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 158 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 158 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 #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 #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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