GTM Uncensored™

AI flooded every digital channel, and the teams winning pipeline right now are the ones getting people in the same room.Matthew Volm is the founder and CEO of Eventful and RevOps Co-op, and he’s run hundreds of dinners and conferences for go-to-market teams. He joins Adam Jay and Dale Zwizinski on GTM Uncensored.They get into why in-person moments now drive trust, and what it takes to turn an event into pipeline you can prove.We discuss:Why AI SDR meetings rarely turn into pipelineThe simple metrics Matt uses to judge whether an event workedWhy your post-event playbook matters more than the eventWhy some teams should start a new CRM from a clean slateWhy the best events put customers in the room instead of extra reps(00:00) Why the inbox stopped earning responses(00:33) The AI SDR that booked 100 meetings and closed nothing(02:45) Trading volume for fewer, better conversations(05:53) Why event attribution is so hard to get right(10:36) What an event motion that drives revenue looks like(14:48) The hidden cost of event tool sprawl(17:37) Starting fresh instead of migrating a messy CRM(23:33) How to pick the city and venue for your next event(29:24) Booking meetings before the big conference(33:25) Sending peers instead of reps to events(37:19) Monday Morning Move(40:30) Uncensored questionsWe are proudly supported by Nooks, one unified workspace for outbound!Learn more about Nooks today at https://www.nooks.ai/gtmuncensored

Can you prove your last event made you money?This week’s Monday Morning Move from Adam Jay is a 15-minute test for your event budget. Pull your last three events and count how many open opportunities in your CRM you can tie back to a conversation that started there. If you can’t get that number fast, Adam explains what to set up before your next event so you can walk into your next pipeline review with an answer.🎧 Full episode with Matthew Volm (Eventful) drops Wednesday, October 28 on GTM Uncensored.#GTMUncensored #RevenueReimagined #EventMarketing #PipelineAttribution

When revenue misses, most CEOs start with sales, which owns only one of the five levels.Nigel Green, founder of Sea Suite and author of Revenue Harvest and How to Hire Elite Salespeople, spent ten years assessing more than 200 sales teams. Adam Jay and Dale Zwizinski sit down with him on GTM Uncensored.They dig into where revenue problems really start and who belongs on a sales team. Then Nigel grades Adam's Monday Morning Move.We discuss:Why a revenue miss has five levels and sales owns only the last oneWhy reps need to buy into their number before the year startsWhy the best salespeople don't interview for jobs, and why scouting beats tryoutsThe four sales archetypes: expert, visionary, killer, and connectorWhy chemistry matters as much as competence in a sales hire(00:00) Why great salespeople don't interview for jobs(00:38) Rock Bottom Analytics: a 61% miss(01:37) The five levels of a revenue miss(06:06) The company with 40% less inventory(08:31) Why the plan is useless and planning is indispensable(13:04) Why most salespeople aren't really salespeople(16:14) Scout, don't hold tryouts(18:12) The elite salesperson matrix and four archetypes(22:03) CRO tenure and the 18-month window(30:11) Revenue Harvest vs. Sea Suite(39:42) Monday Morning Move(43:37) GTM Uncensored QuestionsWe are proudly supported by Nooks, one unified workspace for outbound! Learn more about Nooks today at https://www.nooks.ai/gtmuncensored

Ninety percent of this company's enterprise accounts were flagged green. They still lost seven of them, and two million dollars in ARR with them.Anika Zubair, founder of The Customer Success Pro, has led and built CS organizations at Karbon, inSided, and Griffin. This week she sits down with Adam Jay and Dale Zwizinski on the question most health scores never answer: are you measuring what your customer is doing with your product, or what it's actually doing for their business? Anika breaks down why NPS is a vanity metric, how AI and vibe coding are compressing how long customers will wait for value, and the exact renewal she lost early in her career by being too nice instead of too commercial.We discuss:Why green health scores measure usage instead of outcomeWhat "value amnesia" is and why it has to be fought every conversationWhy AI and vibe coding are shrinking customer patience for time to valueThe renewal Anika lost by focusing on being liked instead of being usefulWhy NPS doesn't tell you anything about revenue riskChapters:(00:00) Why customers don't actually buy your product(00:33) The Kombucha Cloud scenario: 90% green, still lost $2.1M in ARR(03:26) Who owns defining customer success from day one(05:46) Why GRR risk starts before the contract is signed(09:11) The dashboard blind spot: CS is built to look backward(11:44) How vibe coding shrank customer patience for time to value(14:20) Why product managers need a seat in CS conversations(19:37) The renewal Anika lost by being "too nice"(24:03) Fixing "value amnesia": how often is often enough(33:27) Monday Morning Move: audit your green-to-churn accounts(37:26) Uncensored Questions: NPS, firing a CS team, the future of the titleWe are proudly supported by Nooks, one unified workspace for outbound!Learn more about Nooks today at https://www.nooks.ai/gtmuncensored

A comp plan can pay out like a record quarter even when bookings land at 61%.AJ Bruno, co-founder and CEO of QuotaPath, joins hosts Adam Jay and Dale Zwizinski to work out who is accountable when it does.They get into why AJ wants the CEO to sign off on comp, how short CRO tenure changes the picture, and where AI fits when it helps write the plan. AJ also scores Adam's Monday Morning Move.We discuss:Why a rep at 70% of target can still be paid 85% of OTEWhy AJ wants comp signed off at the CEO levelWhat the CAC layer cake says about the real cost of a dealWhy QuotaPath's admin NPS sits near 60 while rep NPS sits near zeroWhere AJ, Adam, and Dale land on clawbacks and mid-quarter plan changes(00:00) The CRO who lasted two and a half months(00:30) A made-up company that paid out on a miss(02:45) How a rep at 70% of target takes home 85% of OTE(04:15) The CAC layer cake and the real cost of a deal(05:00) Why the CEO blames the CRO, and the three envelope story(09:50) Who is accountable when AI builds the comp plan(15:40) Admin NPS 60, rep NPS zero(18:25) Nineteen month CRO tenure and boards that don't tell the truth(24:25) Clawbacks, windfall clauses, and retention-based pay(30:25) Monday Morning Move: AJ scores Adam's comp plan test(36:20) Why changing a comp plan mid-quarter breaks trust(37:55) Uncensored Questions: pay compression, Atlas bias, and dream vacationsWe are proudly supported by Nooks, one unified workspace for outbound! Learn more about Nooks today at https://www.nooks.ai/gtmuncensored