GTM Uncensored™

Adam Jay & Dale Zwizinski
  • 4.9 (15)
  • Marketing
  • Updated Daily

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. Your hosts: Adam Jay and Dale Zwizinski are co-founders of Revenue Reimagined. They didn't build a consulting firm. They flipped the fractional CRO model because strategy without execution doesn't move the needle. The questions they ask on air are the same ones they're solving inside real companies right now. GTM Uncensored is the GTM conversations nobody else is having.

  1. 5d ago

    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 why so few companies actually know why they win. They get into the uncomfortable questions most sales leaders avoid asking, and what AI is doing to make the problem worse. We discuss: Why success is a worse teacher than failureHow AI is flattening every company's messaging into the same pitchThe five questions Jeff asks a client's best customersWhat happens to a sales team when its top performers retireWhy perfectionism is quietly killing sales performance (00:00) The cost of knowledge vs. the value of expertise(00:49) The $42M distributor that can't explain its own best year(03:42) Why success is a terrible teacher(07:37) The 5/15/80 rule for why reps don't know why they win(09:52) Why most companies still don't do enablement well(10:44) When everyone claims to be the "gold standard"(13:33) Where mediocrity is actually useful, and where it isn't(24:32) Jeff's two-circle framework: what your best rep does and why your best customer buys(25:58) The five questions for killer customer conversations(30:20) What Jeff got wrong about why he was winning(36:22) Monday Morning Move: find the gap between what your reps think and why customers buy(39:45) Uncensored Questions: AI, sales training, and hard truths We are proudly supported by Nooks, one unified workspace for outbound! Learn more about Nooks today at https://www.nooks.ai/gtmuncensored

    Your Best Sales Reps Don't Know Why They're Winning

  2. Sep 23

    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 culture. They get into what most leaders get wrong about kindness, accountability, and the gap between what a company says it values and what it actually rewards. We discuss: Why a "people-first" culture can quietly protect your worst performersThe real reason firing conversations get avoided, and why that's not kindnessHow to close the gap between stated values and lived behaviorBuilding comp plans for intrinsically motivated, creative salespeopleA simple exercise to learn what actually drives the people on your teamChapters:(00:00) Treating coaching like an athlete's craft(01:29) Talent as a Culture Multiplier(02:18) The hidden cost of an overly people-first culture(05:00) "We should have fired more people"(06:17) Setting boundaries like you would with a toddler(09:14) The 1% of managers willing to have the hard conversation(11:28) Where values collided with P&L at Kit(14:50) What actually builds a winning culture(18:46) Rebuilding a team after burnout(25:56) The unsolved psychology of comp plans(31:55) Monday Morning Move: closing the culture-phrase gap(38:40) The Craft & Commerce speaker equity story(41:48) Uncensored Questions We are proudly supported by Nooks, one unified workspace for outbound! Learn more about Nooks today at https://www.nooks.ai/gtmuncensored

    The Comp Plan Mistake That Quietly Kills Team Trust

  3. Sep 16

    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 to break down why so many channel programs look busy on paper while producing almost nothing. They dig into comp plan misalignment, pricing mistakes, and the expectations that sink MSP programs before they launch. We discuss: Why signing 20 MSP partners on day one guarantees chaos instead of momentumHow a mismatched comp plan quietly turns reps against your own channel programWhy Apple's MSP program was built backward, for the vendor instead of the partnerWhat it actually means to turn an MSP into a "super user" of your technologyWhy enterprise pricing models break the moment you apply them to MSPsThe MDF trap that forces partners to spend first and wait to get reimbursed Chapters:(00:00) Jon's lawn analogy: why some companies won't buy no matter what (00:48) The Grumpy Walrus Cloud story: 20 MSP partners, 8% close rate (02:08) Why companies skip foundations before building MSP programs (04:09) How comp plans quietly break channel programs (05:22) Turning MSPs into super users (10:00) The biggest mistake vendors make in the first 90 days (13:33) Why Apple's MSP program was broken from day one (15:54) Why enterprise pricing models don't work for MSPs (21:33) The MDF trap that breaks channel programs (24:14) Why leadership still treats MSP programs like a side project (28:52) Monday Morning Move: audit your MSP program in one week (34:44) Uncensored Questions: VMware, Broadcom, and ConnectWise We are proudly supported by Nooks, one unified workspace for outbound! Learn more about Nooks today at https://www.nooks.ai/gtmuncensored

    The MSP Mistake That Breaks Sales, Support, and Trust

  4. Sep 9

    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 Jay and Dale Zwizinski on the decision every GTM team is dodging right now: is your AI feature making the product you already sell better, or are you quietly becoming a different company? Anthony breaks down why Klaviyo's repositioning worked, why Gong's homepage keeps changing every year, and why founder-led sales collapses the moment you try to scale it. If your traffic dropped after your last rebrand, this episode explains why that might not even be the real problem.  We discuss: Why AI features confuse buyers when positioning isn't decided firstWhat Klaviyo's repositioning reveals about trading old customers for new onesWhy creating a new homepage category every year might mean it isn't workingHow founder-led sales narratives fall apart at scaleThe one question every exec team should answer before a rebrandChapters:(00:00) Are your customers really asking for AI agents (00:50) The Waffleboard Analytics scenario: an AI rebrand gone wrong (01:42) Why Klaviyo's CRM repositioning was worth the traffic hit (03:36) The Paramore problem: you don't keep the old fans (06:50) What happens when founders ignore repositioning advice (08:20) Does every buyer expect AI built in now (10:37) HockeyStack's pivot from attribution to AI agents and back (15:47) Why AI tools still can't out-write a fast human (19:44) Why founder-led sales narratives collapse at scale (22:43) The Monday Morning Move homepage exercise (24:00) Categories, platforms, and the confusion they create We are proudly supported by Nooks - One unified workspace for outbound!  Learn more about Nooks today at https://www.nooks.ai/gtmuncensored

    The Homepage Mistake Everyone Is Making Right Now

  5. Sep 2

    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 questions the board before she questions the page, the three buckets she uses to measure what's actually happening before a form ever gets filled out, and the real client numbers behind it, including a buried FAQ that lifted purchases 265% and a landing page rebuild that took meetings booked from 0.13% to 3.16%. They discuss: Why questioning the board's assumptions comes before touching the pageThe three buckets of measurement: pre-conversion, conversion, post-conversionHow a buried FAQ lifted one client's purchases by 265%Why 76 touchpoints, not one landing page, decide most B2B dealsHow to test attribution without cutting your whole budget blind Chapters:(00:00) Why tabbed blocks are killing your conversions (00:41) The Blissful Sugar Metrics scenario: pipeline down 18% (01:45) Question the board before you question the page (04:04) Why buyers need 76 touchpoints before they'll convert (05:01) The three buckets: pre-conversion, conversion, post-conversion (06:59) The Snagit FAQ that lifted purchases 265% (09:31) Why 85% of B2B buyers decide before your website matters (11:44) The dating analogy for why B2B still hides everything (21:58) Consumption vs. conversion: why the form fill isn't the finish line (31:21) How to test attribution without guessing (35:18) Monday Morning Move: audit your highest-spend landing page this week We are proudly supported by Nooks - One unified workspace for outbound!  Learn more about Nooks today at https://www.nooks.ai/gtmuncensored

    The Metric That's Lying To Your Board

  6. Aug 26

    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 had. Adam and Dale put him in the hot seat with a real deal-slippage scenario, and Woody breaks down why the actual failure point is almost always s****y discovery, not bad notes. They get into BANT versus DICTATE, why reps stay quiet instead of asking leadership for help, the line every revenue team building with AI needs to hear, and why most companies buy tools for themselves instead of their reps. We discuss: Why postmortems and "take better notes" never fix a slipping dealThe real difference between engagement signals and BANT checkboxesWhy reps stay quiet instead of asking leadership for helpHow AskElephant's memory graph rethinks CRM data and AI forecastingThe Monday Morning Move for running a deal review that actually worksChapters:(00:00) Introduction(02:03) Why "take better notes" never fixes anything(03:46) 99% of deals die from bad discovery(05:21) Why BANT is dead(07:58) The cost of reps not asking for help(11:00) The 8x8 morning huddle system(15:43) Standing out when every AI pitch sounds the same(18:38) Is AI making sales reps think less(28:23) The telephone game killing million-dollar decisions(34:21) Why AskElephant built a memory graph instead of a data table(36:24) Monday Morning Move: rebuild your deal reviews around why(40:14) Uncensored Questions We are proudly supported by Nooks - One unified workspace for outbound!  Learn more about Nooks today at https://www.nooks.ai/gtmuncensored

    What AskElephant's Founder Learned Building AI for Revenue Teams

  7. Aug 19

    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 do two reps with the same training, same territory, and same tools produce completely different results?  Jack joins Adam and Dale to break down the "20 small things" framework: the order, timing, and tone behind every deal that CRMs were never built to capture, and why he's telling companies to slow down on AI until their data and process are actually in order. We discuss: Why CRM dashboards and activity data can't explain performance variance between repsThe "20 small things": the micro-behaviors in order, timing, and tone that separate top and bottom performersWhy coaching fails when the documented sales process doesn't match what top reps actually doHow activity intelligence surfaces what to stop doing before it surfaces what to start doingWhy AI implementations fail on bad data, and what "getting your house in order" actually means firstChapters: (00:00) Introduction: the magic is in your company data (03:19) The 20 small things nobody measures (06:09) Manager vs. leader: leading people, not numbers (10:09) Order and timing: why "when" matters more than "what" (15:30) Common sense isn't common: the data behind the instinct (21:42) Why FrontRace: a layer on top, not a rip-and-replace (23:29) AI hallucination, drift, and the metric engine (26:07) Normalizing messy data across HubSpot, Airtable, and more (28:33) Why the same behavior wins for one rep and loses for another (30:36) The Monday Morning Move: find the unexplained gap (32:30) Uncensored Questions (43:56) Dream vacation destination We are proudly supported by Nooks - One unified workspace for outbound!  Learn more about Nooks today at https://www.nooks.ai/gtmuncensored

    The Real Reason Your Best Rep Outperforms Everyone Else

  8. Aug 12

    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 everywhere he worked. Three years in, they finally let us behind the curtain. Jason walks us through why the whole event is built around trust instead of transactions, how the programming has quietly flipped from almost all go-to-market content to nearly all personal development, and the four blunt questions he asks every partner when a channel stalls out.  We also get into where AI is genuinely earning its keep in partnerships (it's not where you'd guess), why he thinks imposter syndrome is really just self-sabotage wearing a different name, and what it takes to run a company with your spouse without ever fighting about it. Sam joins near the end to talk about what three years of watching leaders show up and disconnect has taught her about trust. If your partner team only hears from sales when there's a lead to hand off, you'll want to hear how Jason fixed that. We discuss: Why partnerships still isn't treated as a native GTM functionThe four questions that turn around a stalled partner channelWhere AI actually helps in partner identification and enablement, and where it doesn'tBuilding a trust-first community instead of a pitch-first conference Chapters(00:00) Introduction (12:50) The anti-conference conference (13:36) The community before the content (17:22) Three years of programming: from all-GTM to all-personal (21:27) Vetting who gets into a 65-person room (26:12) Imposter syndrome is just self-sabotage (27:32) Why partnerships still isn't a native GTM function (28:30) Where AI actually helps in the partner channel (30:18) Running Arcadia (and a family) with his wife (35:21) The science behind why this actually works (35:50) Uncensored questions: dream vacations and decompressing after Arcadia (39:59) Monday morning move: the four questions that reinvigorate a partner channel (41:27) Sam on trust, and what's next for Arcadia We are proudly supported by Nooks - One unified workspace for outbound!  Learn more about Nooks today at https://www.nooks.ai/gtmuncensored

    We Built a Conference Where No One's Allowed to Pitch
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4.9
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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, 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. Your hosts: Adam Jay and Dale Zwizinski are co-founders of Revenue Reimagined. They didn't build a consulting firm. They flipped the fractional CRO model because strategy without execution doesn't move the needle. The questions they ask on air are the same ones they're solving inside real companies right now. GTM Uncensored is the GTM conversations nobody else is having.

Information

  • Creator
    Adam Jay & Dale Zwizinski
  • Years Active
    2023 - 2026
  • Episodes
    161
  • Rating
    Explicit
  • Copyright
    © 2026 GTM Uncensored™
  • Show Website
    GTM Uncensored™