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://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 Gray

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