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Your Pipeline Is Bullsh*t (And Hiring More Reps Won't Save You)
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.
Discussed in this episode
- 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