{"podcast":{"title":"The Cheat Code & Friends","slug":"the-cheat-code-friends-6457610","podcast_index_feed_id":6457610,"rss_url":"https://feeds.transistor.fm/the-cheat-code","website_url":"https://inrevenue.capital/insights/?article_category=podcast","image_url":"https://img.transistorcdn.com/1JeKxEs_bTx9Xvx4A8dpdQGBQzgZF0HaBlONSWrruFw/rs:fill:0:0:1/w:1400/h:1400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9lNWVl/YWZiNDRlMGVlYjVi/MmE4MzhjNWQ1ZWMz/NDZmMC5qcGc.jpg","author":"In Revenue Capital","episode_count":92,"summary":"Serial entrepreneurs and operators Justin Gray, Josh Wagner & Sean Kester combine decades of B2B and GTM expertise with unwavering honesty to unpack the latest news (fake or otherwise) on The Cheat Code & Friends Podcast. Combined with a rotating guest list of founders, practitioners and investors, the no-nonsense forum gathers fortnightly, holding court to translate headlines into reality and discuss the impact for early-stage businesses. The Cheat Code is just that, the trusted folks we look to for advice and insight, and we hope to bring the same to you. Game over.","last_synced_at":"2026-07-03T22:19:59.985483+00:00","page_url":"https://stenobird.com/podcast/the-cheat-code-friends-6457610"},"episode":{"title":"Coaching, Performance and Trust - Season 5: Episode # 86","slug":"coaching-performance-and-trust-season-5-episode-86","published_at":"2026-03-27T12:51:20+00:00","page_url":"https://stenobird.com/podcast/the-cheat-code-friends-6457610/coaching-performance-and-trust-season-5-episode-86","show_page_url":"https://stenobird.com/podcast/the-cheat-code-friends-6457610","url":"https://share.transistor.fm/s/718a4831","audio_url":"https://media.transistor.fm/718a4831/9c48fb02.mp3","summary":"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. Chapters 00:00 Introduction and Light Banter 02:59 Sales Backgrounds and Early Experiences 06:01 The Impact of AI on Sales 11:51 Sales Management and Coaching Challenges 18:00 The Future of Sales with AI 19:38 AI in Sales Training and Onboarding 22:29 Challenges in Mid-Market and Enterprise Sales 25:15 Real-Time Coaching and Sales Skills 27:16 The Importance of Human Connection in Sales 30:01 Guiding the Buyer Through the Sales Process 36:01 The Role of Marketing in Modern Sales 42:54 Tech Talk: Insights from Matthew Whyatt References 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: htt…","meta_description":"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…","key_points":[],"chapters":[],"topics":[],"duration_seconds":2843,"processing_state":"not_requested","actions":[{"name":"request_transcript","method":"POST","url":"https://stenobird.com/v1/public/podcasts/the-cheat-code-friends-6457610/episodes/coaching-performance-and-trust-season-5-episode-86/transcription-requests","description":"Idempotently request low-priority transcript generation for this episode."},{"name":"read_markdown","method":"GET","url":"https://stenobird.com/podcast/the-cheat-code-friends-6457610/coaching-performance-and-trust-season-5-episode-86.md","description":"Read the agent-friendly Markdown representation of this episode resource."}]}}