Why Most GTM Leaders Get TAM Wrong (And How to Fix It) with Dan Wardle, VP Sales at Spellbook

Most companies define their Total Addressable Market incorrectly.And it quietly limits their growth.In this episode of the Revenue Problem Solvers Podcast, Dan Wardle, VP of Sales at Spellbook (AI legal tech serving eBay, Dropbox, and enterprise legal teams), breaks down why TAM is not a math exercise. It's a leadership decision that shapes retention, revenue, and long-term company value.If you're selling to customers who won't retain, you're not growing. You're resetting the clock.We talk about:* The brutal truth about TAM vs ICP that most GTM leaders ignore* Why retention matters more than short-term revenue* When to narrow your market and when to expand it* Product-market fit signals that actually matter* The "two-person test" for smart market expansion* How to hire sales teams without burning cash* How they built a team where 100% hit quotaDan shares real strategies from scaling legal tech in one of the fastest-moving AI markets.Perfect for founders, CROs, VPs of Sales, and go-to-market leaders who want to scale intelligently and sustainably.—This episode is brought to you by Virtual Causeway. As traditional demand generation gets noisier, Virtual Causeway helps B2B companies shift to demand positioning by engineering where and how your brand appears when buyers research. Visit VirtualCauseway.com and mention Revenue Problem Solvers for a special rate.Connect with Dan: linkedin.com/in/wardledan