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PODCAST

GTM Uncensored™

Adam Jay & Dale Zwizinski

Most GTM content covers the same ground. GTM Uncensored finds the operators actually in the seat and digs into what"s true in today"s GTM, not what sounds good. Every guest is currently building a company, leading a revenue team, or running a GTM function inside a real business. During the show, Adam and Dale push the envelope until the real story comes out. The show goes where most content won"t: The motions that determine whether a company stays in business, or goes under. GTM Uncensored is

business marketing

All Episodes

44:05

Why a Comp Plan Can Pay Out Clean and Still Miss

GTM Uncensored™ ·

2026/10/07

A comp plan can pay out like a record quarter even when bookings land at 61%.AJ Bruno, co-founder and CEO of QuotaPath, joins hosts Adam Jay and Dale Zwizinski to work out who is accountable when it does.They get into why AJ wants the CEO to sign off on comp, how short CRO tenure changes the picture, and where AI fits when it helps write the plan. AJ also scores Adam's Monday Morning Move.We discuss:Why a rep at 70% of target can still be paid 85% of OTEWhy AJ wants comp signed off at the

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45:55

Your Best Sales Reps Don't Know Why They're Winning

GTM Uncensored™ ·

2026/09/30

Most sales teams can win their best year ever and still not be able to explain why.Jeff Bajorek, founder of Parabola Consulting and author of Rethink The Way You Sell, has spent his career pushing sales teams past comfortable half-truths. He joins hosts Adam Jay and Dale Zwizinski to dig into why so few companies actually know why they win.They get into the uncomfortable questions most sales leaders avoid asking, and what AI is doing to make the problem worse.We discuss:Why success is a

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46:31

The Comp Plan Mistake That Quietly Kills Team Trust

GTM Uncensored™ ·

2026/09/23

Firing people is the kindest thing you can do.Barrett Brooks spent years as COO of ConvertKit, scaling the company past $30M before becoming an executive coach to founders and leaders. He joins hosts Adam Jay and Dale Zwizinski for a conversation about the uncomfortable side of people-first culture.They get into what most leaders get wrong about kindness, accountability, and the gap between what a company says it values and what it actually rewards.We discuss:Why a "people-first" culture

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38:33

The MSP Mistake That Breaks Sales, Support, and Trust

GTM Uncensored™ ·

2026/09/16

Most MSP programs don't fail because of bad partners. They fail because nobody built the foundation before trying to scale.Jon Purcell is the founder of Untapped Channel Strategy and spent 13 years building channel programs inside Apple, VMware, and Workiva. He joins Adam Jay and Dale Zwizinski to break down why so many channel programs look busy on paper while producing almost nothing.They dig into comp plan misalignment, pricing mistakes, and the expectations that sink MSP programs before

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30:21

The Homepage Mistake Everyone Is Making Right Now

GTM Uncensored™ ·

2026/09/09

Every homepage on the internet just added "AI" to it. Anthony Pierri says most of them didn't need to. Anthony Pierri has looked at more B2B homepages than almost anyone alive. As co-founder of FletchPMM, he's run positioning sprints for 500+ SaaS companies, and this week he sits down with Adam Jay and Dale Zwizinski on the decision every GTM team is dodging right now: is your AI feature making the product you already sell better, or are you quietly becoming a different company? Anthony

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44:12

What AskElephant's Founder Learned Building AI for...

GTM Uncensored™ ·

2026/08/26

A deal slips, the VP pulls the call recordings, and the postmortem always ends the same way: "take better notes." Woody Klemetson says that's never once fixed anything.Woody Klemetson, Founder and CEO of AskElephant, ran sales teams for over a decade before building the AI layer he wished he'd had. Adam and Dale put him in the hot seat with a real deal-slippage scenario, and Woody breaks down why the actual failure point is almost always shitty discovery, not bad notes. They get into BANT

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44:53

The Real Reason Your Best Rep Outperforms Everyone Else

GTM Uncensored™ ·

2026/08/19

Your top rep is closing 3x quota. Your median rep isn't. The dashboards, the KPIs, the coaching sessions: none of it explains why. Jack Siney is a 7x entrepreneur with 5 exits and co-founder of FrontRace, an activity intelligence platform built to answer a question most sales leaders can't: why do two reps with the same training, same territory, and same tools produce completely different results? Jack joins Adam and Dale to break down the "20 small things" framework: the order, timing, and

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48:16

We Built a Conference Where No One's Allowed to Pitch

GTM Uncensored™ ·

2026/08/12

Sixty-five GTM leaders. Tents in the Montana wilderness. No pitches, no name tags, no one asking what anyone does for a living. This is Arcadia, the leadership gathering Jason Yarborough built with his wife and co-founder Sam after years of watching partnerships get treated as an afterthought everywhere he worked. Three years in, they finally let us behind the curtain.Jason walks us through why the whole event is built around trust instead of transactions, how the programming has quietly

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39:10

Vulnerability Is the Negotiating Tactic No One Teaches

GTM Uncensored™ ·

2026/08/05

We put Dawn Stallwood in the hot seat with a real crisis: a $1.8M contract that fell apart 11 days after signing because the sales deck promised things the paperwork didn't back up. Almost three decades as in-house counsel, a law partner, and a notary taught her how to spot the gap between what gets said and what gets signed, and she's built an entire career around closing it.We get into why she calls herself a Chief Integrity Officer, how to apologize without admitting fault, and why

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46:19

Sequencers Are Obsolete in 2026

GTM Uncensored™ ·

2026/07/22

Most GTM teams are still optimizing a sales stack that's already obsolete. Anis Bennaceur, co-founder of Attention, joins Adam Jay and Dale Zwizinski to make the case that sequencers - and maybe even the CRM itself - won't survive the next few years of AI-native selling.In this episode of GTM Uncensored, Anis explains why he told Outreach's own CEO that sequencers are obsolete in 2026 (and got agreement, not pushback), why most "pipeline problems" are actually visibility problems, and how

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31:40

Stop Selling What Isn't Real

GTM Uncensored™ ·

2026/07/15

Before Revenue Reimagined existed, there was chaos: fake ARR, a startup selling Figma mockups as a finished product, and two revenue leaders who each hit their own breaking point. In this founder episode of GTM Uncensored, Dale and Adam get uncensored about the moments that pushed them to stop fixing other people's broken go-to-market engines and build their own company instead; including when Dale first realized sales was broken, and the 54 text messages in one night that finally pushed

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32:06

How Great Revenue Leaders Fix Broken Systems

GTM Uncensored™ ·

2026/07/08

Most revenue problems aren't growth problems. They're foundation problems.In this episode of GTM Uncensored, Adam Jay sits down with Revenue Reimagined co-founder Dale Zwizinski to unpack what broken revenue organizations actually feel like from the inside.From messy CRM data and unrealistic board expectations to broken customer handoffs and misaligned teams, Dale explains why growth can't fix weak foundations. They also discuss why customer success should be treated as a revenue function,

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36:32

The Revenue Mistake Founders Keep Repeating

GTM Uncensored™ ·

2026/07/01

After 18 months of stalled growth, most companies do the same thing: hire more salespeople.Adam Jay says that's exactly the wrong move.In this episode of GTM Uncensored, Adam breaks down why pipeline volume means nothing without quality, why most leaders confuse activity with progress, and why the answer to slowing growth usually isn't more headcount.Adam and Dale discuss:Why "healthy pipeline" matters more than pipeline sizeThe dangerous instinct to throw people at the problemWhy

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1:47

Your GTM Is Broken. Here's How to Fix It. | GTM...

GTM Uncensored™ ·

2026/06/24

Most go-to-market advice sounds great until you're the one responsible for the number.GTM Uncensored is the podcast for founders, CEOs, CROs, revenue leaders, and B2B operators who need practical answers to real growth challenges. No recycled frameworks. No LinkedIn guru advice. No AI-generated theories.Every episode features operators who have actually built, scaled, broken, and rebuilt revenue engines inside growing companies.We'll cover:• Customer Success as a revenue engine • Revenue

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30:17

Episode #147 The Reason Your B2B Company Needs...

GTM Uncensored™ ·

2026/06/10

Are you ignoring LinkedIn advertising because your target buyers seem too niche? In this episode of Bridge the Gap, we sit down with Anthony Blatner, founder and CMO of Speedwork, to dismantle the biggest misconceptions about B2B advertising. We tackle the common objection that highly regulated buyers aren't active on the platform, how to evaluate your true cost per quality lead, and why search intent is rapidly shifting toward social and AI tools. Key Highlights ✓ Why the "my buyers a...

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34:52

Episode #146 Fixing the Constraint Holding Back Your...

GTM Uncensored™ ·

2026/06/03

Your early-stage revenue engine is stalled for one specific reason. In this episode of Bridge the Gap, we sit down with Jacki Leahy, founder of Activate the Magic, to discuss diagnosing and fixing broken Go-To-Market strategies. We dive into early-stage acquisition, the danger of CROs having a "hammer and nail" mentality, and what actually drives predictable growth. Key Highlights ✓ The blueprint for auditing a broken revenue engine to find the true constraint ✓ What early-stage ...

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37:10

Episode #145 The Cost of Launching Software Without...

GTM Uncensored™ ·

2026/05/27

Automated bug testing is ruining your product launch. In this episode of Bridge the Gap, we sit down with Deepak Shukla, founder of LemStudio, to explore the harsh realities of shipping software in the AI era. We discuss the rise of vibe coding, the danger of building products in a silo, and what it takes to get a reliable app to market in just 27 days. Key Highlights ✓ The exact reason automated testing tools cannot replace human quality assurance ✓ Why the person writing your c...

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28:39

Episode #144 The Silent Killer of Physical Goods...

GTM Uncensored™ ·

2026/05/20

Is your fast-growing e-commerce brand secretly going broke? In this episode of Bridge the Gap, we sit down with Nate Littlewood, fractional CFO and founder of Future Ready CFO, to discuss the complex cash flow mechanics of running a physical goods business. Beyond the cash conversion cycle, Nate shares his masterclass on reading a founder's stress levels through their balance sheet, the silent killers of over-ordering inventory, and the exact margins you need to hit to keep your engine ...

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33:15

Episode #143 Win More B2B Deals by Pitching...

GTM Uncensored™ ·

2026/05/13

Are you losing deals because your sales team pitches vague promises instead of quantifiable ROI? In this episode of Bridge the Gap, we sit down with Ryan Milligan, Chief Revenue Officer at QuotaPath, to discuss how to build scalable revenue systems that actually work. We discuss how reps should be leading with quantitative ROI so buyers can easily justify the purchase to their CFOs. Key Highlights ✓ Why "saving time" is the weakest B2B value prop and how to define exactly what "better"...

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33:17

Episode #142 The Best Way to Sell Without Sounding...

GTM Uncensored™ ·

2026/05/06

Are you tired of using pushy, used-car-salesman tactics just to hit your quota? In this episode of Bridge the Gap, we sit down with Ashley Beck Cuellar, Head of Expansion at Seamless Roofing and Founder of SalesSpark, to talk about putting the human back into sales. We discuss how leaning into radical honesty, dialing in your ICP, and genuinely caring about your buyers will ultimately close more deals than a manipulative script ever could. Key Highlights ✓ Why the tech industry's "volume game...

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162 results

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