GTM Uncensored™

Would You Follow A Sales Leader Who Doesn’t Sell? 

In this episode of Bridge the Gap, we sit down with Dan Lake, Head of Global Sales at ARInsights, to unpack what modern sales leadership actually looks like when the boss still picks up the phone. 

With 20+ years in the trenches, Dan lives the mantra: “If you lead sellers, you should sell too.”

🔑 Key Highlights

• How Dan splits time across prospecting demos and enterprise renewals
• Simple rituals that make remote teams feel connected
• Turning “tell” into “ask” so reps learn to think
• Longer cycles, procurement hurdles, and AI review boards
•  Why In-person is still Inbox for Enterprise Sales Cycles Every Time
• Balance family and quota with intentional time and clear tradeoffs

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

Connect with Dan Lake: https://www.linkedin.com/in/danlake1/

Sponsor info: 

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

Learn more about Sendoso today.

🎁 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.

Hiring the wrong leader can kill your startup.
So why do GTM teams keep making the same mistakes?

In this episode of Bridge the Gap, we sit down with Andy Mowat, founder & CEO of Whispered (ex-Upwork, Box, Gated), who’s tackling one of the riskiest, most expensive parts of growth: executive hiring.

From scaling unicorns to building the largest database of unposted GTM roles, Andy shares why most teams build “backwards,” how to avoid wasting millions on the wrong VP of Sales, and what founders and executives should really be asking before they shake hands.

What You’ll Learn:
 • The #1 mistake GTM teams make (and how to avoid it)
 • Why “get the best people on the bus” is a broken playbook
 • How to evaluate CEOs & leadership teams before joining
 • Why executive hiring is not recruiting—and how Whisper flips the model
 • When to hire your first VP of Sales vs. CRO (with stage benchmarks)
 • The role of fractional leaders vs. full-time execs in early stage growth
 • How AI is reshaping org design & go-to-market strategy
 • Why most jobs are whispered long before they’re posted

Connect with Andy: https://www.linkedin.com/in/amowat/

PS - huge shout out to Sendoso for sponsoring our show.

We could not do this without you.

See how Sendoso can help increase pipeline, ROI, and customer retention.

🎁 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.

Most entrepreneurs are being lied to.
They’re told it’s easy. Buy a course, follow 3 steps, and you’ll make 7 figures in 7 days.

The truth? The market doesn’t care about your story. It only rewards execution, focus, and solving real problems.

In this episode of Bridge the Gap, we sit down with Ned Arick (Acquisition.com) — the guy who works side-by-side with Alex & Leila Hormozi to scale companies beyond $1M+ in profit.

We dig into:
 • Why 70% of people should NOT be entrepreneurs
 • The brutal truth about “signal vs. noise” in your business
 • Why execution always beats strategy
 • How to pick the right vehicle for $1M, $10M, or $100M
 • The one underrated GTM role that will make or break your startup

If you’re serious about building, scaling, or even just surviving as a founder — this conversation is your wake-up call.

👉 Subscribe for more raw, unfiltered conversations with top revenue leaders.
👉 Share this with someone stuck chasing shiny objects.

Connect with Ned: https://www.linkedin.com/in/nedarick

PS - huge shout out to Sendoso for sponsoring our show.

We could not do this without you.

See how Sendoso can help increase pipeline, ROI, and customer retention.

🎁 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.

Outbound isn’t dead. Bad outbound is.
In this episode, Salesforge CEO Frank Sondors shows how AI-native infrastructure lets lean teams beat bloated orgs—without spamming and without hiring sprees.

What you’ll learn:
 • The real blocker in outbound: deliverability, not personalization—and how superior targeting revives reply rates
 • Why AI means you don’t need 10 reps to hit $10M—and where humans still win
 • The GTM “blend”: humans + agents in one stack (and how to A/B your team vs. agents)
 • Where current stacks add drag (email IPs, sequencing, manual ops) and how to fix it
 • Clean data → good AI: orchestration, context, and self-labeling to avoid “garbage in”
 • Compliance reality check: what agents can/can’t do across email, LinkedIn, calling
 • The 24-month outlook: agent-to-agent negotiations, procurement bots, and the new SDR

Follow Frank:
https://www.linkedin.com/in/franksondors

PS - huge shout out to Sendoso for sponsoring our show.

We could not do this without you.

See how Sendoso can help increase pipeline, ROI, and customer retention.

🎁 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.

Everyone is talking about AI in go-to-market, but most of it is noise. In this raw and unfiltered episode of Bridge the Gap, Adam Jay and Dale Zwizinski cut through the hype to break down:

 • The real AI use cases that move revenue (and the ones that are pure vaporware)
 • Why AI is not a strategy—but must be part of your GTM strategy
 • The biggest mistakes CROs, founders, and RevOps leaders make when adopting AI
 • How to evaluate which tools are worth investing in and which will sink your pipeline
 • Why “AI SDRs” could destroy your brand before they help it

If you’re a founder, CRO, RevOps leader, or seller trying to figure out how to integrate AI without automating yourself into irrelevance—this episode is for you.

PS - huge shout out to Sendoso for sponsoring our show.

We could not do this without you.

See how Sendoso can help increase pipeline, ROI, and customer retention.

🎁 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 happens when you get laid off and decide to bet on yourself? Melissa Gaglione, sales leader turned solo CEO, shares her unfiltered journey of going all-in on LinkedIn—documenting her mission to make $30K in 30 days.

In this candid conversation, we dive into:
 • How she turned a layoff into opportunity.
 • The strategy behind monetizing LinkedIn authentically.
 • The role of resilience, risk, and transparency in building a brand.
 • Lessons learned from events, content creation, and handling setbacks.
 • Why she believes failure isn’t final—it’s fuel.

If you’ve ever thought about going all-in on yourself, this episode is for you.

Connect with Melissa: https://www.linkedin.com/in/melissagaglione/

PS - huge shout out to Sendoso for sponsoring our show.

We could not do this without you.

See how Sendoso can help increase pipeline, ROI, and customer retention.

ZoomInfo is also a proud sponsor - check them out here!

🎁 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 happens when you take a marketing leader who’s run campaigns for Disney+, Hotstar, Flipkart, and MX Player… and drop her into the fast-paced world of AI startups? Meet Swati Paliwal, Head of Marketing at Sprouts AI, who’s proving that the boldest B2C storytelling tactics can supercharge B2B go-to-market strategies.

In this episode of Bridge the Gap, Swati reveals:
 • The B2C marketing secrets that work even better in B2B
 • Why AI is changing the rules of attention and brand strategy
 • How to build inbound-led outbound systems that actually close deals
 • The hidden metrics B2B marketers are missing
 • The right way to align sales, marketing, and the CEO’s vision

If you’re serious about building a brand people actually notice — and turning that attention into pipeline — this is your playbook.

Follow Swati: https://www.linkedin.com/in/swatipaliwal1/

PS - huge shout out to Sendoso for sponsoring our show.

We could not do this without you.

See how Sendoso can help increase pipeline, ROI, and customer retention.

ZoomInfo is also a proud sponsor - check them out here!

🎁 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 if building a high-growth business didn’t mean burning out your team or selling your soul? In this episode of Bridge the Gap, we sit down with Earl Foote, Founder & CEO of Nexus IT, to talk about why values-driven leadership isn’t soft — it’s a go-to-market weapon. Earl built a 27-year IT powerhouse on culture, conviction, and calling BS when he sees it. We talk about burnout as a sign of misalignment, why work-life balance is a lie, how to build GTM teams that last, and why most leaders still don’t get it.

Follow Earl: https://www.linkedin.com/in/earlfoote/

PS - huge shout out to Sendoso for sponsoring our show.

We could not do this without you.

See how Sendoso can help increase pipeline, ROI, and customer retention.

ZoomInfo is also a proud sponsor - check them out here!

🎁 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.

Can being funny actually close deals? Will Aitken — viral sales content creator, co-founder of Sales Feed, and CEO of WillAitken.com — joins us to expose why humor, humanity, and just the right amount of chaos might be the deadliest tools in modern sales. We dig into cold outreach tactics that actually work, the myth of the “perfect tone,” why most outbound fails miserably, and how being yourself is more effective than AI-polished pitches.

Follow Will - https://www.linkedin.com/in/justwillaitken/

PS - huge shout out to Sendoso for sponsoring our show.

We could not do this without you.

See how Sendoso can help increase pipeline, ROI, and customer retention.

ZoomInfo is also a proud sponsor - check them out here!

🎁 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.

In this episode of Bridge the Gap, powered by Revenue Reimagined, we sit down with Alex Olley, Co-Founder and CRO of Reachdesk, to unpack why most outbound strategies fail and what the best GTM teams are doing differently.

We go deep on:
 • The #1 outbound leadership mistake most companies make
 • Why gifting flops (and how to fix it)
 • The AI-powered SDR vs. the AI-SDR (yes, there’s a difference)
 • How to boost outbound ROI with less pipeline
 • Real-life processes you can steal to scale smarter

Whether you’re a CRO, founder, or just someone who’s been traumatized by bad sales emails — this episode is your GTM therapy session.

Follow Alex - https://www.linkedin.com/in/alexolley/

PS - huge shout out to Sendoso for sponsoring our show.

We could not do this without you.

See how Sendoso can help increase pipeline, ROI, and customer retention.

ZoomInfo is also a proud sponsor - check them out here!

🎁 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.