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.
Chapters
00:00 Introduction and Market Landscape Overview
02:47 Startup Growth and Benchmarking Insights
05:44 Challenges in Sales and Buyer Expectations
08:38 The Evolution of Sales Models
11:40 The Role of AI in Sales Dynamics
14:30 Consolidation Trends in Various Industries
17:39 Navigating the New Buyer Landscape
20:31 Reimagining Sales Strategies for Success
23:13 The Evolution of Information Access
25:34 Marketing Strategies in a Changing Landscape
27:23 The Role of Executives in Sales
29:38 Sales Hiring Trends and AI Impact
32:34 Building Strategic Relationships
35:38 The Importance of Post-Sale Relationships
38:34 Navigating the Investment Landscape
41:29 The Future of Sales and Marketing
References in the Show:
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 Gray
Ways to Tune In:
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.
Chapters
00:00 Introduction and Team Dynamics
02:51 Incentive Compensation Overview
05:49 Founding AE Concept and Compensation Strategies
08:49 The Importance of Simplicity in Compensation Plans
11:44 Leadership and Organizational Culture in Compensation
14:47 Equity Packages and Early Stage Hiring
17:28 Balancing Risk and Reward in Startups
20:30 The Role of Accountability in Startup Success
27:40 Building a Long-Term Vision
30:42 Incentivizing Performance: Equity vs. Compensation
32:20 Understanding the Bigger Picture in Startups
32:54 Unlocking Outsized Performance through Trust
34:25 The Role of Culture in Compensation
36:07 The Relationship Between Ops and Frontlines
39:02 Building Trust in Compensation Plans
42:21 The Value of High Performers
43:48 Behavioral Insights in Sales Performance
45:20 Integrating Performance Culture Post-M&A
46:28 Incentivizing Beyond Traditional Roles
51:25 The State of Compensation Report
References 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 Schopmeyer
Ways to Tune In:
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.
Chapters
00:00 — Cold open & why “Dr. V”
03:00 — From single mom & felon to author and executive
06:10 — Sales lessons from the club: price floors, personas, and conversion
14:20 — The RTO debate: safety, reporting, and retaliation
28:30 — Are remote teams less productive? Training vs. environment
33:40 — Hiring beyond pedigree: what hunger looks like on a sales team
46:30 — What “disruptive innovation” work actually is (and isn’t)
53:10 — Founders: take calculated risks on people
References in the Show:
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. V
Ways to Tune In:
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.
Chapters
00:00 Introduction and Guest Introduction
02:55 Don's Background and Career Journey
05:57 Transition to Arizona and Observations
08:52 The Arizona Nerd Network and Its Purpose
11:58 Building a Tech Community in Arizona
14:57 Future of Tech in Arizona and Closing Thoughts
17:27 Embracing Growth Opportunities
19:57 The Value of Community and Talent
21:57 Building Connections in Tech
24:49 The Importance of Education and Context
28:05 Understanding Arizona's Unique Position
29:59 The Role of Values in Technology
31:51 Shifting Perspectives on Industry and Innovation
33:59 Learning from Successful Founders
36:11 Recruiting Talent with a Personal Touch
39:23 Building Connections in Arizona's Startup Ecosystem
40:01 Scaling Arizona's Manufacturing and Engineering Potential
42:17 Navigating the Challenges of Hiring New Graduates
46:51 The Future of Education and Job Readiness
50:04 Mastery Learning and Education Productivity
51:55 Real-World Experience and Job Readiness
52:25 The Importance of Context in Education
53:52 Relevance in Education and Skills for the Future
54:59 The Role of Universities in Modern Education
56:08 Community Involvement and Parental Guidance
57:07 Building a Supportive Ecosystem for Founders
58:34 The Power of Conversation and Networking
59:54 Funding Challenges and Opportunities in Arizona
01:01:11 Augmenting the Ecosystem for Success
References 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
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 Fotsch
Ways to Tune In:
Tune in for a conversation with Justin Michael, Founder of the Justin Michael Method, on how AI is reshaping sales without replacing what matters most: the human connection.
From the enduring power of cold calling to the fine line between hyper-personalization and just being relevant, Justin explains what modern sales teams need to know to win. They dig into the rise of fractional work, why consulting can unlock both freedom and income, and how the smartest sales leaders are using AI as a force multiplier, not a crutch. If you want a front-row seat to the future of sales strategy, start listening now.
Chapters
00:00 Introduction to AI in Sales
03:05 The Evolution of AI and Sales
05:52 Challenges in Cold Calling with AI
08:49 The Human Element in Sales
11:48 Hyper-Personalization vs. Relevance
14:46 The Role of AI in Top Funnel Sales
17:33 Fractional Work and the Gig Economy
20:44 The Future of Sales and AI
23:27 Books and Thought Leadership
26:32 Conclusion and Key Takeaways
References in the Show:
https://gptzero.me/news/ai-adoption-by-industry/
https://papers.ssrn.com/sol3/papers.cfm?abstract_id=5136877
https://www.saastr.com/where-ai-will-and-wont-replace-sales-reps-in-2026/
Quote of the Show:
“It’s very hard to tell AI, hey, chop it up, make it look like a text message. And even when you use those commands, it’s not short and ugly with bad grammar and weird syntax.” - Justin Michael
Ways to Tune In:
Join the hosts for a conversation with Vasant Kamath, General Partner at Noro-Moseley Partners, on what it really takes to win in today’s venture capital game. From navigating high-stakes funding rounds to building sales teams that actually close, Vasant shares hard-earned insights on driving sustainable growth without losing speed. They dig into what’s driving change in venture capital, the non-negotiable need to know your customer cold, and why adaptability isn’t optional, it’s survival.
Chapters
00:00 Introduction and Light Banter
02:59 The Current State of Venture Capital Funding
05:46 Understanding Growth and Sustainability in Startups
08:53 The Shift in Venture Capital Mindset
11:35 Navigating Early Stage Investments
14:39 The Importance of Founders in Sales
17:29 Building a Strong Go-to-Market Strategy
20:47 The Role of Sales Teams in Startups
23:29 Challenges in Forecasting and Pipeline Management
26:41 Exciting Trends in the Market
29:22 Final Thoughts and Wrap-Up
References in the Show:
https://www.businessinsider.com/vc-ai-herd-mentality-jay-hoag-tcv-kids-playing-soccer-2025-06
https://news.crunchbase.com/venture/startup-investment-charts-q1-2025/
Quote of the Show:
"You've got to figure stuff out really fast because that's the only way you survive in early stage. And then once you find something that works, you can double down on it. But oftentimes I see early stage companies, that's not just founders and CEOs, but their management teams, fall into the trap of being really scared. Scared of making decisions, scared of making tough decisions, scared of moving on from strategies or people or whatever, what happens then is that they're just prolonging the failure of the company.” - Vasant Kamath
Ways to Tune In:
Listen in as we talk with Craig Coppola, a seasoned investor, entrepreneur, and commercial real estate legend, to discuss the messy reality of startup investing. From assessing founder grit to navigating lean liquidity environments, Craig shares what makes a deal worth chasing (and what makes him walk away). We talk about the hard truths of entrepreneurship, why trusting the “jockey” matters more than the “horse,” and how the best investors build long-term success on discipline, culture, and conviction.
If you're raising capital, building a company, or considering your first investment, this episode shares what it takes to win and what pitfalls to avoid when betting on startups.
Chapters
00:00 Introduction and Team Dynamics
02:58 Craig's Journey into Investing
06:05 The Evolution of Investment Strategies
09:12 Navigating Deal Flow and Investment Decisions
11:47 The Importance of Cash Flow in Startups
15:04 Market Trends and Liquidity Challenges
22:35 Navigating Founder Commitments and Financial Strategies
23:48 Evaluating Deals: Red Flags and Founder Investment
25:53 The Challenges of Business Growth and Execution
28:41 Lessons from Experience: The Hard Truths of Startups
30:06 The Importance of Sales and Team Dynamics
32:09 Building a Culture of Execution and Learning
34:51 Transitioning from Founder-Led Sales to a Sales Team
39:15 Advice for Aspiring Investors: Finding the Right Path
References in the Show:
https://www.wsj.com/articles/angel-investing-isnt-what-it-used-to-be-e643c862
Quote of the Show:
“Entrepreneurial means you've got to make great business decisions. And so to me, you can negotiate a better deal if you're cashflow positive and you're telling them, I don't need the money. We have one of those right now where he's growing like crazy. He doesn't need the money. And it's like, if I take money, it's going to be for the right reason…This is what I want. When you look like a founder like that, I don't mind investing with somebody for the second time.” - Craig Coppola
Ways to Tune In:
In this episode, we sit down with Chris Ronzio, Founder and CEO of Trainual, to explore how companies can build smarter, more scalable systems for onboarding, training, and internal knowledge management. Chris shares why documenting institutional knowledge is a necessity and how AI is changing the game for employee development and organizational efficiency.
From creating proactive candidate pipelines to rethinking how we prepare people for the workforce, this conversation covers all things education, hiring, and training. If you’re scaling a team, rethinking your hiring strategy, or simply trying to keep up with the pace of change, this episode shares insights on the systems and mindsets needed to succeed in the future of work.
Chapters
00:00 Introduction and Background
03:01 The Importance of Onboarding and Training
05:58 The Role of Culture in Employee Retention
09:01 Leveraging Technology for Knowledge Management
11:51 Data-Driven Insights on Onboarding
14:56 The Last Mile of Employee Training
18:06 Hiring Trends and Talent Gaps
21:09 Proactive Hiring Strategies
24:14 Building a Talent Pipeline
26:09 Leveraging AI in Recruitment
30:36 Roles and Responsibilities in Organizations
32:34 The Future of Education and Skills Training
37:26 The Role of AI in Enhancing Productivity
42:23 The Evolution of Entry-Level Jobs
46:35 The Need for Specialized Training Programs
References in the Show:
https://www.mgt.us/insights/top-5-k-12-enrollment-trends-for-2025/
https://www.washingtontimes.com/news/2024/oct/8/report-finds-charter-school-enrollment-booming-whi/
Quote of the Show:
“AI is really no different than hiring a new junior-level employee that you're going to delegate to so that you can take on the higher-level work in the business. So everybody that's working at these companies, if they're afraid of AI, it's because they have this scarcity mindset of just holding on to what they've always done. People will not be doing the same work 10 years from now that they've always done. It just won't make any economic sense.” - Chris Ronzio
Ways to Tune In:
Join us for a conversation with Jared Fuller as he shares his unique journey from the world of B2B and GTM partnerships to the forefront of education reform. As Partner and Chief Operating Officer of OpenEd.co, Jared is on a mission to transform homeschooling by empowering families with customizable curriculum options and a more personalized approach to learning.
This episode explores the shift from the economics of homeschooling and state funding models to the growing demand for alternatives to traditional schools. Jared shares why trust, community, and flexibility are becoming essential pillars of modern education—and what it could all mean for the future of college, careers, and lifelong learning.
Chapters
00:00 Introduction and Personal Updates
03:46 Transitioning to Open Education
05:42 Understanding Open Education and Its Mission
09:02 The Economics of Homeschooling
14:04 Funding and Support for Homeschooling
18:09 The Shift in Education Choices
21:38 The Future of Education and Trust in Institutions
24:10 Crisis in Education: Trust and Control
25:57 The Role of Socioeconomic Status in Homeschooling
27:45 The Benefits of Homeschooling: Flexibility and Customization
30:21 Innovative Learning Experiences Beyond Traditional Education
32:46 Community-Driven Learning: The Power of Shared Experiences
34:37 Empowering Parents: Taking Responsibility for Education
37:58 Navigating State Regulations in Education
41:31 The Future of College: A Shift in Educational Paradigms
References in the Show:
https://www.mgt.us/insights/top-5-k-12-enrollment-trends-for-2025/
https://www.pewresearch.org/short-reads/2025/02/20/a-look-at-homeschooling-in-the-us/
https://www.washingtontimes.com/news/2024/oct/8/report-finds-charter-school-enrollment-booming-whi/
Quote of the Show:
“Trust is the new data. We do not trust institutions anymore as a country. If anyone pays attention to the news right now, it's like, I can't trust anyone on anything. We've been lied to so much and I'm not even naming anything. I'm not taking a political side as we don't trust institutions. Our institutions are in a mode of crisis and families are having to take more charge, more control of their kids.” - Jared Fuller
Ways to Tune In:
Join us for a lively conversation with Dan Tyre, one of HubSpot’s earliest employees and a passionate advocate for startup growth, sales excellence, and lifelong learning. With humor and energy, Dan shares his journey at HubSpot and how the company’s sales strategy evolved alongside a rapidly changing workforce.
From tackling ageism in tech to highlighting the value of curiosity, this episode explores what it takes to succeed in today’s job market. Dan shares practical tips on adaptability, preparation, and building strong relationships, offering a roadmap for anyone navigating career growth or startup life.
Chapters
02:59 The Journey of Dan Tyre at HubSpot
06:08 The Evolution of Work and AI
09:03 Building Relationships in Business
11:59 Creating Value for Startups
13:47 The Evolution of HubSpot's Sales Strategy
15:53 Ageism in the Workplace: A Personal Perspective
22:03 Building a Culture of Learning and Adaptability
30:06 The Importance of Curiosity and Business Acumen
34:15 The Power of Business Acumen in Sales
35:58 Curiosity and Learning in Sales
39:31 Identifying and Developing Sales Talent
42:55 Navigating the Future Workforce
46:02 The Importance of Preparation in Interviews
51:29 Closing Thoughts on Competitive Advantage
References in the Show:
Quote of the Show:
“Who needs a 66-year-old man telling them what to do, right? That's stupid. This is the modern age and you've got to be smart enough to say, alright, I know what this person needs and then ask the right question so you play inception, right?” - Dan Tyre
Ways to Tune In:
Listen in for a conversation with Jason and Sam Yarborough on what it takes to build a business and their experience building Arcadia, a consultancy focused on partner programs. From the challenges of fractional leadership to the power of authentic partnerships, this episode explores how today’s founders are navigating business growth, community building, and curating connections. Plus, a look ahead at the future of Arcadia and the role of digital tools in preserving meaningful relationships.
Chapters
00:00 Introduction
03:01 Starting a Business in the Age of AI
06:04 The Evolution of Arcadia
08:49 Operationalizing Partner Programs
10:16 Building Relationships Through Shared Experiences
11:01 Navigating the Partnership Landscape
12:39 The Evolution of Entrepreneurial Journeys
16:20 The Importance of Relationships in Partnerships
17:33 The Entrepreneurial Journey: From Idea to Execution
19:14 Setting Expectations in Partnerships
21:47 The Challenges of Fractional Leadership
23:32 The Role of Relationships in Business Success
25:37 Learning the Art of Relationship Building
30:50 The Future of Arcadia and Community Building
36:20 Curating Quality Connections
38:00 The Demand for Bespoke Experiences
44:58 Navigating the Future of Arcadia
51:01 Closing Thoughts and Future Directions
References in the Show:
https://www.forbes.com/sites/jodiecook/2025/02/25/how-to-be-an-entrepreneur-in-the-age-of-ai/
https://www.northone.com/blog/small-business/entrepreneur-statistics
https://www.gartner.com/en/articles/product-differentiation
https://hbr.org/2024/06/why-cofounder-partnerships-fail-and-how-to-make-them-last
https://mobidev.biz/blog/future-artificial-intelligence-technology-ai-trends
Quote of the Show:
“Arcadia means harmony, and that's the idyllic version of natural splendor. We chose that name for the business because that's what the partner leaders should be trying to do, is establish harmony between their partners, between their internal sales leaders, their internal marketing leaders, et cetera. But on the flip side of that, what Sam and I look for is, how do we help individuals find that harmony in their life? How do we help them find that and bring that into the work that they do, the life that they live, and the pursuits that they take on? It's very important to us to help them find that whole self and that person within everything that they do.” - Jason Yarborough
Ways to Tune In:
Gregg Scoresby, Founder and Managing Partner of Phoenix Ventures, joins the hosts to break down the traits that separate winning Founders from wannabes. From hiring blind spots to co-founder clashes, founder-to-CEO transitions, and spotting red flags, this episode looks at what it really takes to build and lead a killer startup.
Chapters
00:00 The Essence of Founder Traits
10:01 The Role of Subject Matter Expertise
14:28 The Path to Foundership: Backgrounds and Skills
19:29 Hiring for Deficits: The Key to Team Success
22:41 Navigating Co-Founder Relationships: The Importance of Alignment
25:58 From Founder to CEO: The Evolution of Leadership
30:24 Assessing Self-Awareness in Founders
35:00 The Role of Honesty and Transparency in Leadership
39:38 Red Flags in Founder Narratives: The Importance of Realism
References in the Show:
https://hbr.org/2024/10/the-strengths-and-weaknesses-that-set-founders-apart
https://www.saastr.com/top-10-founder-gtm-mistakes-with-saastr-founder-and-ceo-jason-lemkin/
Quote of the Show:
“I would say over a third of the times I've invested early in a co-founding relationship, the co-founder relationship blows up.” - Gregg Scoresby
Ways to Tune In:
What’s the real story behind funding a startup today? Greg Head, founder of Practical Founders, joins the hosts to break down the world of bootstrapping vs VC funding. From capital strategy to AI-driven growth, this episode digs into what actually works in today’s market. From chasing VC or building lean, this episode is packed with discussion on funding models, founder expectations, and the impact of AI on business strategies.
Chapters
00:00 Market Trends and Economic Challenges
02:47 Capital Allocation vs. Bootstrapping
06:12 The Global Landscape of Founders
08:52 Characteristics of Practical Founders
11:53 Growth Strategies and Metrics
14:51 Evaluating Great Companies
18:04 The Role of Founders in Company Success
21:11 Navigating Between VC and Bootstrap Models
28:26 The Evolving Landscape of Venture Capital
31:45 Navigating Funding Models and Founder Expectations
36:33 Understanding the Dynamics of Syndicated Deals
39:44 The Role of AI in Modern Business Strategies
54:22 Finding the Right Fit: Aligning Founders and Funders
References in the Show:
https://therecursive.com/tally-bootstrapped-success/
https://practicalfounders.com/
Quote of the Show:
“The practical founders I work with are adding AI incrementally and practically in useful ways into their product. They're not stopping everything, saying we're going to be AI-first. They're not just waving AI out there, but they're using it in their business to get more efficient, and faster. Then we're back to the choice of how fast do you want to grow and what do you want to do with those extra dollars?” - Greg Head
Ways to Tune In:
Marketing has never been more complicated or more important. In this episode, Kyle Lacy, CMO of Docebo, joins the hosts to unpack the chaos: from hiring in a fragmented job market to redefining marketing's role in driving revenue. Together they dive into personal branding, pipeline obsession, AI’s creeping influence, and whether great marketers really exist, or if it’s all just great products. If you’ve ever questioned the hype around brand, customer-centricity, or why marketing still feels misunderstood, this one’s for you.
Chapters
00:00 Introduction to Marketing Conversations
02:57 The Role of Marketing in Sales
06:00 Hiring Challenges in Marketing
09:04 Defining Marketing Metrics
11:56 Communication and Expectations in Marketing
15:09 Aligning Sales and Marketing Goals
18:09 The Importance of Documentation in Marketing
24:03 The Importance of Documentation and Communication
27:05 Marketing's Role in Pipeline Conversations
30:44 Personal Branding and Hiring Perspectives
34:34 The Impact of AI on Marketing
39:59 The Future of Marketing in an AI-Driven World
44:47 The Human Element in Marketing
References in the Show:
https://www.morningbrew.com/stories/2025/03/18/job-hopping-pay-bump-is-gone
https://technative.io/customer-centricity-will-drive-2025s-tech-acquisitions/
https://www.therevenuediaries.com/p/revenue-diaries-entry-21
Quote of the Show:
“Usually 90% of the time, if people are frustrated, it's probably because the communication did not happen on what it means to have an MQL and how valuable it is. That's like 90% of the time that's the issue.” - Kyle Lacy
Ways to Tune In:
In this episode, Stacey Lewis, founder and CEO of HR Interrupted, sits down for a brass-tacks conversation on how startups and high-growth businesses can navigate the murky waters of human resources (HR) and diversity, equity, and inclusion (DEI). As the pendulum swings, seemingly away from what has dominated the business landscape for the last half-decade, it’s more difficult than ever to simply “do the right thing” and even to know what that right thing is. Together the group discusses what really matters when attempting to build high-performing teams, the importance of employee voices, and fostering workplace relationships while also navigating what has become a landmine-riddled field around the concept of DEI.
Chapters
00:00 Introduction
02:57 The Evolution of HR and DEI
05:59 The Impact of COVID-19 and Social Movements
08:59 Navigating Employee Expectations
11:50 The Relationship Between Employers and Employees
15:02 Understanding DEI and Its Challenges
17:55 Finding Balance in Workplace Dynamics
26:35 Core Values and Organizational Identity
29:11 The Evolution of DEI and Its Challenges
30:21 Understanding Equity vs. Equality in the Workplace
34:06 Navigating Relationships in Organizations
37:31 The Importance of Commitment in DEI Initiatives
40:20 Creating Safe Spaces for Authenticity
44:24 Building a Thoughtful Hiring Process
49:17 Trust and Relationship Dynamics in the Workplace
References in the Show:
https://www.axios.com/2024/11/27/walmart-dei-trump-lgbtq
Quote of the Show:
"I need to know that you got my back or at bare minimum, you at least acknowledged my pain. With all of this equity work and DEI scaling back, my heart is broken as an equity strategist because it's gotten so far off of the mark. It was never ever intended to isolate a demographic” - Stacey Lewis
Ways to Tune In:
The hosts welcome Scott Albro to their podcast for a discussion on venture capital trends and AI. They compare B2B vs. B2C AI adoption, emphasizing outcome-driven solutions. Together they explore AI’s impact on industries, labor markets, job roles, and startup founding teams.
Chapters
04:59 The State of Venture Capital and AI Startups
10:01 B2B vs B2C in AI Adoption
15:00 Transformative Growth in AI Startups
18:48 Addressing Labor Market Challenges
22:32 The Evolution of Job Roles in Tech
23:43 Agent-to-Agent Communication and LLMs
28:00 Data Cleanliness as a Precursor to AI
30:58 The Hype Cycle of AI Technology
35:00 The Future of Venture Capital
39:13 The Importance of Founding Teams
39:54 Work Culture and Remote Work Dynamics
References in the Show:
Quote of the Show:
"The founding team is all that matters. Because the market is changing so fast, these founding teams need to be really smart, really adaptable, really resilient. ” - Scott Albro
Ways to Tune In:
From the GTM Cheat Code to ‘The Cheat Code and Friends,’ season 4 kicks off with the core crew only as Justin, Josh and Sean introduce this season's new format and cover some burning topics revealed by the start of the year - better known as 'Board meeting season.'
00:00 Introduction and Setup for New Season
(05:51) Board Meeting Dynamics
(09:03) Board Structure and CEO Support
(11:59) Effective Board Presentations
(15:03) Decision-Making in Board Meetings
(17:59) Go-To-Market Strategies and Challenges
(22:12) Navigating the Marketing and Sales Landscape
(26:10) The Power of Fundamentals in Sales
(34:10) Unlocking Partnerships for Growth
(36:29) Traits of Successful CEOs
References in the Show:
https://hbr.org/2025/01/how-the-best-boards-engage-with-management
https://hbr.org/2025/02/research-how-boards-can-increase-ceo-accountability?ab=HP-hero-latest-text-1
https://www.linkedin.com/posts/jasonmlemkin_holy-crp-shopify-at-an-112-billion-run-activity-7296998848474791936-QMuO
Quote of the Show:
"Are you going into a call thinking about what you need to learn from them to be successful? Or are you going in thinking, ‘What do I need to tell them so I'm successful?’ That mentality leads to night and day results.” - Justin Gray
Ways to Tune In:
Join us for the Season 3 finale! Kyle Lacy dives into the pivotal role marketing plays in achieving goals across the business and how owning a number is key. From navigating top-down and bottom-up revenue goal setting to empowering founders in the process, Kyle unpacks strategies that keep marketing leaders agile and data-driven.
Plus, hear about Kyle’s latest venture, The Revenue Diaries, where he shares lessons on scaling software businesses and personal growth. If you’re ready to supercharge your marketing efforts, this episode is a must-listen!
Takeaways:
Quote of the Show:
"How can you do everything you want to do from a brand, creative, enablement, product marketing perspective - anything you could think of? By actually owning a number instead of supporting it.” - Kyle Lacy
Links:
LinkedIn: https://www.linkedin.com/in/kylelacy/
Shoutouts:
Joe Chernov: https://www.linkedin.com/in/jchernov/
Anthony Kennada: https://www.linkedin.com/in/akennada/
Gainsight: https://www.gainsight.com/
Jellyfish: https://jellyfish.co/
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
In this episode, Amanda Kahlow dives into how embracing change with love and leading with emotional intelligence can transform the way we work and connect. She explores the evolving role of AI in marketing, the power of resilience and positivity, and why building authentic relationships is more important than ever.
Takeaways:
Quote of the Show:
"In the world of AI, where there is a lot of fear right now that AI will be taking, augmenting and in some cases, replacing jobs, we have a choice to say, yes, I'm going to embrace this and I'm going to lean into it or no, I'm going to be afraid of it and run away. My recommendation and my cheat code is lean into it with as much love as you possibly can. And yes, your existing functions and tasks may change and may go away. But at the end of the day, I believe it's going to make all of our lives better. And I have a healthy amount of love for it.” - Amanda Kahlow
Links:
LinkedIn: https://www.linkedin.com/in/amandakahlow/
Shoutouts:
1mind: https://www.1mind.com/
6sense: https://6sense.com/
Mike Maples Jr: https://www.linkedin.com/in/maples/
Airbnb: https://www.airbnb.com/
Ways to Tune In:
In this episode, marketing leader, concert photographer, and author Jason Miller explores the foundational marketing pillars of brand, events, and community. Together, Jason and the hosts unpack what it takes to build a brand that resonates and drives trust, breaking down misconceptions about community building and the power of having a distinct, purpose-driven perspective.
Listen into discussions on the shift from traditional demand gen to a new era where authenticity, trust, and relationships drive growth.
Takeaways:
Quote of the Show:
"It's literally finding your tribe and bringing them into a place and giving them some sort of value. I think if you sell it as the point of, you can learn here, you can share here, it's a trusted space, I think people will respond.” - Jason Miller
Links:
LinkedIn: https://www.linkedin.com/in/jsnmiller/
Shoutouts:
Second Skin: Tales and Truths from the Mosh Pit of Life
Ways to Tune In:
