About this episode

In this episode, Adam Jay and Dale Zwizinski discuss the foundational issues in revenue organizations and how to address them for sustainable growth.

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 pipeline Resetting a bad forecast in week one as CRO Turning the sales-to-CS "handoff" into a "handshake" What the NRR vs. GRR gap really tells you How 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 (14:00) The real cost of a broken CS motion (16:44) Why handoffs should become…

People in this episode

Host: Adam Jay

Guest: Dale Zwizinski

Topics covered

• revenue leadership
• customer success
• organizational foundations
• data management
• sales processes

Keywords

• revenue problems
• CRM data
• customer handoffs
• sales-to-CS
• forecasting
• leadership decisions

Mentioned in this episode

Organizations: Revenue Reimagined

More episodes of Bridge the Gap™ by Revenue Reimagined

• Stop Selling What Isn't Real · July 15, 2026 · 32 min
• The Revenue Mistake Founders Keep Repeating · July 1, 2026 · 37 min
• Your GTM Is Broken. Here's How to Fix It. | GTM Uncensored · June 24, 2026 · 2 min

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