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What Separates the Winners and Losers in GTM?
What actually separates high-performing revenue teams from the ones missing quota?
In this episode of Hit Your Numbers, James Bissell sits down with Adam Kay, CRO at GoodFit.io, to unpack why most go-to-market strategies are built backwards, and how that’s killing efficiency, focus and growth.
Adam shares hard-earned lessons from scaling VC-backed startups and explains why most revenue leaders still can’t clearly define their ICP. They dive into why throwing more AEs at a revenue problem rarely works, why most signal tools are misused, and how winners build predictable, repeatable engines before trying to scale. If you’re a CRO, VP Sales, founder or AE trying to build pipeline in a crowded, AI-saturated world, this episode will challenge how you think about market mapping, hiring, tooling and focus.
This isn’t about adding more tech. It’s about getting the fundamentals right.
Follow Adam on LinkedIn: https://www.linkedin.com/in/adam-kay-55559311/
Free Sales Resources:
→ Do you need more pipeline?
→ Is your win rate too low?
→ Do you need to close bigger deals?
I’ve created a load of free resources to help you solve the problems above.
Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings per
month, cold email templates, video and voice note scripts and more.
Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,
Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.
The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 and
group coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com)
Hosted on Acast. See acast.com/privacy for more information.
View all episodes
By James BissellWhat actually separates high-performing revenue teams from the ones missing quota?
In this episode of Hit Your Numbers, James Bissell sits down with Adam Kay, CRO at GoodFit.io, to unpack why most go-to-market strategies are built backwards, and how that’s killing efficiency, focus and growth.
Adam shares hard-earned lessons from scaling VC-backed startups and explains why most revenue leaders still can’t clearly define their ICP. They dive into why throwing more AEs at a revenue problem rarely works, why most signal tools are misused, and how winners build predictable, repeatable engines before trying to scale. If you’re a CRO, VP Sales, founder or AE trying to build pipeline in a crowded, AI-saturated world, this episode will challenge how you think about market mapping, hiring, tooling and focus.
This isn’t about adding more tech. It’s about getting the fundamentals right.
Follow Adam on LinkedIn: https://www.linkedin.com/in/adam-kay-55559311/
Free Sales Resources:
→ Do you need more pipeline?
→ Is your win rate too low?
→ Do you need to close bigger deals?
I’ve created a load of free resources to help you solve the problems above.
Free Prospecting Course: Included is the cold call script my last team used to go from 6-60 meetings per
month, cold email templates, video and voice note scripts and more.
Free Downloads: Instantly download sales resources, including the MEDDPICC deal score sheet,
Ghosting Playbook, Demo Checklist, Rapid Research AI, and more.
The Sales University: Get a 7 day free trial to 400+ sales training lessons, 1:1 and
group coaching, AI agents and more. Find all these and more at therevenueenabler.com (https://therevenueenabler.com)
Hosted on Acast. See acast.com/privacy for more information.