About this episode

Adam and Dale discuss their experiences leading to the creation of Revenue Reimagined, highlighting the challenges in sales and go-to-market strategies.

Before Revenue Reimagined existed, there was chaos: fake ARR, a startup selling Figma mockups as a finished product, and two revenue leaders who each hit their own breaking point. In this founder episode of GTM Uncensored, Dale and Adam get uncensored about the moments that pushed them to stop fixing other people's broken go-to-market engines and build their own company instead; including when Dale first realized sales was broken, and the 54 text messages in one night that finally pushed Adam to walk away for good. Adam and Dale discuss: The fake-ARR scheme that finally broke Adam as a CRO The customer success blind spot quietly costing founders the most Why sales engineers get trusted more than the salespeople in the room Whether SDRs still make sense in an AI-driven pipeline What it actually takes to fire a client (00:00) Introduction (01:23) The moment go-to-market broke: Dale's 1999 story (03:16) Adam's shelfware realization (05:10) Why they built for multiple clients at once (06:59) Before RR: Adam's CRO nightmare. Fake ARR, ghost customers (10:30) From coding to sales engineering to sales (15:21) How Dale and Adam actually found each other (19:41) Adam's breaking point…

People in this episode

Hosts: Adam Jay, Dale Zwizinski

Topics covered

• go-to-market strategy
• sales challenges
• customer success
• founder experiences
• revenue leadership

Keywords

• fake ARR
• customer success blind spot
• sales engineers
• AI-driven pipeline
• firing clients

Mentioned in this episode

Organizations: Revenue Reimagined, Figma

More episodes of Bridge the Gap™ by Revenue Reimagined

• How Great Revenue Leaders Fix Broken Systems · July 8, 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

Explore listener stats, chart rankings, contacts and more on the Bridge the Gap™ by Revenue Reimagined podcast page.