Every rep on the team is running the same sequences, hitting the same ICPs, sending the same messages as every other company in the category. Response rates are down 40% year over year, and nobody agrees on why. Jared Robin, founder of RevGenius — a free community of 65,000+ revenue professionals — joins hosts Adam Jay and Dale Zwizinski to make the case that the real problem isn't the market. It's calling it a "market" at all.

Jared breaks down why he's retired the phrase "go-to-market" from his own vocabulary, what building a community actually costs before it returns anything, and why he's betting on owned audiences over cold outbound even as it gets harder every year.

They discuss:

• Why "go-to-market" might be the wrong phrase for your company's entire strategy
• The real, dollar-figure cost of building a community (the grind behind RevGenius's first 5,000 members)
• Why cold outbound isn't dead, but 80–90% of the cold calls Jared gets are already flagged as spam
• The difference between an audience (demand gen) and a community (retention) — and why HubSpot spent $20M building one
• The one personal-branding mistake hundreds of sales reps keep making

Timestamps
(00:00) Introduction: why "go-to-market" is the wrong word
(00:31) On the clock: the $25 million SaaS company scenario
(04:15) Why last year's winners are this year's mediocre teams
(08:12) Context engines and the human layer AI can't replace yet
(11:54) What separates a community that drives pipeline from one that just drives engagement
(17:02) Owned vs rented audience and building real demand gen channels
(22:13) What building a real community actually costs
(27:53) Keeping community conversations human as AI takes over content
(33:33) Is outbound dead? Rethinking cold outreach and audience-first selling
(38:33) Monday Morning Move: turn your feed into a real network
(43:03) Dream vacation and closing remarks