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. 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

  2. Aug 5

    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 gets said and what gets signed, and she's built an entire career around closing it. We get into why she calls herself a Chief Integrity Officer, how to apologize without admitting fault, and why vulnerability might be the most underused negotiating tactic in sales. We also press her on AI in the sales funnel, and on the founder dependency trap that quietly tanks a business right before an exit. If your org treats integrity as a value on the wall instead of an operating principle, this one's for you. We discuss: Crisis management and the art of apologizing without admitting faultVulnerability as a trust-building and negotiating toolAI's role and risk in authentic sales outreachFounder dependency and succession planning before an exit Chapters(00:00) Introduction (01:56) The Art of the Apology in a Crisis (05:09) What a Chief Integrity Officer Actually Does (08:30) Vulnerability as a Negotiating Tactic (13:15) Building a Culture Brave Enough for Hard Conversations (18:27) AI, Authenticity, and the Sales Funnel (21:12) Succession Planning and the Founder Dependency Trap (25:47) Navigating Equity, Earnouts, and Exit Conversations (27:29) Monday Morning Move: The Contract Gap Analysis (32:46) Uncensored Questions: Hard Truths and Lessons Learned

    Vulnerability Is the Negotiating Tactic No One Teaches

  3. Jul 29

    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 — joins hosts Adam Jay and Dale Zwizinski to make the case that the real problem isn't the market. It's calling it a "market" at all. Jared breaks down why he's retired the phrase "go-to-market" from his own vocabulary, what building a community actually costs before it returns anything, and why he's betting on owned audiences over cold outbound even as it gets harder every year. They discuss: Why "go-to-market" might be the wrong phrase for your company's entire strategyThe real, dollar-figure cost of building a community (the grind behind RevGenius's first 5,000 members)Why cold outbound isn't dead, but 80–90% of the cold calls Jared gets are already flagged as spamThe difference between an audience (demand gen) and a community (retention) — and why HubSpot spent $20M building oneThe one personal-branding mistake hundreds of sales reps keep making Timestamps(00:00) Introduction: why "go-to-market" is the wrong word(00:31) On the clock: the $25 million SaaS company scenario(04:15) Why last year's winners are this year's mediocre teams(08:12) Context engines and the human layer AI can't replace yet(11:54) What separates a community that drives pipeline from one that just drives engagement(17:02) Owned vs rented audience and building real demand gen channels(22:13) What building a real community actually costs(27:53) Keeping community conversations human as AI takes over content(33:33) Is outbound dead? Rethinking cold outreach and audience-first selling(38:33) Monday Morning Move: turn your feed into a real network(43:03) Dream vacation and closing remarks

    Cold Outbound Isn't Dead, It's Just Brutal

  4. Jul 22

    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 Uncensored, Anis explains why he told Outreach's own CEO that sequencers are obsolete in 2026 (and got agreement, not pushback), why most "pipeline problems" are actually visibility problems, and how bad lead routing is quietly costing revenue teams 20%+ in missed ARR. Adam, Dale, and Anis discuss: Why no one responds to a 14-email sequence anymoreThe real difference between a pipeline problem and a visibility problemWhether the CRM survives the next decade of AI-native GTMHow to turn a manual workflow into an agent instead of a top-down mandateWhy copying your top sales performer's playbook can backfire Chapters:(00:00) Introduction: CRMs are gonna go away(00:31) The Ventura Ops scenario: fixing a 14-tool sales stack(02:26) Why sequencers are obsolete: the Outreach CEO story(05:29) Attention as a "revenue operating system": redefining the category(09:01) Turning manual workflows into agents, not top-down mandates(22:48) Does the CRM survive the next decade of AI-native GTM?(28:43) From investment banking to sales tech: Anis's unusual path into GTM(31:47) The hidden cost of bad lead routing: 20%+ missed ARR(36:56) Monday Morning Move: pipeline problem vs. visibility problem(44:08 ) Why copying your top performer's playbook backfires(45:36) Wrap up: dream vacations and thank yous

    Sequencers Are Obsolete in 2026

  5. Jul 15

    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 fixing other people's broken go-to-market engines and build their own company instead;  including when Dale first realized sales was broken, and the 54 text messages in one night that finally pushed Adam to walk away for good.  Adam and Dale discuss: The fake-ARR scheme that finally broke Adam as a CROThe customer success blind spot quietly costing founders the mostWhy sales engineers get trusted more than the salespeople in the roomWhether SDRs still make sense in an AI-driven pipelineWhat it actually takes to fire a client (00:00) Introduction(01:23) The moment go-to-market broke: Dale's 1999 story(03:16) Adam's shelfware realization(05:10) Why they built for multiple clients at once(06:59) Before RR: Adam's CRO nightmare. Fake ARR, ghost customers(10:30) From coding to sales engineering to sales(15:21) How Dale and Adam actually found each other(19:41) Adam's breaking point: Figma mockups and 54 texts in one night(21:50) Scaling chaos vs. scaling systems, revisited(23:46) The customer success blind spot founders miss(25:55) Monday Morning Move: find the customer you lost(26:56) Uncensored round: SDRs, founder blind spots, firing a client(30:36) Dream vacations and a wrap Note Relevant Keywords: GTM Uncensored, Revenue Reimagined, go-to-market strategy, revenue leadership, CRO (Chief Revenue Officer), founder story, customer success strategy, sales leadership, B2B SaaS, RevOps, sales process, AI in sales

    Stop Selling What Isn't Real

  6. Jul 8

    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 board expectations to broken customer handoffs and misaligned teams, Dale explains why growth can't fix weak foundations. They also discuss why customer success should be treated as a revenue function, how leaders can identify root causes, and why slowing down often leads to better decisions. Adam and Dale discuss: Why more SDRs won't fix a broken pipelineResetting a bad forecast in week one as CROTurning the sales-to-CS "handoff" into a "handshake"What the NRR vs. GRR gap really tells youHow shaky foundations and yes-people sink companies Chapters: (00:00) Introduction (00:27) Handling bad CRM data and unrealistic forecasts (05:29) What coding taught Dale about go-to-market (08:56) Why data needs to be digestible (10:12) Why RevOps matters after $5M ARR (11:46) What broken revenue organizations feel like (14:00) The real cost of a broken CS motion (16:44) Why handoffs should become handshakes (19:23) Customer success metrics that matter (21:41) Are your CS reps really just schedulers? (23:05) Telling founders what they don't want to hear (25:18) Why most companies are building on shaky foundations (26:51) Dale's most expensive mistake (28:16) Why great leaders pause before reacting (31:41) Closing

    How Great Revenue Leaders Fix Broken Systems

  7. Jul 1

    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 the answer to slowing growth usually isn't more headcount. Adam and Dale discuss: Why "healthy pipeline" matters more than pipeline sizeThe dangerous instinct to throw people at the problemWhy strategy-only leaders are failingHow AI should reshape hiring decisionsThe biggest mistake companies make with revenue leadership Chapters: (00:00) Introduction (04:20) Why honesty with the board matters (06:45) What got you here won't get you there (10:10) Why smart leaders keep hiring more people (13:12) Healthy pipeline vs big pipeline (16:04) AI slop and bad GTM advice (22:37) Why embedded leadership works (25:26) When founders aren't ready for change (28:21) What great organizations feel like (30:56) Monday Morning Move (31:55) AI before headcount (32:24) Uncensored questions

    The Revenue Mistake Founders Keep Repeating

  8. Trailer

    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 theories. Every episode features operators who have actually built, scaled, broken, and rebuilt revenue engines inside growing companies. We'll cover: • Customer Success as a revenue engine • Revenue Operations (RevOps) architecture • Sales and marketing alignment • GTM strategy and execution • Pipeline generation and forecasting • LinkedIn authority and executive branding • Scaling B2B SaaS and service businesses • Revenue growth from $5M–$100M+ Every conversation ends with actionable takeaways you can put to work immediately through our Monday Morning Move framework. Subscribe for weekly episodes and learn what the best operators are doing to drive predictable growth. #GTM #RevOps #B2BSaaS #SalesLeadership #CustomerSuccess #DemandGeneration #RevGrowth #CRO

See All (154)

Trailer

4.9
out of 5
15 Ratings

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
    154
  • Rating
    Explicit
  • Copyright
    © 2026 GTM Uncensored™
  • Show Website
    GTM Uncensored™

You Might Also Like