The Cheat Code & Friends

Bad sales reps have always had places to hide. AI is starting to remove them.In this episode, Matthew Whyatt shares what happens when sales teams finally see the truth: which reps are really performing, which managers are actually coaching, and where deals start breaking down. The conversation focuses less on AI hype and more on what sales leaders can do with better visibility, better data, and better training.Matthew gives his opinion on why strong sales remains a human-to-human skill, even as AI reshapes how teams prepare, practice, and improve. He talks through the role of discovery, the danger of over-explaining in demos, and why guiding the buyer is often just as important as pitching the product.They also dig into objection handling, onboarding, sales management, and the growing pressure on leaders to raise standards rather than rely on instinct. Chapters00:00 Introduction and Light Banter02:59 Sales Backgrounds and Early Experiences06:01 The Impact of AI on Sales11:51 Sales Management and Coaching Challenges18:00 The Future of Sales with AI19:38 AI in Sales Training and Onboarding22:29 Challenges in Mid-Market and Enterprise Sales25:15 Real-Time Coaching and Sales Skills27:16 The Importance of Human Connection in Sales30:01 Guiding the Buyer Through the Sales Process36:01 The Role of Marketing in Modern Sales42:54 Tech Talk: Insights from Matthew WhyattReferences in the Show:https://www.linkedin.com/pulse/ai-wont-replace-your-sales-team-itll-just-expose-lazy-matthew-whyatt-kpq9c/?trackingId=a%2BGQ6EiGSH%2BeaPS8yVR63Q%3D%3D https://podcasts.apple.com/us/podcast/the-ceo-and-the-salesman-podcast/id1635865557 Quote of the Show:“AI is removing the nooks and crannies that crappy salespeople can hide in.” - Matthew Whyatt Ways to Tune In:Spotify: https://open.spotify.com/show/5GpM8myxsUinc5bfLIbjJz?si=0af576adfb8e49f8 Apple Podcasts: https://podcasts.apple.com/us/podcast/the-cheat-code/id1692445190 Amazon Music: https://music.amazon.com/podcasts/cb0b3afa-063f-4f3b-96be-b98214c74912 YouTube: https://www.youtube.com/@CheatCodePodcast

This episode will change the way you think about sales leadership, buyer behavior, and what growth teams need to do next.Join the hosts for a conversation with Jake Dunlap, CEO of Skaled, on how AI is reshaping the modern revenue engine from the inside out. Jake breaks down why CROs are running out of time to treat AI like a side project, where most teams are misapplying it, and how the biggest opportunity isn’t in automating more noise, but in improving how sellers think, work, and create value.From prospecting and deal strategy to coaching, hiring, and customer experience, Jake shares a sharp perspective on what’s changing fastest in B2B sales. Listen in as he explains why buyers are moving ahead of most sales teams, why traditional sales playbooks are losing relevance, and why the future belongs to organizations that remove friction, move faster, and meet customers where they are.Chapters00:00 Introduction and Excitement for Snowboarding02:56 The Evolving Role of the CRO05:53 AI's Impact on Sales Processes09:04 Prospecting and Sales Strategies with AI11:53 The Future of Sales Leadership14:56 Implementing AI in Organizations18:01 Hiring and AI Proficiency21:04 The Changing Buyer Landscape24:03 Customer Experience and Sales27:11 Conclusion and Key TakeawaysReferences in the Show:https://www.forbes.com/councils/forbesbusinesscouncil/2025/12/15/the-winning-ai-strategies-of-high-growth-companies https://synoviadigital.com/insights/the-state-of-ai-in-2025-what-mckinseys-data-tells-us-about-2026 Quote of the Show:“AI is more of a shift in how we solve problems as humans, less of a new interesting technology.” - Jake DunlapWays to Tune In:Spotify: https://open.spotify.com/show/5GpM8myxsUinc5bfLIbjJz?si=0af576adfb8e49f8 Apple Podcasts: https://podcasts.apple.com/us/podcast/the-cheat-code/id1692445190 Amazon Music: https://music.amazon.com/podcasts/cb0b3afa-063f-4f3b-96be-b98214c74912 YouTube: https://www.youtube.com/@CheatCodePodcast

Startup land can be complete chaos… shifting buyer behavior, distributed teams, tighter budgets, and AI changing how work gets done. In this episode, John Eitel, CRO at Orum, explains what it all means for modern revenue leaders and why agility is no longer optional.Together, the hosts and John explore the death of the linear funnel, the resurgence of outbound, and why what was “old” in sales is suddenly working again. John also dives into the real leverage point most teams ignore: coaching and how AI can finally make it scalable without losing the human edge.The conversation questions long-held assumptions about SDRs, role specialization, and career paths, pushing leaders to rethink how their sales org is actually structured. This is about building revenue teams that experiment faster, learn quicker, and adapt before the market forces them to.Chapters00:00 Introduction to the Podcast and Guest02:55 Navigating Chaos in Startup Land05:52 The Impact of AI on Sales08:49 Balancing Scale and Personal Touch in Sales12:06 The Evolution of Sales Roles15:06 Understanding Ideal Customer Profiles (ICP)17:53 The Importance of Coaching in Sales21:02 Rethinking Sales Development Roles23:59 Career Pathing in Sales27:10 The Future of Sales Teams29:46 Final Thoughts on Experimentation and AdaptabilityReferences in the Show:https://www.sellingpower.com/23217/from-pipeline-to-prediction-the-ai-playbook-for-high-growth-sales-teams https://www.forbes.com/sites/lilianraji/2025/12/31/your-2026-marketing-strategy-edge-email-education-and-authenticity/ Quote of the Show:“No longer do our buyers all come into an office and sit at a desk with a phone on it. They're in a coffee shop, they're in their homes. They're now moving targets that buy differently. And then you put AI on top of that. I think that really was the third domino in this effect. But I think probably, again, those things all coming together have really sent this thing into a spin of change here.” - John EitelWays to Tune In:Spotify: https://open.spotify.com/show/5GpM8myxsUinc5bfLIbjJz?si=0af576adfb8e49f8 Apple Podcasts: https://podcasts.apple.com/us/podcast/the-cheat-code/id1692445190 Amazon Music: https://music.amazon.com/podcasts/cb0b3afa-063f-4f3b-96be-b98214c74912 YouTube: https://www.youtube.com/@CheatCodePodcast

Joey Gilkey, CEO of TitanX, joins the show to tear down one of the most sacred ideas in go-to-market: that more activity equals more revenue.Joey argues that most sales teams aren’t failing because reps aren’t working hard enough. They’re failing because the system they’re operating inside is broken. Cold calling still works, but only if you stop treating every prospect the same. Most people will never answer the phone, and pretending otherwise destroys rep productivity, forecasting, and morale. By identifying who is actually reachable before a call is made, teams can radically change the economics of outbound.The conversation covers why SDR teams should be treated like a signal engine, not a meeting factory, and why founders keep defaulting to headcount when efficiency is the real constraint. By the end of the conversation, it’s hard to look at SDRs, outbound, or ‘activity metrics’ the same way again.Chapters00:00 Introduction and Setting the Stage05:05 Understanding Titan X's Value Proposition10:29 The Shift in Sales Strategies17:14 Redefining Sales Development as an Ad Channel20:15 The Importance of Messaging and Targeting21:21 Understanding Messaging by Persona24:41 The Importance of Follow-Up and Data27:49 Dispositions and Their Impact on Sales30:46 Data Aggregation and Coordination Drag34:22 The Reach Rate and Cold Calling Strategy39:18 Identifying Skill Gaps and Data Quality40:05 Customer Success and Operationalizing Sales43:01 The Challenges of Product-Led GrowthReferences in the Show:https://www.marketingbrew.com/stories/2025/12/18/cmos-on-overhyped-marketing-trends-in-2025 https://www.mckinsey.com/capabilities/growth-marketing-and-sales/our-insights/the-cmos-comeback-aligning-the-c-suite-to-drive-customer-centric-growth Quote of the Show:"An ad doesn't give us feedback. An email doesn't give us feedback. It's why I love the phone. It's just conversational advertising. If we can activate an audience, not even around conversions and appointments and meetings, and instead we can uncover interest and intrigue and intent, the three I's, and we can take that intel, that could be the mitochondria, the powerhouse of the go-to-market cell, which is, I'm on the front lines getting information that no one else has from my SDRs.” - Joey GilkeyWays to Tune In:Spotify: https://open.spotify.com/show/5GpM8myxsUinc5bfLIbjJz?si=0af576adfb8e49f8 Apple Podcasts: https://podcasts.apple.com/us/podcast/the-cheat-code/id1692445190 Amazon Music: https://music.amazon.com/podcasts/cb0b3afa-063f-4f3b-96be-b98214c74912 YouTube: https://www.youtube.com/@CheatCodePodcast

Mike Huffaker, CRO, Planet DDS, joins the show to share what actually drives real growth in a vertical SaaS market where “going broad” is the default trap.Mike explains why narrowing to a true ideal customer profile can feel terrifying, but becomes a growth cheat code once you commit: higher win rates, higher ASPs, clearer messaging, and less competitive deal cycles. He also gets candid about the part most teams underestimate after they move upmarket: implementation. In Mike’s dental niche, going live means data conversion, workflow change, training across roles, and real internal leadership from the customer side. If you can’t deliver outcomes post-sale… none of the bookings matter.Chapters00:00 Introduction to Growth Strategies02:56 Targeting Ideal Customer Profiles05:51 Internal Buy-In for Market Focus09:12 Team Structure and Talent Acquisition11:59 Implementation Challenges and Customer Success14:58 The Role of AI in Implementation18:13 Revenue Growth and Account Management20:56 Navigating Complex Sales Processes23:59 Hiring for Success in Enterprise Sales26:50 Conclusion and Key TakeawaysReferences in the Show:https://www.forbes.com/sites/jodiecook/2025/08/08/5-chatgpt-prompts-to-define-your-ideal-customer-profile/ https://www.entrepreneur.com/growing-a-business/how-defining-my-ideal-client-profile-transformed-my-business/498064 https://martech.org/the-biggest-ideal-customer-profile-mistakes-businesses-make-and-how-to-fix-them/ Quote of the Show:"We did a lot of modeling on what we were generating from an MQL perspective, what we expected we could do from an outbound motion as well. And we got everyone pretty comfortable with it. And it's turned out to be something where the team now appreciates not having to work through. I guess, for lack of a better term, things that just keep you busy that don't really drive results.” - Mike HuffakerWays to Tune In:Spotify: https://open.spotify.com/show/5GpM8myxsUinc5bfLIbjJz?si=0af576adfb8e49f8 Apple Podcasts: https://podcasts.apple.com/us/podcast/the-cheat-code/id1692445190 Amazon Music: https://music.amazon.com/podcasts/cb0b3afa-063f-4f3b-96be-b98214c74912 YouTube: https://www.youtube.com/@CheatCodePodcast

Hiring marketing talent is one of the biggest blind spots for early-stage founders, and Jessica Gilmartin has seen the same mistakes play out over and over again.In this episode, Jessica (former CMO/CRO at Calendly) shares why “marketing” is actually multiple jobs, how to decide whether you need demand gen, product marketing, or brand, and why most founders hire the right person for the wrong stage. She shares real frameworks for setting clear expectations, building trust through communication, and avoiding the toxic ripple effects of a bad hire.The conversation also covers what the best early marketing leaders have in common (including the underrated value of entrepreneurial experience), why duct-tape marketing eventually collapses at scale, and why marketing needs a real seat at the executive table… not tucked under sales.Chapters00:00 Introduction and Guest Background02:53 The Challenge of Hiring Marketing Talent04:04 Understanding Marketing Roles05:44 Evaluating Marketing Needs07:40 The Importance of Experience in Marketing10:48 Hiring for the Right Stage12:55 Setting Expectations and Goals22:29 Red Flags in Hiring24:46 Communication and Trust in Marketing30:09 The Distinction Between CMO and CRO34:12 The Importance of Marketing at the Executive TableReferences in the Show:https://www.entrepreneur.com/starting-a-business/the-5-mistakes-that-kill-startups/499868 https://hbr.org/podcast/2024/10/why-founders-need-to-focus-more-on-sales-and-marketing https://www.linkedin.com/pulse/12-most-common-mistakes-made-building-your-first-sales-lemkin-ucw7c/ Quote of the Show:"I've never been sad that I have fired too early. I've only been upset with myself if I have fired too late. I think a bad hire or a bad employee is absolutely toxic to everybody else in the organization.” - Jessica GilmartinWays to Tune In:Spotify: https://open.spotify.com/show/5GpM8myxsUinc5bfLIbjJz?si=0af576adfb8e49f8 Apple Podcasts: https://podcasts.apple.com/us/podcast/the-cheat-code/id1692445190 Amazon Music: https://music.amazon.com/podcasts/cb0b3afa-063f-4f3b-96be-b98214c74912 YouTube: https://www.youtube.com/@CheatCodePodcast

It’s the Cheat Code Christmas Special! Join the hosts for an always colorful, yet never without value, conversation with Craig Rosenberg and Scott Albro on what actually works in go-to-market right now and why most founders are getting it wrong.If you’re trying to break through buyer apathy, build a brand from scratch, or rethink how you go to market in 2026, this episode will challenge a lot of assumptions. In a world defined by the attention economy, economic uncertainty, and buyer skepticism, Craig and Scott break down why traditional GTM playbooks are failing and what’s replacing them. The conversation goes deep into why founders, especially technical ones, tend to dismiss go-to-market, how ABM has evolved (and why it’s far from dead), and what differentiated outreach really looks like today. They also explore where AI actually adds value, why productivity gains aren’t enough on their own, and how strong points of view and charismatic leadership can cut through noise in even the most crowded markets.Chapters00:00 Introduction and Holiday Cheer02:59 Understanding Go-To-Market Strategies06:02 The Attention Economy and Market Dynamics08:55 Differentiated Marketing Tactics12:10 Navigating Economic Uncertainty15:09 Building a Brand in a Crowded Market18:01 The Role of Founders in Go-To-Market20:50 Unscalable Tactics for Scalable Success23:56 The Importance of Brand Recognition26:23 Understanding Dismissiveness in Founders28:09 The Role of Charismatic Leadership in Go-to-Market Strategies30:06 Risk-Taking in Brand Building32:10 The Evolution of Account-Based Marketing (ABM)34:44 Leveraging Vertical SaaS for Targeted Marketing36:10 Innovative Outreach Strategies in Sales39:01 The Importance of Understanding Your Buyer41:43 Transforming Sales Teams for Success44:19 Addressing Buyer Apprehension in SaaS45:54 Navigating AI in Go-to-Market StrategiesReferences in the Show:https://www.forbes.com/sites/forrester/2025/11/05/navigating-2026-key-predictions-for-b2b-leaders/ https://synapticincorporated.com/all/customer-acquisition-strategies-for-2025-the-latest-trends/ Quote of the Show:"I think the crazy observation for me around what I'm seeing in the market is that buyers are really apprehensive. There's two things that drive that. One, is SaaS over the last 10, 15 years, I think, burned a lot of people with a lot of promises and not a lot of results that they could point to. And it may have put them on the hot seat to a certain extent. Then the other side of it is this massive acceleration of AI that they don't even understand. They can't wrap their head around it.” - Josh WagnerWays to Tune In:Spotify: https://open.spotify.com/show/5GpM8myxsUinc5bfLIbjJz?si=0af576adfb8e49f8 Apple Podcasts: https://podcasts.apple.com/us/podcast/the-cheat-code/id1692445190 Amazon Music: https://music.amazon.com/podcasts/cb0b3afa-063f-4f3b-96be-b98214c74912 YouTube: https://www.youtube.com/@CheatCodePodcast

Tune in for a conversation with Kyle Norton, Chief Revenue Officer at Owner.com, on how modern revenue teams are using AI, data, and systems thinking to do more with less. Kyle breaks down how Owner built a highly efficient go-to-market engine by combining deep customer understanding with proprietary data, machine learning models, and relentless operational rigor. The hosts dig into why today’s CRO must think like a systems engineer, how to evaluate AI tools without chasing silver bullets, and what founders get wrong when they expect AI to fix broken sales motions. They also explore the future of CRMs, agentic workflows, and why disciplined execution, not flashy tools, is the real competitive advantage in an AI-powered sales world.Chapters00:00 Introduction to AI in Revenue Generation03:54 Leveraging Data for Targeting in Vertical SaaS10:16 Building an Outbound Engine: Strategies and Results13:13 Attention to Detail: The Key to Sales Efficiency18:00 The Evolving Role of Sales Leadership22:04 AI Integration: Balancing Top-Down and Bottom-Up Approaches24:52 AI in Sales: Understanding Market Dynamics28:12 Evaluating AI Tools: Testing and Implementation Strategies32:53 The Future of CRM: Disruption and Integration39:57 Architecting AI Solutions: Master Agents and Context Management43:03 Organizational Design for AI: Building Effective TeamsReferences in the Show:https://www.revenuebrew.com/stories/2025/10/06/why-cros-are-rising-in-popularityhttps://www.hansonsearch.com/articles/sales-marketing-chief-revenue-officer/ Quote of the Show:"You have to combine art and science. Like you can't just tell a model, hey, tell me what my ICP is. You have to bring nuance to it. And you have to have a very in-depth and intimate understanding of the types of customers that you feel like you can win and serve really well and try to get hyper-targeted with it. And all the AI tools can help tremendously to do that refinement and then eventually do the scraping, enrichment, scoring and targeting. But it all starts with a really clear understanding of ICP.” - Kyle NortonWays to Tune In:Spotify: https://open.spotify.com/show/5GpM8myxsUinc5bfLIbjJz?si=0af576adfb8e49f8 Apple Podcasts: https://podcasts.apple.com/us/podcast/the-cheat-code/id1692445190 Amazon Music: https://music.amazon.com/podcasts/cb0b3afa-063f-4f3b-96be-b98214c74912 YouTube: https://www.youtube.com/@CheatCodePodcast

Join the hosts for a conversation with Jon Miller, co-founder of Marketo and one of the most influential minds in modern marketing, on how AI, tactic fatigue, and buyer anonymity are forcing marketers to evolve faster than ever. Together they explore the cracks forming in legacy marketing automation and the rise of signal-based journeys. Jon breaks down why the next decade of marketing won’t look anything like the last.This episode explains why marketers must shift from tactics to context, how AI can streamline operations without sacrificing creativity, and why sales and marketing alignment is still so painfully hard (and what might finally fix it). Jon also digs into the innovator’s dilemma facing big MarTech vendors, the resurgence of niche vertical plays, and the new skills marketers will need to thrive.If you’ve ever felt like your marketing is losing its edge, this episode will redefine how you think about innovation, AI, and the future of go-to-market.Chapters00:00 Thanksgiving Reflections and Family Dynamics02:59 The Evolution of Marketing Technology06:01 The Impact of AI on Marketing Strategies09:06 Tactic Fatigue and the Tragedy of the Commons11:59 The Role of Specialization in Marketing15:00 Training AI: The New Marketing Operations19:59 Future of Marketing Jobs and Operations20:34 The Role of AI in Marketing Operations23:08 Evolving Skills in Marketing Operations24:52 Sales and Marketing Alignment Challenges27:05 Leveraging AI for Content Creation30:19 Insights from Market Mapping31:41 The Future of AI in B2B Marketing34:27 Innovator's Dilemma in MarTech39:22 Pricing Innovations in the AI Era42:09 Personalizing Buyer Journeys with AIReferences in the Show:https://chiefmartec.com/2025/05/beyond-ai-assistants-how-ai-is-being-more-deeply-embedded-in-marketing-and-martech-stacks/ https://martech.org/the-three-forces-that-shaped-martech-in-2025/ Quote of the Show:"Can your average field marketer now come along and just say, hey, AI, go make me a new webinar for this audience and for this segment? And it actually does it the right way.” - Jon MillerWays to Tune In:Spotify: https://open.spotify.com/show/5GpM8myxsUinc5bfLIbjJz?si=0af576adfb8e49f8 Apple Podcasts: https://podcasts.apple.com/us/podcast/the-cheat-code/id1692445190 Amazon Music: https://music.amazon.com/podcasts/cb0b3afa-063f-4f3b-96be-b98214c74912 YouTube: https://www.youtube.com/@CheatCodePodcast

If you’ve ever underestimated the power of hiring, this episode will change the way you think about growth.Join the hosts for a conversation with Dr. Heidi Ojha, Founder and CEO of Aware Health, on how no-nonsense hiring can make or break your growth story. From identifying organizational gaps to building scalable hiring processes, Heidi shares what it takes to grow a team in one of the toughest sectors: healthcare. She explains why founders should approach hiring like a marketing campaign, the traits that define true high performers, and how onboarding and culture influence long-term success. Listen in as they discuss startup realities, flexibility, career pathing, and why founders should spend nearly half their time recruiting. Chapters00:00 Introduction and Energy Check01:57 The Importance of Hiring in Growth06:10 Identifying Gaps and Roles09:51 Hiring for Clinical and Non-Clinical Roles13:56 Qualities of High Performers17:53 The Hiring Process as a Marketing Campaign21:52 Onboarding and Setting Up for Success23:24 Revamping Onboarding Processes27:15 The Importance of Team Integration30:31 Flexibility in Roles and Responsibilities32:45 Career Pathing and Growth Opportunities39:11 Vision and Future Planning in StartupsReferences in the Show:https://www.forbes.com/advisor/business/recruitment-strategies/ https://vettio.com/blog/startup-hiring-practices-the-ultimate-guide-for-founders/ Quote of the Show:"If they're lukewarm in the beginning, that's probably not a good recipe for them working out and being a really strong team fit. So, I think it's a bummer sometimes because I'm like, oh my gosh, this is a perfect candidate, and they're like, eh. So I'm like, nope, I'm going to be eh and pass on them because I want somebody who's like, this is what I want to do with my life.” - Dr. Heidi OjhaWays to Tune In:Spotify: https://open.spotify.com/show/5GpM8myxsUinc5bfLIbjJz?si=0af576adfb8e49f8 Apple Podcasts: https://podcasts.apple.com/us/podcast/the-cheat-code/id1692445190 Amazon Music: https://music.amazon.com/podcasts/cb0b3afa-063f-4f3b-96be-b98214c74912 YouTube: https://www.youtube.com/@CheatCodePodcast

Tune in for a conversation with the man, the myth, the legend, Bill Binch, Operating Partner at Battery Ventures and former sales executive at Marketo, on what it really takes to build high-performing sales teams in today’s AI-driven world.From hiring for the right sales mindset to building customer-focused teams and scalable sales processes, Bill shares hard-earned lessons from decades of leading and advising top SaaS companies. He breaks down how founders can make smarter sales hires, why continuous learning separates great leaders from the rest, and how AI is reshaping the future of selling.Chapters00:00 Introduction and Overview of the Conversation03:05 A Day in the Life of an Operating Partner05:57 Sales Hiring Challenges and Strategies11:37 Identifying the Right Sales DNA17:50 The Importance of Value Selling23:52 Building a Sales Process in Early-Stage Companies29:47 Adapting to AI in Sales35:42 Success Signals for New Sales Hires41:37 Navigating Stale Deals and Customer RelationshipsReferences in the Show:https://www.businessinsider.com/microsoft-layoffs-salespeople-relationship-guy-ai-solution-engineer-investor-2025-7 https://hbr.org/2025/09/how-successful-sales-teams-are-embracing-agentic-ai Quote of the Show:"I wish I could write the one-size-fits-all book on your first sales hire or your first five sales hires and what order they should be. Should it be a sales rep? Should it be a sales leader? Should you have sales engineers? What should you have? What shouldn't you have? But I don't think that exists because it really depends on a number of different factors.” - Bill BinchWays to Tune In:Spotify: https://open.spotify.com/show/5GpM8myxsUinc5bfLIbjJz?si=0af576adfb8e49f8 Apple Podcasts: https://podcasts.apple.com/us/podcast/the-cheat-code/id1692445190 Amazon Music: https://music.amazon.com/podcasts/cb0b3afa-063f-4f3b-96be-b98214c74912 YouTube: https://www.youtube.com/@CheatCodePodcast

The world of sales is changing fast and the playbooks that fueled growth a few years ago aren’t enough anymore.In this special hosts-only episode, Justin, Josh and Sean break down what today’s shifting startup and sales environment really means for go-to-market teams. From evolving buyer expectations to the rise of AI-driven strategies, they explore how top performers are adapting to meet customers where they are and where they’re going next. You’ll hear insights on the new role of full-cycle AEs, why post-sale engagement is the key to long-term growth, and how marketing and thought leadership can drive meaningful differentiation in a crowded market.They also zoom out with an investor’s view of the market: why Series B and C rounds are getting squeezed, how bridge-to-profitability funding is on the rise, and where private equity rollups in verticals are reshaping go-to-market. Tune in to get an inside look at their perspectives and how modern sales leaders are redefining growth in a more complex, connected, and customer-centric world.Chapters00:00 Introduction and Market Landscape Overview02:47 Startup Growth and Benchmarking Insights05:44 Challenges in Sales and Buyer Expectations08:38 The Evolution of Sales Models11:40 The Role of AI in Sales Dynamics14:30 Consolidation Trends in Various Industries17:39 Navigating the New Buyer Landscape20:31 Reimagining Sales Strategies for Success23:13 The Evolution of Information Access25:34 Marketing Strategies in a Changing Landscape27:23 The Role of Executives in Sales29:38 Sales Hiring Trends and AI Impact32:34 Building Strategic Relationships35:38 The Importance of Post-Sale Relationships38:34 Navigating the Investment Landscape41:29 The Future of Sales and MarketingReferences in the Show:https://jurassiccapital.us19.list-manage.com/track/click?u=e3cbd001231a704e4826ed17e&id=28024b7e6d&e=781361f180 https://www.inc.com/brian-contreras/inc-5000-companies-ceo-survey-growing-sales-teams/91222802 Quote of the Show:"It's hard to hire salespeople because everyone says they're great at relationships. ‘Tell me where you've done that and show me what those results have been,’ should be the follow-up question to that. And then go talk to the parties that are involved within that story or that analogy, and you'll find out really quickly who did what.” - Justin GrayWays to Tune In:Spotify: https://open.spotify.com/show/5GpM8myxsUinc5bfLIbjJz?si=0af576adfb8e49f8 Apple Podcasts: https://podcasts.apple.com/us/podcast/the-cheat-code/id1692445190 Amazon Music: https://music.amazon.com/podcasts/cb0b3afa-063f-4f3b-96be-b98214c74912 YouTube: https://www.youtube.com/@CheatCodePodcast

Tune in for a conversation with Mark Schopmeyer, Co-Founder and Co-CEO of CaptivateIQ, on how incentive compensation can make or break the success of an early-stage company.From the critical role of founding AEs to the delicate balance between keeping plans simple and aligning them with big-picture goals, Mark explains why no single model works for every business. They dig into the importance of trust and transparency in compensation plans, how leadership choices shape performance, and why cultural alignment is just as powerful as equity when it comes to motivating teams. You’ll also hear highlights from CaptivateIQ’s latest State of Incentive Compensation report, filled with trends and best practices that modern companies can’t afford to ignore.Chapters00:00 Introduction and Team Dynamics02:51 Incentive Compensation Overview05:49 Founding AE Concept and Compensation Strategies08:49 The Importance of Simplicity in Compensation Plans11:44 Leadership and Organizational Culture in Compensation14:47 Equity Packages and Early Stage Hiring17:28 Balancing Risk and Reward in Startups20:30 The Role of Accountability in Startup Success27:40 Building a Long-Term Vision30:42 Incentivizing Performance: Equity vs. Compensation32:20 Understanding the Bigger Picture in Startups32:54 Unlocking Outsized Performance through Trust34:25 The Role of Culture in Compensation36:07 The Relationship Between Ops and Frontlines39:02 Building Trust in Compensation Plans42:21 The Value of High Performers43:48 Behavioral Insights in Sales Performance45:20 Integrating Performance Culture Post-M&A46:28 Incentivizing Beyond Traditional Roles51:25 The State of Compensation ReportReferences in the Show:https://www.captivateiq.com/resources/captivateiq-2025-sales-compensation-benchmarks-report? https://www.hrdive.com/news/2026-raises-to-hold-steady-compensation/759671/? Quote of the Show:"If there's anything I've learned working with startups and early stage companies and early stage founders, there's no correct way to do [things]. There's just a lot of methods to the madness. And I think founding AEs is no different.” - Mark SchopmeyerWays to Tune In:Spotify: https://open.spotify.com/show/5GpM8myxsUinc5bfLIbjJz?si=0af576adfb8e49f8 Apple Podcasts: https://podcasts.apple.com/us/podcast/the-cheat-code/id1692445190 Amazon Music: https://music.amazon.com/podcasts/cb0b3afa-063f-4f3b-96be-b98214c74912 YouTube: https://www.youtube.com/@CheatCodePodcast

A former single mom, stripper, and felon turned two-time author and VP of Innovative Disruption at Lift Enablement, Dr. V lays out hard lessons and simple truths on resilience, sales talent, and reporting—without the euphemisms. In this episode, we talk about what most teams tiptoe around: who you hire, how you build culture, and why “return to office” means nothing if the office isn’t safe.This episode is candid, occasionally spicy, and packed with immediately usable hiring and enablement takeaways.Chapters00:00 — Cold open & why “Dr. V”03:00 — From single mom & felon to author and executive06:10 — Sales lessons from the club: price floors, personas, and conversion14:20 — The RTO debate: safety, reporting, and retaliation28:30 — Are remote teams less productive? Training vs. environment33:40 — Hiring beyond pedigree: what hunger looks like on a sales team46:30 — What “disruptive innovation” work actually is (and isn’t)53:10 — Founders: take calculated risks on peopleReferences in the Show:https://www.cdc.gov/niosh/violence/about/index.html#:~:text=Quick%20facts%20and%20stats&text=Of%20those%20victims%20who%20experienced,5%20days%20away%20from%20work https://drvboykin.com/pages/fix-your-face-the-book https://stopstreetharassment.org/our-work/nationalstudy/2024metoostudy/ Quote of the Show:“Well, I'll be happy to return to work when the workplace becomes safe. What does that mean? Well, women aren't safe in the workplace and they're not free from sexual harassment. 38% of women have reported experiencing sexual harassment. That's one in seven women who have left a job or declined a job because of sexual harassment. 60% of women have said they'd experienced unwanted sexual attention in the workplace. And in some industries, more than nine out of 10 women say they've been harassed sexually. So if you want me to return to work, and 85% of people don't who have experienced sexual harassment don't report sexual harassment, yet we still have these numbers attached to it from a 15% reporting sample. Why would I want to return to work when you haven't made it safe to do so?” - Dr. VWays to Tune In:Spotify: https://open.spotify.com/show/5GpM8myxsUinc5bfLIbjJz?si=0af576adfb8e49f8 Apple Podcasts: https://podcasts.apple.com/us/podcast/the-cheat-code/id1692445190 Amazon Music: https://music.amazon.com/podcasts/cb0b3afa-063f-4f3b-96be-b98214c74912 YouTube: https://www.youtube.com/@CheatCodePodcast

Tune in for a conversation with Don Fotsch, Cofounder of BDS AI (Battery Detection Systems), on how Arizona’s tech ecosystem is growing into a hub of innovation and opportunity.From bridging the gap between talent and funding to redefining how values shape hiring and community building, Don explains what it takes to grow a thriving startup culture outside of Silicon Valley. They dig into the challenges of post-pandemic workforce development, why real-world experience is often more valuable than traditional education, and how mentorship and collaboration can fuel the next generation of entrepreneurs. If you’re ready to discover what makes Arizona’s startup scene one to watch, this episode is for you.Chapters00:00 Introduction and Guest Introduction02:55 Don's Background and Career Journey05:57 Transition to Arizona and Observations08:52 The Arizona Nerd Network and Its Purpose11:58 Building a Tech Community in Arizona14:57 Future of Tech in Arizona and Closing Thoughts17:27 Embracing Growth Opportunities19:57 The Value of Community and Talent21:57 Building Connections in Tech24:49 The Importance of Education and Context28:05 Understanding Arizona's Unique Position29:59 The Role of Values in Technology31:51 Shifting Perspectives on Industry and Innovation33:59 Learning from Successful Founders36:11 Recruiting Talent with a Personal Touch39:23 Building Connections in Arizona's Startup Ecosystem40:01 Scaling Arizona's Manufacturing and Engineering Potential42:17 Navigating the Challenges of Hiring New Graduates46:51 The Future of Education and Job Readiness50:04 Mastery Learning and Education Productivity51:55 Real-World Experience and Job Readiness52:25 The Importance of Context in Education53:52 Relevance in Education and Skills for the Future54:59 The Role of Universities in Modern Education56:08 Community Involvement and Parental Guidance57:07 Building a Supportive Ecosystem for Founders58:34 The Power of Conversation and Networking59:54 Funding Challenges and Opportunities in Arizona01:01:11 Augmenting the Ecosystem for SuccessReferences in the Show:https://www.fastcompany.com/91290430/zero-to-one-the-fundamentals-of-building-and-growing-a-startup https://siteselection.com/arizona-the-region-redefining-the-future-of-tech/?utm_source=chatgpt.com https://batterydetection.com/ Quote of the Show:“The only thing better than hiring the people who have the talent that you need, is hiring people who have the talent that you need, who you already know and are values aligned to. Which is why, like in Silicon Valley, you bump it into people, or Austin, Boston, pick your favorite ones. And a lot of people are hiring people they know.” - Don FotschWays to Tune In:Spotify: https://open.spotify.com/show/5GpM8myxsUinc5bfLIbjJz?si=0af576adfb8e49f8 Apple Podcasts: https://podcasts.apple.com/us/podcast/the-cheat-code/id1692445190 Amazon Music: https://music.amazon.com/podcasts/cb0b3afa-063f-4f3b-96be-b98214c74912 YouTube: https://www.youtube.com/@CheatCodePodcast