GTM Uncensored™

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

GTM Uncensored™ is a business podcast hosted by Adam Jay & Dale Zwizinski, with 160 episodes on record and a Required Pod Score of 80.

Adam Jay & Dale Zwizinski hosts GTM Uncensored™, a business show with 160 episodes published.

Our AI reads these to draft pitches. Use them as grounding for a pitch that cites a real guest and a specific topic.

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  Episode #162

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

  Sep 30, 202646 min

  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 failure How AI is flattening every company's messaging into the same pitch The five questions Jeff asks a client's best customers What happens to a sales team when its top performers retire Why 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

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  Episode #161

  The Comp Plan Mistake That Quietly Kills Team Trust

  Sep 23, 202647 min

  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 performers The real reason firing conversations get avoided, and why that's not kindness How to close the gap between stated values and lived behavior Building comp plans for intrinsically motivated, creative salespeople A simple exercise to learn what actually drives the people on your team Chapters: (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

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  Episode #160

  The MSP Mistake That Breaks Sales, Support, and Trust

  Sep 16, 202639 min

  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 momentum How a mismatched comp plan quietly turns reps against your own channel program Why Apple's MSP program was built backward, for the vendor instead of the partner What it actually means to turn an MSP into a "super user" of your technology Why enterprise pricing models break the moment you apply them to MSPs The 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

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  Episode #159

  The Homepage Mistake Everyone Is Making Right Now

  Sep 9, 202630 min

  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 first What Klaviyo's repositioning reveals about trading old customers for new ones Why creating a new homepage category every year might mean it isn't working How founder-led sales narratives fall apart at scale The one question every exec team should answer before a rebrand Chapters: (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

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  Episode #3

  The Real Reason Your Best Rep Outperforms Everyone Else

  Aug 19, 202645 minS1

  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 reps The "20 small things": the micro-behaviors in order, timing, and tone that separate top and bottom performers Why coaching fails when the documented sales process doesn't match what top reps actually do How activity intelligence surfaces what to stop doing before it surfaces what to start doing Why AI implementations fail on bad data, and what "getting your house in order" actually means first Chapters: (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

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