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GTM Uncensored: Daily Summaries Delivered
by Adam Jay & Dale Zwizinski
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.
Latest Episodes
The most recent episodes — sign up to get AI-powered summaries of each one.
- 4 days agoconversational38 min5-min read
The MSP Mistake That Breaks Sales, Support, and Trust
A $40 million SaaS company, Grumpy Walrus Cloud, built an MSP partner program that looked successful on paper—20 partners signed, deal registrations up—but delivered less than 8% of source pipeline revenue. The real problem wasn’t the partners; it was foundational misalignment in go-to-market strategy, compensation, and internal incentives. Jon Purcell, a veteran of Apple, VMware, and Workiva, breaks down why most MSP programs fail and how to fix them.
- 1 weeks agointerview30 min5-min read
The Homepage Mistake Everyone Is Making Right Now
Most software companies repositioning as 'AI-first' or 'AI agent' platforms are making a strategic error driven by internal hype rather than customer demand. True positioning success comes from clarity around functional use cases and existing customer expectations, not from chasing trends that alienate established buyers.
- 2 weeks agoroundtable47 min5-min read
The Metric That's Lying To Your Board
Conversion rates are a lagging indicator in B2B SaaS, especially for high-ACV products with long sales cycles. The real decision-making happens long before a form fill, and marketers must shift focus from optimizing for conversions to understanding buyer behavior through session recordings, heat maps, and consumption metrics. Tas Bober argues that landing pages should earn the ask by delivering value upfront — including pricing, FAQs, and comparison data — rather than gatekeeping information. She emphasizes that 70% of the B2B buying journey occurs before engagement, making pre-conversion content the true battleground for influence. The episode dismantles outdated practices like tabbed content, mystery marketing, and form overload, replacing them with a framework of trust, transparency, and buyer enablement.
- 3 weeks agoconversational44 min5-min read
What AskElephant's Founder Learned Building AI for Revenue Teams
Sales leaders consistently face deal slippage due to poor discovery, lack of engagement signals, and overreliance on superficial CRM notes — not because reps are lazy, but because systems fail to capture real-time customer intent. Woody Klemetson argues that better AI tools like AskElephant can surface hidden risks by analyzing communication patterns, but only if humans remain central to strategic thinking, coaching, and decision-making.
- Aug 19, 2026interview44 min6-min read
The Real Reason Your Best Rep Outperforms Everyone Else
The future of sales performance lies not in traditional KPIs or dashboards, but in uncovering the 20 small, often invisible behaviors that differentiate top performers from the rest. According to Jack Siney, the real magic of AI isn't replacing humans—it's illuminating the hidden patterns in company-specific data that have gone unmeasured for decades.
- Aug 12, 2026conversational48 min6-min read
We Built a Conference Where No One's Allowed to Pitch
The hosts of GTM Uncensored, Adam Jay and Dale Zwizinski, attend the Arcadia Leadership Experience in Bozeman, Montana — a small, immersive gathering for go-to-market leaders founded by Jason and Sam Yarborough. What began as skepticism about spending days in nature with strangers transforms into a profound appreciation for vulnerability, human connection, and intentional leadership. They reflect on how Arcadia’s focus on personal growth over transactional networking fosters trust, clarity, and transformation.
- Aug 5, 2026interview39 min6-min read
Vulnerability Is the Negotiating Tactic No One Teaches
Integrity in business is not a slogan but a measurable, operational discipline rooted in vulnerability, bravery, and alignment between leadership values and organizational behavior. When integrity breaks down—especially during high-pressure moments like sales cycles or leadership transitions—it exposes companies to legal, cultural, and reputational risk.
- Jul 29, 2026roundtable44 min5-min read
Cold Outbound Isn't Dead, It's Just Brutal
The core issue in modern B2B SaaS go-to-market (GTM) isn't just poor execution — it's a flawed mindset rooted in outdated language and commoditized tactics. Jared Robin argues that the phrase 'go-to-market' itself creates a dangerous mental model where companies believe they can win by out-tacticaling incumbents in saturated markets. The real fix isn't better cold email or more reps — it's rethinking the entire GTM philosophy: shift from 'going to market' to 'creating the market' by building owned audiences, fostering authentic communities of users (not prospects), and designing products that solve real workflow pain points before sales even begins. Success comes not from volume, but from differentiation, trust, and human-centric engagement.
About 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. 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.
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