When revenue misses, most CEOs start with sales, which owns only one of the five levels.

Nigel Green, founder of Sea Suite and author of Revenue Harvest and How to Hire Elite Salespeople, spent ten years assessing more than 200 sales teams. Adam Jay and Dale Zwizinski sit down with him on GTM Uncensored.

They dig into where revenue problems really start and who belongs on a sales team. Then Nigel grades Adam's Monday Morning Move.

We discuss:

• Why a revenue miss has five levels and sales owns only the last one
• Why reps need to buy into their number before the year starts
• Why the best salespeople don't interview for jobs, and why scouting beats tryouts
• The four sales archetypes: expert, visionary, killer, and connector
• Why chemistry matters as much as competence in a sales hire

(00:00) Why great salespeople don't interview for jobs

(00:38) Rock Bottom Analytics: a 61% miss

(01:37) The five levels of a revenue miss

(06:06) The company with 40% less inventory

(08:31) Why the plan is useless and planning is indispensable

(13:04) Why most salespeople aren't really salespeople

(16:14) Scout, don't hold tryouts

(18:12) The elite salesperson matrix and four archetypes

(22:03) CRO tenure and the 18-month window

(30:11) Revenue Harvest vs. Sea Suite

(39:42) Monday Morning Move

(43:37) GTM Uncensored Questions

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Ninety percent of this company's enterprise accounts were flagged green. They still lost seven of them, and two million dollars in ARR with them.

Anika Zubair, founder of The Customer Success Pro, has led and built CS organizations at Karbon, inSided, and Griffin. This week she sits down with Adam Jay and Dale Zwizinski on the question most health scores never answer: are you measuring what your customer is doing with your product, or what it's actually doing for their business?

Anika breaks down why NPS is a vanity metric, how AI and vibe coding are compressing how long customers will wait for value, and the exact renewal she lost early in her career by being too nice instead of too commercial.

We discuss:

• Why green health scores measure usage instead of outcome
• What "value amnesia" is and why it has to be fought every conversation
• Why AI and vibe coding are shrinking customer patience for time to value
• The renewal Anika lost by focusing on being liked instead of being useful
• Why NPS doesn't tell you anything about revenue risk

Chapters:
(00:00) Why customers don't actually buy your product
(00:33) The Kombucha Cloud scenario: 90% green, still lost $2.1M in ARR
(03:26) Who owns defining customer success from day one
(05:46) Why GRR risk starts before the contract is signed
(09:11) The dashboard blind spot: CS is built to look backward
(11:44) How vibe coding shrank customer patience for time to value
(14:20) Why product managers need a seat in CS conversations
(19:37) The renewal Anika lost by being "too nice"
(24:03) Fixing "value amnesia": how often is often enough
(33:27) Monday Morning Move: audit your green-to-churn accounts
(37:26) Uncensored Questions: NPS, firing a CS team, the future of the title

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A comp plan can pay out like a record quarter even when bookings land at 61%.

AJ Bruno, co-founder and CEO of QuotaPath, joins hosts Adam Jay and Dale Zwizinski to work out who is accountable when it does.

They get into why AJ wants the CEO to sign off on comp, how short CRO tenure changes the picture, and where AI fits when it helps write the plan. AJ also scores Adam's Monday Morning Move.

We discuss:

• Why a rep at 70% of target can still be paid 85% of OTE
• Why AJ wants comp signed off at the CEO level
• What the CAC layer cake says about the real cost of a deal
• Why QuotaPath's admin NPS sits near 60 while rep NPS sits near zero
• Where AJ, Adam, and Dale land on clawbacks and mid-quarter plan changes

(00:00) The CRO who lasted two and a half months

(00:30) A made-up company that paid out on a miss

(02:45) How a rep at 70% of target takes home 85% of OTE

(04:15) The CAC layer cake and the real cost of a deal

(05:00) Why the CEO blames the CRO, and the three envelope story

(09:50) Who is accountable when AI builds the comp plan

(15:40) Admin NPS 60, rep NPS zero

(18:25) Nineteen month CRO tenure and boards that don't tell the truth

(24:25) Clawbacks, windfall clauses, and retention-based pay

(30:25) Monday Morning Move: AJ scores Adam's comp plan test

(36:20) Why changing a comp plan mid-quarter breaks trust

(37:55) Uncensored Questions: pay compression, Atlas bias, and dream vacations

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