practice to suit diverse learning styles. Learn how to focus on what truly drives results in this week’s episode!
Lucia Piseddu - Founder, The BD School  LN→
Episode 12
Nick Lawrence D(r)eadly Sins
Nick is so cold-weather snobby that he's always fleeing to tropical destinations like Florida, Costa Rica, and Hawaii. He won’t bring any musical instruments on his trips, but who needs 'em when you’re a sales enablement playbook? Yup, he's the one-man band of sales training and enablement. So sit back, relax, and get ready for this 20-minute masterclass!
Nick Lawrence - Curriculum Design Manager, Snowflake  LN→
Episode 13
Steffaney Zohrabyan D(r)eadly Sins
There are only two seasons for Steffaney: Eurovision and Non-Eurovision. She started her career by playing the Witch from Hamlet and now she’s a rock star enabler at Cisco! Just don’t ask her to cook 19 different dishes, and everything will be fine. One question she likes to tackle in enablement is “What data story will we tell?”. Get the answer on today’s episode!
Steffaney Zohrabyan - Sales Enablement Insights & Innovation @Cisco  LN→
Episode 14
Jonas Gesslein D(r)eadly Sins
Imagine strolling into a fancy hotel lounge, where the sweet melodies of Debussy or Bach fill the air. Guess who's playing that piano? Yep, it's Jonas! But please, don’t ruin the moment with your IKEA furniture assembly requests. If you want to know his unpopular opinion on SDR interviews, tune in and uncover Jonas' wild take on today’s episode!
Jonas Gesslein - Outbound Coach LN→
Episode 15
Sara Storm D(r)eadly Sins
Sara fought cancer like a champ, but when it comes to fighting her tendency in serving others, she's still more like an intern in training. Finding her reading a romance novel? That's as unlikely as a 100% reply rate to your emails! Tune in to uncover why women rock in sales training in this inspiring episode!
Sara Storm - VP New Business Sales @ Implema LN→
Episode 16
Richard Lombos D(r)eadly Sins
Richard is all about exposing himself as an actor playing a character who hacks homes, but he draws the line at exposing his child on social media. According to him, training shouldn't be a library collection or a checklist to tick off. Tune in to today's episode and learn how Richard breaks old habits in sales training!
Richard Lombos - Sales Enablement Consultant LN→
Episode 17
Georgia Watsons D(r)eadly Sins
Be careful if you make plans with Georgia: she might commit to staying a month, and end up staying for 8 years! She also regards Ebbinghaus's Forgetting Curve as gibberish since it assumes you are learning something gibberish. Discover effective ways to eliminate gibberish from your training with this enlightening episode!
Episode 18
Fred Copestake D(r)eadly Sins
If you happen to flip through an Argentinian TV channel, you might see Fred transformed into a referee in a rugby match. Thanks to Covid, he went from being a gold cards snob to a microphone snob. He also handpicked "Killing with Kindness," "Nothing New Here," and "Lunch over Learning" as his top-notch sins. Learn more about them in today’s episode!
Episode 19
Stephanie White D(r)eadly Sins
Stephanie's fear of heights is so extreme that she actually joined a circus school to conquer it! Unlike the unfortunate ballet lessons that left her with everlasting dance mishaps. She's ready to dissect the nuances between maple, table, and corn syrup, but she would rather speak about how you shouldn’t take the training magic out of someone. Tune in to learn more!
Episode 20
Jesse Gittler D(r)eadly Sins
Jesse's friends claim he's picky about everything, but according to him, he's simply snobby about people's "say-do" dance moves. If you need to communicate with him at a conference, save yourself the trouble and send a text as lip-reading isn't his forte. Find out more about repeated training with wild twists and trusted reps on today’s episode!
Episode 21
Brooke Coletti D(r)eadly Sins
Brooke not only caught softballs, but she also became a wine connoisseur. And oh, her coffee? She's a barista's worst nightmare! Speaking of nightmares, don’t invite her for a scary movie night, she won’t come. She's also on a mission to train everyone, from sales to marketing, so no customer gets lost in a messaging maze! Don't miss today's episode for more valuable insights!
Episode 22
Morgan J Ingram D(r)eadly Sins
Don't get Morgan J Ingram started on Indian visas! But definitely picture him on the plane, fuming at some backpack rebel hogging the overhead space, and two hours later, he’ll be lost in the labyrinth of where-the-heck-am-I city streets. Join today’s episode to discover his aversion to traditional training presentations and get ready to explore why frameworks should have names.
Episode 23
Elyse Archer D(r)eadly Sins
Imagine Elyse embarking on cross-state pit bull rescue missions – yes, that's her! She adores "four sigmatic coffee," but sports? Not her jam, despite attending a basketball powerhouse university. Her top d(r)eadly sin? Not addressing the subconscious programming and self-concept that affect performance. Tune in to this very intriguing episode!
Episode 24
Michael Ranmi Ankilé D(r)eadly Sins
If you're a slow driver or a loud phone talker, steer clear of Michael! He's a master at guessing nationalities, but don't even dare ask him to rap "Forgot About Dre" with you. When it comes to sales training, he believes reps should be schooled in active listening, buyer engagement, and the art of nailing the next steps. Find out why on this week’s episode!
Episode 25
Charlotte Meyer D(r)eadly Sins
Meet Charlotte, the country-loving, cowboy-boot-wearing sales guru who'd plan a meticulous line dance just to avoid going with the flow! She has a strong aversion to poor customer service and to sales training that doesn’t embrace new technologies, understand different markets, and adjust strategies to suit diverse cultural contexts. Learn more in today’s episode!
Episode 26
Chris Bogue D(r)eadly Sins
Chris, the scatch comedian, is no stranger to TV gigs, but there's one thing he simply can't handle: puns and dad jokes. He’s also terrible at drawing, so I think it’s fair to say that his drawing skills are really sketchy (I told you I would do it!). Join today’s episode to learn more about common mistakes when training people on video prospecting!
Episode 27
Chris Ritson D(r)eadly Sins
Chris Ritson is a British walking cliché: he's as particular about teacups as he is terrible at learning languages! He also ditched early flights and skyscrapers for meadows and sheep-counting. Join us in this episode as he spills the tea on companies that prioritize messaging over training their SDRs to find prospects and scale operations!
Episode 28
Christian Palmer D(r)eadly Sins
And Christian is a New Yorker walking cliché: he takes bagels and pizza to a whole new level of pickiness. Christian will keep you entertained with his clubbed thumbs and relentless questioning skills during a movie. “Customer pitch evaluations” and  "collaborative sequences" are two of his favorite training tips. Intrigued? Tune in and learn more about them!
Episode 29
George Storm D(r)eadly Sins
Ready to annoy George? "Drive sales success like a golfer: Focus and swing with confidence, knowing every interaction is a potential hole-in-one. So tee off and follow your dreams!”. Done! In today's episode, he hilariously uncovers the 'sin of meaningless words' and the 'bandage sin' of training. Tune in to learn more about them!
Episode 30
Bisho Chamssuddin D(r)eadly Sins
Bisho is working in sales simply because he didn’t read the job description back in the day! He also shares strong opinions about Syrian food and he’s definitely not listening to music while reading this description as… he just can’t do it! Learn how sales managers overlook crucial factors that impact their team's energy and results on today’s episode!
Episode 31
Adam Spacht D(r)eadly Sins
Adam Spacht, our state nomad, surfed the American map from New England to Mississippi. He's very judgy at airport security, especially about the passengers who fumble with liquids and keys. However, he also fumbles with names, causing linguistic chaos. His training advice? Don't skip analysis, data is the compass of effective training! Tune in on this “no-boring” episode!
Episode 32
Jonathan M Kvarfordt D(r)eadly Sins
It’s fair to say that Jonathan is a rockstar of sales training! His snobby side? Chocolate milk and Italian food quality. He also struggles with fixing things when others aren't ready for a solution. Regarding sales training, he emphasizes the importance of measuring training impact using both leading activity-based KPIs and lagging business indicators. Tune in today!
Episode 33
Sankar Sundaresan D(r)eadly Sins
Now, a question for 1 Million $: Which one of these dishes would Sankar gladly eat for dinner? a) Arroz à Cabidela b) Pizza c) Cuisses de Grenouille or d) Beyainatu. Listen to today’s episode to get the right answer and to learn how focusing on vanity metrics such as the number of participants instead of revenue ones is a common sales training sin.
Episode 34
Neil Bhuiyan D(r)eadly Sins
For Neil, it’s not tricky to rock a rhyme that’s right on time. What’s tricky is to see people talk down to SDRs and the intricacies of dating life. He believes sales leaders should participate in the training sessions and tailor the training to the specific market, personas, and content of the company. Keep on rock shock with today’s episode! (How is it N?)
Episode 35
Srikrishna Swaminathan D(r)eadly Sins
Ever imagined the serene kites of childhood taking a wild turn into fierce battle zones? Neither did I, until my chat with Srikrishna! Much like fellow sales gurus, he's a morning coffee connoisseur with a cooking aversion. In this episode, Srikrishna highlights the mistake of overlooking the pivotal significance of attitude in the sales hiring process.
Episode 36
Katrine Reddin D(r)eadly Sins
Katrine's endeavors, whether it's her motorcycles or crafted charcuterie boards, always find their way onto television. However, she's sincerely crossing her fingers that her collection of dad jokes doesn't make a TV appearance! In this episode, she advocates for providing SDRs with increased responsibility and credibility, urging a shift from viewing them solely as cold callers.
Episode 37
Joana Vasconcelos Borges D(r)eadly Sins
Don’t you dare to arrive late whenever you meet Joana. Regardless of your arrival time, you won't catch her skipping rope or declining requests. Instead, she's likely crafting actionable training follow-up plans and analyzing training program impacts through data!  Don't miss out on this highly insightful episode.
Episode 38
Natalie Turner D(r)eadly Sins
If you dare to disturb Natalie while she’s reading fantasy novels, ensure you've brewed the perfect cup of coffee. Despite her knack for misjudging sizes, she's a pro at diagnosing performance issues. Is the problem the training or the tool? Tune in to this week's episode to get the answer and to learn how and leverage AI to your advantage.
Episode 39
Alper Yurder D(r)eadly Sins
You can talk to Alper in English, French, Italian, German, Turkish, and Greek as long as your work meets high standards, as he values quality over diplomacy. Oh! And if you ever plan to visit Greece, he has a blog for you! He also stresses the importance of buyer-centricity in sales training. Dive deeper into this crucial training approach in today's episode.

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