Podcast · Business

GTM Uncensored™

by Adam Jay & Dale Zwizinski · English · Business

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,

New episodes: Weekly
Typical length: 37 min
Latest: 7 Oct 2026
Language: English

Latest episode

7 Oct 2026 · 44 min

Why a Comp Plan Can Pay Out Clean and Still Miss

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 OTE Why AJ wants comp signed off at the CEO level What the CAC layer cake says about the real cost of a deal Why QuotaPath's admin NPS…

Play episodeWhatsApp Download

Earlier episodes 29 most recent

E162 · 30 Sep 2026 · 46 min
Your Best Sales Reps Don't Know Why They're Winning
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 worse teacher than failure How AI is flattening every company's messaging into the same pitch The…
E161 · 23 Sep 2026 · 47 min
The Comp Plan Mistake That Quietly Kills Team Trust
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 can quietly protect your worst performers The real reason firing conversations get avoided, and why…
E160 · 16 Sep 2026 · 39 min
The MSP Mistake That Breaks Sales, Support, and Trust
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 they launch. We discuss: Why signing 20 MSP partners on day one guarantees chaos instead of momentum…
E159 · 9 Sep 2026 · 30 min
The Homepage Mistake Everyone Is Making Right Now
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 breaks down why Klaviyo's repositioning worked, why Gong's homepage keeps changing every year, and why…
E158 · 2 Sep 2026 · 47 min
The Metric That's Lying To Your Board
Your pipeline just dropped 18%, ad spend hasn't moved, and nobody in the room can tell the board why. Sound familiar? Tas Bober , founder of The Scroll Lab , joins Adam and Dale to make the case that conversion rate might be the most overrated number in B2B marketing. They get into why she questions the board before she questions the page, the three buckets she uses to measure what's actually happening before a form ever gets filled out, and the real client numbers behind it, including a buried FAQ that lifted purchases 265% and a landing page rebuild that took meetings booked from 0.13% to…
E157 · 26 Aug 2026 · 44 min
What AskElephant's Founder Learned Building AI for Revenue Teams
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 versus DICTATE, why reps stay quiet instead of asking leadership for help, the line every revenue…
E156 · 19 Aug 2026 · 45 min
The Real Reason Your Best Rep Outperforms Everyone Else
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 tone behind every deal that CRMs were never built to capture, and why he's telling companies to slow…
E155 · 12 Aug 2026 · 48 min
We Built a Conference Where No One's Allowed to Pitch
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 flipped from almost all go-to-market content to nearly all personal development, and the four blunt…
E154 · 5 Aug 2026 · 39 min
Vulnerability Is the Negotiating Tactic No One Teaches
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 vulnerability might be the most underused negotiating tactic in sales. We also press her on AI in the sales…
E153 · 29 Jul 2026 · 44 min
Cold Outbound Isn't Dead, It's Just Brutal
Every rep on the team is running the same sequences, hitting the same ICPs, sending the same messages as every other company in the category. Response rates are down 40% year over year, and nobody agrees on why. Jared Robin, founder of RevGenius — a free community of 65,000+ revenue professionals — joins hosts Adam Jay and Dale Zwizinski to make the case that the real problem isn't the market. It's calling it a "market" at all. Jared breaks down why he's retired the phrase "go-to-market" from his own vocabulary, what building a community actually costs before it returns anything, and why…
E152 · 22 Jul 2026 · 46 min
Sequencers Are Obsolete in 2026
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 bad lead routing is quietly costing revenue teams 20%+ in missed ARR. Adam, Dale, and Anis discuss:…
E151 · 15 Jul 2026 · 32 min
Stop Selling What Isn't Real
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 Adam to walk away for good. Adam and Dale discuss: The fake-ARR scheme that finally broke Adam as a CRO…
E150 · 8 Jul 2026 · 32 min
How Great Revenue Leaders Fix Broken Systems
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, how leaders can identify root causes, and why slowing down often leads to better decisions. Adam and…
E149 · 1 Jul 2026 · 37 min
The Revenue Mistake Founders Keep Repeating
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 size The dangerous instinct to throw people at the problem Why strategy-only leaders are failing How AI should reshape hiring decisions The biggest mistake companies…
24 Jun 2026 · 2 min
Your GTM Is Broken. Here's How to Fix It. | GTM Uncensored
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 Operations (RevOps) architecture • Sales and marketing alignment • GTM strategy and execution •…
E148 · 10 Jun 2026 · 30 min
The Reason Your B2B Company Needs LinkedIn Advertising
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...
E147 · 3 Jun 2026 · 35 min
Fixing the Constraint Holding Back Your Startup Growth
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 ...
E146 · 27 May 2026 · 37 min
The Cost of Launching Software Without Human QA | Deepak Shukla
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...
E145 · 20 May 2026 · 29 min
The Silent Killer of Physical Goods Businesses | Nate Littlewood
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 ...
E144 · 13 May 2026 · 33 min
Win More B2B Deals by Pitching Quantitative ROI | Ryan Milligan
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"...
E143 · 6 May 2026 · 33 min
The Best Way to Sell Without Sounding Like a Pushy Rep
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...
E142 · 29 Apr 2026 · 24 min
The Hidden Cost of Ignoring RFPs in B2B Sales | Ray Meiring
Are ignored RFPs costing you your biggest deals? In this episode of Bridge the Gap, we sit down with Ray Meiring, CEO of QorusDocs, to talk about the forgotten "final mile" of B2B sales. We spend endless hours and budget obsessing over top-of-funnel pipeline and discovery calls, yet we completely ignore the actual mechanism that gets enterprise deals signed. Key Highlights ✓ Why RFPs went from a sidelined task to the beating heart of enterprise deals ✓ The massive time and opportunity...
E141 · 22 Apr 2026 · 29 min
What $40M Companies Get Completely Wrong About RevOps
Are you treating RevOps as a cost center instead of a massive revenue multiplier? In this episode of Bridge the Gap, we sit down with Brendan Tolleson, CEO and Co-Founder of RevPartners, to break down why so many scaling companies get go-to-market operations completely wrong. Even at the $40M ARR mark, businesses are still running on spreadsheets and trying to force growth by simply throwing more sales reps at broken systems. Brendan explains why this mindset only scales chaos and how ...
E140 · 15 Apr 2026 · 38 min
AI Is Exposing The Massive Problem With Customer Success
Are you paying six figures for CS admin work? In this episode of Bridge the Gap, we sit down with LeeRon Yahalomi, VP of Customer Success at Docket AI, to discuss the brutal reality facing the post-sale world. We break down why the traditional Quarterly Business Review (QBR) needs to die, why customer happiness doesn't equal renewals, and what it actually takes to transform your post-sale team from a reactive cost center into a strategic, commercial revenue engine. Key Highlights ✓ How...
E139 · 8 Apr 2026 · 38 min
The Playbook to Build a Revenue-Generating LinkedIn Brand
Are you chasing vanity metrics instead of building real revenue? In this episode of Bridge the Gap, we sit down with Zoe Hartsfield, Founder of The Little Ghost and one of the sharpest voices in executive branding, to break down the harsh truth about B2B content creation. We discuss the dangerous trap of "fake influencers," the difference between building an audience and building authority, and why you need to stop gatekeeping your best information. Key Highlights ✓ The danger of vanity...
E138 · 18 Mar 2026 · 35 min
Why Most SaaS Startups Fail After Building the Product | Alex Boyd
Is building the product actually the easiest part of your business? In this episode of Bridge the Gap, we sit down with Alex Boyd, co-founder of Wildfront and multi-time SaaS founder, to break down what founders are getting wrong right now. Building is not the bottleneck. Distribution, integrations, support, and trust are. We also dig into how AI is reshaping team structure and why the companies that win in the next era will be the ones that can execute after the launch, not just ship the cod...
E137 · 11 Mar 2026 · 39 min
Your GTM Foundations Are Probably Wrong | Vihaar Nandigala
Is your sales team drowning in a bloated tech stack that does 27 things poorly? In this episode of Bridge the Gap, we sit down with Vihaar Nandigala, Co-Founder of Orange Slice, to break down the "all-in-one" tech stack trap and why relying on bundled tools is killing your go-to-market efficiency. Key Highlights ✓ The Tech Stack Trap: Why "all-in-one" tools do 27 things poorly ✓ Why you really only need 1-2 core pieces of sales infrastructure ✓ Using a raw database as a CRM instea...
E136 · 4 Mar 2026 · 34 min
How to Convert B2B Buyers Without Convincing Them | Kate Dileo
Are you trying to convince your buyers rather than convert them? In this episode of Bridge the Gap, we sit down with Kate DiLeo, founder and CEO of Kate DiLeo Branding, to break down why most B2B messaging is just corporate fluff and how to turn your brand into a true revenue engine. Key Highlights ✓ Why are you in the business of converting, not convincing ✓ The Brand Trifecta: Tagline, Value Proposition, and Differentiators ✓ Stop slapping corporate fluff and mission statements on your home...
E135 · 11 Feb 2026 · 32 min
Great Demos Still Lose Deals. Here’s Why | Mor Assouline
Why do good demos still result in ghosting? In this episode of Bridge the Gap, we sit down with Mor Assouline, Founder of Demo to Close, to break down why a flawless product walkthrough can still lead to a ‘maybe’ instead of a ‘yes,' and how to fix it using the art of ‘Unselling.’ Key Highlights ✓ The "Movie Trailer" Framework and why demos don’t close deals alone ✓ Stop Feature Dumping: Solving problems vs. showing settings ✓ How to use "Unselling" to build massive trust fast ✓ The 3 gaps le...

About GTM Uncensored™

GTM Uncensored™ is a English business podcast from Adam Jay & Dale Zwizinski. Melo plays each episode straight from the publisher's own feed — no ads added, no account needed — and remembers where you stopped, in this browser only.

Publisher: Adam Jay & Dale Zwizinski
Language: English
Category: Business
New episodes: Weekly
Typical length: 37 min
Latest episode: 7 Oct 2026
Feed: RSS — paste into any podcast app
Apple Podcasts: podcasts.apple.com/podcast/id1697624614

RSS feed Apple Podcasts

More English business

Take it with you

The Melo app keeps playing with the screen off, works in the car and on your watch, wakes you to your station, and browses the whole catalogue offline. Free, no ads, no account.