What Separates the Winners and Losers in GTM?

What actually separates high-performing revenue teams from the ones missing quota?In this episode of Hit Your Numbers, James Bissell sits down with Adam Kay, CRO at GoodFit.io, to unpack why most go-to-market strategies are built backwards, and how that’s killing efficiency, focus and growth.Adam shares hard-earned lessons from scaling VC-backed startups and explains why most revenue leaders still can’t clearly define their ICP. They dive into why throwing more AEs at a revenue problem rarely works, why most signal tools are misused, and how winners build predictable, repeatable engines before trying to scale. If you’re a CRO, VP Sales, founder or AE trying to build pipeline in a crowded, AI-saturated world, this episode will challenge how you think about market mapping, hiring, tooling and focus.This isn’t about adding more tech. It’s about getting the fundamentals right.Follow Adam on LinkedIn: https://www.linkedin.com/in/adam-kay-55559311/Free Sales Resources:→ Do you need more pipeline?→ Is your win rate too low?→ Do you need to close bigger deals?I’ve created a load of free resources to help you solve the problems above.Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings permonth, cold email templates, video and voice note scripts and more.Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 andgroup coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com) Hosted on Acast. See acast.com/privacy for more information.