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 CROThe customer success blind spot quietly costing founders the mostWhy sales engineers get trusted more than the salespeople in the roomWhether SDRs still make sense in an AI-driven pipelineWhat it actually takes to fire a client(00:00) Introduction(01:23) The moment go-to-market broke: Dale's 1999 story(03:16) Adam's shelfware realization(05:10) Why they built for multiple clients at once(06:59) Before RR: Adam's CRO nightmare. Fake ARR, ghost customers(10:30) From coding to sales engineering to sales(15:21) How Dale and Adam actually found each other(19:41) Adam's breaking point: Figma mockups and 54 texts in one night(21:50) Scaling chaos vs. scaling systems, revisited(23:46) The customer success blind spot founders miss(25:55) Monday Morning Move: find the customer you lost(26:56) Uncensored round: SDRs, founder blind spots, firing a client(30:36) Dream vacations and a wrapNote Relevant Keywords: GTM Uncensored, Revenue Reimagined, go-to-market strategy, revenue leadership, CRO (Chief Revenue Officer), founder story, customer success strategy, sales leadership, B2B SaaS, RevOps, sales process, AI in sales