Your top rep is closing 3x quota. Your median rep isn't. The dashboards, the KPIs, the coaching sessions: none of it explains why.

Jack Siney is a 7x entrepreneur with 5 exits and co-founder of FrontRace, an activity intelligence platform built to answer a question most sales leaders can't: why do two reps with the same training, same territory, and same tools produce completely different results?

Jack joins Adam and Dale to break down the "20 small things" framework: the order, timing, and tone behind every deal that CRMs were never built to capture, and why he's telling companies to slow down on AI until their data and process are actually in order.

We discuss:

• Why CRM dashboards and activity data can't explain performance variance between reps
• The "20 small things": the micro-behaviors in order, timing, and tone that separate top and bottom performers
• Why coaching fails when the documented sales process doesn't match what top reps actually do
• How activity intelligence surfaces what to stop doing before it surfaces what to start doing
• Why AI implementations fail on bad data, and what "getting your house in order" actually means first

Chapters:

(00:00) Introduction: the magic is in your company data

(03:19) The 20 small things nobody measures

(06:09) Manager vs. leader: leading people, not numbers

(10:09) Order and timing: why "when" matters more than "what"

(15:30) Common sense isn't common: the data behind the instinct

(21:42) Why FrontRace: a layer on top, not a rip-and-replace

(23:29) AI hallucination, drift, and the metric engine

(26:07) Normalizing messy data across HubSpot, Airtable, and more

(28:33) Why the same behavior wins for one rep and loses for another

(30:36) The Monday Morning Move: find the unexplained gap

(32:30) Uncensored Questions

(43:56) Dream vacation destination

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Sixty-five GTM leaders. Tents in the Montana wilderness. No pitches, no name tags, no one asking what anyone does for a living. This is Arcadia, the leadership gathering Jason Yarborough built with his wife and co-founder Sam after years of watching partnerships get treated as an afterthought everywhere he worked. Three years in, they finally let us behind the curtain.

Jason walks us through why the whole event is built around trust instead of transactions, how the programming has quietly flipped from almost all go-to-market content to nearly all personal development, and the four blunt questions he asks every partner when a channel stalls out.

We also get into where AI is genuinely earning its keep in partnerships (it's not where you'd guess), why he thinks imposter syndrome is really just self-sabotage wearing a different name, and what it takes to run a company with your spouse without ever fighting about it. Sam joins near the end to talk about what three years of watching leaders show up and disconnect has taught her about trust.

If your partner team only hears from sales when there's a lead to hand off, you'll want to hear how Jason fixed that.

We discuss:

• Why partnerships still isn't treated as a native GTM function
• The four questions that turn around a stalled partner channel
• Where AI actually helps in partner identification and enablement, and where it doesn't
• Building a trust-first community instead of a pitch-first conference

Chapters
(00:00) Introduction

(12:50) The anti-conference conference

(13:36) The community before the content

(17:22) Three years of programming: from all-GTM to all-personal

(21:27) Vetting who gets into a 65-person room

(26:12) Imposter syndrome is just self-sabotage

(27:32) Why partnerships still isn't a native GTM function

(28:30) Where AI actually helps in the partner channel

(30:18) Running Arcadia (and a family) with his wife

(35:21) The science behind why this actually works

(35:50) Uncensored questions: dream vacations and decompressing after Arcadia

(39:59) Monday morning move: the four questions that reinvigorate a partner channel

(41:27) Sam on trust, and what's next for Arcadia

We are proudly supported by Nooks - One unified workspace for outbound!

Learn more about Nooks today at https://www.nooks.ai/gtmuncensored

We put Dawn Stallwood in the hot seat with a real crisis: a $1.8M contract that fell apart 11 days after signing because the sales deck promised things the paperwork didn't back up. Almost three decades as in-house counsel, a law partner, and a notary taught her how to spot the gap between what gets said and what gets signed, and she's built an entire career around closing it.

We get into why she calls herself a Chief Integrity Officer, how to apologize without admitting fault, and why vulnerability might be the most underused negotiating tactic in sales. We also press her on AI in the sales funnel, and on the founder dependency trap that quietly tanks a business right before an exit.

If your org treats integrity as a value on the wall instead of an operating principle, this one's for you.

We discuss:

• Crisis management and the art of apologizing without admitting fault
• Vulnerability as a trust-building and negotiating tool
• AI's role and risk in authentic sales outreach
• Founder dependency and succession planning before an exit

Chapters
(00:00) Introduction

(01:56) The Art of the Apology in a Crisis

(05:09) What a Chief Integrity Officer Actually Does

(08:30) Vulnerability as a Negotiating Tactic

(13:15) Building a Culture Brave Enough for Hard Conversations

(18:27) AI, Authenticity, and the Sales Funnel

(21:12) Succession Planning and the Founder Dependency Trap

(25:47) Navigating Equity, Earnouts, and Exit Conversations

(27:29) Monday Morning Move: The Contract Gap Analysis

(32:46) Uncensored Questions: Hard Truths and Lessons Learned