GTM Uncensored™

Everyone talks about strategy. Very few teams can execute it. In this episode of Bridge the Gap, we sit down with Nicole Brownell, Managing Director of Growth and Value Creation at Novo Advisors, to unpack why most go-to-market strategies stall and what it actually takes to build execution that scales. Nicole shares hard-earned lessons from turnarounds, PE-backed environments, and complex GTM organizations, breaking down where alignment really fails, why RevOps is a system (not a role), and h...

Show Notes

Everyone talks about strategy. Very few teams can execute it.
In this episode of Bridge the Gap, we sit down with Nicole Brownell, Managing Director of Growth and Value Creation at Novo Advisors, to unpack why most go-to-market strategies stall and what it actually takes to build execution that scales.
Nicole shares hard-earned lessons from turnarounds, PE-backed environments, and complex GTM organizations, breaking down where alignment really fails, why RevOps is a system (not a role), and how leaders must bridge strategy, operations, and accountability.
We cover why early growth often hides deeper issues, how misaligned KPIs create downstream friction, and why outcomes, not decks, are redefining modern consulting and operating models.
Key highlights:
✓ Why most companies do not have a growth problem
✓ How RevOps connects strategy, systems, finance, and execution
✓ The real difference between alignment and shared accountability
✓ Why strategy decks fail without embedded execution
✓ What PE-backed companies demand from GTM and operational leaders
✓ How founders mistake early traction for long-term enterprise value
If you are a founder, operator, or GTM leader trying to turn strategy into sustained execution, this episode is for you.
Connect with Nicole – nicolebrownell
Sponsor info:
We are proudly supported by Sendoso, where thoughtful gifting drives results.
Learn more at: https://www.sendoso.co
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Creators and Guests

Host
Adam Jay
Co-founder & Managing Partner of Revenue Reimagined
Host
Dale Zwizinski
Managing Partner & Co-Founder of Revenue Reimagined

What is GTM Uncensored™?

Most GTM content covers the same ground. GTM Uncensored finds the operators actually in the seat and digs into what's true in today's GTM, not what sounds good.

Every guest is currently building a company, leading a revenue team, or running a GTM function inside a real business. During the show, Adam and Dale push the envelope until the real story comes out.

The show goes where most content won't: The motions that determine whether a company stays in business, or goes under.

GTM Uncensored is built for B2B revenue leaders at $5M–$100M ARR who are accountable to a number and need a real-world playbook, not philosophy.

Every episode ends with a Monday Morning Move. One specific action you can take this week, and a series of Uncensored Questions where listeners get unfiltered answers from people who've actually been there.

What we cover: Pipeline & GTM motion, post-sale architecture, CS & retention, NRR/GRR mechanics, RevOps, AI in the revenue org, executive branding, and more.

Your hosts: Adam Jay and Dale Zwizinski are co-founders of Revenue Reimagined. They didn't build a consulting firm. They flipped the fractional CRO model because strategy without execution doesn't move the needle. The questions they ask on air are the same ones they're solving inside real companies right now.

GTM Uncensored is the GTM conversations nobody else is having.