GTM Uncensored™

Are buyers bouncing the moment your site asks for a form?

In this episode of Bridge the Gap, we sit down with Omer Gotlieb, founder and CEO of SalesSpeak.ai and former co-founder of Totango, to break down how to turn a static website into a real sales conversation. 

We cover self-directed buying, when to bring in a human, and the signals your site should capture to guide deals instead of gating them.

Key Highlights:

• Turn pages into live conversations that qualify, route, and book next steps
• Remove friction: fewer gates, clearer pricing signals, honest competitor context
• Match answers to intent, role, and channel preference in real time
• Balance automation with expert help at the right moment
• Build the insight loop: questions buyers ask, content gaps, and campaign quality

If you lead go-to-market and want a faster path from visit to qualified conversation without more traffic, this episode is for you.

Connect with Omer - omergotlieb

Sponsor info: 

We are proudly supported by Sendoso - Where Thoughtful Gifting Drives Results! 

Learn more about Sendoso today at https://www.sendoso.com…   

🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? 

We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

Are your cold calls getting screened while reps drown in admin?

In this episode of Bridge the Gap, we sit down with Colin Specter, SVP of Global Sales at Orum, to break down human-led calling in an AI world. 

We cover how to coach first, where automation actually helps, why follow up wins deals, and the real playbook for higher connect rates and cleaner pipeline.

Key Highlights

• Coach first beats pipeline first for durable growth
• iOS call screening can lift connects when you stay human
• Before, during, after the call automation that removes friction
• Weekly tape review, clear WAN targets, and call scoring that sticks
• Rep to manager sweet spot is 5–7 with smart prep

If you are a founder, GTM leader, or operator who wants a practical calling and coaching system that drives real conversations and real pipeline, this episode is for you.

Connect with Colin- colinspecter

Sponsor info: 

We are proudly supported by Sendoso - Where Thoughtful Gifting Drives Results! 

Learn more about Sendoso today at https://www.sendoso.com…   

🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? 

We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

Are your cold emails getting ignored while LinkedIn sits idle?

In this episode of Bridge the Gap, we sit down with AJ Cassada, co-founder and CEO of Revenue Boost, to break down outbound that actually converts. We cover how to run LinkedIn and email together, what to test, the only metric that matters, and the modern outbound setup that scales without spray and pray.

Key Highlights

• How to use LinkedIn for warm touch and email for scale
• The one metric that matters is contacts per positive reply
• Personalization that helps deliverability without fluff
• Testing ideas that lift replies across crowded inboxes
• The modern outbound team GTM engineer plus SDR focus

If you are a founder, GTM leader, or operator who wants to get practical tooling tips for sending, tracking, and follow-up, this episode is for you. 

Connect with AJ - ajcassata

Sponsor info: 

We are proudly supported by Sendoso - Where Thoughtful Gifting Drives Results! 

Learn more about Sendoso today at https://www.sendoso.com…   

ZoomInfo is another proud sponsor: https://www.zoominfo.com/gtm?utm_sour...  

🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? 

We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

What actually moves a deal forward when you’re not in the room?

In this episode of Bridge the Gap, we sit down with Kim Hacker, COO of Arrows, to break down how to turn follow-ups into real buyer momentum. 

We dig into what buyers do when you’re not there, why generic “thanks for the call” emails stall deals, and how a single shared link can align champions, finance, legal, and ops without endless back-and-forth.

🔑 Key Highlights

• Send a tailored room within 5–10 minutes after the demo
• Outline buyer's next steps and track them in the room and CRM
• See the real buying committee by tracking who views the room
• Use confidence scoring in CRM to clean up your forecast
• Add onboarding steps at signature to carry momentum to activation

If you are a founder, GTM leader, or operator who wants a simple follow-up workflow your team can ship after every demo, this episode is for you.

Connect with Kim- kimhacker

Sponsor info: 

We are proudly supported by Sendoso - Where Thoughtful Gifting Drives Results! 

Learn more about Sendoso today at https://www.sendoso.com…   

🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? 

We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

What does it take to build a team that wins on impact and keeps customers?

In this episode of Bridge the Gap, we sit down with Tiffany Gonzalez, a GTM leader and startup advisor who led revenue at Microsoft and Amazon, took startups public, and rebuilt how she leads after a life-altering family crisis.

This conversation shifts from activity to impact, from revenue theater to real retention, and from generic roles to teams built around superpowers.

Key Highlights

• Define roles around superpowers and measurable outcomes
• Use jobs to be done to place the right person in the right seat
• Make disagreement safe with “help me understand” and fact
• Fix stalled teams by talking to six customers this week
• Kill manual busywork stop it, make it valuable or automate it
• Prioritize leading indicators that tie to retention over vanity metrics

If you are a founder, GTM leader, or operator who wants a superpower teams that win for real, this episode is for you.

Connect with Tiffany- tiffanygonzalez

Sponsor info: 

We are proudly supported by Sendoso - Where Thoughtful Gifting Drives Results! 

Learn more about Sendoso today at https://www.sendoso.com…   

🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? 

We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

Are you treating AI like another tool or like a teammate you onboard?

In this episode of Bridge The Gap, we sit down with Austin Myers, VP of sales and marketing at SalesAI, to unpack why GTM teams keep pressing the “more” button and how to shift from volume to signal with AI that actually drives revenue. 

We cover the DPT framework, building capacity that converts, and why AI belongs on your org chart, not just in your toolstack.

🔑 Key Highlights

• Capacity isn’t math and it improves when you focus on moments that actually convert
• AI readiness follows DPT and it means clean data, defined processes, and real training with reinforcement.
• Treat AI like a teammate and give it goals, playbooks, owners, and feedback loops
• Intent matters more than MQL counts and measuring genuine buying behavior protects your lists from burnout.
• Frameworks outperform scripts and systems scale better than hero reps.

If you are a Founder, CRO, RevOps, or GTM leader looking for a repeatable revenue engine, not another noisy tool, this episode is for you.

Connect with Austin- austinmyers

Sponsor info: 

We are proudly supported by Sendoso - Where Thoughtful Gifting Drives Results! 

Learn more about Sendoso today at https://www.sendoso.com…   

🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? 

We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

Are you “fixing pipeline” while millions leak out the bottom of your funnel?

In this episode of Bridge the Gap, we sit down with Marcus Chan, founder & CEO of Venli Consulting, creator of Revenue Engine OS, and WSJ bestselling author, to show you how to build a real revenue engine that scales on systems, not heroics. 

Marcus has led a $195M org and helped 700+ companies recover nearly $1B in hidden revenue. We break down discovery that actually converts, management cadences that raise the floor, and why “more pipeline” is the wrong answer to a win-rate problem.

🔑 Key Highlights

• The #1 hidden leak: low win rates from weak discovery (not “pipeline”)
• Discovery vs. qualification: stop using BANT like a script
• Frameworks that scale thinking (POWERFUL, RIM) without turning reps into robots
• Diagnose before you prescribe: audits, scorecards, and root-cause analysis
• Build assets (playbooks, CRM fields, enablement) that compound
• What to measure (and what to ignore): win rate, cycle time, conversion, not vanity coverage

If you’re a founder, CRO, VP of Sales or RevOps, or a GTM leader who needs predictable growth without adding headcount, this episode is for you.

Connect with Marcus- marcuschan

Sponsor info: 

We are proudly supported by Sendoso - Where Thoughtful Gifting Drives Results! 

Learn more about Sendoso today at https://www.sendoso.com…   

ZoomInfo is another proud sponsor: https://www.zoominfo.com/gtm?utm_sour...  

🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? 

We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

Do your sellers earn attention before they ask for time?

In this episode of Bridge the Gap, we sit down with Leslie Venetz, founder of a GTM agency, bestselling author of Profit-Generating Pipeline, and one of outbound’s sharpest voices, to rewrite the playbook on modern prospecting. 

We unpack her Earn the Right framework, why most “personalization” is performative, and how to build trust in a noisy market without spamming anyone.

🔑 Key Highlights

• What “earn the right” really means in cold email and cold calls
• Turning features into benefits buyers actually care about
• The line between real personalization and manipulative name-drops
• Coach vs. tell: training reps to think, not template-and-send
• Crafting ICP segments with filters that make messaging relevant
• AI’s role in research and quality control, not copy-paste volume

  
  

If you’re a founder, GTM leader, or operator who wants practical outbound playbooks that earn trust first and drive meetings without spam, this one’s for you.

Connect with Leslie- leslievenetz

Sponsor info: 

We are proudly supported by Sendoso - Where Thoughtful Gifting Drives Results! 

Learn more about Sendoso today at https://www.sendoso.com…   

🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? 

We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

Are you shipping AI features or building workflows that actually win?

In this episode of Bridge the Gap, we sit down with Nick Zeckets, founder of Smoke Signals, to cut through the GTM AI noise and show what real operational change looks like when AI powers workflows, not spam cannons.

Nick’s done the reps across SaaS growth and sales leadership. His stance is clear and sharp. AI should connect your entire revenue motion end to end and it should show up in process design not just in prettier emails.

🔑 Key Highlights

• AI hype vs real GTM outcomes
• Build proprietary signals that competitors cannot copy
• Design end-to-end programs across marketing sales and CS
• Measure pipeline quality, not vanity activity
• Leaner teams through operational automation
• Slow down to speed up with GTM and RevOps alignment

If you are a founder GTM leader or operator who wants practical playbooks that drive revenue without chasing shiny objects this one is for you.

Connect with Nick- nickzeckets

Sponsor info: 

We are proudly supported by Sendoso - Where Thoughtful Gifting Drives Results! 

Learn more about Sendoso today at https://www.sendoso.com…   

🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? 

We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.

Are You Hiring Sellers Or Burning Runway?

In this episode of Bridge the Gap, we sit down with Matt Milligan, co-founder of Uhubs, to show how data-driven hiring, onboarding and coaching can de-risk sales teams and stop the revolving door of bad reps.

🔑 Key Highlights

• The true cost of a failed sales hire
•  Profile fit beats pedigree every time
•  Activity signals that actually predict quota
•  Frontline coaching that sticks and scales
•  When to hire enterprise sellers vs upskill
•  Culture scores that correlate with performance

If you are a founder, GTM leader or operator who wants practical playbooks to hire smarter ramp faster and retain performers longer this episode is for you.

Connect with Matt- mattmilligan

Sponsor info: 

We are proudly supported by Sendoso - Where Thoughtful Gifting Drives Results! 

Learn more about Sendoso today at https://www.sendoso.com…   

🎁 Lastly, we have a gift for you! We’re tired of seeing people getting critical GTM components wrong. Need help with your ICP, Buyer Persona, and Value Prop? Tired of the shitty “resources” people “give away” to gain followers? 

We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.