How Great Revenue Leaders Fix Broken Systems

Most revenue problems aren't growth problems. They're foundation problems.

In this episode of GTM Uncensored, Adam Jay sits down with Revenue Reimagined co-founder Dale Zwizinski to unpack what broken revenue organizations actually feel like from the inside.

From messy CRM data and unrealistic board expectations to broken customer handoffs and misaligned teams, Dale explains why growth can't fix weak foundations. They also discuss why customer success should be treated as a revenue function, how leaders can identify root causes, and why slowing down often leads to better decisions.

Adam and Dale discuss:

Why more SDRs won't fix a broken pipelineResetting a bad forecast in week one as CROTurning the sales-to-CS "handoff" into a "handshake"What the NRR vs. GRR gap really tells youHow shaky foundations and yes-people sink companies

Chapters:

(00:00) Introduction

(00:27) Handling bad CRM data and unrealistic forecasts

(05:29) What coding taught Dale about go-to-market

(08:56) Why data needs to be digestible

(10:12) Why RevOps matters after $5M ARR

(11:46) What broken revenue organizations feel like