Dynamic Decisions Podcast

If It Lives in Your Rep’s Head, Your New Hires Are Guessing
EPISODE 50 • SEASON 2 00:26:47
  • October 26, 2026
  • 05:04 PM
  • CModel Data, Inc
Paty Araiza grew an SDR team from 20 to 100 people, drove about $5.7 million in TCV, and promoted around 20 reps to account executive. She calls the first stretch "absolute chaos," and that honesty is why this conversation is worth your time.

  • Why institutional knowledge, from discount limits to call cadences, quietly sinks new hires
  • The buddy system and "hierarchy of questions" that let two managers support 100 SDRs
  • How to get adoption by treating a playbook rollout like a sale, with champions first
  • A 90-day test for whether your enablement is actually working
  • Why enablement is getting agents, not just training decks

If your best rep is the only one who knows how things really work, press play.
All audio, artwork, episode descriptions and notes are property of CModel Data, Inc, for Dynamic Decisions Podcast, and published with permission by ALIVE Podcast Network.
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