GTM Uncensored™

Your MQLs went up and the quarter still missed. Stacie Sussman , Founder and CRO of RevUp Advisory and host of C-Suite Strategies, spent 17 years leading sales teams in Manhattan before building a practice that defends CMOs. She joins Adam Jay and Dale Zwizinski on GTM Uncensored. The three get into why marketing keeps taking the blame for a number nobody owns, and what it takes to get sales and m...

This week’s Monday Morning Move from Adam Jay is a closed lost audit for CEOs and CROs: count how many of your last 10 lost deals died because the buyer never understood what you sell, then check whether your CMO can say in one sentence what the buyer thought they were buying. Stacie Sussman adds the harder question underneath it: can you deliver what you’re selling? 🎧 Full episode with Stacie Su...

Your CS team can hit every metric on the dashboard and still miss the growth number. Maranda Dziekonski is Chief Customer Officer at Fexa, with 27 years in customer success and operations and a decade in HR. She joins Adam Jay and Dale Zwizinski to diagnose a CS team that did everything right on paper. From there, the three of them argue about what it takes to make CS a revenue function, and who p...

Adam Jay explains how to find the gap in your sales to CS handoff. Maranda Dziekonski scores it a 5, then adds the piece it was missing: the customer. 🎧 Full episode with Maranda Dziekonski (Fexa) on GTM Uncensored this Wednesday.  #GTMUncensored #RevenueReimagined #CustomerSuccess #CustomerRetention

AI flooded every digital channel, and the teams winning pipeline right now are the ones getting people in the same room. Matthew Volm is the founder and CEO of Eventful and RevOps Co-op, and he’s run hundreds of dinners and conferences for go-to-market teams. He joins Adam Jay and Dale Zwizinski on GTM Uncensored. They get into why in-person moments now drive trust, and what it takes to turn an ev...

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 fast, Adam explains what to set up before your next event so you can walk into your next pipeline revie...

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 Uncensored. They dig into where revenue problems really start and who belongs on a sales team. Then Nigel...

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 Adam Jay and Dale Zwizinski on the question most health scores never answer: are you measuring what your...

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...

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 le...

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...

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...

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 t...

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 happ...

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 w...

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 result...

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 t...

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...

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'...

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...

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 D...

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 w...

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...

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...

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 searc...