PODCAST · business
GTM Uncensored™
by 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 built for B2B revenue leaders at $5M–$100M ARR who are accountable to a number and need a real-world playbook, not philosophy.Every episode ends with a Monday Morning Move. One specific action you can take this week, and a series of Uncensored Questions where listeners get unfiltered answers from people who've actually been there.What we cover: Pipeline & GTM motion, post-sale architecture, CS & retention, NRR/GRR mechanics, RevOps, AI in the revenue org, executive branding, and more.You
Episodes
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Did Your Last Event Make Money? | Monday Morning Move
Can you prove your last event made you money? This week’s Monday Morning Move from Adam Jay is a 15-minute test for your event budget. Pull your last three events and count how many open opportunities in your CRM you can tie back to a conversation that started there. If you can’t get that number...
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Revenue Misses Happen at 5 Levels. Sales Owns 1.
When revenue misses, most CEOs start with sales, which owns only one of the five levels. Nigel Green, founder of Sea Suite and author of Revenue Harvest and How to Hire Elite Salespeople, spent ten years assessing more than 200 sales teams. Adam Jay and Dale Zwizinski sit down with him on GTM...
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Why Green Health Scores Still Churn
Ninety percent of this company's enterprise accounts were flagged green. They still lost seven of them, and two million dollars in ARR with them. Anika Zubair, founder of The Customer Success Pro, has led and built CS organizations at Karbon, inSided, and Griffin. This week she sits down with…
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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...
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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…
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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...
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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…
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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…
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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…
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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...
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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…
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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...
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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...
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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…
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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...
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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...
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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...
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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...
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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...
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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...
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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...
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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...
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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...
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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…
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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...
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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...
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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...
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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...
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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...
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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,...
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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…
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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…
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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…
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This YC Startup Uses AI to Expose $500B Hidden Risks in Construction - Luigi La Corte
How do you fix an industry drowning in lawsuits and blown budgets? Luigi La Corte, co-founder & CEO of Provision (a Y Combinator–backed startup), joins us to share how his team is using AI to uncover risks hidden in construction documents. From managing multi-billion dollar infrastructure…
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How Taelor Is Changing the $140B Men’s Fashion Market
Is personalization just a "nice-to-have" or the entire game? In this episode of Bridge the Gap, we sit down with Anya Cheng, Founder & CEO of Taelor, to explore how she’s using AI to change the $140B men’s fashion market without owning a single piece of inventory. We cover the harsh reality of...
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Why Strategy Fails Without Execution (And How RevOps Holds It Together) | Nicole Brownell
Everyone talks about strategy. Very few teams can execute it. In this episode of Bridge the Gap, we sit down with Nicole Brownell, Managing Director of Growth and Value Creation at Novo Advisors, to unpack why most go-to-market strategies stall and what it actually takes to build execution that...
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Why Tool Fragmentation Is Killing Your Go-To-Market Execution | Sayanta Ghosh
Are you drowning in tools but still starving for outcomes? In this episode of Bridge the Gap, we sit down with Sayanta Ghosh, Co-founder and CEO of NREV, to break down why the "27-tool tech stack" is slowing your growth and how to transition to a truly autonomous revenue stack. We cover the...
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Build AI Readiness First, Then Scale What Works (Enterprise) with Justin Trombold
Are you treating generative AI like a shortcut instead of a strategy? In this episode of Bridge the Gap, we sit down with Justin Trombold, founder and president of Antesyn Advisors, to break down how enterprise leaders can move past hype and build AI work that fits how the business actually runs....
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2025 GTM Mistakes & What Not To Take Into 2026 (Year-End Recap) with Dale Zwizinski
Are you heading into 2026 with real signal or just noise? In this year-end recap episode of Bridge the Gap, Dale and I break down what actually happened in 2025 across go-to-market. What broke, what worked, and what operators should carry forward into 2026. We cover AI hype versus real execution,...
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Why Complex Plans Kill Execution (Simplify The Work) | Mike Simmons
Is your team talking but nothing is landing? In this special birthday episode of Bridge the Gap, we sit down with Mike Simmons, founder of Catalyst, to break down why execution breaks when communication breaks. We cover how teams lose alignment through said heard remembered, why complexity…
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Productize Sales Before You Hire More Reps | Heath Barnett
Is your revenue plan stuck on hiring more reps? In this episode of Bridge the Gap, we sit down with Heath Barnett, VP of Revenue at Mixmax, to break down why most teams hire reactively and how to fix the engine behind growth before adding headcount. We cover what productizing sales really means,...
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Turn Your Website Into A Sales Conversation with Omer Gotlieb
Are buyers bouncing the moment your site asks for a form? In this episode of Bridge the Gap, we sit down with Omer Gotlieb, founder and CEO of SalesSpeak.ai and former co-founder of Totango, to break down how to turn a static website into a real sales conversation. We cover self-directed buying,...
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Outbound Isn’t Dead, You’re Just Doing It Wrong with Colin Spector
Are your cold calls getting screened while reps drown in admin? In this episode of Bridge the Gap, we sit down with Colin Specter, SVP of Global Sales at Orum, to break down human-led calling in an AI world. We cover how to coach first, where automation actually helps, why follow up wins deals…
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The Modern Outbound Team Structure For Faster Pipeline | AJ Cassata
Are your cold emails getting ignored while LinkedIn sits idle? In this episode of Bridge the Gap, we sit down with AJ Cassada, co-founder and CEO of Revenue Boost, to break down outbound that actually converts. We cover how to run LinkedIn and email together, what to test, the only metric that...
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Turn Follow Ups Into Buyer Momentum In Minutes (Method) with Kim Hacker
What actually moves a deal forward when you’re not in the room? In this episode of Bridge the Gap, we sit down with Kim Hacker, COO of Arrows, to break down how to turn follow-ups into real buyer momentum. We dig into what buyers do when you’re not there, why generic “thanks for the call” emails...
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Build Your Superpower Team That Actually Wins (Retention) with Tiffany Gonzalez
What does it take to build a team that wins on impact and keeps customers? In this episode of Bridge the Gap, we sit down with Tiffany Gonzalez, a GTM leader and startup advisor who led revenue at Microsoft and Amazon, took startups public, and rebuilt how she leads after a life-altering family...
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Treat AI As A Teammate (Not A Toolstack) | Austin Myers
Are you treating AI like another tool or like a teammate you onboard? In this episode of Bridge The Gap, we sit down with Austin Myers, VP of sales and marketing at SalesAI, to unpack why GTM teams keep pressing the “more” button and how to shift from volume to signal with AI that actually drives...
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Build a Real Revenue Engine (Leak-Proof) with Marcus Chan
Are you “fixing pipeline” while millions leak out the bottom of your funnel? In this episode of Bridge the Gap, we sit down with Marcus Chan, founder & CEO of Venli Consulting, creator of Revenue Engine OS, and WSJ bestselling author, to show you how to build a real revenue engine that scales on...
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Win The Trust First, Not The Right To Spam | Leslie Venetz
Do your sellers earn attention before they ask for time? In this episode of Bridge the Gap, we sit down with Leslie Venetz, founder of a GTM agency, bestselling author of Profit-Generating Pipeline, and one of outbound’s sharpest voices, to rewrite the playbook on modern prospecting. We unpack…
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Get Operationally AI First Or Get Left Behind (No Hype)
Are you shipping AI features or building workflows that actually win? In this episode of Bridge the Gap, we sit down with Nick Zeckets, founder of Smoke Signals, to cut through the GTM AI noise and show what real operational change looks like when AI powers workflows, not spam cannons. Nick’s…
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ABOUT THIS SHOW
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 built for B2B revenue leaders at $5M–$100M ARR who are accountable to a number and need a real-world playbook, not philosophy.Every episode ends with a Monday Morning Move. One specific action you can take this week, and a series of Uncensored Questions where listeners get unfiltered answers from people who've actually been there.What we cover: Pipeline & GTM motion, post-sale architecture, CS & retention, NRR/GRR mechanics, RevOps, AI in the revenue org, executive branding, and more.You
HOSTED BY
Adam Jay & Dale Zwizinski
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Frequently Asked Questions
How many episodes does GTM Uncensored™ have?
GTM Uncensored™ currently has 164 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is GTM Uncensored™ about?
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,...
How often does GTM Uncensored™ release new episodes?
GTM Uncensored™ publishes regularly with 164 episodes available. Check the episode list for the typical release schedule.
Where can I listen to GTM Uncensored™?
You can listen to GTM Uncensored™ on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts GTM Uncensored™?
GTM Uncensored™ is created and hosted by Adam Jay & Dale Zwizinski.
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