Explorez tous les épisodes du podcast WMYT - What makes YOU Tick? Tech Leaders Career Stories

Selling is no longer about high-pressure tactics or corporate pitch decks. AI has made written content and automation so abundant that no one trusts it anymore. So now it's about alignment, trust, and emotional connection, built on how the brain actually makes decisions.

In this Best Bits episode of Making Revenue Tick, Rich sits down with Silvia Li, founder of BrainSells Global, to break down the neuroscience behind high-impact sales conversations and how founders and GTM leaders can sell in a way that mirrors buyer psychology rather than outdated playbooks.

We discuss:

1. Why research is table stakes, and where most people stop short

2. The SCAN model: similarity, common challenge, aha moment, and new possibility

3. Why similarity is perceived by a human, not generated by an algorithm

4. In-group vs out-group, and why your buyer's brain starts by seeing you as a threat

5. How to lower the threat level so a buyer is primed to hear you out

6. How to move from founder-led selling to empowering a new seller

7. The questions to ask to uncover what really drives your buyer

Brought to you by Tick Talent, go-to-market recruitment for early-stage tech startups: https://www.tick-talent.com/

Where to find Silvia Li:

LinkedIn: https://www.linkedin.com/in/silvia-li/

Where to find Rich:

LinkedIn: https://www.linkedin.com/in/richwash/

Watch the full episode here: https://youtu.be/ra62zjWWdy8

Subscribe so you never miss an episode. New episodes every Wednesday, Best Bits every Sunday.

Tammy Aguillon is VP of Sales at Webflow, a revenue leader who has risen from an inbound SDR role all the way to a third-line sales leadership position. In this episode, she joins Rich and Tolu to talk about self-awareness, gut instinct, the knowing-doing gap, and why the smarter AI gets, the more leaders need to master their own minds.

We discuss:

1. Why Tammy makes decisions on head, heart and gut, and how to stop doing the "shoulds"

2. Why instinct is built from experience, not separate from data

3. The hardest jump in a sales career, and it isn't the one you'd expect

4. Why belly-to-belly selling drives a 4X multiplier on win rate

5. How AI should be used to expand a team, not just cut it

6. Why enterprise buyers now arrive 80 to 90% through their journey

7. Why mental performance coaching matters more as AI gets smarter

Brought to you by Tick Talent, go-to-market recruitment for early-stage tech startups: https://www.tick-talent.com/

Where to find Tammy Aguillon:

LinkedIn: https://www.linkedin.com/in/tammy-aguillon/

Where to find Rich and Tolu:

Rich: https://www.linkedin.com/in/richwash/

Tolu: https://www.linkedin.com/in/toluadebekun/

Subscribe so you never miss an episode. New episodes every Wednesday, Best Bits every Sunday.

Who is Dreamfuel?Dreamfuel is a neuroscience-based mental performance coaching platform designed primarily for technology founders, executive leaders, and high-pressure corporate teams. The company provides executive coaching and cognitive training to eliminate psychological barriers, manage severe workplace stress, and optimize daily decision-making under intense stakeholder pressure.What do Dreamfuel do?Unlock peak performance with neuroscience backed coaching. They help founders, executives, and sales teams sharpen focus, build confidence, and achieve their biggest goals.Book your complimentary 1:1 mental performance coaching session with Dreamfuel today: https://www.dreamfuel.com/schedule-your-demo

"I dont believe founders fail. I believe they quit. Internally, then externally." - Kevin Bailey, CEO Dreamfuel.This is a best bits episode of What Makes You Tick, 20 mins on Your Dreams! Nobody tells you when you've stopped dreaming.There's no announcement.No big decision.One day you're building a life.The next, you're simply maintaining one.This conversation with Dreamfuel founder Kevin Bailey isn't about motivation.It's about why so many ambitious people lose sight of what they actually wanted—and how to find it again.We talk about:• Why dreams matter more than goals• Why achievement doesn't guarantee happiness• The invisible moment people stop pursuing their potential• Why now is the best time in history to build something meaningfulIf this resonates with you...Ask yourself one question:"What's the dream I've stopped giving attention to?"And then get some help in finding the resilience to keep going!Who is Dreamfuel?Dreamfuel is a neuroscience-based mental performance coaching platform designed primarily for technology founders, executive leaders, and high-pressure corporate teams. The company provides executive coaching and cognitive training to eliminate psychological barriers, manage severe workplace stress, and optimize daily decision-making under intense stakeholder pressure.What do Dreamfuel do?Unlock peak performance with neuroscience backed coaching. They help founders, executives, and sales teams sharpen focus, build confidence, and achieve their biggest goals.Book your complimentary 1:1 mental performance coaching session with Dreamfuel today: https://www.dreamfuel.com/schedule-your-demo🎙️ Guest: Kevin Bailey — Founder, Dreamfuel🔗 Connect with Kevin: https://www.linkedin.com/in/kevinjamesbailey🌐 Dreamfuel: https://dreamfuel.com🎙️ Hosts: Richard Washington & Tolu Adebekun🔗 Rich: https://www.linkedin.com/in/richwash/🔗 Tolu: https://www.linkedin.com/in/toluadebekun/🌐 Tick Talent: https://www.tick-talent.com/👉 Subscribe so you never miss an episode, new episodes every Wednesday, Best Bits every Sunday.#neuroscience #highperformance #mentalperformance #mindset #dopamine #serotonin #happiness #ambition #salesperformance #leadership #founders #startups #breathwork #visualization #flowstate #dreamfuel #whatmakesyoutick #ticktalent #peakperformance #mentalhealth #personaldevelopment #B2B #GTM #kevinbailey #dreamfuel #ticktalent #wmyt

Chris Patton is Principal Product Manager, AI at Productboard, with nearly 20 years in the San Francisco startup world spanning engineering, user experience, and product. In this episode, he joins Rich and Tolu to talk about how great product leaders build AI products people actually want, what stays human as models get better, and the mission-led project he's building around universal basic income.

We discuss:

1. Why "ready, fire, aim" beats waiting for the perfect product

2. The two kinds of patience every product leader needs

3. How to interview a company as much as they interview you

4. Why banning AI in hiring is a mistake

5. What stays human in product management as AI improves

6. Why the best hires are interested, not just passionate

7. Universal basic income and the future of AI and work

Brought to you by Tick Talent, go-to-market recruitment for early-stage tech startups: https://www.tick-talent.com/

Where to find Chris Patton:

LinkedIn: https://www.linkedin.com/in/cpatton/

Where to find Rich and Tolu:

Rich: https://www.linkedin.com/in/richwash/

Tolu: https://www.linkedin.com/in/toluadebekun/

Subscribe so you never miss an episode. New episodes every Wednesday, Best Bits every Sunday.

Startups rarely fail because they have bad people who aren't capable (although sometimes they just hire badly). They really fail because of silos, with Sales, Product, Marketing, and Customer Success all pulling in different directions.

In this Best Bits episode, Rich sits down with revenue leader Kartik Gade, Strategic Sales Leader at HashiCorp and formerly of Puppet and Oracle, to talk deeply about what modern revenue organisations look like, why traditional sales structures are breaking down, and how founders can build teams that scale without creating silos.

We cover:

1. Why the customer journey has fundamentally changed

2. Why "sales is a team sport" more than ever

3. How Product, Marketing, Sales, and Customer Success should work together

4. The hidden cost of siloed teams

5. Why customers get frustrated with fragmented buying experiences

6. How to shorten enterprise sales cycles

7. How to build a revenue organisation that scales with your business

Whether you're a founder building your first GTM team, a CRO redesigning your revenue engine, or a revenue leader trying to improve cross-functional collaboration, this episode is packed with practical ideas you can apply immediately.

Brought to you by Tick Talent, go-to-market recruitment for early-stage tech startups: https://www.tick-talent.com/

Where to find Kartik Gade:

LinkedIn: https://www.linkedin.com/in/kartikgade/

Where to find Rich:

LinkedIn: https://www.linkedin.com/in/richwash/

Subscribe so you never miss an episode. New episodes every Wednesday, Best Bits every Sunday.

Rick Roberge has been in sales for over 50 years, written more than 1,000 articles, and is the mind behind Project 200 and the Referral Tree.

After 10,000 cold calls in the 1980s, he made his business phone number non-published and decided to work by referral only, and he's had an endless stream of referrals ever since.

In this episode of Making Revenue Tick, he joins Rich to share what five decades of selling has taught him, and who survives as AI reshapes the profession.

We discuss:

1. Why the "scaly" sales model stripped 80% of the job away from salespeople

2. Who survives when AI can replace parts of the sales role

3. Project 200: the referral system Rick built 40 years ago that still works

4. The Referral Tree, and why you either start a new branch or make one bushier

5. Why you should let prospects prioritise themselves instead of chasing them

6. How Rick was the common factor behind two people who each built half of HubSpot's business

7. Why you should stop asking for referrals if you actually want to get them

Brought to you by Tick Talent, go-to-market recruitment for early-stage tech startups: https://www.tick-talent.com/

Where to find Rick Roberge:

LinkedIn: https://www.linkedin.com/in/rickroberge/

Website: https://rickroberge.com

https://www.rickroberge.com/how-to-get-referrals

Where to find Rich:

LinkedIn: https://www.linkedin.com/in/richwash/

Subscribe so you never miss an episode. New episodes every Wednesday, Best Bits every Sunday.

This is a WMYT takeover! Rich Washington and James Bissell are back from their summer break with a new episode of Field Notes.Two topics, two big ideas for any revenue leader building a team and a sales process right now.First, collaboration as a hiring criteria. Rich explains why a lack of collaboration fills a company with dividers, why 89% of mishires come down to attitude and cultural misalignment rather than capability, and the four levels of culture from compliant to collaborative. Second, the lack of planning in sales. James makes the case for just-in-time coaching, blocking 15 minutes before and after every key meeting, and using AI to prep, from reviewing a HubSpot opportunity in Claude to scenario planning with Grok in the car. 🎙️ Hosts: Rich Washington & James Bissell🔗 Connect with Rich: https://www.linkedin.com/in/richwash/🔗 Connect with James: https://www.linkedin.com/in/james-bissell1/

Brought to you by Tick Talent, go-to-market recruitment for early-stage tech startups: https://www.tick-talent.com/

Subscribe so you never miss an episode.

#hiring #collaboration #salesleadership #recruitment #salesenablement #salescoaching #discovery #salesplanning #AIinsales #financialstorytelling #B2Bsales #GTM #revenueleadership #fieldnotes #whatmakesyoutick #ticktalent #richwashington #jamesbissell #salestips #hiringforbehaviours

Marco Carrubba is a customer success leader who has spent his career at some of the biggest technology companies in the world, including Microsoft, VMware, and now LinkedIn.

In this episode of Making Revenue Tick, he joins Rich to unpack why customer success has moved from a support function into the commercial engine of the world's best SaaS businesses, and how AI is reshaping the discipline in real time.

We discuss:

1. How customer success became a revenue-owning function

2. Why 70% of job skills will change by 2030, and which won't

3. Why most companies aren't seeing ROI on AI

4. How the biggest companies actually roll out AI

5. What token-based pricing means for customer success

6. Why human relationships still win in an AI world

7. What Marco is most excited and most fearful about

Brought to you by Tick Talent, go-to-market recruitment for early-stage tech startups: https://www.tick-talent.com/

Where to find Marco Carrubba:

LinkedIn: https://www.linkedin.com/in/marcocarrubba/

Where to find Rich:

LinkedIn: https://www.linkedin.com/in/richwash/

Subscribe so you never miss an episode. New episodes every Wednesday, Best Bits every Sunday.

#customersuccess #SaaS #B2BSaaS #AI #revenueleadership #NRR #customerretention #netrevenueretention #GTM #gotomarket #tokenpricing #futureofwork #AIskills #makingreveneutick #whatmakesyoutick #ticktalent #richwashington #marcocarrubba #linkedin #customerexperience

Michael Schirrmacher, the current RVP New Business at Zuora, has spent his career building and scaling for US tech companies. This is a Best Bits episode covering the single biggest mistake US companies make when landing in EMEA: hiring one AE to break open an entire continent.

This is a Best Bits episode covering the single biggest mistake US companies make when landing in EMEA: hiring one AE to break open an entire continent.

We discuss:

1. Why hiring a single salesperson to open a region is sink or swim, and why Michael advises avoiding it at all costs

2. What it actually feels like to be the first hire, sat in a home office 5,000 miles from every colleague

3. The Bloomreach story: an AE 18 months in, genuinely good, and still set up to fail

4. Why dialling a solution consultant in from the States tells your customers you are not serious about their region

5. Why hiring a leader first works better, and why that leader should be a VP or GM rather than a manager

6. Why the head of Europe and the head of the East Coast are called peers but do completely different jobs

7. Why you cannot scale a region from a base of individual contributors each running their own operating system

Brought to you by Tick Talent, go-to-market recruitment for early-stage tech startups: https://www.tick-talent.com/

Where to find Michael Schirrmacher:

LinkedIn: https://www.linkedin.com/in/michaelschirrmacher/

Where to find Rich:

LinkedIn: https://www.linkedin.com/in/richwash/

Subscribe so you never miss an episode. New episodes every Wednesday, Best Bits every Sunday.

This is Jacob's fifth appearance on What Makes You Tick, and it's the wildest yet. In the last 90 days he has negotiated over $50 million in lift across deals touching eight billionaires.

Jacob Warwick is an executive negotiation coach who helps senior operators negotiate better salary, equity, titles, and severance packages. He has worked with leaders across tech and Hollywood, was previously a founder and CEO himself, and has helped clients secure millions in additional compensation. His approach focuses on collaboration over confrontation, understanding motivations, and treating job searches like enterprise sales processes.

We discuss:

1. Why product leaders and research scientists have overtaken sales and engineering as the highest paid people in tech

2. How AI collapsed deal timelines from four months to four days

3. Why you can't slow a deal down when the person signing it is Sam Altman

4. Why performance-based compensation signals confidence and expands the pie for everyone

5. How to prepare for a negotiation by thinking like a consultant, not a candidate

6. Why executives should be thinking three years out, not 90 days

7. Why building an audience and IP can become more valuable than the day job

Brought to you by Tick Talent, go-to-market recruitment for early-stage tech startups: https://www.tick-talent.com/

Where to find Jacob Warwick:

Substack: https://www.execsandthecity.com

YouTube: https://www.youtube.com/@predetermined-media

Website: https://www.thinkwarwick.com

Where to find Rich and Tolu:

Rich: https://www.linkedin.com/in/richwash/

Tolu: https://www.linkedin.com/in/toluadebekun/

Subscribe so you never miss an episode. New episodes every Wednesday, Best Bits every Sunday.

A great product isn't enough anymore. Investors are backing businesses that look scalable, organised, and operationally mature. In this Making Revenue Tick panel, Rich Washington is joined by three of Canada's sharpest operators to unpack what investors are really evaluating beneath the pitch.

Dean Leesui brings the technology and digital maturity lens, Deanne Kelleher brings operations and workflow, and Neil Gray brings sales and marketing. Together they cover why operational maturity is now a genuine differentiator when raising funding, and what founders get wrong on the road to investment.

The conversation covers why investors assess execution risk and operational maturity, not just product and vision, why scaling too early turns founder-led chaos into company-wide chaos, why AI amplifies whatever already exists (automate a broken process and you just break things faster), why operational maturity can add 12 to 15% to the value of a business, and why the best talent now evaluates your processes before they join.

🎙️ Guests:Dean Leesui — Fractional CIO: https://www.linkedin.com/in/deanleesui/Deanne Kelleher — Operations & Workflow: https://www.linkedin.com/in/deannekelleher/Neil Gray — Sales & Marketing: https://www.linkedin.com/in/neilsgray/🎙️ Host: Richard Washington — Founder, Tick Talent🔗 Connect with Rich: https://www.linkedin.com/in/richwash/🌐 Tick Talent: https://www.tick-talent.com/👉 Subscribe so you never miss an episode — Making Revenue Tick drops regularly on the  @WhatMakesYouTick  channel.#investorready #fundable #operationalmaturity #raisinginvestment #startupfunding #scalingup #digitalmaturity #AIinbusiness #founders #executionrisk #duediligence #seriesA #seedfunding #businesssystems #exitstrategy #makingreveneutick #whatmakesyoutick #ticktalent #richwashington #scaleup

This is a WMYT takeover of Field Notes where Rich Washington and James Bissell cover two topics that every revenue leader should be thinking about right now.Topic one: AI in hiring. Most businesses are banning candidates from using AI in their application process — but Rich argues this is exactly the wrong response. If these people will have access to AI in the role, why ban it in the process? The better approach is to let candidates use it and ask them to show their workings. What prompt did they build? What was their thought process? How did they sense-check the output? That tells you far more about their resourcefulness, creativity, and problem-solving than any old-school role play. Anthropic already does this — they encourage candidates to use Claude and just ask them to show how they used it.Topic two: 2027 planning. It is June. Most revenue leaders won't start thinking about next year's headcount until December, when the new targets land and the panic begins. James breaks down why the planning conversation needs to start now — and how to work backwards from a February ramp target to show why recruiting needs to begin in August.🎙️ Hosts: Rich Washington & James Bissell🔗 Connect with Rich: https://www.linkedin.com/in/richwash/🔗 Connect with James: https://www.linkedin.com/in/james-bissell1/🌐 Tick Talent: https://www.tick-talent.com/👉 Subscribe so you never miss an episode.#AIhiring #recruitment #salesleadership #CRO #VPsales #2027planning #headcountplanning #GTM #B2Bsales #revenueleadership #promptengineering #AIskills #workforceplanning #salesrecruitment #alwaysonrecruitment #fieldnotes #whatmakesyoutick #ticktalent #richwashington #jamesbissell

Jenny Hamrick has been working in AI since long before most people knew what to call it. In this episode, she joins Rich and Tolu to explore the questions most people aren't willing to ask about where artificial intelligence is actually taking us.The conversation covers why fear is the primary reason people avoid the AI discussion, what it means that LLMs are already operating at 67 to 78% of human capability on the benchmarks the labs use to measure them, and why the question "what value do I have as a human?" may already be the wrong question to be asking.Jenny explains why AGI is defined as the moment machine intelligence can perform 100% of the tasks humans can, what it means that the human brain is still 100 million times more energy efficient than any artificial intelligence that exists today, and why she believes AI could become the great equaliser.The episode also covers the state of humanoid robotics, why chip supply and energy are the two constraints currently limiting the pace of development, what the convergence of digital intelligence and physical form actually means, and why consciousness, not capability, may be the most important question humanity has never properly answered.🎙️ Guest: Jenny Hamrick🔗 Connect with Jenny: https://www.linkedin.com/in/jenny-hamrick/🎙️ Hosts: Richard Washington & Tolu Adebekun🔗 Connect with Rich: https://www.linkedin.com/in/richwash/🔗 Connect with Tolu: https://www.linkedin.com/in/toluadebekun/🌐 Tick Talent: https://www.tick-talent.com/👉 Subscribe so you never miss an episode — new episodes every Wednesday, Best Bits every Sunday.#AI #AGI #artificialintelligence #artificialGeneralIntelligence #futureofwork #humanoidrobots #robotics #consciousness #LLM #singularity humanvsAI #AIpodcast #whatmakesyoutick #ticktalent #richwashington #toluadebekun #jennyhamrick #anthropic #openai #elonmusk #chipshortage #energysupply #AIandjobs #wealthdistribution #quantumphysics #futureofhumanity

In this Best Bits episode of Making Revenue Tick, Richard Washington sits down with Dustin Clinard, CEO of Ignis AI, former CRO of Gatekeeper, and a revenue leader who has spent more than 20 years helping companies scale across North America and Europe.The topic? Executive communication. More specifically, why being right isn't enough.Drawing on experience as a CEO, CRO, board member, and growth-stage operator, Dustin shares the communication principles that help leaders create alignment, build trust, and gain buy-in from teams, boards, and customers.In this episode:✅ Why the best leaders don't just provide answers — they create belief✅ The communication mistake that causes great ideas to fail✅ How to build alignment with boards and executive teams✅ Why showing your work creates stronger buy-in✅ The difference between solving a problem and getting people behind the solution✅ How AI can accelerate decision-making but cannot replace leadership✅ Why recruiting and selling are the same processAbout Dustin Clinard:Dustin is the CEO of Ignis AI, an AI-driven platform focused on developing critical human power skills including communication, leadership, collaboration, creativity, and AI fluency. Previously, Dustin served as CRO at Gatekeeper, VP of Strategic Partnerships at Betterworks, CRO and Managing Director at Risk Ident, Head of Revenue Americas at Universum, and held leadership roles at Mind Gym, Corporate Executive Board, and BASF.Across his career he has led commercial teams, advised boards, scaled international revenue organisations, and helped businesses navigate the challenges of growth from startup through enterprise scale.👉 Watch the full episode here: https://youtu.be/OtNXcpYZTeA?si=krdkWH7FVn70EEia🎙️ Guest: Dustin Clinard — CEO, Ignis AI🔗 Connect with Dustin: https://www.linkedin.com/in/dustinclinard/🎙️ Host: Richard Washington — Founder, Tick Talent🔗 Connect with Rich: https://www.linkedin.com/in/richwash/🌐 Tick Talent: https://www.tick-talent.com/Subscribe for more conversations with founders, CROs, GTM leaders, and operators sharing the lessons that make revenue tick.#executivecommunication #leadership #revenueleadership #salesleadership #CRO #startupLeadership #scaleup #B2BSaaS #AI #makingreveneutick #whatmakesyoutick #ticktalent #richwashington #dustinclinard #ignisai #boardcommunication #alignment #buyIn #challengersale #GTM

Amit Stark has spent many years scaling revenue for American public listed companies across EMEA — taking businesses from tens of millions to north of 100 million ARR across multiple regions and markets.In this episode of Making Revenue Tick, Amit shares the fundamental mistakes that cause companies to fail when scaling to enterprise in EMEA — and what to do instead.Amit also covers why a 180-day plan will get you nowhere when thinking about EMEA scale, why mercenaries can get you to 30 million but will kill an organisation trying to reach 100 million, and why the channel is an extended sales force — not a double bubble.🎙️ Guest: Amit Stark — Executive Director & Co-Founder, Capparis Capital🔗 Connect with Amit: https://www.linkedin.com/in/amitstark1/🎙️ Host: Richard Washington — Founder, Tick Talent🔗 Connect with Rich: https://www.linkedin.com/in/richwash/🌐 Tick Talent: https://www.tick-talent.com/👉 Subscribe so you never miss an episode — Making Revenue Tick drops regularly on the What Makes You Tick channel.#makingreveneutick #whatmakesyoutick #enterprisescale #EMEA #gotomarket #CRO #revenueleadership #B2Bsales #salesleadership #scalingmistakes #EMEAexpansion #channelsales #productivityperhead #salesdiscipline #prematurescaling #revenuemodel #salesplaybooks #ARR #enterpriseGTM #ticktalent #richwashington #amitstark #cappariscapital #startupscaling #salesstrategy

Why do good people miss quota and bad people hit quota? Revenue only tells you what happened — not why it happened.In this Best Bits clip, Douglas Mancini and Charles Talbot join Richard Washington to discuss why behaviours are a better predictor of long-term success than results, how to define what good looks like before you hire, and what happens when you only measure performance against quota.🎙️ Guests: Douglas Mancini & Charles Talbot🔗 Connect with Douglas: https://www.linkedin.com/in/domancini/🔗 Connect with Charles: https://www.linkedin.com/in/charlestalbot/🎙️ Host: Richard Washington — Founder, Tick Talent🔗 Connect with Rich: https://www.linkedin.com/in/richwash/🌐 Tick Talent: https://www.tick-talent.com/👉 Watch the full episode and subscribe to the channel for more.#salesleadership #hiringforbehaviours #salesrubric #quotavsculture #salesenablement #B2Bsales #GTM #salesmanagement #AEperformance #salescrafts #commercialacumen #whatmakesyoutick #ticktalent #richwashington #douglasmancini #charlestalbot #startuphiring #performancemanagement #coachingsalespeople #salesculture #bestbits

Dan Hurwitz, CRO and one of New York's most respected revenue leaders, joins Rich for a wide-ranging conversation on AI, value, and what modern selling actually looks like in 2026.Fresh from a panel in front of 70 enterprise AI tech buyers at New York Tech Week, Dan shares what the room was really talking about — why 95% of AI projects fail to deliver value, why success is still largely undefined, and why the biggest risk right now is doing nothing.The conversation covers why AI is replacing critical thinking in sales reps and what to do about it, why the turkey tinfoil story explains everything wrong with how businesses make decisions, what it really means to deliver value to a customer — and why that's what keeps them from leaving, how to run a hiring process that treats candidates like buyers, the difference between the job you take and the job you do, and why prompt engineering is now one of the most important skills in business.

🎙️ Guest: Dan Hurwitz — CRO

🔗 Connect with Dan: https://www.linkedin.com/in/dahurwitz/

🎙️ Host: Richard Washington — Founder, Tick Talent

🔗 Connect with Rich: https://www.linkedin.com/in/richwash/

🌐 Tick Talent: https://www.tick-talent.com/

👉 Subscribe so you never miss an episode — Making Revenue Tick drops regularly on the What Makes You Tick channel.

We are taught to look for a job the wrong way. The same way we did 10 years ago.We update their CV.We click Easy Apply.We submit hundreds of applications.Then wonder why nobody replies.The reality?The best opportunities are often filled before they ever reach a job board.In this episode, Richard Washington, Founder of Tick Talent and host of @whatmakesyoutick breaks down the sales-led job search strategy that's helped hundreds of revenue professionals stand out, create conversations with decision-makers, and land opportunities before they're publicly advertised.Whether you're an SDR, AE, Sales Leader, Customer Success professional, Recruiter, Founder, or simply considering your next move, this episode will completely change the way you think about finding your next role.You'll learn:✅ Why your CV isn't the most important asset in your job search✅ The mistake 90% of candidates make before they've even spoken to a hiring manager✅ Why the KPI for your job search should be conversations, not applications✅ How to identify your ideal companies using an ICP-driven approach✅ Why the best candidates approach leaders before vacancies exist✅ How to position yourself as the solution to a business problem✅ The outreach strategy top salespeople use to create opportunities✅ How to stand out in a market flooded with generic applicationsIf you're tired of being ghosted, rejected, or stuck waiting for recruiters to get back to you, this episode is for you.Stop applying for jobs.Start creating opportunities.🎙️ About Richard Washingtonhttps://www.linkedin.com/in/richwash/Richard Washington is a revenue leader, recruiter, podcast host, and creator of the Multiplier Matrix framework. He helps high-growth technology companies hire exceptional talent and helps ambitious professionals accelerate their careers by thinking like top-performing salespeople.Subscribe for more conversations on sales, leadership, hiring, career growth, startups, and revenue.#JobSearch #CareerAdvice #SalesCareers #SalesLeadership #TechSales #JobSearchStrategy #Recruitment #Hiring #CareerGrowth #whatmakesyoutick #CVtips #resumetips #howtogetired #salescareers #salesjobs #AE #SDR #jobsearchstrategy #hiringmanager #B2Bsales #salesrecruitment #careertips #whatmakesyoutick #ticktalent #richwashington #jamesbissell #jobsearchtips #salesleadership #GTM #careeradvice #linkedinjobs #salesrecruiting

What if half your performance had nothing to do with skill — and everything to do with

your mental wiring? In this episode, Rich and Tolu sit down with Kevin Bailey, founder

of Dream Fuel and neuroscience master's graduate from King's College London, to explore

the science behind high performance, the difference between happiness and pleasure, and

why most ambitious people are running on the wrong fuel.

Kevin shares how a burnout moment at his first startup sent him down a 15-year rabbit

hole of breathwork, neuroscience, and mental performance — and how the same tools used

by elite athletes can unlock extraordinary results in sales teams and founders.

🔑 Key Takeaways:

– Why dopamine (pleasure) and serotonin (happiness) are different — and why balance

between them is the key to peak performance

– The "mental skills gap" and how closing it can boost A players by 10-15% and C players

by up to 50%

– How visualization actually works neurologically — and why most people are doing it wrong

– What non-dual awareness is and why Kevin calls it "a good buzz, without the hangover"

– The difference between dreams and goals — and how to get back in touch with the real ones

– Why founders don't fail — they quit internally first

🎙️ Guest: Kevin Bailey — Founder, Dream Fuel

🔗 Connect with Kevin: https://www.linkedin.com/in/kevinjamesbailey/

🌐 Dream Fuel: https://dreamfuel.com

🎙️ Hosts: Richard Washington & Tolu Adebekun

🔗 Rich: https://www.linkedin.com/in/richwash/

🔗 Tolu: https://www.linkedin.com/in/toluadebekun/

🌐 Tick Talent: https://www.tick-talent.com/

👉 Subscribe so you never miss an episode — new episodes every Wednesday, Best Bits every Sunday.

Most hiring failures aren't about skills, they're about behaviours. In this Best Bits episode, Richard Washington, Founder of Tick Talent and creator of The Multiplier Scorecard™, breaks down the CORE4 framework: the four behaviours that separate a Multiplier from an Adder, Subtractor, or Divider, and why the old models are failing modern startups.If you're building a team and making hiring decisions right now, this one will change how you think about it.🔑 Key Takeaways:– 89% of mis-hires fail due to attitude and cultural misalignment (Sequoia data)– Only 15% of businesses have defined what a top performer actually looks like in their company– The 4 types of hires: Multiplier, Adder, Subtractor, Divider– CORE4: Collaborative, Ownership, Resourcefulness, Execution– Why "A player" is meaningless without a shared definitionHeath Barnett — VP Revenue, MixmaxConnect with Heath: https://www.linkedin.com/in/builtgtm/Richard Washington — Founder, Tick TalentConnect with Rich: https://www.linkedin.com/in/richwash/Tick Talent: https://www.tick-talent.com/👉 Watch the full episode here: https://www.youtube.com/watch?v=CBorRCk8apg🔔 Subscribe so you never miss an episode---What Makes You Tick is the podcast for ambitious professionals who want to understand what separates the best from the rest. New episodes every Wednesday. Best Bits every Sunday.

Why do enterprise deals stall even when the buyer likes your product?

Why do great sales calls lead to “let me think about it”?

And why do so many B2B buyers disappear after showing genuine interest?

In this Best Bits episode of Making Revenue Tick, Brent Adamson — co-author of The Challenger Sale and author of The Framemaking Sale — breaks down the psychology behind modern enterprise buying decisions, why complex B2B sales feel increasingly difficult, and what elite sellers do differently.

Watch the Full Episode:

E.131 - Sell More by Boosting Customer Confidence (from Challenger to Framemaking)

https://youtu.be/-QJaJvzXSV4?si=1i-YzCjwPvC91ois

One of the biggest ideas in this conversation:

Customers rarely need more information.

They need more confidence.

Brent explains why the real blocker in enterprise sales is often not your competitor, your pricing, or your product.

It is the buyer’s confidence in:

- their decision

- their internal alignment

- their ability to navigate risk

- their organisation’s readiness for change

This episode explores:

- Why enterprise deals stall

- Why B2B buyers ghost sales teams

- The psychology behind complex sales

- How top enterprise sellers build buyer confidence

- Why customers freeze on high-stakes decisions

- How to improve win rates in B2B sales

- The evolution from Challenger Sale to Framemaking

- Why customer uncertainty kills momentum

- How elite sellers help buyers make sense of complexity

- Why modern sales is shifting from persuasion to guidance

If you work in:

- Enterprise Sales

- SaaS Sales

- Revenue Leadership

- B2B Sales

- Sales Enablement

- Go-To-Market

- Customer Success

- Founder-led Sales

…this conversation will completely change how you think about buying behaviour.

About Brent Adamson

Brent Adamson is one of the most influential thinkers in modern B2B sales.

He is the co-author of:

- The Challenger Sale

- The Challenger Customer

and author of:

- The Framemaking Sale

His work focuses on:

- enterprise buying psychology

- customer decision-making

- commercial leadership

- sales strategy

- buyer confidence

- complex B2B sales

Brent regularly advises executive teams and revenue leaders around the world and is also a contributor to Harvard Business Review.

Connect with Brent:

LinkedIn:

https://www.linkedin.com/in/brentadamson/

Framemaking Sale YouTube:

https://www.youtube.com/@TheFramemakingSale

Brent’s YouTube:

https://www.youtube.com/@BrentAdamson-m2f

Connect with Richard Washington:

https://www.linkedin.com/in/richwash/

Read the Growth Magnet newsletter:

https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928

Subscribe for more conversations with elite founders, CROs, sales leaders, and operators:

@whatmakesyoutick

Two topics. Against the clock.James opens with something he sees constantly, deals that look live and aren't. He gets into why champions burn out mid-process, why buyers go dark on the people they like most, and what the research says is the single biggest factor in whether a deal closes or dies.Rich follows with a metric most businesses aren't tracking, even though it takes five minutes to measure and will tell you more about the health of your culture than any employee survey ever will.

New episodes every week with James Bissell and Rich Washington.Set the chicken. We're on the clock.Learn more  @fieldnotespodcast  Field Notes is sponsored by Tick Talent and The Revenue Enabler.If your sales team is missing quota and you're not sure why, The Revenue Enabler works with sales organisations to fix the fundamentals — from sales stage design through to seller capability. Find out more at therevenueenabler.comIf you're looking to hire exceptional sales and revenue talent across the tech sector, from your first AE hire through to VP level, get in touch with the team at tick-talent.com#FieldNotes #ChampionSales #SalesGhosting #ChampionBurnout #BusinessCase #CustomerConfidence #MEDDIC #ChallengerSale #SalesDiscovery #B2BSales #TechSales #SalesLeadership #CompanyCulture #InternalReferrals #EmployeeReferral #TalentAcquisition #SalesHiring #StartupCulture #ScaleUp #SalesEnablement #RevenueGrowth #GoToMarket #SalesTips #SalesCoaching #B2BPodcast #salespodcast

Startups think they’ve found product-market fit because the graph went up for a few quarters.

Mike Peroni explains why that false sense of PMF is exactly what causes so many SaaS companies to stall before $10M ARR.

- Messaging confusion.

- Founder-led growth.

- Feature creep.

- ICP drift.

the stuff that quietly kills scale.

when you know what the difference is, you're much more likely to have a system that can sail past $10M ARR.

In this episode of What Makes You Tick, Richard Washington sits down with Mike Peroni to unpack one of the biggest questions in SaaS growth:

How do you know if you really have product-market fit?

Together, they break down:

why so many SaaS companies plateau after early growth

the difference between traction and true product-market fit

why founder-led sales eventually stop scaling

how ICP drift quietly kills momentum

why adding more features can actually slow growth

what happens between $5M and $25M ARR when messaging becomes unclear

how scaling companies lose narrative clarity as products expand

If you’re a SaaS founder, CRO, VP Sales, GTM leader, or startup operator trying to scale from Series A to Series B, this conversation is packed with practical insight on:

SaaS growth strategy

scaling product-market fit

startup positioning

founder-led sales

go-to-market alignment

ICP strategy

SaaS messaging

scaling revenue teams

startup growth challenges

why SaaS growth stalls

Mike shares real-world lessons from working with scaling SaaS companies, including why many businesses mistake early momentum for sustainable repeatability — and how to diagnose the warning signs before growth plateaus.

This episode also explores:

why feature-led messaging creates confusion

how startups become “feature catalogues”

the hidden risks of expanding beyond your core ICP

why clarity is often the real competitive advantage

how the best SaaS companies scale without losing focus

In This Episode:

What product-market fit actually looks like

Why startups plateau between $5M and $25M ARR

How to know when your GTM motion is breaking

Why messaging complexity kills growth

How founder intuition must evolve into scalable systems

Why ICP clarity matters more as you scale

The biggest scaling mistakes SaaS founders make

Who This Episode Is For

SaaS founders

Startup CEOs

Revenue leaders

CROs and VP Sales

Series A and Series B companies

GTM and product leaders

Startup operators scaling revenue

Connect With Mike Peroni

https://www.linkedin.com/in/mikeperoni/

Connect with Richard: https://www.linkedin.com/in/richwash/

Read Growth Magnet newsletter: https://www.linkedin.com/newsletters/7083793079794556928/

Subscribe to @whatmakesyoutick

Conversations with founders, operators, and revenue leaders exploring:

startup growth

hiring

scaling

leadership

GTM strategy

and what really makes high-performing companies tick

#ProductMarketFit #SaaSGrowth #StartupGrowth #FounderLedSales #SeriesA #SeriesB #GTMStrategy #SaaS #RevenueGrowth #StartupScaling

Two topics. Against the clock.

James opens with something he's seeing across almost every sales org he works with right now — pipelines that look healthy and aren't. He gets into why it keeps happening, and what needs to change before you spend another penny on training.

Rich follows with something two of the most elite EMEA Sales VPs he's ever interviewed both said, word for word, about how they ran their teams. One phrase. Two completely different companies. And a hiring insight that most sales leaders are missing entirely.

New episodes every week with James Bissell and Rich Washington.

Set the chicken. We're on the clock.

--

Field Notes is sponsored by Tick Talent and The Revenue Enabler.

If your sales team is missing quota and you're not sure why, The Revenue Enabler works with sales organisations to fix the fundamentals — from sales stage design through to seller capability. Find out more at therevenueenabler.com

If you're looking to hire exceptional sales and revenue talent across the tech sector, from your first AE hire through to VP level, get in touch with the team at tick-talent.com

USEFUL LINKS

James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/Rich Washington on LinkedIn: https://www.linkedin.com/in/richwash/The Revenue Enabler: https://therevenueenabler.com/Tick Talent: https://www.tick-talent.com/

#FieldNotes #SalesPipeline #SalesLeadership #B2BSales #SalesEnablement #PipelineManagement #SalesHiring #QuotaAttainment #TechSales #GoToMarket #SalesProcess #CRMTips #SalesTraining #RevenueGrowth #SalesCoaching #StartupSales #SalesTips #DiscoveryCall #DealSlippage #SalesForecasting #VPofSales #SalesManagement #SDR #AccountExecutive #SalesPerformance #RevenueEnablement #B2BPodcast #SalesPodcast

What does it actually take to build a revenue team that scales without you?In this episode of What Makes You Tick, we sit down with Rob Wellner — C-suite revenue leader and operator who has helped scale high-growth tech businesses across SaaS, HR tech, fintech, and education into multibillion-dollar companies.From helping scale Velocity Global through hypergrowth and international expansion, to building commercial systems across multiple industries, Rob has spent his career building teams, cultures, and revenue engines designed to last.This wasn’t a conversation about sales hacks or “growth at all costs”.It was a conversation about building things that compound.Rob shares:* Why the best leaders eventually make themselves redundant* Why culture beats product* Why he hires for hunger and business acumen over industry experience* How elite operators build systems instead of relying on hero performers* Why discomfort is usually a sign of growth* How vulnerability became one of his biggest strengths as a leader* The difference between managing people and truly leading themOne of the most interesting parts of the conversation was Rob describing the moment his leadership team started running the business better than he could himself — and why that was the clearest sign they’d built something durable.At What Makes You Tick, we sit down with high-performing founders, CROs, operators, and leaders to understand the mindset, experiences, and philosophies behind scaling modern companies.If you're a founder, CRO, CEO, investor, or operator trying to build a company that actually scales — this episode is packed with lessons.Enjoy.Connect with Rob:https://www.linkedin.com/in/robwellnercro/Connect with Richard:https://www.linkedin.com/in/richwash/#WhatMakesYouTick #Leadership #CRO #StartupGrowth #SalesLeadership #Culture #SaaS #RevenueLeadership

Why do so many startup hires fail — even when they look perfect on paper?

In this Best Bits episode of What Makes You Tick, Alina Vandenberghe (Co-Founder & Co-CEO of Chili Piper) breaks down the real reason most hiring decisions go wrong — and what separates high-impact “multiplier” talent from costly mis-hires.

Most companies hire based on experience, CVs, and past success.

But as Alina explains, that’s not what actually drives performance inside startups.

👉 The real difference comes down to ownership, mindset, and behaviour under pressure.

🔍 What You’ll Learn

Why most startup hires fail due to attitude, not experience

The difference between multipliers, adders, subtractors, and dividers

Why “blame is a cancer” in high-performing teams

How to identify extreme ownership vs victim mentality

The core traits every startup should hire for:

Ownership

Collaboration

Resourcefulness

Execution

Why psychological safety drives performance (not weakens it)

⚠️ The Hidden Hiring Problem

Most founders think they have a hiring problem.

In reality, they have an evaluation problem.

They optimise for:

Experience

Background

Past results

But miss:

Behaviour

mindset

cultural impact

That’s how you end up with:

High performers who break teams

“Great hires” who fail in 6 months

Cultures destroyed by blame and misalignment

🧠 The Tick Talent Perspective

At Tick Talent, we call this:

👉 The Multiplier Matrix

The best hires don’t just perform.

They multiply the impact of everyone around them.

This episode shows you how to spot them — before you hire.

🎧 Who This Is For

Startup founders hiring their first team

CROs and revenue leaders scaling teams

Anyone struggling with mis-hires

Leaders who want high-performance cultures (without burnout or politics)

💬 Join the Conversation

Are you hiring for experience — or impact?

Comment below:

👉 What’s been your biggest hiring mistake?

🔗 Connect & Learn More

Follow Alina: https://www.linkedin.com/in/alinav/

Follow Richard: https://www.linkedin.com/in/richwash/

Read the Growth Magnet newsletter for weekly insights on hiring, leadership, and scaling revenue teams.

🔔 Subscribe to What Makes You Tick

Conversations with founders and operators on:

Hiring

Leadership

Startup growth

What actually drives high performance

#StartupHiring #HiringStrategy #SaaSGrowth #Leadership #StartupCulture #TickTalent #WMYT

Truth: Your SaaS company doesn’t stall because of product capability… it stalls because you’ve lost clarity in your messaging when you've invested in making your product do more, for more people.

Scaling from $5M to $25M ARR is where most startups hit a wall. Not because they don’t have product-market fit—but because as they grow, their messaging shifts from clear problem-solving to a confusing list of features.

And when that happens? Growth slows. Pipeline drops. Teams lose direction.

In this episode of Making Revenue Tick, Richard Washington sits down with Paul Wingfield to break down why SaaS companies plateau after early success—and how to fix it.

This is a follow-up to their original ICP masterclass—but this time, they go deeper into what happens after you’ve defined your ICP… and still get stuck.

Paul shares real-world examples of companies that:

Nailed their ICP

Scaled successfully

Then lost momentum due to messaging dilution

No theory. Just patterns seen across 15+ years scaling SaaS companies.

What You’ll Learn

Why SaaS growth stalls after product-market fit

How feature expansion kills messaging clarity

The difference between pain-led messaging vs feature-led selling

Why early adopters buy differently to mainstream customers

How to realign your entire go-to-market team around a clear narrative

The biggest messaging mistake SDRs, AEs, and leaders make as companies scale

Who This Is For

SaaS founders scaling from Series A → Series B

CROs, VP Sales, and revenue leaders

Startups stuck between $5M–$25M ARR

Anyone dealing with stagnant growth despite a strong product

Key Insight

The best SaaS companies don’t win because they have more features.

They win because they are crystal clear about the problems they solve.

Key Topics

SaaS Growth Strategy

Messaging & Positioning

Product-Market Fit vs Go-To-Market Fit

ICP Evolution

Revenue Stagnation

Sales & Marketing Alignment

Scaling from $5M to $25M ARR

If your growth has plateaued… it’s probably not your product.

Hit play and find out why.

Connect with Paul: https://www.linkedin.com/in/paul-wingfield/

Connect with Richard: https://www.linkedin.com/in/richwash/

Read Growth Magnet newsletter: https://www.linkedin.com/newsletters/7083793079794556928/

#StartupGrowth #ICPStrategy #ScalingStartups #ARRGrowth #SeriesAtoB #SalesAlignment #RevenueGrowth #MakingRevenueTick #PaulWingfield #RichardWashington #startup #scaleup #techsales #seriesa #seriesb #tech #saas #ticktalent #icp

You can learn more about someone in one question than in an entire CV.

This conversation breaks down the interview approach that reveals personality, character, and long-term fit.

In this special "how to" episode, Richard Washington and James Bissell break down the interview questions that reveal who people really are,

beyond rehearsed answers, polished CVs, and “greatest weakness” clichés.

This isn’t a typical hiring conversation.

It’s a deep discussion about communication, trust, culture fit, sales psychology, leadership, and why most interviews fail to uncover what actually matters.

If you hire people, lead teams, work in sales, recruit talent, or want to become better at reading people — this episode will completely change how you think about interviews.

Richard shares the unconventional interview question he used to hire hundreds of people over a 12-year leadership career, why comfort creates honesty, and how great hiring is more like a sales process than an interrogation.

James and Richard also explore:

The interview questions that reveal personality and character

Why most hiring managers ask the wrong questions

How to make candidates feel comfortable and open up

Why interviews should feel like conversations, not interrogations

The psychology behind trust, honesty, and human connection

How sales skills improve interviewing and hiring decisions

Why culture fit matters more than scripted answers

The hidden mistakes companies make when hiring salespeople

How communication skills shape careers and leadership

Why great interviews are about alignment, not pressure

Whether you’re a founder, sales leader, recruiter, hiring manager, AE, SDR, or someone navigating your next career move, this conversation gives you practical insight into what great hiring actually looks like.

If you enjoy conversations about hiring, leadership, sales psychology, communication, recruiting, startups, culture, and high-performance teams, you’ll love this episode.

Subscribe for more conversations on leadership, hiring, revenue growth, communication, entrepreneurship, sales careers, and building exceptional teams.

#InterviewQuestions #HiringTips #SalesLeadership #Recruitment #HiringManagers #LeadershipPodcast #SalesPodcast #CareerGrowth #InterviewTips #StartupHiring #SalesCareers #CommunicationSkills #CultureFit #RecruitingTips #LeadershipDevelopment

Cold outreach is getting ignored.So why are some sellers still generating endless pipeline?In this Best Bits episode, Stephen Oommen breaks down the referral strategies top performers use to get into rooms, build trust faster, and generate pipeline without relying on cold outreach.If you’re still sending cold emails and hoping for replies… this will change how you sell.🎯 What You’ll LearnWhy most “network sellers” fail after 90 daysThe Referral Effect: how one intro turns into multiple opportunitiesStephen’s COINs Framework (Centers, Connectors, Communities, Coaches & Customers)How to ask for introductions without making it awkwardWhy warm referrals outperform cold outreach (and how to use both properly)The fastest way to get into decision-maker conversations🧠 Who This Is ForFounders struggling to generate pipelineSDRs & AEs tired of low cold outreach conversionSales leaders building scalable GTM motionsAnyone who wants more meetings without more spam👤 About Stephen OommenStephen Oommen is a keynote speaker and GTM leader known for building multi-million-dollar pipelines through referrals.He teaches teams how to turn relationships into revenue — consistently.🎙️ About the ShowWhat Makes You Tick is hosted by Richard Washington, featuring conversations with top revenue leaders on how they actually grow pipeline, close deals, and scale teams.🔗 Connect👉 Stephen Oommen – https://www.linkedin.com/in/stephenoommen/👉 Richard Washington – https://www.linkedin.com/in/richwash/#salestips, #b2bsales, #leadgeneration, #salesstrategy, #networking

When 75% of B2B buyers say they would prefer to complete complex purchases without ever speaking to a sales professional, it raises an uncomfortable question.What would make a customer actually want to talk to you?In this episode, Brent Adamson, co-author of The Challenger Sale and author of The Framemaking Sale, explores how the nature of B2B buying has fundamentally changed.Today’s customers are not short on information. They are overwhelmed by it.The result is not better decisions. It is slower decisions, smaller decisions, and in many cases, no decision at all.For customers, this shows up as frustration. For sellers, it shows up as stalled deals, missed targets, and pipeline that never converts.Fifteen years ago, The Challenger Sale introduced the idea of frame breaking. Teach customers something new. Show them a different way to think about their business.That still matters.But in a world defined by decision complexity, it is no longer enough.This is where frame making comes in.The goal is not to change how customers see you. It is to strengthen how customers see themselves. Their confidence in asking the right questions. Their confidence in aligning stakeholders. Their confidence in making a decision they can stand behind.In this conversation, we explore:Why most B2B deals stall due to lack of customer confidenceThe shift from frame breaking to frame makingHow to reduce decision complexity in enterprise salesWhy “no decision” is the real competitionHow to help customers move forward with clarity and convictionIf you work in B2B sales, revenue leadership, or go-to-market strategy, this episode offers a different way to think about selling.Not as persuasion.But as helping customers make the best decision they can, in as little time as possible.Key TopicsWhy 75% of B2B Buyers Avoid SalespeopleThe Real Problem: Decision Complexity in Modern BuyingWhy Deals Stall (And It’s Not Price or Product)The Challenger Sale: What Frame Breaking Really MeansWhy Challenger Is No Longer EnoughIntroducing Frame MakingFrom Persuasion to Customer ConfidenceWhat “Decision Confidence” Actually MeansThe Role of Agency in SalesWhy “No Decision” Is Your Biggest CompetitorHow to Help Customers Move ForwardThe Future of B2B SalesTickfire QuestionsAbout Brent AdamsonBrent Adamson is a researcher, author, and advisor to B2B commercial leaders around the world. He is best known as the co-author of The Challenger Sale and The Challenger Customer, two of the most influential books in modern sales.His latest work, The Framemaking Sale, explores how sellers can help customers navigate decision complexity and build the confidence needed to make high-stakes decisions.Brent’s work is grounded in years of research into how buying actually happens inside large organizations. He regularly advises executive teams and has presented at leadership sessions, boardrooms, and conferences globally.He is also a frequent contributor to Harvard Business Review.Follow Brent Adamson on LinkedIn: https://www.linkedin.com/in/brentadamson/Check out Brent's YouTube Framemaking Sale Channel for more book insights: https://www.youtube.com/@TheFramemakingSaleAnd Brent's main YouTube channel: https://www.youtube.com/@BrentAdamson-m2fFollow Richard Washington on LinkedIn: https://www.linkedin.com/in/richwash/Read the Growth Magnet newsletter: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928Subscribe for more conversations that go beyond tactics, and into what makes great operators actually tick @whatmakesyoutick#B2BSales #ChallengerSale #FrameMaking #SalesStrategy #BrentAdamson #TickTalent #WMYT

Sales forecasting is broken in most startups.

Not because leaders don’t care —

But because no one actually teaches how to do it properly.

Full episode: https://youtu.be/u-7Zve607yM?si=-VOuHMmXiL3GWb9Z

In this Best Bits episode of What Makes You Tick: Tech Leaders Career Stories, we break down why forecasting fails, how “poopy pipelines” happen, and what it really takes to build a predictable, scalable revenue engine.

Featuring Lindsay Rios, Fractional CRO and GTM Yapper, this clip gets right into one of the most misunderstood (and high-stakes) parts of running a SaaS business: accurate sales forecasting and pipeline management.

What you’ll learn:

– Why most sales forecasts are wrong (and keep being wrong)

– The real reason pipeline reviews don’t work

– How poor forecasting kills trust between founders, boards, and GTM teams

– The difference between hope vs. data-driven pipeline management

– How to coach reps to own their number (instead of guessing it)

– Why forecasting is a leadership problem first, process problem second

Who this is for:

If you are:

– A Founder or CEO trying to build predictable revenue

– A Head of Sales / CRO under pressure to hit the number

– Scaling from founder-led sales → structured GTM

– Tired of “best case / commit / upside” theatre

This will hit hard.

This isn’t about better spreadsheets.

It’s about building a culture where people tell the truth about the number — early enough to fix it.

👉 Want to go deeper?

Find out how Lindsay can help: https://www.lindsayrios.com/

Connect with Lindsay Rios on LinkedIn https://www.linkedin.com/in/lindsayrios/

Follow Richard Washington on LinkedIn: https://www.linkedin.com/in/richwash/

Read the Growth Magnet newsletter: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928

Subscribe for more conversations that go beyond tactics — and into what makes great operators actually tick.

#SalesForecasting

#StartupGrowth

#SaaS

#GTMStrategy

#RevenueLeadership

Scaling internationally isn’t just “more of the same.” Most SaaS companies get it wrong.In this episode, David De Paula breaks down how to go from founder-led sales to a scalable global GTM engine.If you're building across EMEA or going global — this is your playbook.In this episode of What Makes You Tick: Tech Leaders Career Stories, we sit down with David De Paula — a seasoned international sales leader who has built and scaled revenue functions across EMEA and global markets.From leading international sales at companies like Liquibase, Cloudbees and Magillem to driving enterprise growth across complex regions, David shares what it actually takes to go from founder-led sales to a scalable global GTM engine.What You’ll Learn:How to build and scale international sales teams in SaaSThe reality of expanding into EMEA vs. global marketsWhy most companies fail when moving beyond founder-led salesThe importance of human connection in modern B2B salesHow to navigate complex enterprise deals across geographiesWhat great leaders do differently when scaling globallyDavid also shares a powerful perspective on why, in an AI-driven world, trust, judgment, and real conversations matter more than ever — not less.Who This Episode Is For:SaaS founders moving from founder-led → scalable salesCROs and VPs building international GTM teamsInvestors backing companies with global expansion plansSales leaders operating across multiple regions & culturesWhy This Matters:Most companies assume scaling internationally is just “more of the same.”It isn’t.Different markets, different cultures, different buying behaviour — and if you don’t adapt, growth stalls.This episode breaks down the real playbook for building international revenue — without making expensive mistakes.About the ShowWhat Makes You Tick explores the journeys, lessons, and principles behind elite tech leaders — unpacking how they think, lead, and scale.Connect with David👉 Find him on LinkedIn https://www.linkedin.com/in/daviddepaula/Follow Richard Washington, MD at Tick Talent on LinkedIn: https://www.linkedin.com/in/richwash/Read Richard's Newsletter Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928📌 Subscribe for More @whatmakesyoutickIf you're building, scaling, or leading revenue in SaaS — this is for you.#SaaS #B2BSales #GTM #StartupGrowth #InternationalSales #WMYT #TickTalent

Are sales teams failing because of skill? Even a lack of will?

The fact is, they fail wjen the culture isn't of committment.

It's compliance.

And that’s a leadership problem.

And it's way too common in tech companies where the number is king.

In this episode of What Makes You Tick: Tech Leaders Career Stories, we sit down with Amit Stark (ex-Splunk, BMC, Coralogix) — a revenue leader who has scaled enterprise software businesses across EMEA and consistently delivered >100% of plan.

But this isn’t just about tactics.

It’s about the career, decisions, and leadership principles that allowed Amit to build teams that don’t just perform… they commit.

In this episode, we learn his perspective on:

The defining moments that shaped Amit’s leadership style

Why most leaders create compliant teams (and don’t realise it)

The shift to building committed, high-performance cultures

Lessons from scaling revenue across AI, cybersecurity, and enterprise SaaS

The hiring, coaching, and cultural standards behind A-player teams

This is for you if you are:

A founder or CRO scaling a revenue team

A sales leader struggling with consistency and ownership

An operator who wants to build teams that actually care about winning

Someone who learns best from real career journeys, not theory

About Amit:

https://www.linkedin.com/in/amitstark1/

Amit Stark is a GTM and revenue executive with a track record of scaling enterprise software businesses across EMEA.

100% to plan across leadership roles

Built and led multi-country teams in high-growth environments

Deep experience across AI, cybersecurity, and data platforms

Known for building loyal, committed teams that outperform

Follow Richard Washington, MD at Tick Talent on LinkedIn: https://www.linkedin.com/in/richwash/

Read Richard's Newsletter Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928

Subscribe for more conversations on revenue, hiring, and scaling:

@whatmakesyoutick

If you’ve ever wondered:

Why some leaders build average teams… and others build elite ones

This episode will challenge how you think about leadership, culture, and growth.

🎧 Watch now to learn the principles behind Amit’s career — and how to apply them to your own team.

#Leadership #SalesLeadership #CRO #StartupGrowth #TechLeadership #B2BSales #RevenueLeadership #FounderJourney #CareerGrowth #businesspodcast #wmyt #ticktalent

Expanding into the US looks obvious.

Biggest market. Same language. Massive upside.

But most startups get it wrong.

In this Best Bits episode, Bradley Paster breaks down why scaling into America is far harder than it looks — and the costly mistakes founders keep repeating.

From hidden operational complexity to cultural nuance and go-to-market missteps, this is a practical guide to entering the US without burning time, money, and momentum.

What you’ll learn:

Why the US is NOT one market (and how that kills expansion)

The biggest mistakes international startups make entering America

When to hire vs. partner in a new market

The hidden costs nobody talks about (tax, talent, structure)

How to set up your US GTM motion properly from day one

If you're a founder, CRO, or investor thinking about US expansion — this will save you from expensive lessons.

Who this is for:

Tech founders scaling internationally

CROs and GTM leaders building new markets

Investors backing global expansion

About the guest:

Bradley Paster has spent 15+ years leading revenue for international companies entering the US — seeing firsthand what works, what fails, and why.

Connect with Bradley: https://www.linkedin.com/in/bradleypaster/

Follow Richard Washington, MD at Tick Talent on LinkedIn: https://www.linkedin.com/in/richwash/

Read Richard's Newsletter Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928

Subscribe for more conversations on revenue, hiring, and scaling:

@whatmakesyoutick

#StartupGrowth #USExpansion #GoToMarket #TechStartups #CRO #ScalingStartups #B2BSales #RevenueLeadership #FounderAdvice #StartupStrategy

Expanding into Europe sounds simple.It isn’t.In this episode of Making Revenue Tick, we sit down with Alex Bellon to break down why so many companies fail when entering Europe — and what it actually takes to get it right.If you’ve built traction in the US or your home market and think Europe is the “next obvious step”… this conversation might save you months (or years) of wasted time and budget.What You’ll LearnWhy Europe is “slow money” — and why that’s actually a good thingThe biggest mistake companies make when entering Europe (and why pipeline never shows up)Why landing in Germany first can backfireHow to use partners to inject reputation and unlock deals fasterThe difference between scaling in the US vs EuropeWhy your forecasts, hiring plan, and GTM assumptions are probably wrongKey Questions AnsweredWhy do US companies struggle to break into Europe?Because they assume it works the same — same sales cycles, same GTM, same expectations. It doesn’t.Why does pipeline fail in new markets?Because companies skip the groundwork: local reputation, partnerships, and trust.What actually drives success in Europe?Trust, brand, and local validation — not speed or volume.Standout Insight“Europe is slow money. But once you win, it doesn’t leave.”Who This Is ForFounders expanding beyond their home marketCROs and GTM leaders building international teamsSaaS companies moving from Series A → BAnyone struggling with pipeline, traction, or hiring in new regions⚠️ If You Take One Thing Away👉 Europe is not one market.👉 It’s multiple countries, cultures, and buying behaviours.Treat it like the US… and you’ll fail.📩 Subscribe @whatmakesyoutickConnect with Alex Bellon https://www.linkedin.com/in/alexbellon1/Follow Richard Washington, MD at Tick Talent on LinkedIn: https://www.linkedin.com/in/richwash/Read Richard's Newsletter Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928New episodes every week with revenue leaders, founders, and operators sharing what actually works in today’s market.#emea #europeanbusiness #techstartups #businessexpansion #goingglobal #wmyt #ticktalent

Want to build a tribe of mentors - this is a masterclass in HOW.

Why it matters?

Most teams are obsessed with pipeline.

The best operators are obsessed with access.

In this best bits clip, Jessica Robertson, CRO at Orbb in NYC breaks down why the people you have access to — your network, your mentors, your customers — are becoming the most important advantage in modern go-to-market.

Because when cold outreach gets harder and buyers get more skeptical, who you know starts to matter more than how many emails you send.

We cover:

why access beats reach in today’s market

why your network is your real career IP

how referrals and warm intros outperform cold outbound

why most people waste the relationships they already have

how the best sales teams are shifting away from volume and toward trust

If you’re trying to grow pipeline, close bigger deals, or build a career in revenue — this is a shift you can’t ignore.

🎙️ From the full episode with Jessica Robertson:

https://youtu.be/FEjXbf34_mU?si=4GF40MF7D24BvDnr

📩 Get the best insights from every episode:

The Growth Magnet newsletter (bite-sized, practical, no fluff)

https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928

👇

Connect with Jessica Robertson

https://www.linkedin.com/in/jessicalrobertson/

Follow Richard on LinkedIn: https://www.linkedin.com/in/richwash/

💬 What do you think — is cold outreach actually dying, or just evolving?

Drop your take in the comments 👇

❓ Key Question Answered

How do I find a mentor?

Start by building genuine relationships, not transactional ones. The best mentors often come from:

People you’ve worked with before

Customers you’ve helped succeed

Warm introductions through your existing network

Mentorship isn’t about asking for help—

It’s about earning trust over time.

🚀 Why This Matters

Most people try to scale:

More emails

More calls

More automation

But the best operators scale access.

And access comes from:

👉 Relationships

👉 Trust

👉 Proximity to the right people

🔥 Standout Insight

“You’re far more likely to get access through a warm introduction than any cold outreach.”

That’s the shift happening in modern go-to-market.

🎯 Who This Is For

Sales reps and SDRs trying to book more meetings

Founders struggling with pipeline

Revenue leaders building high-performing teams

Anyone looking to accelerate their career through mentorship

📩 Get More Like This

Subscribe for more episodes on:

Sales leadership

Hiring elite talent

Go-to-market strategy

Building your network

🧲 Final Thought

If you take one thing from this:

👉 Your network isn’t just helpful- it’s your biggest growth lever.

#executiveaccess #networking #mentor #referrals #salesstrategy #careerstrategy

What does it take to build elite sales teams, create real ownership, and scale your career over decades?

In this episode of What Makes You Tick, we sit down with Benjamin Caller — a veteran revenue leader with 25+ years across marketing, sales, and leadership at companies like VMware, Medallia, and now with a new role (which we introduce on the pod).

From building one of the first PSG fan websites as a teenager…

To leading high-performing revenue teams…

To starting again and building from zero — this is a masterclass in career growth, leadership, and mindset.

🧠 What You’ll Learn

Why ownership is the #1 trait of top performers

How to hire “multipliers” (not passengers)

The real reason most sales teams fail to align with marketing

How to build a culture of trust, accountability, and performance

Why consistency beats sporadic brilliance in sales

How great leaders develop people into future VPs

❓ Key Questions Answered

How do you become a great sales leader?

By focusing less on numbers—and more on people, trust, and development. The best leaders build teams that win together, not individuals chasing targets.

What makes a top-performing sales team?

Strong ownership mentality

Deep cross-functional collaboration

Clear communication and shared truth

A culture where people refuse to lose

How do you spot great talent?

Look for:

Coachability

Resilience

Real accountability (not excuses)

People who think like CEOs of their territory

🚀 Standout Insight

“When there is a doubt, there is no doubt.”

Great hiring—and great leadership—comes from trusting your instincts and prioritising A-players who elevate everyone around them.

🔥 Career Lessons from Benjamin

Your attitude defines your altitude

Surround yourself with people who challenge and elevate you

You don’t build teams - you build careers

The best leaders create safe spaces for growth and failure

🧲 Why This Episode Matters

If you're:

Leading a sales team

Building pipeline in a tough market

Hiring your next key revenue hire

Or trying to take your career to the next level

This episode gives you a practical blueprint grounded in real experience—not theory.

🎯 About Benjamin Caller

https://www.linkedin.com/in/benjamincaller/

Benjamin is a seasoned revenue leader who has:

Transitioned from marketing → sales → leadership

Helped scale teams across Europe

Built high-performing cultures focused on ownership and growth

Recently joined one of the fastest-growing AI companies globally

Follow Richard Washington, MD at Tick Talent on LinkedIn: https://www.linkedin.com/in/richwash/

Read Richard's Newsletter Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928

📩 Subscribe for More

We break down:

Sales leadership

Hiring & scaling teams

Founder journeys

High-performance mindset

🧠 Final Thought

👉 You don’t win with talent alone—you win with teams that trust, challenge, and push each other every day.

#SalesLeadership #B2BSales #RevenueGrowth #Leadership #StartupSales #WMYT #TickTalent #Cursor

Get first access to Buyer Coding here: https://www.buyercoding.com/

Most “closed lost” reasons are complete BS.

“It was price.”

“It wasn’t the right time.”

“They went with a competitor.”

In reality, you lost the deal because you didn’t understand how that buyer makes decisions.

In this best bits episode, Rich Patterson breaks down the 5 Buyer Codes — a simple framework that helps you read buyers properly and sell the way they want to buy.

You’ll learn:

Why most closed lost reasons are wrong (and what’s actually happening)

The 5 buyer types and how to spot them quickly

How to adapt your approach in real time on calls

Why generic discovery questions are killing your deals

How to build real champions instead of “happy ears”

If you’re tired of deals stalling, ghosting, or slipping for reasons that don’t make sense — this will change how you sell.

🎙️ Watch the full episode:

https://youtu.be/SU9IP5NGyTY?si=HHSmE67D_rZolrAR

📩 Get the best insights from every episode:

The Growth Magnet newsletter (bite-sized, practical, no fluff)

https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928

👇

Connect with Rich Patterson

https://www.linkedin.com/in/richhitsgoals/

Follow Richard on LinkedIn: https://www.linkedin.com/in/richwash/

#buyercoding #salespsychology #salestraining #salesskills #wmyt #ticktalent

When you step into a new VP of Sales role, you expect challenges.You don’t expect to have to rebuild that many things to make it ready for scale.In this episode, Elitsa Zaimova Miller (VP of Sales at CloudTalk, formerly Preply) shares the hardest decision she’s had to make as a sales leader — and what it really takes to scale a team and develop a world class culture.This is a What Makes You Tick Revisited episode, and a lot has changed since we last spoke.Elitsa has gone from building at a unicorn to stepping into a new environment, new market, and new level of complexity — all while navigating big personal changes outside of work.🎯 What we cover:Why strong individual contributors don’t always translate into scalable teamsThe leadership gap that quietly breaks growing sales orgsHow to know when someone won’t scale with the businessThe traits that actually matter when building high-performing teamsHow AI is changing the day-to-day of sales (and what still matters most)What real resilience looks like — inside and outside of work🎙️ About Elitsa:VP of Sales at CloudTalk. Previously built and scaled the B2B division at Preply. Known for building teams, driving growth, and leading through change.🔁 About the series:What Makes You Tick Revisited brings back standout guests to unpack what’s changed — and what they’ve learned since.If you're building or scaling a sales team, this conversation will give you a more honest view of what that actually involves.👍 Follow for more conversations with revenue leaders, founders, and operators.Connect with Elitsa:   / elitsa-zaimova-miller-a238a31a  Follow Richard on LinkedIn:   / richwash  Read Richard’s Newsletter Growth Magnet: https://www.linkedin.com/build-relati...#vpsales #salesleadership #womeninsales #ticktalent #wmyt #whatmakesyoutick #businesspodcast

Everyone says sales teams need more pipeline.3x pipeline.5x pipeline.More leads.More activity.But what if the real problem isn’t pipeline at all?In this Best Bits episode of Making Revenue Tick, veteran sales leader Mike breaks down why the traditional sales process is fundamentally broken — and why throwing more opportunities into the funnel often makes things worse.After 30+ years in B2B sales and leadership roles at companies ranging from startups to global enterprises, Mike has seen the same pattern repeat over and over:Teams chasing more pipeline instead of fixing the process that converts it.In this conversation we explore:• Why the classic 3x pipeline rule is outdated• Where most deals are actually won or lost (hint: discovery)• Why outdated qualification frameworks still dominate sales teams• The difference between an Ideal Customer Profile and an Ideal Opportunity Profile• Why the real problem in sales isn’t the reps — it’s the systemIf you’re a founder, CRO, or sales leader trying to improve close rates, pipeline quality, and forecasting accuracy, this conversation challenges some of the most common assumptions in modern B2B sales.Because the goal isn’t to put more raw material into the funnel.It’s to improve the yield.🎧 About the show:What Makes You Tick? is where tech leaders share what really matters - career moves, product bets, cultural calls, and the personal moments behind the metrics. We honour great leaders!Connect with Michael Muhlfelder https://www.linkedin.com/in/mikemuhlfelder/Follow Richard on LinkedIn: https://www.linkedin.com/in/richwash/Read Richard’s Newsletter Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928Subscribe for more conversations that go beyond tactics — and into what makes the people who build startups tick.#salesleadership #b2bsales #salesstrategy #revenueleadership #pipeline #salesprocess #salestraining #gtmstrategy #makingrevenuetick #podcast

Why does manifestation work for some people — but not for others?Is the Law of Attraction misunderstood… or completely backwards?In this episode, ‪@JustinMichaelMethod‬ explains why the Law of Attraction needs rewriting.For decades the personal development industry promoted the same formula:Visualize it.Affirm it.Believe harder.Millions followed it exactly.And when nothing changed…they assumed the problem was them.But according to Justin Michael, the real issue isn’t belief.It’s the model.Reality doesn’t reorganize because you repeat thoughts.Reality reorganizes when identity changes.This conversation explores the idea behind Rewriting the Law of Attraction (RLOA) — a new framework for understanding manifestation, identity, and transformation.Not attraction.A rewrite.Because the real sequence looks different:Being → Thinking → Action → ResultsChange identity…and everything downstream begins to reorganize.From the outside it looks like manifestation.From the inside it feels like inevitability.In this episode we discuss• Why the traditional Law of Attraction often fails• The difference between manifesting vs becoming• The psychology of identity transformation• The Phoenix process of burning old identities• Why high performers struggle with “positive thinking” culture• How identity shifts change decisions, actions, and resultsAbout Justin Michael  / michaeljustin  Justin Michael is a globally recognised sales leader, author of Tech Powered Sales, and creator of the philosophy Rewriting the Law of Attraction (RLOA) — a framework for understanding identity, transformation, and how real-world change actually happens.Stop manifesting.Start becoming.Connect with Richard   / richwash  Read Growth Magnet:https://www.linkedin.com/build-relati...Subscribe for more conversations with founders, operators, and revenue leaders:🎙 Making Revenue Tick, the masterclass show in the WMYT What Makes You Tick podcast explores the ideas, frameworks, and mindsets shaping modern leadership and growth.#lawofattraction #manifestation #identityshift #personaldevelopment #justinmichael #selfimprovement #mindset #leadership #entrepreneurship #makingrevenuetick00:00 Why Justin Michael Writes Books 03:00 What “The Frame” Really Means in Sales and Leadership07:41 How Justin Writes Useful Books That Actually Change Behavior10:49 Where Justin’s Frame Was Weak Early in His Career15:55 The 10 Laws of Frame Explained23:17 Why Most People Leak Frame Without Realising It26:20 How Leaders Stay Calm When Pipeline Pressure Hits30:04 How to Handle Dominant Buyers and Control the Room33:28 Phoenix Rising: Rewriting the Law of Attraction39:07 Pronoia, Identity, and Why Letting Go Creates More43:13 Final Reflections: Transformation, Relief, and Self-Belief

If you think great sales teams are built on scripts, dashboards, and quota pressure, you’re missing the point.Full episode: https://youtu.be/r4tZVfGkEw8?si=DApVrPsrL8bwgVRCIn this Best Bits segment, Chris Bair breaks down how great sales leaders actually build multiplier teams—the kind of teams that push each other to win, hold each other accountable, and attract top performers.We get into:• Why outbound discipline still separates great teams from average ones• How identity and culture drive real accountability• Why the best sales leaders let their teams shape the standards• How multiplier teams attract more multipliers• Why empathy and understanding your reps’ lives actually drives performanceIf you’re building a sales team—or trying to lead one—this is a masterclass in what it takes to create a culture that wins.Watch the full Best Bits conversation.Connect with Richard https://www.linkedin.com/in/richwash/Connect with Chris https://www.linkedin.com/in/christopherabair/Read Growth Magnet:https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928Subscribe for more conversations on sales leadership, hiring, and building high-performance teams.#SalesLeadership #GTMStrategy #StartupGrowth #ChrisBair #WhatMakesYouTick #SalesCulture #MultiplierTeams #SalesCoaching

What builds great sales leaders?

In this episode of What Makes You Tick, Jennifer Nguyen breaks down how rejection, adversity, and resilience shaped her career in sales, account management, and revenue leadership.

From missing out on Junior Olympics competition to interviewing three times before landing a leadership role, Jennifer shares how mental toughness is developed — not learned — and why rejection is often the catalyst for long-term success.

This conversation dives deep into:

How rejection builds resilience in sales

Why account management is more complex than new business

The mindset required to build high-performing revenue teams

How to hire for coachability and mental toughness

Why great leaders take bets on people

The role of self-awareness in leadership development

How to raise the bar without burning out

If you’re a sales leader, CRO, account manager, or founder building a revenue team, this episode will challenge how you think about performance, rejection, and growth.

Topics Covered

Accomplishing big goals is a journey that requires persistence.

Mental toughness is developed through overcoming adversity.

Account management is a complex role that requires a consulting mindset.

Rejection can be a powerful teacher and motivator.

Celebrating team achievements fosters a positive culture.

Enablement for account managers is crucial for success.

Taking bets on people is essential for leadership growth.

Mapping accounts can streamline the sales process.

Self-awareness is key to being coachable.

Raising the bar continuously leads to personal and professional growth.

Who This Episode Is For

Sales leaders building high-performance teams

Account managers looking to grow into leadership

CROs scaling revenue functions

Founders transitioning from founder-led sales

Anyone navigating rejection in their career

About Jennifer Nguyen https://www.linkedin.com/in/jennifertaussignguyen/

Jennifer Nguyen is a revenue leader with deep experience in SaaS and account management. She has built and led high-performing teams, developed leaders of leaders, and champions mental toughness as a core driver of sustainable performance.

👤 About Richard Washington

Richard Washington helps founders and boards build high-performing GTM leadership teams through Tick Talent, specialising in early-stage and scaling B2B startups. He hosts What Makes You Tick?, a podcast on leadership, growth, and the decisions that shape companies. Find out more.

https://www.tick-talent.com/

Follow Richard on LinkedIn: https://www.linkedin.com/in/richwash/

Read Growth Magnet:

https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928

#SalesLeadership,

#RevenueLeadership,

#MentalToughness,

#AccountManagement,

#HighPerformanceTeams,

sales leadership,

revenue leadership,

mental toughness in sales,

how to handle rejection,

account management strategy,

high performing sales teams,

sales career growth,

leadership development in sales,

coachability in hiring,

resilience in business,

how to build great sales leaders,

SaaS sales leadership,

sales mindset,

revenue team development,

handling churn as a leader,

sales management advice,

hiring for attitude not experience,

pivoting into SaaS sales,

women in sales leadership,

building mental toughness,

Most executives run sophisticated go-to-market strategies…

…but abandon that thinking when managing their own careers.

In this Best Bits segment, we break down the operator mindset behind career leverage — how top revenue leaders create opportunity, build optionality, and position themselves for roles that are rarely posted publicly.

This isn’t job search advice.

It’s career strategy.

What you’ll learn

• Why treating your career like a GTM motion changes everything

• The KPI that matters more than applications

• How conversations create clarity, influence, and opportunity

• Why the best executive roles are discovered, not advertised

• How to build optionality and negotiate from leverage

• Relationship habits that compound over decades

Senior operators understand this:

Careers don’t progress through luck.

They progress through positioning, relationships, and strategic intent.

If you lead revenue, build teams, or operate at the executive level, this conversation will challenge how you think about career growth and market positioning.

Who this is for

Revenue leaders (CRO, VP Sales, VP GTM)

Founders & scale-up executives

Senior operators navigating growth or transition

Leaders who want leverage, not just their next role

Key takeaway

Run your career like a market.

Opportunity stops being random when you create demand.

If this resonates, share it with a leader in your network who thinks strategically about growth, influence, and long-term career leverage.

Subscribe for more conversations on leadership, hiring, and building high-performance revenue organizations.

CONNECT + SUBSCRIBE

Connect with Richard Washington on LinkedIn: https://www.linkedin.com/in/richwash

Subscribe to Execs & The City by Jacob: https://www.execsandthecity.com/subscribe

Get tech startup playbooks on Growth Magnet:

https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928

Try Jacob’s free LinkedIn review tool: https://freelinkedinreview.com/

About Jacob Warwick:

Jacob is the go-to career strategist for high-performing executives. With over 15 years of experience, he’s coached more than 3,500 leaders to win life-changing comp packages, de-risk their careers, and build influence in competitive markets. He’s also the creator of the Execs & The City newsletter and podcast.

Like if you’ve ever felt disposable in a job.

Comment if you’re feeling the pressure to evolve.

Subscribe so you don’t miss Part 3 (coming out soon) and more great mentors here to guide you.

Most companies attend events.

Very few dominate them.

In this masterclass, Itai Manor explains how founders, revenue leaders, and go-to-market teams can turn events and conferences from “nice-to-have networking” into a repeatable, scalable revenue engine.

Learn how to generate pipeline, close deals, and drive revenue from conferences with a proven B2B event strategy.

This isn’t about showing up.

This is about winning.

Why Events “Don’t Work” for Most Teams

Most teams:

• show up unprepared

• scan badges and have random conversations

• follow up poorly (or not at all)

• then wonder why nothing converts

Events fail not because of budget or attendance — but because of lack of strategy.

What You’ll Learn

Why Most Events Fail

The passive “show up and hope” mindset

Mistaking presence for impact

Why follow-ups rarely convert into revenue

Events as a Go-to-Market Engine

How events drive pipeline, partnerships, and trust

When events make sense — and when they don’t

Attending vs sponsoring vs hosting

Pre-Event Domination

How to prepare weeks before the event

Identifying the right attendees, speakers, and side events

Crafting a compelling reason for someone to meet you

In-Event Execution

How to run focused, intentional conversations

What to stop doing at events

Creating moments people remember

Post-Event Follow-Through

Turning conversations into meetings and revenue

Why most follow-ups fail

How to stand out after the event ends

Real Examples & Tactical Playbooks

Creative plays that break through the noise

Messaging, hooks, and positioning that work

What founders and sales teams can apply immediately

Who This Episode Is For

✔ Startup founders (early to mid-stage)

✔ CROs, VP Sales, and revenue leaders

✔ GTM & demand gen teams

✔ Anyone investing time or budget into events and expecting real ROI

What You’ll Walk Away With

✅ A new way of thinking about events

✅ The biggest mistakes to avoid

✅ Practical ideas to apply before your next conference

✅ A clear path to turning face-to-face moments into closed deals

Events aren’t dead.

Bad event strategy is.

If you want events to drive real revenue, start here.

Connect with Itai https://www.linkedin.com/in/itaimanor/

Follow Richard https://www.linkedin.com/in/richwash/

#B2BSales #EventMarketing #RevenueGrowth #GoToMarket #StartupGrowth #WMYT #TickTalent

In this Best Bits episode, Richard Washington shares the hiring framework that separates average hires from true revenue multipliers.

Full length episode on Do Hard Things with Gabe Lullo here: https://youtu.be/N2guh2HeO6c?si=Xyp5RMWFpLISYFoL

If you’re a founder, CRO, or sales leader scaling from early traction to repeatable growth, hiring the wrong sales talent can stall momentum, drain cash, and damage culture. This episode breaks down how to build a team that actually scales impact.

🚀 In this episode you’ll learn:

• Why hiring based on CVs and past quotas leads to costly mistakes

• The difference between adders, subtractors, and multipliers

• The CORE traits every high-impact hire must have

• How to identify ownership, resourcefulness, and execution in interviews

• Why “industry experience” can be a hiring trap

• How to build a collaborative culture that drives performance

• What founders must do to avoid momentum-killing hires

Richard explains how the best teams hire builders, not passengers — people who create leverage, take ownership, and accelerate growth.

If you’re scaling a startup, building a revenue team, or tired of hires that look great on paper but fail in reality, this is essential listening.

🎧 Watch the full episode here: [link]

📩 Subscribe for weekly leadership & revenue insights: [link]

About Richard Washington

Richard is a global revenue leader and founder helping early-stage tech companies scale from $1M to $25M by hiring entrepreneurial go-to-market talent that multiplies impact.

#SalesLeadership #StartupHiring #RevenueGrowth #SalesHiring #ScalingStartups #B2BSales #GoToMarket #Founders #RevenueOperations #Leadership

Here’s a question most companies get wrong: Who really owns growth in a scaling company?

Sales says, “We close it.”

Marketing says, “We generate it.”

Customer Success says, “We expand and retain it.”

They’re all right.

And that’s exactly the problem.

In this episode of What Makes You Tick, we host a live debate between senior revenue leaders across Sales, Marketing and Customer Success to answer one big question:

👉 Who actually owns growth — and why do most companies treat it like an individual sport?

Inside this conversation, we unpack:

Why growth breaks down in the handoffs between teams

Revenue ownership vs growth ownership

The tension between pipeline creation and pipeline conversion

Why Customer Success is still underestimated as a growth engine

What true GTM alignment actually looks like

The difference between individual performance and system performance

The highest leverage move founders can make to accelerate growth

If you’re scaling from $10M–$200M ARR, this conversation will feel very familiar.

Growth doesn’t live inside departments.

It lives in the system.

🎙️ Meet the Guests

Eric Hachmer

https://www.linkedin.com/in/erichachmer/

Fractional CRO and revenue strategist. Eric works with scaling B2B companies to build predictable revenue engines, align GTM teams, and turn strategy into execution. He specialises in enterprise sales leadership, revenue architecture, and building accountable growth systems.

Neil Gray

https://www.linkedin.com/in/neilsgray/

Fractional CMO and B2B growth operator. Neil partners with founders and leadership teams to sharpen ICP clarity, drive demand generation, and build marketing engines that support sustainable revenue growth — not vanity metrics.

Andrea Bumstead

https://www.linkedin.com/in/andreabumstead/

Fractional CCO and Customer Success leader. Andrea helps scaling SaaS companies turn retention, expansion, and customer experience into competitive advantage. She focuses on aligning CS to revenue outcomes and long-term customer value.

🎙️ About the Host – Richard Washington

Richard Washington is co-host of Making Revenue Tick, GTM recruiter, and trusted advisor to B2B SaaS companies scaling from $0M to $250M+ ARR.

He helps founders build revenue teams that actually perform — with strategy, talent, and execution that scales.

🔗 Follow Richard on LinkedIn → https://www.linkedin.com/in/richwash/

📩 Read his newsletter Growth Magnet → https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928

If you’re a Founder, CRO, CMO, VP Sales, Head of CS, or revenue leader trying to build a high-performing GTM system — this episode is for you.

Growth isn’t an individual sport.

It’s a relay race.

And if you’re arguing about who owns it… you might already have a gap.

Subscribe for more conversations on revenue leadership, hiring multipliers, GTM alignment, and building self-managing growth systems.

“What if your sales team only did the 1% of work that truly matters?”

Watch the full episode now https://youtu.be/pz8066MnkZo?si=9-a2m24B2LspKNYW

In this high-impact masterclass segment, James Smith (SVP EMEA at ThoughtSpot) breaks down the exact framework he’s using to redesign his sales process with AI — not for 10% efficiency gains… but for 10X productivity.

This isn’t about writing better emails with ChatGPT.

It’s about rebuilding your sales engine from first principles.

If you’re a founder, CRO, VP Sales, or scaling SaaS leader wondering:

Why reps only spend ~20% of time selling

Where AI actually fits in GTM

How to build agents without being technical

How to unlock real leverage instead of hiring more reps

This is your blueprint.

🚨 The Big Shift

Most teams use AI to make what they already do slightly faster.

James asks a different question:

“What if we mapped every task our reps do… and removed or automated the 99% that isn’t customer-facing?”

From there, he:

Lists every sales task across the process

Identifies manual, non-selling friction

Designs AI agents to remove it

Prioritises by impact vs. ease

Reimagines the rep’s role around high-value execution

This is how you move from incremental gains… to structural advantage.

🧠 What You’ll Learn

Why 10X productivity is about stacked multipliers (not one lever)

How to reverse-engineer your sales process with an AI lens

Why “efficiency gains” are the wrong goal

How non-technical leaders can build AI agents today

The difference between automation and true leverage

How AI-native teams reclaim massive selling time

Why the future rep spends dramatically more time with customers

🔥 Soundbites That Hit

“AI removes the value of 99% of what we do — and 100Xs the 1% that’s left.”

“If reps only did customer execution, productivity would step change.”

“10X isn’t one lever — it’s 3X here, 5X there, 2X somewhere else.”

🎙️ About the Guest – James Smith

James Smith is the SVP EMEA at ThoughtSpot, where he’s pioneering how AI can transform GTM productivity at scale.

With senior leadership experience at Tableau and Salesforce, James is known for challenging conventional thinking, building elite teams, and applying first-principles design to revenue growth.

At ThoughtSpot, he’s leading a 10X mindset shift — redesigning sales workflows, empowering reps with AI agents, and building human-centric, high-leverage systems.

🔗 Connect with James on LinkedIn:

https://www.linkedin.com/in/james-smith-15627941/

🎙️ About the Host – Richard Washington

Richard Washington is co-host of Making Revenue Tick, GTM recruiter, and trusted advisor to B2B SaaS companies scaling from $0M to $250M+ ARR.

He helps founders build revenue teams that actually perform — with strategy, talent, and execution that scales.

🔗 Follow Richard on LinkedIn → https://www.linkedin.com/in/richwash/

📩 Read his newsletter Growth Magnet → https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928

If this sparked ideas for your own AI journey, drop a comment.

If you want the full conversation — including hiring, leadership, and 10X mindset — watch the complete episode on the channel.

Subscribe for more masterclass-level conversations with the people redefining modern revenue.

Hiring great SDRs and expecting them to perform without the right data, tools, or structure is like putting a Ferrari on cobbled streets, then blaming the car when it can’t go fast.

In this episode of Making Revenue Tick, Richard Washington sits down with Matt Caloras, enterprise SDR leader and NYC chapter lead for SDR Leaders of the USA, to unpack what actually separates high-performing SDR teams from the ones that burn out, miss targets, and churn talent.

This conversation isn’t about hustle, call volume, or working harder.

It’s about:

Building the right roads for your reps to succeed

Why bad data breaks even the best SDRs

How signal-based prospecting is replacing brute-force outbound

What team-based prospecting (AE + SDR pods) looks like in practice

How modern SDR orgs use data, intent, and timing to win

And where AI genuinely helps — and where it doesn’t

If you’re a sales or revenue leader scaling pipeline in today’s market, this episode will challenge some uncomfortable assumptions about SDR performance, enablement, and leadership accountability.

The takeaway is simple:

Great reps don’t fail. Bad systems do.

What you’ll learn in this episode

What “data-driven SDR” really means in modern sales teams

How top SDR orgs use signals and intent to prioritise accounts

Why brute-force outbound no longer works at scale

How to structure alignment between SDRs and AEs in enterprise sales

Why SDR burnout is often a leadership and infrastructure issue

The realistic future of SDR in an AI-enabled world

Who this episode is for

SDR Managers and Directors

Heads of Sales & Revenue

RevOps and GTM leaders

Founders moving beyond founder-led sales

Anyone responsible for pipeline quality, not just activity

About the guest

Matt Caloras is an enterprise SDR leader with experience scaling global SDR teams and building modern outbound engines inside complex organisations. He also leads the New York City chapter of SDR Leaders of the USA, supporting SDR leaders through mentorship, community, and shared best practices.

Join the conversation

If your SDR team is underperforming, ask yourself:

Are you asking for Ferrari results on cobbled streets?

What’s the biggest constraint in your SDR org right now?

Funnel 26’ Austin 3/5! go to thefunnelconference.com

Connect with Matt Caloras on LI: https://www.linkedin.com/in/matt-caloras11/

Find your local SDR Leaders Chapter: https://www.linkedin.com/company/sdr-leaders-of-usa/

👤 About Richard Washington

Richard Washington helps founders and boards build high-performing GTM leadership teams through Tick Talent, specialising in early-stage and scaling B2B startups. He hosts What Makes You Tick?, a podcast on leadership, growth, and the decisions that shape companies. Find out more.

https://www.tick-talent.com/

Follow Richard on LinkedIn: https://www.linkedin.com/in/richwash/

Read Growth Magnet:

https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928

#sdr #salespipeline #salesdevelopment #saleshiring #salesleadership #saas #wmyt #ticktalent

Are you hiring Multipliers, or Dividers and Subtractors? Take the scorecard now: https://www.multiplierscorecard.com/

Most companies are trying to fix their hiring problems by adding more AI.

More automation.

More screening.

More tools.

And it’s making recruitment worse, not better.

In this episode, Richard Washington joins Heath Barnett on the Maxed Out podcast to unpack why AI is being applied to hiring in completely the wrong way — and how leaders should actually be thinking about talent, behaviour, and scale in an AI-driven world.

This isn’t an anti-AI conversation.

It’s a pro-leadership one.

We explore why:

AI is amplifying bad hiring decisions, not fixing them

Most recruitment failures come from behavioural misalignment, not lack of skill

“A Players” is a lazy label that hides real risk

Culture killers often look like top performers on paper

Multipliers scale teams — dividers quietly destroy them

Richard breaks down the Multiplier framework, explaining how high-growth companies should hire for collaboration, ownership, resourcefulness, and execution — and why these traits matter far more than CVs, years of experience, or AI-driven scoring systems.

If you’re a founder, revenue leader, or hiring manager:

frustrated by mis-hires

overwhelmed by AI hiring tools

or struggling to scale GTM teams without damaging culture

this episode will challenge how you think about recruitment — and probably save you from your next expensive mistake.

🔍 Topics Covered

AI in recruitment: what’s broken and why

Why automation doesn’t fix poor hiring strategy

Multipliers vs Adders, Subtractors, and Dividers

Behavioural hiring vs resume-based hiring

Leadership, culture, and scaling GTM teams

Why most companies misapply AI in talent acquisition

🎙️ Guest & Host

Richard Washington – Founder, Tick Talent

Heath Barnett – VP Revenue at Mixmax, Host of Maxed Out

💡 Key Insight

AI doesn’t replace judgment.

It magnifies it.

If your hiring strategy is weak, AI will scale the damage.

#hiring #saassales #revenuegrowth #saleshiring #wmyt #ticktalent