{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"The Cheat Code & Friends","title":"Coaching, Performance and Trust - Season 5: Episode # 86","html":"","width":"100%","height":180,"duration":2843,"description":"Bad sales reps have always had places to hide. AI is starting to remove them.\n\nIn 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.\n\nMatthew 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.\n\nThey also dig into objection handling, onboarding, sales management, and the growing pressure on leaders to raise standards rather than rely on instinct. \n\nChapters\n00:00 Introduction and Light Banter\n02:59 Sales Backgrounds and Early Experiences\n06:01 The Impact of AI on Sales\n11:51 Sales Management and Coaching Challenges\n18:00 The Future of Sales with AI\n19:38 AI in Sales Training and Onboarding\n22:29 Challenges in Mid-Market and Enterprise Sales\n25:15 Real-Time Coaching and Sales Skills\n27:16 The Importance of Human Connection in Sales\n30:01 Guiding the Buyer Through the Sales Process\n36:01 The Role of Marketing in Modern Sales\n42:54 Tech Talk: Insights from Matthew Whyatt\n\nReferences in the Show:\nhttps://www.linkedin.com/pulse/ai-wont-replace-your-sales-team-itll-just-expose-lazy-matthew-whyatt-kpq9c/?trackingId=a%2BGQ6EiGSH%2BeaPS8yVR63Q%3D%3D \n\nhttps://podcasts.apple.com/us/podcast/the-ceo-and-the-salesman-podcast/id1635865557 \n\nQuote of the Show:\n“AI is removing the nooks and crannies that crappy salespeople can hide in.” - Matthew Whyatt \nWays to Tune In:\nSpotify: https://open.spotify.com/show/5GpM8myxsUinc5bfLIbjJz?si=0af576adfb8e49f8 \nApple Podcasts: https://podcasts.apple.com/us/podcast/the-cheat-code/id1692445190 \nAmazon Music:...","thumbnail_url":"https://img.transistorcdn.com/AoPG3flkss3fsfc-m7ywyJ39XTunoIaKRubQ7PAkerg/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9lNWVl/YWZiNDRlMGVlYjVi/MmE4MzhjNWQ1ZWMz/NDZmMC5qcGc.webp","thumbnail_width":300,"thumbnail_height":300}