The Revenue Mistake Founders Keep Repeating
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The Revenue Mistake Founders Keep Repeating
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After 18 months of stalled growth, most companies do the same thing: hire more salespeople.
Adam Jay says that's exactly the wrong move.
In this episode of GTM Uncensored, Adam breaks down why pipeline volume means nothing without quality, why most leaders confuse activity with progress, and why the answer to slowing growth usually isn't more headcount.
Adam and Dale discuss:
- Why "healthy pipeline" matters more than pipeline size
- The dangerous instinct to throw people at the problem
- Why strategy-only leaders are failing
- How AI should reshape hiring decisions
- The biggest mistake companies make with revenue leadership
Chapters:
(00:00) Introduction
(04:20) Why honesty with the board matters
(06:45) What got you here won't get you there
(10:10) Why smart leaders keep hiring more people
(13:12) Healthy pipeline vs big pipeline
(16:04) AI slop and bad GTM advice
(22:37) Why embedded leadership works
(25:26) When founders aren't ready for change
(28:21) What great organizations feel like
(30:56) Monday Morning Move
(31:55) AI before headcount
(32:24) Uncensored questions