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 156 episodes on record and a Required Pod Score of 80. PitchCentric scores this show on Booking Probability, Listen Score, and live audience signals refreshed every 24 hours.

Adam Jay & Dale Zwizinski hosts GTM Uncensored™, a business show with 156 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 #2

  The Metric That's Lying To Your Board

  Sep 2, 202647 min

  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 page The three buckets of measurement: pre-conversion, conversion, post-conversion How a buried FAQ lifted one client's purchases by 265% Why 76 touchpoints, not one landing page, decide most B2B deals How 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

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  Episode #1

  What AskElephant's Founder Learned Building AI for Revenue Teams

  Aug 26, 202644 min

  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 shitty 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 deal The real difference between engagement signals and BANT checkboxes Why reps stay quiet instead of asking leadership for help How AskElephant's memory graph rethinks CRM data and AI forecasting The Monday Morning Move for running a deal review that actually works Chapters: (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

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  Episode #156

  The Real Reason Your Best Rep Outperforms Everyone Else

  Aug 19, 202645 min

  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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  Episode #2

  We Built a Conference Where No One's Allowed to Pitch

  Aug 12, 202648 minS1

  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 function The four questions that turn around a stalled partner channel Where AI actually helps in partner identification and enablement, and where it doesn't Building 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

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  Episode #1

  Vulnerability Is the Negotiating Tactic No One Teaches

  Aug 5, 202639 minS1

  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 fault Vulnerability as a trust-building and negotiating tool AI's role and risk in authentic sales outreach Founder 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

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