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Lindsay, a partner and head of GTM advisory, is a practitioner turned analyst who studies best practices and trends in Go-to-Market and develops actionable models and blueprints for our clients. She has held both practitioner and leadership roles in almost every aspect of Go-to-Market, including Product, Marketing, Sales, Revenue Operations, and Enablement for several Fortune 500 companies, including AT&T, Hearst, and Cox. She most recently ran the GTM Center of Excellence for the Account...
Show Notes
Lindsay, a partner and head of GTM advisory, is a practitioner turned analyst who studies best practices and trends in Go-to-Market and develops actionable models and blueprints for our clients. She has held both practitioner and leadership roles in almost every aspect of Go-to-Market, including Product, Marketing, Sales, Revenue Operations, and Enablement for several Fortune 500 companies, including AT&T, Hearst, and Cox. She most recently ran the GTM Center of Excellence for the Account-Based Marketing Platform Solution Terminus.
Lindsay covers a lot in this episode, with some of the key takeaways being:
1. Transformational Shift in Go-To-Market Strategies: Post-November 2022, businesses need to revise their go-to-market strategies focusing more on first-party data rather than relying solely on third-party intent data.
2. Pipeline Development and Sales Enablement: Organizations excelling in pipeline development are rethinking their marketing qualified leads (MQL) approach, adapting to a more intricate B2B sales landscape.
3. AI Integration in Sales: The effective use of AI can streamline sales processes and reduce bias, but the human touch is essential for closing deals.
4. Dynamic Market Awareness: Continuous assessment of market conditions and buyer behavior is crucial for strategic adjustments in business operations and sales efforts.
Follow Lindsay: https://www.linkedin.com/in/lindsaycordell/
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.
Lindsay covers a lot in this episode, with some of the key takeaways being:
1. Transformational Shift in Go-To-Market Strategies: Post-November 2022, businesses need to revise their go-to-market strategies focusing more on first-party data rather than relying solely on third-party intent data.
2. Pipeline Development and Sales Enablement: Organizations excelling in pipeline development are rethinking their marketing qualified leads (MQL) approach, adapting to a more intricate B2B sales landscape.
3. AI Integration in Sales: The effective use of AI can streamline sales processes and reduce bias, but the human touch is essential for closing deals.
4. Dynamic Market Awareness: Continuous assessment of market conditions and buyer behavior is crucial for strategic adjustments in business operations and sales efforts.
Follow Lindsay: https://www.linkedin.com/in/lindsaycordell/
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.
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We’ve developed a tool that creates your basic GTM Foundations (ICP, BP, abd Value Prop) for you. Snag it here.
Creators and Guests
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.