GTM Uncensored™

Hosted by Adam Jay & Dale Zwizinski

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Episodes

148

Latest episode

Jun 2026

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EN-US

About the show

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 th e GTM conversations nobody else is having.

Listen to episodes

60 recent

June 10, 2026Episode 1230 min

Episode #147 The Reason Your B2B Company Needs LinkedIn Advertising

Are you ignoring LinkedIn advertising because your target buyers seem too niche?In this episode of Bridge the Gap, we sit down with Anthony Blatner, founder and CMO of Speedwork, to dismantle the biggest misconceptions about B2B advertising. We tackle the common objection that highly regulated buyers aren't active on the platform, how to evaluate your true cost per quality lead, and why search intent is rapidly shifting toward social and AI tools.Key Highlights✓ Why the "my buyers aren't on LinkedIn" objection is costing B2B companies pipeline ✓ The default settings you must turn off to stop wasting thousands of dollars ✓ How to sync your CRM to LinkedIn to target open opportunities and accelerate active deals ✓ Why boosting "thought leader" posts generates a higher ROI than company page ads ✓ The minimum monthly spend required to see consistent, predictable results ✓ How the rise of AI chatbots is shifting search behavior and making LinkedIn content valuableIf you are frustrated with the low-quality traffic from Meta & Google or simply don't know how to start reaching your ICP directly, this episode will change your approach to B2B advertising.Connect with Anthony: anthonyblatnerWe are proudly supported by Nooks - One unified workspace for outbound! Learn more about Nooks today at https://www.nooks.ai/bridgethegap🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

June 3, 2026Episode 1234 min

Episode #146 Fixing the Constraint Holding Back Your Startup Growth

Your early-stage revenue engine is stalled for one specific reason.In this episode of Bridge the Gap, we sit down with Jacki Leahy, founder of Activate the Magic, to discuss diagnosing and fixing broken Go-To-Market strategies. We dive into early-stage acquisition, the danger of CROs having a "hammer and nail" mentality, and what actually drives predictable growth.Key Highlights✓ The blueprint for auditing a broken revenue engine to find the true constraint ✓ What early-stage founders get completely wrong about acquisition versus conversion ✓ The dangerous blind spots CROs develop when they only focus on closing deals ✓ The massive risks of relying on AI to replace your actual Go-To-Market strategy ✓ A teardown of legacy SaaS tools that are overcharging and underdelivering ✓ The exact moment a scaling company needs to hire a dedicated RevOps leaderIf your pipeline feels chaotic, this episode will give you the framework to step back, find the real problem, and scale with confidence.Connect with Jacki: jackileahyWe are proudly supported by Nooks - One unified workspace for outbound! Learn more about Nooks today at https://www.nooks.ai/bridgethegap🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

May 27, 2026Episode 14537 min

Episode #145 The Cost of Launching Software Without Human QA | Deepak Shukla

Automated bug testing is ruining your product launch.In this episode of Bridge the Gap, we sit down with Deepak Shukla, founder of LemStudio, to explore the harsh realities of shipping software in the AI era. We discuss the rise of vibe coding, the danger of building products in a silo, and what it takes to get a reliable app to market in just 27 days.Key Highlights✓ The exact reason automated testing tools cannot replace human quality assurance ✓ Why the person writing your code should never be the person testing it ✓ The framework to launch a fully functional SaaS application in 27 days ✓ How to use custom vibe-coded apps to replace your most expensive software subscriptions ✓ The psychological trap of over-engineering features before finding product-market fit ✓ Why a dedicated team of bug testers is the ultimate secret to a successful launchIf your development timeline keeps dragging or your latest launch was full of user complaints, this episode will completely change how you approach building and shipping software.Connect with Deepak: deepakshuklaWe are proudly supported by Nooks - One unified workspace for outbound! Learn more about Nooks today at https://www.nooks.ai/bridgethegap🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

May 20, 2026Episode 14428 min

Episode #144 The Silent Killer of Physical Goods Businesses | Nate Littlewood

Is your fast-growing e-commerce brand secretly going broke?In this episode of Bridge the Gap, we sit down with Nate Littlewood, fractional CFO and founder of Future Ready CFO, to discuss the complex cash flow mechanics of running a physical goods business. Beyond the cash conversion cycle, Nate shares his masterclass on reading a founder's stress levels through their balance sheet, the silent killers of over-ordering inventory, and the exact margins you need to hit to keep your engine running. Key Highlights✓ Why founders experience cognitive dissonance and ignore their bleeding finances ✓ The exact reason fast-growing consumer goods brands can literally "grow broke" ✓ How a long cash conversion cycle traps your capital and suffocates business growth ✓ Why over-ordering inventory to avoid stock-outs is a silent killer for profit margins ✓ The specific metric that reveals exactly how stressed a founder is about their cash flow ✓ How to stop relying purely on gut instinct and use financial data as a strategic allyIf you feel like you are grinding harder than ever with nothing to show for it in the bank, this episode is for you.Connect with Nate Littlewood: natelittlewoodWe are proudly supported by Nooks - One unified workspace for outbound! Learn more about Nooks today at https://www.nooks.ai/bridgethegap🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

May 13, 2026Episode 14333 min

Episode #143 Win More B2B Deals by Pitching Quantitative ROI | Ryan Milligan

Are you losing deals because your sales team pitches vague promises instead of quantifiable ROI? In this episode of Bridge the Gap, we sit down with Ryan Milligan, Chief Revenue Officer at QuotaPath, to discuss how to build scalable revenue systems that actually work.We discuss how reps should be leading with quantitative ROI so buyers can easily justify the purchase to their CFOs.Key Highlights✓ Why "saving time" is the weakest B2B value prop and how to define exactly what "better" means✓ How a single comp plan tweak increased multi-year deals from 15% to 75% in one quarter✓ The disconnect between what a CFO values and what a sales rep actually gets paid for✓ Why Customer Success Managers must be commercially measured to drive real value✓ Why your software needs deep ecosystem partnerships to survive AI tools like Claude✓ How to stop overcomplicating your Ideal Customer Profile and evaluate it correctlyIf your sales team is struggling to get buyers to pull the trigger, this episode will teach you exactly how to anchor your pitch in undeniable data and build a revenue system that scales.Connect with Ashley Ryan Milligan: ryanmilliganWe are proudly supported by Nooks - One unified workspace for outbound! Learn more about Nooks today at https://www.nooks.ai/bridgethegap🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

May 6, 2026Episode 14233 min

Episode #142 The Best Way to Sell Without Sounding Like a Pushy Rep

Are you tired of using pushy, used-car-salesman tactics just to hit your quota?In this episode of Bridge the Gap, we sit down with Ashley Beck Cuellar, Head of Expansion at Seamless Roofing and Founder of SalesSpark, to talk about putting the human back into sales.We discuss how leaning into radical honesty, dialing in your ICP, and genuinely caring about your buyers will ultimately close more deals than a manipulative script ever could.Key Highlights✓ Why the tech industry's "volume game" of 150 calls a day is officially dead ✓ The radically honest cold call opener that immediately disarms prospects ✓ How to stop "hard selling" and start having genuine, human conversations ✓ The three pillars of a winning sales mindset: abundance, detachment, and intention ✓ Why hearing "no" is actually the second-best answer a sales rep can get ✓ How to build a highly motivated, self-led team culture (and the value of "mandatory fun")If you want to drop the sleazy sales tactics and start building authentic relationships that drive real revenue, this episode is a massive breath of fresh air.Connect with Ashley Beck Cuellar: ashleybeckcuellarWe are proudly supported by Nooks - One unified workspace for outbound!Learn more about Nooks today at https://www.nooks.ai/bridgethegap🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

April 29, 2026Episode 1224 min

Episode#141 The Hidden Cost of Ignoring RFPs in B2B Sales | Ray Meiring

Are ignored RFPs costing you your biggest deals?In this episode of Bridge the Gap, we sit down with Ray Meiring, CEO of QorusDocs, to talk about the forgotten "final mile" of B2B sales.We spend endless hours and budget obsessing over top-of-funnel pipeline and discovery calls, yet we completely ignore the actual mechanism that gets enterprise deals signed.Key Highlights✓ Why RFPs went from a sidelined task to the beating heart of enterprise deals ✓ The massive time and opportunity costs of a broken proposal process ✓ The brutal truth about knowing when to bid (and when it's already too late) ✓ How to stop checking boxes and start highlighting actual business value ✓ How to balance AI automation with human empathy to win the deal ✓ Using AI voice agents to speed up subject matter experts and eliminate burnoutIf your team is spending hours answering the same questions and still losing at the finish line, this episode will completely change your approach to closing deals.Connect with Ray Meiring: raymeiringWe are proudly supported by Nooks - One unified workspace for outbound!Learn more about Nooks today at https://www.nooks.ai/bridgethegap🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

April 22, 2026Episode 14029 min

Episode #140 What $40M Companies Get Completely Wrong About RevOps

Are you treating RevOps as a cost center instead of a massive revenue multiplier?In this episode of Bridge the Gap, we sit down with Brendan Tolleson, CEO and Co-Founder of RevPartners, to break down why so many scaling companies get go-to-market operations completely wrong. Even at the $40M ARR mark, businesses are still running on spreadsheets and trying to force growth by simply throwing more sales reps at broken systems. Brendan explains why this mindset only scales chaos and how the best companies grow by reducing friction rather than adding force.Key Highlights✓ The Force vs. Friction framework for predictable revenue growth ✓ Why $40M companies are still failing at basic GTM operations ✓ The exact difference between Sales Ops, RevOps, and GTM Engineering ✓ Why adding more sales reps to a bad system just scales chaos ✓ The brutal truth about the 18-month average lifespan of a CRO ✓ Why modern revenue leaders must know how to read a P&L to surviveIf you are a founder or go-to-market leader trying to hit aggressive targets without a dedicated operations function, this episode is for you.Connect with Brendan - BrendantollesonWe are proudly supported by Nooks - One unified workspace for outbound!Learn more about Nooks today at https://www.nooks.ai/bridgethegap🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

April 15, 2026Episode 13938 min

Episode #139 AI Is Exposing The Massive Problem With Customer Success

Are you paying six figures for CS admin work?In this episode of Bridge the Gap, we sit down with LeeRon Yahalomi, VP of Customer Success at Docket AI, to discuss the brutal reality facing the post-sale world. We break down why the traditional Quarterly Business Review (QBR) needs to die, why customer happiness doesn't equal renewals, and what it actually takes to transform your post-sale team from a reactive cost center into a strategic, commercial revenue engine.Key Highlights✓ How AI is eliminating the traditional CS admin workload ✓ The danger of the "happy department" and vanity health scores ✓ Why the traditional QBR is dead (and what to do instead) ✓ Why the real go-to-market motion starts after the signature ✓ How to train your CS team to speak "commercial" and drive revenue ✓ The harsh truth about Gross Retention (GRR) vs. Net Retention (NRR)If you are a founder or revenue leader wondering why your customer success team isn't actively expanding accounts and driving pipeline, this episode is the massive wake-up call you need.Connect with LeeRon - leeronyahalomiSponsor Info: We are proudly supported by Nooks - One unified workspace for outbound! Learn more about Nooks today at https://www.nooks.ai/bridgethegap🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

April 8, 2026Episode 13838 min

Episode #138 The Playbook to Build a Revenue-Generating LinkedIn Brand

Are you chasing vanity metrics instead of building real revenue?In this episode of Bridge the Gap, we sit down with Zoe Hartsfield, Founder of The Little Ghost and one of the sharpest voices in executive branding, to break down the harsh truth about B2B content creation.We discuss the dangerous trap of "fake influencers," the difference between building an audience and building authority, and why you need to stop gatekeeping your best information. Key Highlights✓ The danger of vanity metrics and empty follower counts ✓ Why your content impressions must translate directly to the pipeline ✓ The Brand Identity Framework for modern B2B sellers✓ The exact content ratios to build authority in your industry ✓ How to stop pretending to be an expert and win with authenticityIf your LinkedIn strategy is getting likes but zero inbound leads, this episode will completely change how you approach your content.Connect with Zoe - zoehartsfieldSponsor Info: We are proudly supported by Nooks - One unified workspace for outbound!Learn more about Sendoso today at https://www.nooks.ai/bridgethegap🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.