Developing sales trainings that actually sell w/ Stu Accola | IMC Live

The Manufacturing Marketer · Sep 10, 2026 · 44m

Your company spends months on a product launch. The engineering is dialed in, the messaging is ready, and then the sales team walks out of the training asking how they're supposed to actually sell it.

Stu Accola has run that meeting from both sides. He's spent 17 years in B2B industrial marketing and leads marketing for several Marmon Holdings brands, and his argument is that most launch trainings stop at the product. A complete sales training covers all of it.

In this episode:

• The two things a rep needs walking out: a clear picture of the right customer, and confidence

• What goes into a…