The Cheat Code & Friends

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:

• 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 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://www.saastr.com/the-great-saas-slowdown-what-q1-2025-numbers-reveal-about-the-cloud-software-market/ 

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:

• 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 

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

https://www.linkedin.com/posts/craigcoppola_c2voice-recenttransactions-officemarket-activity-7320929470763171840-Qv_K/?utm_source=share&utm_medium=member_desktop&rcm=ACoAABGQUe0BsV-UBJEAh7QOmp9oMj11PxcnemE  

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:

• 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, 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://trainual.com/

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:

• 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 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/ 

https://opened.co/ 

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:

• 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 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: 

https://www.entrepreneur.com/business-news/fiverr-ceo-says-ai-will-take-your-job-heres-what-to-do/491198 

https://www.marketwatch.com/story/why-a-record-number-of-adults-over-65-are-working-and-its-not-just-about-money-85d2f15d?utm_source 

https://www.marketwatch.com/story/why-a-record-number-of-adults-over-65-are-working-and-its-not-just-about-money-85d2f15d?utm_source 

https://www.linkedin.com/pulse/experts-weigh-why-2025-holds-hope-older-workers-janine-vanderburg-tytkc/  

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: 

• 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 

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:

• 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 

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://startupnation.com/manage-your-business/the-9-types-of-startup-founders-and-how-to-build-a-great-co-founder-team/

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/ 

https://www.liveplan.com/blog/starting/traits-of-entrepreneurs?srsltid=AfmBOopgdo-3EvV8JQ5Y5CyDEoKlefYsv5gFfhCuTYA4sf6OaCO0YhgY 

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:

• 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 

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://www.saastr.com/carta-38-of-bootstrapped-start-ups-have-solo-founders-but-only-17-of-vc-backed-ones-do-and-10-12-of-ones-that-ipo/ 

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:

• 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 

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:

• 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