GTM Uncensored™

Are you losing deals because your sales team pitches vague promises instead of quantifiable ROI? In this episode of Bridge the Gap, we sit down with Ryan Milligan, Chief Revenue Officer at QuotaPath, to discuss how to build scalable revenue systems that actually work. We discuss how reps should be leading with quantitative ROI so buyers can easily justify the purchase to their CFOs. Key Highlights ✓ Why "saving time" is the weakest B2B value prop and how to define exactly what "better"...

Show Notes

Are you losing deals because your sales team pitches vague promises instead of quantifiable ROI? 
In this episode of Bridge the Gap, we sit down with Ryan Milligan, Chief Revenue Officer at QuotaPath, to discuss how to build scalable revenue systems that actually work.

We discuss how reps should be leading with quantitative ROI so buyers can easily justify the purchase to their CFOs.
Key Highlights
✓ Why "saving time" is the weakest B2B value prop and how to define exactly what "better" means
✓ How a single comp plan tweak increased multi-year deals from 15% to 75% in one quarter
✓ The disconnect between what a CFO values and what a sales rep actually gets paid for
✓ Why Customer Success Managers must be commercially measured to drive real value
✓ Why your software needs deep ecosystem partnerships to survive AI tools like Claude
✓ How to stop overcomplicating your Ideal Customer Profile and evaluate it correctly
If your sales team is struggling to get buyers to pull the trigger, this episode will teach you exactly how to anchor your pitch in undeniable data and build a revenue system that scales.

Connect with Ashley Ryan Milligan: ryanmilligan

We are proudly supported by Nooks - One unified workspace for outbound! 
Learn more about Nooks today at https://www.nooks.ai/bridgethegap
🎁 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.

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.