What does it really take to raise $20M in today’s market?

How do you turn a childhood obsession with gaming into a world-class cybersecurity company?

And what actually matters when you're scaling a startup from the ground up?

In this episode of What Makes You Tick, Ido Shlomo, CTO and co-founder of Token Security, breaks down the mindset, lessons, and leadership evolution behind one of the most exciting identity security startups in tech.

This is the unfiltered, human side of startup success.

You’ll learn:

How Ido went from gamer to growth-stage founder

The real reason his Series A round got across the line

What most founders miss when building a high-trust team

Why empathy, not ego, is the future of leadership

How to build a product and culture people actually believe in

What it takes to earn investor confidence in a tough market

How to recruit world-class talent, even without brand name equity

The hiring strategy that helped Token stand out in cybersecurity

If you're a founder, operator, or future CEO, this episode will change the way you think about building, leading, and scaling.

Follow Ido on LI:   https://www.linkedin.com/in/ido--shlomo/Follow Richard on LI:   / richwash  Follow Tolu on LI:   / toluadebekun  Read Growth Magnet:   / growth-magnet-7083793079794556928  

Subscribe for weekly episodes packed with founder insights, GTM strategy, and zero-fluff startup lessons.

#IdoShlomo #TokenSecurity #StartupLeadership #CybersecurityStartups #SeriesAFundraising #TechFounders #WhatMakesYouTick #B2BStartups #ScalingStartups #EmpathyInLeadership #MakingRevenueTick #HiringForStartups #WMYT #TickTalent

Most sales teams are flying blind.

In this episode of Making Revenue Tick, Richard Washington sits down with Rachit Kataria - Co-Founder of Centralize and Y Combinator alum to unpack why traditional CRMs are failing revenue teams, and how Centralize is building an entirely new category around visibility, relationships, and deal execution.

Rachit’s journey from Meta engineer to startup founder is grounded in one truth: sales is about people, not pipelines. And yet, most CRMs treat deals like databases - not dynamic conversations.

This episode dives into the reality of what founders and sales leaders are struggling with:

Forecasts that miss by a mile

Reps who are single-threaded and out of sync

Deal data scattered across Slack, Gong, email, LinkedIn, and nowhere

A complete lack of visibility into who matters, who’s missing, and what to do next

Centralize is solving that.

This is the founder’s perspective - from building community in college, to working on billion-user scale at Meta, to betting everything on a startup built around the idea that deals are won at the individual level.

If you’re a founder navigating messy go-to-market motions, or a sales leader tired of trusting gut feel over data, this conversation is for you.

What you’ll learn:

Why sales leaders are operating blind, and how to fix it

What YC teaches you about building for revenue, fast

How AI can finally make relationship data actionable

Why unlocking your company’s network might be your biggest growth lever

What it really takes to build a company from zero, as a founder

Rachit’s not just building a product = he’s building a category. And it starts with flipping the script on how we think about customer relationships.

Subscribe for more founder conversations on what it takes to scale smarter, and make revenue tick.

Connect with Rachit Kataria:

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

Learn more about Centralize:

https://www.usecentralize.com/

Hosted by Richard Washington, Founder @ Tick Talent

https://www.ticktalent.com

Read Growth Magnet on LI: https://www.linkedin.com/newsletters/growth-magnet-7083793079794556928/

What if you could walk into any negotiation - whether it’s for your salary, a job offer, or even a critical business deal - and know you’re about to win? That’s exactly the kind of confidence Jacob Warwick instills in his clients, and in this episode, he’s sharing the secrets with you.Jacob Warwick isn’t just another "career coach". He’s the go-to strategist for executives navigating high-stakes negotiations. From building multi-million-dollar compensation packages to helping leaders position themselves as indispensable assets, Jacob’s been there, done that, and has the receipts to prove it.Here’s what we tackle in this episode:Why most people sabotage their salary potential before they even start negotiating.How to reframe your mindset from “being chosen” to “choosing your next role.”The power of scarcity and timing: Jacob’s framework for gaining leverage.How to answer tough compensation questions without losing your upper hand.Why “leading the interview process” is critical for sales and executive candidates.Breaking patterns: Why disrupting expectations makes you memorable.How to create confidence by designing low-risk talk tracks for tough situations.The truth about value-based pricing and how Jacob turned his insights into a thriving business.Jacob’s personal journey: From homelessness to coaching top-tier executives.What happens when you treat your career like a product and your job search like a go-to-market strategy.Jacob doesn’t just talk theory—he backs it up with real-world stories and actionable advice that you can start using immediately. Whether you’re a mid-level professional looking to break into leadership or a seasoned exec ready to negotiate your next big move, this conversation is for you.Got a negotiation challenge - ask Jacob in the comments!Connect with Jacob on LI: https://www.linkedin.com/in/jacobwarwick/Connect with Richard on LI: https://www.linkedin.com/in/richwash/Connect with Tolu on LI: https://www.linkedin.com/in/toluadebekun/Subscribe to Execs and the City - Jacob's newsletter with 11k other top execs: https://www.linkedin.com/newsletters/execs-and-the-city-6896843145213018112/Subscribe to Growth Magnet: https://www.linkedin.com/newsletters/7083793079794556928/#ExecutiveNegotiation #CareerGrowth #LeadershipDevelopment #JacobWarwick #RichardWashington #WMYT #WhatMakesYouTick

Tolu and Richard reflect on 18 months of the What Makes You Tick: Tech Leaders Career Stories podcast.

Only this time we're together, in the STUDIO!

18 months of speaking with 55 of the best tech leaders in the world.

The Intrapreneurs driving growth in some of the most innovative companies on the planet.

Across our main pod, WMYT, and our Masterclass specials - Making Revenue Tick, we've learned so much from our conversations.

And we're so glad we decided to record them for you to enjoy too.

The feedback we have had from our 118k listeners and the incredible relationships we've built have been way beyond our expectations.

And we're going to keep bringing you the best GTM leaders there are right here on this channel for you to enjoy.

Meet a new virtual mentor every week only here, on the WMYT podcast.

10 topics we cover:

The Core Principles of Leadership:

Curiosity, bravery, and kindness as recurring traits of successful leaders.

The importance of humility and the absence of ego in high achievers.

Intrapreneurship and Career Growth:

How to cultivate an intrapreneurial mindset within companies.

Insights from personal career journeys, including the challenges and rewards of navigating internal corporate growth paths.

Leadership vs. Management:

The distinctions between managing and leading, and why both require different skill sets.

Personal experiences on the transition from individual contributor to leadership roles.

Navigating Career Transitions:

The significance of stepping outside comfort zones, including moving from being a "big fish in a small pond" to thriving in larger, challenging environments.

Real-life examples of unconventional career paths, including a scientist turned successful salesperson.

Building a Growth Mindset:

Stories of failure and resilience, with guests sharing key lessons learned from setbacks.

How these moments shape leadership styles and principles.

The Value of Non-Traditional Mentorship:

Providing listeners with "virtual mentors" by sharing unfiltered career stories of industry leaders.

Empowering professionals to seek inspiration beyond celebrity entrepreneurs.

Leveraging Personal Branding:

The challenges executives face in establishing personal brands after years in corporate roles.

Practical tips on how to stand out and build a professional voice in a crowded market.

The Importance of Diverse Perspectives:

Highlighting stories from unique and unconventional career journeys.

Examples include guests who transitioned from DJs to entrepreneurs or from corporate executives to thought leaders.

Expanding Network Value:

How long tenures in large companies can limit external networking opportunities.

Strategies for rebuilding professional networks and finding new growth opportunities.

Podcast Impact and Future Goals:

Reflections on the podcast’s growth and its role in amplifying diverse leadership stories.

Plans for creating actionable resources (e.g., cheat sheets, guides, and ebooks) based on podcast insights.

Here's episode ONE https://youtu.be/fr96I_ppH70?si=f3z3E7ke4Wd8BIMd

🔗 Connect with Tolu:  / toluadebekun  🔗 Connect with Richard:  / richwash  

#intrapreneur #wmyt #whatmakesyoutick #ticktalent #techleaders #leadership #careergrowth #careerstories #techstartups

In This Episode:

What’s stopping your SaaS startup from breaking through the Series A/B barrier? Assumptions. They’re the silent killers of growth, the cracks in the foundation that can stall even the most promising businesses.

In this episode of Making Revenue Tick, Joseph Jenkins and I break down the 5 most common assumptions holding early-stage SaaS companies back—and how to fix them. We dig into the specific challenges that founders and sales leaders face when navigating this crucial growth phase, from hiring and scaling sales teams to validating product-market fit.

💡 Here’s what you’ll take away:

Product-Market Fit isn’t forever: Why founders overestimate PMF and how to keep it alive.

Humility Metrics: Understand CAC payback, NRR, and gross margin to guide smarter decisions.

Hiring entrepreneurial sales leaders: The traits and skills that make or break early-stage sales teams.

Building challenge networks: Why diverse perspectives are essential for spotting blind spots.

Feedback loops: How to design systems that keep your team and customers aligned for success.

Joseph also shares real-world stories of startups navigating these challenges—some that cracked the code and others that struggled to escape the assumption trap.

🎯 Who is this episode for?

Early-stage SaaS founders (Seed to Series B) looking to scale beyond the first $5M ARR.

Sales leaders building teams of 1-20 sellers who want to create repeatable processes.

Entrepreneurs seeking to challenge their blind spots and build sustainable growth.

📖 Read Growth Magnet:

Looking for more actionable insights on scaling SaaS startups? Check out Growth Magnet for strategies, frameworks, and stories from industry leaders. [Insert link]

🔗 Connect with Joseph Jenkins:

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

🔗 Connect with Richard Washington:

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

📢 Let’s Discuss:

What’s one assumption that nearly derailed your business?

#MakingRevenueTick #SaaSLeadership #StartupScaling #TechEntrepreneurship #ProductMarketFit

In this episode of What Makes You Tick, Abi Williams - a dynamic Chief Revenue Officer (CRO) who’s led growth at Oracle, LinkedIn, Meta, and Udemy - shares her journey, her mission, and her belief that leaders can grow revenue while building a people-first culture.About Abi WilliamsAbi started her career in sales, quickly learning that success isn’t just about hitting numbers - it’s about solving real problems. As she moved into leadership, she proved time and time again that you can drive exceptional results without sacrificing empathy or ethics. Now, as a CRO, Abi partners with businesses to align teams and strategies for sustainable growth. Her purpose? To show leaders that growth and humanity are not mutually exclusive - they’re essential partners.Episode Highlights- Leadership Reimagined: Abi challenges outdated leadership norms and shows how ethics and empathy create lasting results.- Discovery Done Right: Why uncovering your client’s true pain points is the secret to closing deals.- People and Results: How to lead teams in a way that boosts engagement and delivers exceptional outcomes.- Learning Through Leadership: Lessons Abi has taken from great (and not-so-great) leaders in her career.- The Leadership Playbook: Why treating leadership like a sport—with constant learning and coaching—is the ultimate game-changer.Key Takeaways- Ethical leadership isn’t just idealistic—it’s transformative.- Managers have the power to shape culture and drive success but are often undervalued.- Real power is about positive influence and impact, not just authority.- A people-first approach builds culture that’s rooted in respect and collaboration.- Feedback is only as good as the motive behind it—evaluate critically.- Character outranks competency because it determines how you lead and inspire others.Abi’s insights will leave you questioning the way you think about leadership, growth, and your own approach to creating impact.🎥 Don’t miss this conversation with Abi Williams—it’s packed with practical advice, candid stories, and lessons to lead by.Connect with Abi https://www.linkedin.com/in/abiolawilliams/Connect with Richard: https://www.linkedin.com/in/richwash/Read Growth Magnet newsletter: https://www.linkedin.com/newsletters/7083793079794556928/#leadership #peoplefirst #ethicsmatter #salestips #growth #whatmakesyoutick #wmyt #AbiWilliams

Startups don’t win without intrapreneurs.

These entrepreneurial-minded sales leaders thrive in resource-strapped environments and know how to turn chaos into clarity.

I’ve been in those roles for 16 years, and now I dedicate my time to helping founders find the right intrapreneurial talent to scale.

That’s why I created Making Revenue Tick: Masterclass Edition—to break down the mindset, stories, and systems of the people who make startups tick.

In this episode, I’m joined by Shane Jamison, a sales coach and leader who’s helped companies scale from $1M to $250M.

Shane is a master of building scalable sales systems and coaching teams to win consistently—even when the odds are stacked against them.

If you’re a technical founder overwhelmed by the idea of building a sales team - or a leader wondering how to hire someone who’ll care as much as you do - this episode will give you the blueprint.

Together, we dig into the BIG questions founders are asking:

🧠 What is an intrapreneur, and why are they essential for early-stage startups?

- What are the most common mistakes founders make when hiring their first sales leader?

- What traits separate a game-changing sales leader from someone who’s just good on paper?

- Why do 84% of sales reps miss their targets—and how can startups avoid this trap?

- How can startups attract and retain entrepreneurial sales talent in a competitive market?

Big Takeaways:

- You don’t need all the shiny tools to succeed. Shane breaks down why going back to the basics—like knowing your ICP and crafting meaningful conversations—matters more than automation and tech stacks.

- Hiring a "big name" can backfire. Founders often fall for resumes that look great but don’t translate to scrappy startup environments.

- Good sales isn’t about closing deals; it’s about creating clarity. We unpack how intrapreneurs guide prospects to articulate their own challenges and co-create solutions.

- Failing at discovery = failing at sales. Most closing problems? They’re really discovery problems. Shane shows how asking the right questions unlocks real results.

Connect with Shane Jamison on LinkedIn: https://www.linkedin.com/in/shanejamison/

Visit www.salesredemption.com

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

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

🎧 Listen to the full podcast on Spotify, Apple Podcasts, and more!

📌 Don’t forget to like, subscribe, and hit the 🔔 to stay updated on more masterclass insights for scaling your startup.

#Startups #SalesLeadership #Intrapreneurship #ScaleYourBusiness #PodcastInsights

Startup Masterclass: Breaking Through Growth Plateaus to $100M ARR.

Truth: Most startups don’t fail from lack of funding—they plateau because they lack the systems and strategy to scale sustainably.

Reaching $100M ARR? It’s a dream for many, but only 1.2% of funded startups make it.

Why? ➡️ Stagnation. Misaligned teams, over-reliance on founder-led sales, and scattered go-to-market strategies all create barriers that are tough to break.

In this episode of Making Revenue Tick, join Richard Washington as he sits down with Andre Bressel, Winning by Design Ambassador and Pavilion University Dean, to uncover proven strategies for scaling past revenue plateaus.

Andre shares actionable frameworks to help founders and GTM leaders align their teams, reduce churn, and build repeatable, scalable revenue systems.

What You’ll Learn:

- Why only 1.2% of funded startups scale to $100M ARR

- How to identify and solve the key symptoms of stagnated growth

- The transition from founder-led sales to scalable team structures

- How to shift from paid marketing to demand generation

- Why understanding churn is critical to long-term growth

- Three frameworks for sustainable scaling

If you’re a founder or revenue leader aiming to smash through growth barriers, this episode is packed with real-world insights to help you scale smarter.

Key Topics:

- Overcoming Growth Plateaus

- SaaS Growth Strategy

- Founder-Led Sales vs. Team-Led Systems

- Demand Generation vs. Paid Marketing

- Churn Reduction Tactics

- Aligning Teams for Scalability

⏰ Watch the episode to learn how to build the systems that drive sustainable revenue growth!

Are you ready to lead your startup to $100M ARR? Hit the play button and let’s make it happen!

Connect with Andre: https://www.linkedin.com/in/bressel/

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

#startupgrowth #ScalingStartups #ARRGrowth #MakingRevenueTick #SaaS #SeriesAtoB #GrowthStrategy #DemandGeneration #AndreBressel #RichardWashington #RevenueLeadership #TechSales

60% of first-time sales hires fail - and the cost of getting it wrong could sink your startup. But what if you could avoid the most common mistakes and hire a team that drives real growth? This episode is your roadmapIn this episode of Making Revenue Tick, our Masterclass edition, Richard Washington teams up with Dan Hurwitz, a veteran CRO and startup advisor, to tackle a critical growth challenge: building sales teams that deliver results without costly mistakes. Whether you're hiring your first salesperson or bringing on a sales leader to transition from founder led sales, this guide is packed with the strategies you need to avoid becoming part of the 60% failure statistic.What you’ll discover:Why 60% of first-time sales leader hires fail and the common traps founders fall into.The one interview question that reveals a candidate’s resourcefulness - a trait more valuable than any “black book” of contacts.How to determine the right moment to hire your first salesperson, marketing lead, or customer success manager.The non-negotiable importance of a sales playbook to guide your early hires.How to align expectations with investors, boards, and teams to create realistic, scalable growth goals.Key Moments You'll Hear:“You shouldn’t be attracted to someone’s resources; you should be attracted to their resourcefulness.”→ Dan explains why hiring flashy résumés from big companies often leads to failure in startups.“60% of first-time sales leader hires fail—but not because they’re bad hires. It’s because they’re not set up for success.”→ Discover how to align your team, tools, and expectations to buck the odds.“If you’re hiring someone for their Rolodex, you’re hiring a 90-day solution for a long-term problem.”→ Learn why you’re better off hiring an athlete who can adapt and scale with your business.“The right sales leader doesn’t just bring experience—they ask the tough questions that challenge your assumptions.”→ Find out the red flags to watch for when evaluating candidates.“Your sales playbook isn’t optional. Without it, you’re setting your team up for failure.”→ Dan breaks down why founders must document successes, failures, and processes before making their first sales hire.SubscribeGrowth Magnet : https://www.linkedin.com/newsletters/7083793079794556928/Connect with Richard : https://www.linkedin.com/in/richwash/Connect with Dan : https://www.linkedin.com/in/dahurwitz/#StartupGrowth, #SalesLeadership, #HiringSuccess, #FoundingTeams, #RevenueStrategy #ticktalent #podcast #wmyt #revenuegrowth #entrepreneur #makingrevenuetick

“If you're a company that's looking for the top, top salespeople, you may want to be a little bit adaptable in your process - or maybe even let the salesperson drive it.”Whether you're a company looking to hire the best in the market, or a person looking to nail their job search - this episode is for you!In this episode of Making Revenue Tick, host Richard Washington talks with Ben Aghion, Enterprise AE at Attention, about finding the right tech startup for a lasting sales career. Ben shares his journey, from MakerBot to Neverware and Google, and why he ultimately chose the incredibly interesting and flourishing startup Attention as his new professional home.Ben reveals how Attention’s unique approach to AI-driven sales enablement, visionary leadership, and growth-centered culture won him over. How to Find the Perfect Tech Startup for Long-Term Sales Career Success w/ Ben AghionHe and Richard talk about their experiences of:The importance of company culture in job satisfaction.Why adaptability in hiring is key for companies seeking top sales talent.How sales technology is transforming today’s market.Practical job search strategies for sales pros.If you’re in tech sales or looking for career insights in startups, this episode offers advice from someone who’s navigated it all.Main Things You'll Learn About:Why Attention Stood Out: How innovative AI and a growth-focused culture won Ben over.Finding the Right Tech Startup for Long-Term Sales Success: Ben’s tips for choosing companies that align with your goals.Sales Strategies for Early-Stage Startups: Tips for making an impact in high-risk, high-reward environments.The Neverware Journey: Ben’s path to growing ARR and achieving a successful exit to Google.Adapting the Hiring Process for Top Talent: Why companies should let top sales candidates drive part of the process.Building a Fulfilling Sales Career: Aligning personal values with professional goals in tech sales.LinkedIn: Ben AghionLinkedIn: Richard WashingtonLearn More About Attention: https://www.linkedin.com/company/attentiontech/Read Growth Magnet: https://www.linkedin.com/newsletters/7083793079794556928/🔔 Subscribe to Making Revenue Tick for more insights from top tech sales leaders and career strategies!#Sales, #Career, #Startups, #Attention #WMYT #Technology. #Leadership #SeriesA #Podcast #Salescareer

Ever wondered how to get paid what you’re actually worth in tech? This man can help you negotiate like a pro.In this episode of What Makes You Tick, Devon Hennig covers his story in the world of executive negotiation, sharing the lessons he learned the hard way as he climbed from small-town Saskatchewan to the tech boardroom. Best selling Author of the Senior Compensation Bible, and Founder at Boardroom Confidential.Who’s This For? This episode is loaded with real world value for tech executives, VPs, directors, and anyone ready to step up and earn what they deserve. Devon’s advice is direct, relatable, and all about getting paid, not played.Topics You'll Learn About,1. Mindset Over Tactics- "Closed mouths don’t get fed." Devon shares why confidence is everything in negotiation, especially for new execs learning the ropes.2. Avoiding Rookie Mistakes- Devon reflects on the career traps and missed opportunities he faced as a new VP, and how he’s helping others avoid them.3. Building Your Value- Knowing your worth is step one. Devon talks about everything from negotiating stock options and severance to setting up a comp package that protects you.4. Leadership that Lasts- From hiring the right team to creating a culture people love, Devon shares his three-part framework for effective leadership.5. The Power of Community- Devon’s building a community for tech executives to swap real advice, share mistakes, and skip the fluff. As he puts it, “This isn’t posturing - it’s about learning.”Top Quotes from the Episode:“Closed mouths don’t get fed. If you don’t ask for what you’re worth, you’ll never get it.”“The best leaders do exactly what they say they’re going to do. Accountability is everything.”“Perfection is a trap. Perfection can be spelled ‘paralysis.’ You just have to start.”Connect with Devon and Richard & Get More ResourcesConnect with Devon Hennig on LinkedIn: Devon HennigCheck out his site: https: //boardroomconfidential.com/Connect with Richard Washington on LinkedIn: Richard WashingtonSubscribe to Growth Magnet for more insights and strategies for tech executives and leaders: https://www.linkedin.com/newsletters/7083793079794556928/#LeadershipTips #ExecutiveNegotiation #CareerGrowth #TechLeadership #GetPaidNotPlayed #whatmakesyoutick #wmyt #ticktalent

In this episode of What Makes You Tick, James Bissell, founder of The Revenue Enabler, cuts through the fluff on why most sales teams fail—and how to turn it around fast. If your team’s stuck on low attainment, lost in endless tasks, or missing the mark with customers, James breaks down what’s really holding them back.👉 What You’ll Learn:Why teams without a real playbook keep missing targets (and how to build one that works)How to ditch “spray and pray” tactics and start landing deals with a focused, proven approachTurnaround tactics that get low performers up to 200% quota—and keep them thereThe hidden cost of skipping training: uncoachable reps, lost motivation, and burnt-out teamsHow to shift from “feature selling” to solving real customer problems, driving actual buy-inSimple, tough-love coaching practices that make confidence and consistency the normFrom SDR to founder, James has learned what it takes to build a team that wins consistently—no BS. He’s here to share exactly what works, what doesn’t, and how you can get your team performing at their best, no pep talks needed.If you’re ready to fix your team’s broken processes, boost performance, and hit those targets, this one’s for you.Connect with James : https://www.linkedin.com/in/james-bissell1/Connect with Richard : https://www.linkedin.com/in/richwash/Read Growth Magnet : https://www.linkedin.com/newsletters/growth-magnet-7083793079794556928/🎧 Don’t forget to subscribe and hit that bell so you don’t miss any episodes of What Makes You Tick.#salesleadership #revenuegrowth #SalesTeamFixes #highperformance #sales #nofluff #whatmakesyoutick #therevenueenabler #wmyt #ticktalent

Most startups get sales, hiring, and brand-building completely wrong.

They think sales is about selling. It’s not.

They think hiring experience guarantees success. It doesn’t.

They think brand is just marketing. That’s a mistake.

In this episode of What Makes You Tick, Gal Aga, CEO at Aligned joins Tolu and I to break down the hard truths about scaling revenue teams, building a category-defining brand, and why most startups fail when they try to move upmarket.

We answer:

- Why do top 1% sellers close bigger, faster? (Hint: They don’t “sell.” They facilitate.)

- What’s the biggest hiring mistake in startups? (And why hiring “big logo” execs can kill growth.)

- How do you know when you’re actually ready for enterprise sales? (Most startups aren’t.)

- Why is your brand not driving inbound leads? (The key to brand equity that most founders ignore.)

- How do you build a sales team that doesn’t just hit quota, but changes the business?

We also break down:

- How to grow ACV without just hiring expensive “enterprise” reps

- The real way to master discovery and close six-figure deals

- Why internal promotions and hiring for obsession beat hiring for experience

- The reason so many startups burn cash on bad sales hires, and how to avoid it

If you’re a founder, sales leader, or GTM exec looking to scale without making expensive mistakes, this is a must-watch.

Follow Gal on LI: https://www.linkedin.com/in/galaga/Follow Richard on LI: https://www.linkedin.com/in/richwash/Follow Tolu on LI: https://www.linkedin.com/in/toluadebekun/

Read Growth Magnet: https://www.linkedin.com/newsletters/growth-magnet-7083793079794556928/

#WMYT #Aligned #GalAga #SalesLeadership #StartupGrowth

#HiringMistakes

#EnterpriseSales

#BrandBuildin

In this episode of What Makes You Tick, we explore the story and career of Neetha Ratakonda, founder of BigLittle.ai.She shares how her startup is tackling two of the biggest challenges facing businesses today: inefficiency and sustainability. 🚀What makes Neetha tick? It’s her relentless focus on reducing waste—both in business processes and in our environment. With billions wasted annually due to inefficient go-to-market strategies, Neetha's mission is simple but powerful: create sustainable systems that drive peak revenue potential without compromising our planet's future.From her global upbringing in India, Brazil, and Africa to her education at Stanford, Neetha’s journey is as diverse as it is inspiring. She shares her insights on how inefficiencies are costing businesses trillions in lost revenue and why fixing these processes is essential to not just profit, but human intellect and sustainable growth.💡 If you’re a startup founder, tech leader, or simply interested in how to drive efficiency and sustainability at scale, this episode is packed with actionable insights that could transform how you think about business.Key Takeaways:1. The massive cost of inefficiencies in revenue-generating processes and how to fix them.2. How Neetha’s global experiences shaped her mission to leave the world better than she found it.3. Why sustainability isn’t just a trend but a necessity for business success today.Connect with Us:🔗 Richard Washington on LinkedIn: [Insert LinkedIn URL]🔗 Neetha Ratakonda on LinkedIn: [Insert LinkedIn URL]📰 Stay ahead of the curve with Richard's Growyh Magnet Newsletter [Insert Newsletter URL]#whatmakesyoutick #wmyt #ticktalent #aiinbusiness #sustainablegrowth #revenueoptimization #startupsuccess #leadershipinsights #salesstrategy

Truth: Your pipeline doesn’t need more opportunities - it needs better discovery. In this episode of our Masterclass Edition "Making Revenue Tick", Richard Washington sits down with Michael Muhlfelder, a 36-year B2B sales warhorse, to challenge the 3-5X pipeline myth and explore why fixing discovery and qualification is the key to boosting sales performance.Michael has led sales at Oracle, IBM, and now runs Calm Ocean Sales, helping startups and SaaS companies transform their go-to-market strategies. He debunks common sales misconceptions and shares real-world examples from his decades of experience.Key Soundbites:"The 5X pipeline rule was invented 25 years ago—and it's wrong.""Deals are won or lost at qualification and discovery, not at the end of the sales process.""You don’t need more leads—you need to optimize every step of your sales process like a manufacturing line.""Salespeople are great, but their process isn’t. The biggest problem is that we haven’t trained people how to sell."If you’re a sales leader or founder looking to improve close rates, qualify better, and stop chasing broken pipelines, this episode is packed with insights you can’t afford to miss.⏰ Don't Sleep on this Masterclass - You're Revenue Will Thank you for not!Connect with Michael: https://www.linkedin.com/in/mikemuhlfelder/Connect with Richard: https://www.linkedin.com/in/richwash/Read Growth Magnet: https://www.linkedin.com/newsletters/7083793079794556928/#salesstrategy #pipelineproblems #revenuegrowth #discovery #qualification #makingrevenuetick #startup #saas #techsales #b2b #richardwashington #MichaelMuhlfelder #salesprocess

In the latest What Makes You Tick episode, André Bressel brings powerful insights on aligning revenue teams and building communities to drive sustainable growth.💡 "What makes me tick? Building things—whether it’s businesses, communities, or teams—and helping others grow alongside that process."Here’s what else André covers on the pod...🧠 Breaking down revenue silos to create unified, high-performing teams📊 The keys to transitioning from €5M to €20M+ ARR and scaling sustainably💪 Shifting from feature selling to brand selling for long-term success🏆 How community-building fuels revenue growth and team alignment... and many more lessons from André’s experience in leading and scaling startups that will challenge how you structure and motivate your teams.🎧 Tune in Thursday to learn how André’s strategies can reshape your go-to-market and leadership approach 👀Meet André:As a revenue leader and fractional executive, André specializes in helping founders align siloed revenue teams, navigate growth transitions, and reduce their reliance on expensive paid marketing. His focus on community building and unified strategies empowers companies to scale profitably, and he’s here to share those insights with you.Whether you're a founder, revenue leader, or manager, this episode is full of practical advice on how to align teams, build community, and drive sustainable growth in today's competitive landscape.Key Takeaways:How to break down silos and create a unified revenue teamThe importance of transitioning from inbound to outbound and feature selling to brand sellingWhy building a community around your company can accelerate growthThe role of insight-driven decisions in optimizing your Go-to-Market strategyHow to balance paid marketing with more sustainable growth channelsNavigating the challenges of going from €5M to €20M+ ARRConnect with André Bressel on LinkedIn: https://www.linkedin.com/in/bressel/Connect with Richard on LinkedIn: https://www.linkedin.com/in/richwash/Subscribe to the Growth Magnet Newsletter: https://www.linkedin.com/newsletters/growth-magnet-7083793079794556928/Subscribe to the podcast for weekly insights on leadership and revenue growth in the startup world!Scaling Revenue Teams and Building Communities: André Bressel's GTM Career Playbook - André Bressel #leadership #revenuegrowth #community #startup #whatmakesyoutick #wmyt #ticktalent #gtm #pavilion #revenuegrowth #winningbydesign #amsterdam #scaleup #arrgrowth #mrr #playbook #career

Are you ready to break into the EMEA market and scale your North American tech company globally? Kevin Shirley, has been there and done it. And Richard Washington has built business units in the UK and Barcelona and now helps companies find that intraprenuerial talent startups need to succeed in new markets. On this podcast they share their lived experience. All with the goal of helping you make your expansion in to EMEA a successful one. Description:In this episode of Making Revenue Tick, I sit down with Kevin Shirley, Senior Manager of Corporate Sales EMEA at Udemy, to uncover the strategies and lessons he's learned from scaling North American companies into the complex EMEA region.Kevin’s journey is as diverse as it is inspiring - he’s gone from building high-performing teams in San Francisco to leading corporate sales teams in Dublin and now Zaragoza. With over 15 years of experience in sales across startups and public SaaS companies, Kevin has worked in a wide range of industries, including HR technology, data, IT, and manufacturing.Here’s what we cover:Why EMEA is crucial for U.S. companies: The massive revenue opportunities for North American tech companies expanding into the EMEA region.Cultural complexities in EMEA: How Kevin’s personal experience living and working in San Francisco, Dublin, and Zaragoza shaped his understanding of navigating diverse European markets.Sales strategy for European markets: Why having a local presence and understanding the regional nuances is critical to success, from hiring talent to tailoring your product and marketing for European buyers.The importance of localization: It’s not just about translating your product; Kevin explains why true localization in product, marketing, and customer service is key to winning in different countries.Building sustainable teams: Kevin shares his playbook for assembling high-performing, culturally aware sales teams across multiple markets.Lessons from leading sales teams at different stages: Insights into how sales leadership and strategy differ across commercial (2K employees) and enterprise (10K+ employees) segments.Overcoming common pitfalls: What U.S. companies get wrong when expanding into Europe and Kevin’s advice on avoiding these costly mistakes.Sales methodologies: Kevin’s experience using CCS, Sandler, Challenger, and MEDDIC frameworks to successfully drive growth in new markets.Personal and career growth: Kevin’s unique perspective on why living abroad and taking on international roles can accelerate personal development and leadership skills.Whether you’re a tech founder, sales leader, or entrepreneur, this episode is packed with actionable insights to help you succeed in scaling your company across the globe.Connect with Kevin Shirley:LinkedIn –https://www.linkedin.com/in/kevin-shirley-37518b7/

Connect with Kevin for advice on expanding into EMEA and building high-performing sales teams.Connect with Richard Washington:LinkedIn – https://www.linkedin.com/in/richwash/Let’s connect and chat about leadership, revenue growth, and scaling startups globally.Read Growth Magnet: https://www.linkedin.com/newsletters/7083793079794556928/Looking for more strategies to grow your business and boost your leadership skills? Check out Growth Magnet, my newsletter with exclusive insights on scaling startups, leadership, and driving sustainable growth. Subscribe here for weekly updates!#EMEAExpansion #CorporateSales #TechLeadership #GlobalMarkets #StartupGrowth #ticktalent #entrepreneur #salesteam #podcast #emea #makingrevenuetick

Is your LEADERSHIP building your people to their full potential?(this pod will help raise your game)In the latest What Makes You Tick episode, the one and only Taylor Corr drops game-changing insights on how to lead your team to new heights. 💡 "I love helping people where they need to get to go, having those career conversations, and seeing especially young salespeople find their groove in their career, that makes me tick"Here’s what else Taylor covers on the pod...🧠 Using EQ to inspire your team beyond targets📊 The difference: raising the floor vs. raising the ceiling💪 How growth mindset is everything for you and your team🏆 Disqualifying bad opps to keep your team in the WIN ZONE... and many more insights from his career journey that will positively challenge how you approach your vocation as a leader.🎧 Tune in Thursday to see if Taylor’s wisdom can make a difference for you and your team 👀 Meet Taylor:I'm passionate about sales leadership and helping others grow into their ideal roles. After rapidly advancing from President's Club AE to Director, I've developed EQ-focused frameworks and GTM strategies that drive commercial success, and I love sharing insights to help others elevate their careers.Whether you're an AE or a manager, this episode is packed with insights on how to lead, grow, and succeed in today’s sales landscape.Key Takeaways:The critical differences between management and leadership in sales.Why emotional intelligence and self-regulation are essential for effective leadership.The importance of continuous learning and maintaining a growth mindset.How organization and understanding the ideal customer profile (ICP) are key to AE success.Overcoming challenges like disqualifying opportunities and avoiding negativity spirals.Why manager development is often under-resourced and undervalued.The future focus of great leaders: communication, emotional intelligence, and adapting to AI.Connect with Taylor Corr on LinkedIn: https://www.linkedin.com/in/taylorcorr/Connect with Richard on LinkedIn: https://www.linkedin.com/in/richwash/Subscribe to the Growth Magnet Newsletter: https://www.linkedin.com/newsletters/7083793079794556928/Tune in Thursday for more insights from the world of tech sales leadership!https://youtube.com/shorts/7R_sX_usUro?si=yoAmaioDlDlgkgoI #leadership #sales #growth #success #saas #sales #whatmakesyoutick #wmyt #ticktalent #TaylorCorr

Truth: Your startup doesn’t need more customers—it needs a clear Ideal Customer Profile (ICP) and laser-focused execution from everyone involved.Scaling from $5M to $25M ARR profitably? It’s bloody hard, and most startups hit roadblocks or fail along the way, especially in the tricky Series A to Series B growth phase.Why? ➡️ Most startups make the fatal mistake of chasing every customer, instead of focusing on the right ones.In this episode of Making Revenue Tick, join Richard Washington as he sits down with Paul Wingfield, Global Sales Director and master of ICP strategy, to uncover the exact steps needed to scale profitably. Paul shares his detailed playbook on how to nail your ICP and scale to $25M ARR with clarity and precision. No fluff—just actionable insight.What You’ll Learn:How to align sales and marketing around a well-defined ICPWhy trying to serve everyone is a recipe for failureHow narrowing your ICP directly leads to higher conversion ratesWhy profitability should always beat growth-at-all-costsIf you’re a startup founder, revenue leader, or early-stage company aiming to grow your ARR to $25M+, this episode is packed with strategies you can’t afford to miss.Key Topics:Ideal Customer Profile (ICP)Startup Growth StrategySales and Marketing AlignmentScaling Profitably from Series A to Series BCreating Specialized Roles for Success⏰ Watch the episode tomorrow at 12:30 PM (UK), 07:30 AM (Eastern) and learn how to master your ICP and scale efficiently!Are you ready to scale your startup to $25M ARR? Hit the play button and let’s get started!Connect with Paul: https://www.linkedin.com/in/paul-wingfield/Connect with Richard: https://www.linkedin.com/in/richwash/Read Growth Magnet: 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

"Ever wonder why so many startups struggle to survive their first few years?In this episode of What Makes You Tick, seasoned growth stage CRODan Hurwitz reveals the 8 critical mistakes that can make or break your startup—and how to avoid them like a pro.Dan draws from his extensive experience in helping companies "unf***" themselves, sharing actionable insights and strategies for overcoming these all-too-common pitfalls.From validating your value proposition to ensuring clear communication, Dan breaks down the essential steps every startup needs to take to navigate their early challenges successfully. Whether it's simplifying complex product offerings, cultivating strong leadership, or optimizing operations, Dan's practical advice is geared towards helping founders and leaders build resilient and successful businesses.Tune in to learn:How to validate your value proposition to ensure market demand.The importance of simplifying your product and message.Why strong leadership with a clear vision (North Star) is critical for startup success.How to maintain clear, consistent, and transparent communication across your team.The significance of having the right people in the right seats.How to define job responsibilities clearly to avoid overlaps and confusion.The role of ownership and accountability in driving results.Tips for streamlining operations and avoiding operational inefficiencies.If you’re a founder, aspiring entrepreneur, or involved in the startup ecosystem, this episode is a must-listen. Get ready to take notes and learn how to steer clear of these common mistakes that can derail even the most promising ventures.Connect with Dan on LinkedIn:https://www.linkedin.com/in/dahurwitz/Connect with Richard on LinkedIn:https://www.linkedin.com/in/richwash/Read Growth Magnet:https://www.linkedin.com/newsletters/...

#leadership , #startupsuccess , #entrepreneurship , #growth , #success

Curious about what it takes to scale a startup to multi-million dollar success?

In this episode, Mike Petroskey reveals his secrets to building high-performing sales teams, the importance of understanding customer psychology, and how to enjoy the ride in the world of sales

Here’s what you’ll learn in this episode:

-  How Mike transitioned from top sales rep to transformational leader

-  Strategies that took his teams from $500K to over $5M in ARR

-  The psychology of sales and connecting with customers on an emotional level

-  Key lessons from Mike’s favorite wins and toughest losses

-  Why mastering the basics is essential for success

-  Insights on empathy, resilience, and finding joy in the sales process

Key Takeaways:

- The power of empathy in understanding and connecting with customers.

- The importance of mentoring and coaching for personal and professional growth.

- Why focusing on fundamentals unlocks higher-level skills.

- The role of luck and circumstances in shaping outcomes.

- Approaching every customer interaction with curiosity and a willingness to learn.

- Success isn’t just about quotas; it’s about enjoying the journey and making meaningful connections.

Mike’s impressive journey, from his early days at Compellent Technologies to leading sales at ArcSite with a 10x ARR growth, shows he knows how to build and scale high-performance teams. His insights into leadership, emotional intelligence, and the importance of having fun in sales will inspire you to take your career to the next level.

👉 Hit play and discover what makes Mike Petroskey tick and how you can apply his strategies to your own career.

#wmyt #whatmakesyoutick #ticktalent

#SalesLeadership

#CareerGrowth

#SalesStrategy

#EmotionalIntelligence

#TechPodcast

If you need to hire the best tech sales people for your startup, watch this!Welcome to Making Revenue Tick! In this special hiring masterclass, Richard, Founder of Tick Talent is joined by executive recruiter and former CRO, Matt Marshall to shoot the breeze on all things tech GTM hiring.Hear the behind the curtain industry secrets of why hiring the right people at the right time is EVERYTHING for driving growth in early-stage startups.What You Will Learn:- How to Hire Like a Champion Without Breaking Team Culture- The Biggest Hiring Mistakes Startups Make- The Importance of Radical Trust and Transparency- Spotting Red Flags in Sales Candidates- Protecting Your Startup Culture- Why ‘Open for Work’ Isn’t a Dealbreaker- Building a Winning CultureIn less than an hour, you will:- Discover strategies to build a strong team without compromising on the values and culture that make your startup unique.- Learn the common pitfalls in early-stage hiring, such as hiring based on personal connections or too far ahead of your company's needs, and how to avoid them.- Understand why trust is non-negotiable in hiring and how open communication can make or break your startup’s success.- Get expert tips on how to evaluate candidates effectively, including the importance of curiosity, asking the right questions, and balancing aggressiveness in sales roles.- Learn how one wrong hire can disrupt your culture and why it’s vital to ensure every team member is aligned with your startup’s values.- We explore the perception of the ‘open for work’ banner on LinkedIn and why it’s crucial to look beyond the surface when evaluating candidates.- Find out how to create an environment where your team feels supported, motivated, and aligned with your startup’s mission and goals.Matt has a proven track record of scaling companies to new heights:- Scaled Citrix Online's revenue from $20M to $80M in four years.- Doubled SuccessFactors' growth in the Human Capital Management market.- Boosted Iterable’s revenue from $2M to $75M in four years.- Increased Spiff’s revenue from $1M to $7M in just 14 months.EMEA: Connect with RichardUSA: Connect with Matt Whether you're a founder, sales leader, or anyone involved in scaling a startup, this episode is packed with actionable insights to help you navigate the complex world of recruitment. Learn from our real-world experiences and get the tools you need to build a thriving, growth-oriented team.🔔 Like and hit the bell to stay updated on all our latest episodes!#HiringMasterclass #startupgrowth #executiverecruitment #teamculture #MakingRevenueTick #salesleadership #techrecruitment #startuphiring #culturebuilding

Return to the office? Not for Alleyoop. How exactly has Gabe Lullo built a company that's growing in this market, when SDR is supposed to be dying!? Alleyoop is a market leading fully remote sales team who are trusted to help grow the revenues of some of the fastest growing tech companies on the planet. Want to learn how?You're about to find out!In this episode of Making Revenue Tick, Richard Washington, the Founder of Tick Talent is joined by Gabe Lullo, CEO of Alleyoop, to explore the secrets behind building and motivating a high-performing remote sales team. Gabe’s insights are invaluable for anyone looking to scale their sales operations and boost team performance. Whether you're a startup founder, sales manager, or aspiring sales professional, this episode is packed with actionable advice and real-world examples.Who are Alleyoop? https://alleyoop.referralrock.com/l/RICHARDWAS14/whoInterested in growing with Alleyoop? https://alleyoop.referralrock.com/l/RICHARDWAS14/🔔 Don't Forget to Subscribe for More Special Masterclass Episodes!Listen to the full episode now and transform your sales team’s performance @whatmakesyoutick📱 Follow Us:- LinkedIn: - Richard - https://www.linkedin.com/in/richwash- Gabe - https://www.linkedin.com/in/lullo/- TikTok - https://www.tiktok.com/@richwashtick?_t=8otVdzHqcYy&_r=1👍 If you enjoyed this video, let us know so we can make more like it soon.#salesleadership #remotework #salesmotivations #salesteam #salestraining #alleyoop #wmyt #whatmakesyoutick #ticktalent #salesmanagement #salesperformance #startupgrowth #techleaders

How to Build a Sales Machine from $0 to $25M ARR | Scott Leese on Making Revenue TickMost founders don’t start a company because they want to. They start because they have to. They’re fed up with how things are, they see a problem that shouldn’t exist, and they go all in to fix it.But the reality is... Building a great product isn’t enough. You have to learn how to sell and SCALE.That’s where Scott Leese, Fractional CRO and GTM Advisor comes in.In this episode, we go deep on:- Why most founders overcomplicate sales (and how to fix it)- The last-shot mentality, why some founders thrive under pressure- How to turn chaotic, founder-led selling into a repeatable machine- The biggest hiring mistake in GTM, and why your first sales hire probably isn’t a VP of Sales- The zero to one phase, why most startups die here and how to make it through- Scott’s personal journey, walking away from corporate, betting on himself, and why getting banned from LinkedIn was a wake-up call“The hardest thing for founders is making sales work without them. The key isn’t just closing deals = it’s simplifying the process so that anyone can do it.” – Scott LeeseIf you’re a founder trying to scale sales or a startup executor looking to make an impact, this episode is for you.Connect with Scott Leese: https://www.linkedin.com/in/scottleese/Join his Surf & Sales Summit in Portugal https://www.surfandsales.com/Connect with Richard on LinkedIn: https://www.linkedin.com/in/richwash/Read the Growth Magnet newsletter: https://www.linkedin.com/newsletters/growth-magnet-7083793079794556928/If this hits home, tell us why and send it to a founder who needs to hear it.#Startups #SalesLeadership #GTM #FounderLedSales #ScottLeese #MakingRevenueTick

Empowering Women in Tech Sales: #GirlsWhoClay Founder Marina Ghilchik's Leadership Secrets / Episode 38Breaking down the essentials of radical candor in leadership.Welcome to another episode of "What Makes You Tick: Tech Leaders Career Stories" This week, we're thrilled to have Marina Ghilchik, an inspiring leader in SDR and sales and founder of #GirlsWhoClay, share her journey and insights.In This Episode Marina and Tolu explore:Career Transition: Her move from banking to sales and the lessons learned.Leadership Motivation: What drives her and how she helps her team succeed.Effective Communication: Engaging with different stakeholders and understanding the importance of unofficial roles.Supportive Community: The role of the SDR Leaders of EMEA network.Radical Candor: Balancing honesty with empathy in leadership.Defining Success: Personal happiness and professional growth.Emotional Intelligence: The importance of self-awareness and empathy for future leaders.Servant Leadership: Combining servant leadership with the meticulous care of a mechanic.Interview Insights: Marina’s favorite interview question that reveals true personality.Practical Advice: Tips for continuous self-development and finding joy in your work.About Marina Ghilchik:Marina is a Global SDR Leader, member of SDR Leaders of EMEA, and a cold call aficionado. She has been recognized as one of the Top 20 SDR Leaders in the UK and is passionate about empowering others in sales development. Additionally, Marina is the founder of the #GirlsWhoClay Think Tank, which aims to foster the adoption of Clay.com among female engineers, RevOps, and GTM practitioners, empowering women to leverage the #Clay platform's flexibility. Check out #GirlsWhoClay: Connect with Marina on LinkedIn:https://www.linkedin.com/in/marinaghilchik/Connect with Richard on LinkedIn: https://www.linkedin.com/in/richwash/🔔 Don’t miss out! Subscribe and hit the bell icon to stay updated with our latest episodes. Share your thoughts and questions in the comments below. We’d love to hear from you!#techleadership #SDRLeadership #MarinaGhilchik #whatmakesyoutick #careerstories #salesleadership #continuouslearning #emotionalintelligence #RadicalCandor #GirlsWhoClay

Have you scaled a tech startup to 20M ARR? These lessons will help.Meet a Tech CEO & Founder who's started & scaled 3 B2B Software companies. What does it take to consistently win in business? And what's the difference between good and elite teams?🎙️ What Makes You Tick: Tech Leaders Career StoriesIn this episode of "What Makes You Tick," we meet Adam Baker, the CEO of Dealpad.io, to explore his career journey in tech, from an IC at Intuit and Salesforce, to starting and scaling B2B software companies. Adam shares the detail and mentality behind his experiences of founding three successful B2B software companies across different industries, from 0 to £20M ARR. The challenges he and his teams faced, and the strategies he used to overcome them.Main Topics Covered:-His Personal Motivations-Adam's Journey as an Entrepreneur-Building B2B Software Companies in Various Industries-Disrupting the Media Industry with Rehash-Combining Software and Sales Expertise with Dealpad.io-Hiring the Right People for the Journey-Hiring the Right People for Each Growth Phase-Experimentation and Adaptability in the Early Stages of Growth-Establishing Processes and Optimising for Growth-Understanding the Customer and Evolving to Meet Their Needs-The Challenges of Letting Go in the Growth JourneyKey Takeaways:-Surround yourself with great people and stay active.-Stay curious and continuously learn.-Discover and solve company-wide problems to drive revenue growth.-Hire people who have been on similar journeys to navigate challenges.-Focus on experimentation and adaptability in early growth stages.-Establish processes and optimize for growth as the company scales.-Understand and continuously evolve to meet customer needs.-Embrace the necessity of letting go of people and customers as the company grows.-Adam also delves into the importance of hiring the right people for each phase of a company's growth, the significance of understanding and evolving with customer needs, and the challenges of letting go of people and customers.-Connect with Adam Baker on LinkedIn: https://www.linkedin.com/in/adamlbaker/-Connect with Richard Washington on LinkedIn: https://www.linkedin.com/in/richwash/-Follow Us:🔔 Subscribe for more tech leaders' career stories.👍 Like this video if you enjoyed it.💬 Comment below with your thoughts and questions.#techleadership #entrepreneurship #B2BSoftware #AdamBaker #WhatMakesYouTick #careerstories #startupgrowth #leadershiplessons #podcast

Join us for an inspiring episode with Jelena Tarbuk, VP of Sales, Americas for Onfido, who believes that great conversations are the key to success. With a rich background working at Verizon, Thomson Reuters, and Talend, Jelena shares how her passion for good conversations and curiosity drives her both personally and professionally. Discover how understanding others and being in a good place can help build strong relationships and lead to successful leadership.In this episode, you'll learn:- How great conversations make Jelena feel alive and happy.- The importance of being genuine, relatable, and engaged to build trust.- Why knowing people's stories and what matters to them is crucial for successful relationships.- How curiosity led Jelena to a career in sales and ultimately to a leadership role.- The biggest challenges in leadership related to understanding people's true potential and building trust.- The role of bravery and intention in effective leadership.- How vulnerability and open conversations can strengthen professional relationships.- The significance of understanding others' perspectives and context for effective communication.Jelena is passionate about the evolution of the sales craft, measuring what matters, and identifying emerging trends in the market space. She thrives in environments that are constantly changing and challenging, aiming for high growth targets. Her passion lies in pipeline management—finding it, building it, and closing deals. Jelena relies heavily on Fanatical Prospecting principles, believing that "one more call" makes all the difference.Building and scaling businesses across geographies, segments, and verticals continues to be her greatest learning challenge. She believes in taking calculated risks and standing out in a sea of those too afraid to act, knowing that every experience is a learning opportunity.Watch now and learn how great conversations can transform your leadership approach!Connect with Jelena on Linkedin: https://www.linkedin.com/in/jelenatarbuk/Connect with Richard on Linkedin: https://www.linkedin.com/in/richwash/Read Growth Magnet now: https://www.linkedin.com/newsletters/7083793079794556928/#leadership #GreatConversations #JelenaTarbuk #buildingtrust #effectivecommunication #CareerInSales #professionalrelationships #relatability #BraveryInLeadership #understandingothers

Meet Andrea Onuigbo, Strategic Sales Leader @Snowflake. But her story to get to this level was anything but easy!Andrea's journey into tech sales is an inspiring tale of resilience, learning, and leadership. From a tough start in door-to-door sales to becoming a strategic sales leader at Snowflake, Andrea shares her experiences and the lessons she's learned along the way. She discusses her impressive, but challenging career progression through Atlassian and Oracle, ultimately leading to her current role at Snowflake in Amsterdam.Topics You'll Learn About:- Andrea's unexpected start in sales- Passion for learning and hyperfixation on niche topics- Balancing ambition with avoiding burnout- Navigating cultural expectations while forging her own path- Challenges faced as a leader during the pandemic- Building camaraderie and trust within remote teams- Importance of self-awareness, coachability, and a competitive edge- Qualities to look for when hiring- Favorite interview questions- Best advice received and lessons learnedConnect with Andrea on LinkedIn: https://www.linkedin.com/in/andreaonuigbo/Connect with Richard on LinkedIn: https://www.linkedin.com/in/richwash/Check out the Growth Magnet newsletter: https://www.linkedin.com/newsletters/7083793079794556928/#techsales #leadershipjourney #careergrowth #salestips #worklifebalance

Welcome to our podcast! Join us for this unique career journey of Alex Shyshko, someone who is known for his expertise in building communities and partnerships that drive revenue growth. From his humble beginnings immigrating from Ukraine to the San Francisco Bay Area at 13, Alex shares how his early experiences shaped his career path. And how he grew to become a Chief Revenue Officer (CRO).What's inside:- Alex shares his passion for building things, both personally and professionally.- Reflecting on his immigrant experience, Alex discusses the importance of building networks and communities.- Transitioning from sales to partnerships: Alex's pivotal career shift.- The challenges and rewards of moving from sales to partnerships.- What motivated Alex to take the risk of transitioning careers.- Alex's insights on leadership and learning from mentors.- Why Outbound Funnel chose a partner-led growth strategy.- Discover the vision behind Outbound Funnel and how it supports sales teams.- Favorite success stories from Outbound Funnel’s partnerships.- Alex shares key lessons in leadership from his career journey.About Outbound Funnel:Outbound Funnel specializes in implementation, onboarding, training, and migration for sales and revenue operations teams. They partner with leading platforms like Outreach, Gong, SalesLoft, and more to enhance sales effectiveness and efficiency.Connect with Richard on LinkedIn: https://www.linkedin.com/in/richwash/Connect with Alexander on LinkedIn: https://www.linkedin.com/in/alexandershyshko/Checkout our Growth Magnet newsletter: https://www.linkedin.com/newsletters/7083793079794556928/Subscribe for More:Don’t miss out on future episodes! Subscribe to our channel for insightful discussions and inspiring stories from industry experts like Alex Shyshko.#americandream #careerjourney #leadershipinsights #revenuegrowth #immigrantsuccess

📢 Attention VCs, PEs, Founders, and Senior Leaders of Growth Mode Tech Start-ups and Scale-ups. Want insights to help you answer this critical question... ❓ What’s the Best Chief Revenue Officer Model for Our Business ❓ Grant Richardson spills the beans on the CRO strategies available to you, and the main considerations in favour of each. Grant's extensive GTM and growth experience, including 25 years at BAE Systems and Aggreko, and several other interim and fractional CRO roles in tech start-ups and scale-ups, brings a wealth of knowledge to this discussion. -------------------------------------------------------------------- Here's a flavour of the topics we cover in this hyper-relevant interview in this market: ✅ The decision to hire a CRO should be based on the stage of growth of the business and the capability of the existing team. ✅ Fractional CROs can be beneficial for early-stage businesses with capable teams that need guidance and mentorship, while ✅ Interim may be needed when a Sales & Marketing organisation is “in crisis” and needs a ready-made leader to step in for a short period, define the direction and lead. ✅ Full-time CROs may be necessary for businesses that have reached a point where permanent leadership is required due to scale or the owner/investor wants to “over-recruit” based on future requirements. Interested in this topic? Watch it now and connect with Grant and Richard on LinkedIn to continue the conversation. Connect with Grant: https://www.linkedin.com/in/grant-a-richardson/ Connect with Richard: https://www.linkedin.com/in/richwash/ Share your thoughts in the comments below! Follow  @WhatMakesYouTick  for inspiring tech leaders career stories - and revenue growth tips. #Revenuestategy #ChiefRevenueOfficer #businessleadership #TechFounders #venturecapital

Are you a tech entrepreneur looking to scale your startup and secure investment? In this insight-rich conversation, we bring you "10 Essential Tips for Startup Scaling: VC Insights from a Tech Investment Expert.". Part of our Making Revenue Tick series of content. Our guest, Silvia Lupu, CEO of Hikaro Capital of New York, Dubai and Luxembourg. Is a seasoned expert in the financial and investment industry, shares invaluable advice with Richard Washington, MD of Tick Talent to give answers for tech founders at various stages, from angel funding to series C. In this conversation, we answer crucial questions such as: 🔹 What are the key challenges of raising funds for your startup? 🔹 How can you structure your team effectively to attract investors? 🔹 What types of funding are available and which one suits your startup? 🔹 What are the current trends that captivate venture capitalists? Learn how to navigate the competitive landscape and position your startup for growth. Whether you're an early-stage entrepreneur or a serial founder veteran, these tips are a must-know for anyone seeking to take their tech startup to the next level in 2023. 📈 Don't miss out on this opportunity to learn from a tech investment expert. Hit the "Subscribe" button, like the video, and share it with fellow entrepreneurs who can benefit from this expert advice. Leave your comments and questions below, and we'll make sure to address them in future videos. 🤝

Want to learn about SDR Leadership from a Senior Director of Snowflake, Qlik, and Talend?

Join Catherine Olivier as she shares her career journey from being a paralegal to leading global sales development teams in some of the most respected names in B2B Tech.

In this brilliant episode, Catherine shares the nuances of nurturing young professionals, the power of authentic leadership, and the importance of personalized and targeted messaging within sales.

Catherine's wealth of experience offers invaluable insights into the evolution of SDR & ISR roles, highlighting how strategic communication and problem-solving skills from her law career have seamlessly integrated into her sales leadership methods.

Whether you're an aspiring SDR or a seasoned sales leader, Catherine's story will inspire you to leverage your unique background to excel in your role.

Expect to hear:

- How Catherine builds strong, genuine connections within her teams.

- The challenges and triumphs of leading sales development across different cultures and high-profile brands.

- Practical advice for SDRs to prove their impact on organizational revenue.

- Catherine’s perspective on maintaining personal touch despite the drive towards automation and data-driven sales processes.

This episode is a must-watch for anyone looking to enhance their leadership skills and understand the strategic roles that SDRs and ISRs play in the broader business ecosystem.

Tune in to glean lessons from Catherine's remarkable shift from legal expertise to sales excellence.

🔗 Connect with Catherine on LinkedIn: https://www.linkedin.com/in/catherine-olivier/

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

🔗 Join the SDR Leaders of EMEA community: https://www.linkedin.com/company/sdr-leaders-of-emea/

📌 Don’t forget to subscribe for more insights from industry leaders!

#leadership #salesdevelopment #sdr #ISR #careertransitions #salesstrategy #authenticleadership #SDRLeadersofEMEA #snowflake

Hiring sales people right first time isn't easy. And getting it wrong can cost 10-20X their salary.

Don't make the same mistakes we all did early in our leadership careers, learn from our mistakes and our wins.

In this episode of Making Revenue Tick, Richard sits down with Meredith Chandler, Head of Sales and Consultant in the Bay Area, for a no-nonsense chat about the biggest hiring mistakes and how to avoid them.

Meredith brings her wealth of experience to the table, offering practical tips to sharpen your hiring game and secure top talent.🔍

Topics Covered:

- Common hiring pitfalls and challenges

- Defining job duties and required skills with precision

- Using open-ended questions to dig deep into candidates' abilities

- Evaluating performance with a keen eye on the numbers

- Keeping interview questions consistent for better decision-making

- Conducting thorough reference checks to validate candidates

- Selling your company's vision to attract top talent

- Streamlining the hiring process to avoid analysis paralysis

📌 Key Takeaways:

- Be crystal clear on job duties and required skills to avoid hiring mistakes.

- Ask open-ended questions to uncover deeper insights into candidates' skills and experiences.

- Dig into numbers and ask contextual questions for accurate performance evaluation.

- Maintain consistency in interview questions to identify patterns and make informed decisions.

- Conduct thorough reference checks to validate candidates' claims and assess their fit.

- Sell the company’s vision to attract top candidates.

- Move quickly through the recruitment process to secure the best candidates.

Join us for this practical guide on improving your hiring process and ensuring you get the right talent on board.

Don't forget to like, subscribe, and hit the notification bell for more episodes on tech leadership and making revenue tick!

Connect with Meredith Chandler:

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

- Website: www.merediththesalescoach.com

Connect with Richard Washington:

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

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

#SalesHiring

#techleadership

#hiringtips

#recruitmentstrategy

#leadershippodcast

From Google to Waze, Fin's career has been about loving new problems and growing teams to solve them.

Join us for an epic conversation where Finlay Clark, a strong force behind Otta.com’s commercial strategy, unpacks his journey from his early days in hospitality to leading the charge at Google and Waze.

Fin’s career is a playbook of mastering change and seizing opportunities at the sharp end of the tech frontier.🔥

What we’re unpacking:

- Edge of Innovation: How a relentless pursuit of the new has shaped Fin’s career and successes.

- Relationship Power: Unlocking growth through genuine connections.

- Strategic Moves: Fin’s transition tales from global giants like Google to startup successes.

- Leadership on the Frontline: Real talk on what makes or breaks leaders in the tech game.

- Values in Action: How sticking to core values can steer companies to new heights.

Perfect for entrepreneurs, tech enthusiasts, and anyone ready to be inspired!

🎧 Hit play to spark some ideas for your own career trajectory with insights from a tech trailblazer!

Don’t forget to like, subscribe, and ring that bell for more explosive sales leadership and career growth content!

Let’s Connect on LinkedIn:

Finlay Clark: https://www.linkedin.com/in/finlayclark/

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

About Finlay Clark:

Meet Finlay Clark, VP Commercial at Otta.com, previously steering growth strategies at Arrival and commanding the helm as UK Country Manager at Waze. Known for his strategic prowess and a knack for transformative leadership, Fin has consistently propelled brands into new markets with flair and a deep understanding of digital ecosystems. From luxurious hotels to the heights of tech innovation, Fin’s journey is nothing short of inspiring.

#careergrowth #techleadership #innovation #DigitalPioneers #google #waze #Otta

Not Everyone Should Be a Founder—Here’s Why Intrapreneurs Win Big

🚀 The latest episode of What Makes You Tick is LIVE, and this one’s a game-changer.

Tolu sat down with Rich Patterson—a GTM powerhouse who’s built and scaled revenue teams at high-growth startups. He ran his own company for 10 years, led sales teams at Groupon and beyond, and knows what it really takes to drive success—whether you're a founder, an executive, or a top performer looking to make your mark.

Inside This Episode:

✅ The 4 F’s of Motivation—the framework that reveals what truly drives high performers

✅ Why Intrapreneurs Win—you don’t need to be a founder to build wealth, autonomy, and impact

✅ Hiring for a Winning Mindset—what separates top GTM talent from the rest

✅ Door-to-Door Sales Lessons—how knocking on 100+ doors a day built resilience & sales mastery

✅ The Art of Influence—how to get buy-in, drive change, and lead teams to victory

✅ Framework vs. Process in Sales—why rigid methodologies don’t work & what to do instead

🎧 Watch or listen now!

📌 Follow Rich Patterson on LinkedIn: https://www.linkedin.com/in/richhitsgoals/

📌 Connect with Richard Washington for more GTM hiring insights: https://www.linkedin.com/in/richwash/

🔊 About the Podcast:

Hello founders, leaders, and growth-minded people—welcome to the What Makes You Tick Podcast Channel!

We bring you the stories, strategies, and decisions that define the real success formula in tech.

👉 Here’s the big idea: The best lessons don’t always come from celebrity CEOs. They come from the people who are doing it—leaders who’ve taken bold steps, made hard decisions, failed a bunch of times, and built something real.

If you’re scaling your first or tenth startup, or navigating your next 10X career move, this pod is for you.

📲 Subscribe & Hit the Bell so you never miss an episode!

#SalesLeadership #GTM #Intrapreneurship #StartupGrowth #SalesMindset #Multipliers #WhatMakesYouTick

Would you quit the family business to pursue your own path? Even if it was against the advice of your parents?In this episode of  @WhatMakesYouTick  Tech Leaders Career Stories," we welcome David Vertin, Vice President of Sales & Business Development at Salesloft. David shares his phenomenal journey from working in his family business to becoming a sales VP, leading hundreds of revenue professionals around the globe.Tune in as David discusses the importance of understanding customer challenges, the SPIN selling methodology, and the science of closing deals. He also reflects on his experiences as a manager, the evolution of the SDR role, and the critical need for investing in SDR development. Key Takeaways:- The significance of understanding customer challenges and delivering value in sales.- An overview of the SPIN selling methodology.- The art and science of closing deals.- Effective sales management and coaching strategies.- The evolving role of SDRs and their importance in modern sales organizations.- Leadership qualities that drive team success.Topics Covered:- What Makes David Tick?- Early Sales Experience and Choosing a Career Path- Transitioning from Family Business to SaaS Sales- Lessons Learned at Network for Good- The Science of Closing Deals- Becoming a Sales Manager and Balancing Expectations- Transitioning to Remote Team Management- Investing in the Development of SDRs- Building a Business Case for SDRs- Expanding the SDR Team and Sales Operations- Implementing SalesLoft and Modernizing Tech Stack- Managing Multiple SDR Teams in a Merger- Transitioning to SalesLoft- Building a Culture of Learning and Development- Improving Communication and Training- Hiring for Strategic and Collaborative Roles- The Evolution and Future of the SDR Role- The Difference Between Good and Great Leadership- Key Qualities in Hiring for SDR Roles- Finding the Right Fit in Company StageConnect with David on LinkedIn: https://www.linkedin.com/in/davidvertin/Connect with Richard on LinkedIn: https://www.linkedin.com/in/richwash/Get the Growth Magnet newsletter on LinkedIn: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928See you next week to meet your next virtual mentor from the world of tech sales.#sales #salesmanagement #techleadership #careerjourney #Salesloft #sdr #bdr #SPINSelling #leadership #salesstrategy #podcast

From The Lab to Tech Leadership - Randi-Sue Deckard's Journey of Career Changes and Major Growth

Join us in this fascinating conversation with Randi-Sue Deckard, a clinical scientist turned tech executive and Co-Chair of the Pavilion DFW Chapter.

Hear how Randi-Sue uses her scientific background to revolutionize customer engagement and drive revenue growth in the tech industry.

Episode Chapters:

- The Science of Curiosity in Leadership

- Transitioning from Clinical Scientist to Tech Executive

- The Art of Experimentation in Business

- Data-Driven Decisions and Leadership

- Embracing Change and Continuous Improvement

- Building Community and Leading with Empathy

- Practical Advice for Aspiring Tech Leaders

- Wrap-up and Final InsightsKey

Takeaways:

- Harnessing Curiosity: How Randi-Sue’s innate curiosity has fueled her career transition and success.

- Scientific Approach to Business: Utilizing experimental and data-driven methods to solve complex business challenges.

- Leadership Philosophy: Integrating scientific rigor with empathetic leadership to foster innovative and resilient teams.

- Adaptability and Growth: Embracing change and leveraging continuous learning to drive personal and professional development.

- Community Impact: Randi-Sue’s role in shaping the tech community through her leadership at Pavilion and beyond.

About Randi-Sue Deckard:

A visionary leader with a unique blend of scientific training and business acumen, Randi-Sue has transformed the landscape of customer success and revenue growth. As Co-Chair of Pavilion's DFW Chapter, she continues to influence and inspire the tech community.

Connect with Randi-Sue on LinkedIn: https://www.linkedin.com/in/randisuedeckard

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

Don't miss the wisdom and insights Randi-Sue shares about navigating and succeeding in the dynamic world of tech.

Whether you're a budding entrepreneur, a tech enthusiast, or a seasoned executive, there's something in this episode for everyone.

Listen, learn, and be inspired to experiment in your own career. Tune in now!

Join Pavilion through this exclusive referral link: https://referrals.joinpavilion.com/l/1RICHARDWAS49/

#pavilion #podcast #careerchange #careergrowth #careeradvice #techsales

What makes a GREAT Customer Success Organisation in tech?

Let's explore the intricate tapestry of leadership and innovation in CS and Revenue teams in tech.

Today, we're thrilled to sit down with Marco Carrubba, an award-winning leader in Customer Success, whose career spans prestigious stints at Microsoft, VMware, and Vodafone.

In this episode, Marco shares his insights on:

- 🌟 Unleashing People's Creativity in Business: I delve into how creative thinking has not just shaped my career, but also fueled my teams' success across the globe.

- 🌍 The Power of Cultural Flexibility: I'll discuss how my international experiences have enriched my approach to customer relationships and team dynamics.

- 🛠 Navigating Leadership Challenges: From tough decisions to fostering empathy, I explore the complexities of leading in the tech world.

- 📈 Understanding Customer Success Roles - Hunters vs. Farmers: I explain the nuances between these roles and their critical importance in sustaining customer loyalty.

- 🚀 Inspiring Team Excellence: Discover my strategies for motivating and guiding teams towards innovative solutions and peak performance.

- 🗣 Championing Diversity: I'll highlight how diverse perspectives enhance creativity and lead to better problem-solving within teams.

- 🔑 Essential Advice for Emerging Leaders: Gain from my experiences with practical advice for those aspiring to lead in tech.

Why tune in?

Join us to gain firsthand knowledge from someone who's passionately committed to enhancing not only business outcomes but also the personal growth of his teams.

Whether you're just starting out or looking to deepen your leadership skills, this episode is packed with actionable insights.

Make sure to like, subscribe, and hit the notification bell to catch all our conversations with the trailblazers in tech.

Connect with Marco on all things Customer Success - https://www.linkedin.com/in/marcocarrubba/

Connect with Richard on all things Scaling teams - https://www.linkedin.com/in/richwash/

#customersuccess #leadership #techcareers #podcast #innovation

What if some of what you knew about Channel Growth was a LIE?

5 Channel Myths & Lies Everyone Still Believes (And 1 Truth) | Craig Booth Explains All

Welcome to this special Masterclass edition of the  @WhatMakesYouTick  podcast, brought to you by Tick Talent. In this episode of "Making Revenue Tick," Craig dismantles outdated channel sales myths and shares his real-world innovative strategies and examples for 2024.

With extensive experience in sales transformation and notable success in driving revenue growth, Craig offers valuable insights for redefining sales partnership dynamics.

What You'll Learn:

- Modern Channel Dynamics:Understand how channel sales have evolved and what that means for your strategy.

- Indirect Sales Acceleration Model (ISAM): Get a detailed guide to rejuvenating your channel sales.

Five Common Channel Myths:

- Is it just about adding more partners?

- Do old strategies still work?

- Does more activity always mean more sales?

- Are partner programs sufficient on their own?

- Is external help unnecessary in channel sales?🎙️

Featured Expert: Craig Booth, a recognized Sales & Channel Sales Expert with a proven track record in achieving and exceeding revenue targets. Craig's strategic acumen and operational management skills have consistently led sales teams to outperform their goals.

👉 Watch, Listen, Learn: These insights are designed to uplevel your channel sales strategy, making it a must-watch for CROs, channel managers, and business leaders striving for top performance in revenue growth.

📧 For inquiries, connect with Craig directly at Craig@channel-force.com or on LI: https://www.linkedin.com/in/chbooth308/

Subscribe for more expert tips on all things Tech Scaling and Startups brought to you by Tick Talent: https://www.tick-talent.com/

Hiring for channel roles?

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

#channelsales #salesstrategy #businessgrowth #techsales #ChannelForce #channel #MakingRevenueTick

In this special episode, David Wilkins gets in to the challenges and opportunities within the SDR organization in 2024. From debunking outdated perceptions to outlining strategies for success, David provides a wealth of actionable insights for tech founders and CEOs aiming to build the best SDR function in the market.

Summary:

David highlights the broken state of the SDR organization, emphasizing the critical need for a shift in mindset. He addresses the challenge of quantifying the ROI of the SDR function, shedding light on the consequences of misalignment between SDRs, marketing, and sales. David underscores the importance of SDRs having a seat at the executive table and shares valuable strategies for effective recruitment, onboarding, and alignment.

Takeaways:

- The SDR organization is broken due to outdated perceptions and ROI misunderstanding.

- Alignment between SDRs, marketing, and sales is crucial but often lacking.

- The ideal SDR function involves alignment between functions and objective success metrics.

- Account-based marketing (ABM) and product-led growth (PLG) are key strategies for success.

- Effective recruitment and onboarding are essential for building a high-performing SDR team.

Chapters:

- Introduction and Background

- The Broken SDR Organization

- Understanding the Gaps in SDR Organizations

- The SDR Leaders of EMEA Community

- Alignment Issues between SDRs and Marketing

- Alignment Issues between SDRs and Sales

- Should SDRs Report into Sales or Marketing?

- Ideal State: ABM Strategy and Alignment

- Threshold for SDRs as the Relevant Solution

- Product-Led Growth (PLG)

- Cost and Impact of Lack of Alignment

- ABM Strategy Importance

- Setting up ABM Strategy

- Hiring and Onboarding SDRs

- Successful Onboarding Program

- Importance of SDR Role

- Effective SDR Recruitment Process

- Getting Help from David Wilkins and Saleswise

- Hiring Reps & Execs with Tick Talent and Richard Washington

Connect with David Wilkins:

LinkedIn: [https://www.linkedin.com/in/daveewilkins/]

Join the SDR Leaders of EMEA community: [https://www.linkedin.com/company/sdr-leaders-of-emea]

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

#salesdevelopment

#SDRStrategy

#RevenueAcceleration

#SalesAlignment

#TechFounders

Sales is a Team Sport, in 2024, now more than ever before in tech.

Join us in this special masterclass episode - 'Making Revenue Tick' as we explore current strategies in go-to-market (GTM) and revenue team dynamics.

Kartik Gade, a seasoned leader in enterprise tech sales, shares his extensive experience and innovative approaches to overcoming common pitfalls in scaling businesses.

This episode is a must-watch for anyone in tech sales, from startups to Fortune 500 companies, looking to refine their GTM strategy and foster a culture of collaboration.

What You'll Learn:

- Transitioning from Founder-Led Sales: Kartik discusses strategies for startups evolving to professional sales management.

- Community's Role in GTM: Discover the impact of building a community on your GTM strategy.

- Ensuring Product Readiness: Insights on aligning product development with market demands.

- Cultivating Collaboration: Effective methods to maintain collaboration as your business scales.

- Harnessing Success Stories: Utilizing customer success stories to fuel growth.

Episode Highlights:

- Kartik's journey and evolution in tech sales.

- The shifting landscape of GTM strategies in 2024.

- Practical tips for maintaining team alignment and avoiding silos.

- Real-world examples of successful team-based sales strategies.

Watch/Listen on YouTube, Spotify, and Apple Podcasts to gain valuable insights into re-imagining revenue teams and avoiding GTM silos in 2024.

#techsales#GTMStrategy #revenuegrowth #KartikGade #MakingRevenueTick

Oscar Ganuza on the intricacies of tech leadership, cultural adaptability, and the art of scaling businesses in the fast-evolving technology sector.

With over 15 years of senior leadership experience, Oscar shares profound insights from his journey, emphasizing the pivotal role of understanding and nurturing team growth, strategic innovation, and the significance of embracing change.

This episode is a treasure trove of wisdom for anyone aiming to excel in tech leadership or seeking to navigate their career growth in technology-related industries.

In This Episode, You Will Discover:

- **The Essence of Leadership**: Oscar believes that effective leadership starts with genuinely understanding and supporting individual team members' growth, revealing that the foundation of leadership is deeply rooted in people.

- **Balancing Innate and Learned Skills**: Learn how Oscar views leadership as a combination of innate traits and skills cultivated through diverse cultural exposures and experiences, offering a unique perspective on developing leadership qualities.

- **Navigating Cultural and Industry Transitions**: Oscar shares his experiences of adapting to different cultures and leadership styles, and the challenges and rewards of moving between industries—insights crucial for any leader facing or contemplating change.

- **Strategies for Scaling Success**: From doubling Logitech's revenue to launching Colt Technology Services' Software Division, Oscar discusses his strategies for building diverse teams, crafting successful go-to-market strategies, and the dynamics of scaling businesses for market expansion.

- **Fostering a High-Performing Culture**: Discover how Oscar's hands-on leadership approach has been instrumental in mentoring talent and fostering a culture of excellence, agility, and resilience, driving operational efficiency and profitability.

**Key Takeaways for Listeners:**

- Gain actionable insights on designing and implementing GTM strategies that lead to successful market entry and expansion.

- Understand the importance of adaptability and humility in leadership, especially when leading cross-functional and geographically dispersed teams.

- Learn from Oscar's proven track record in driving revenue growth and strategic execution across sales, customer success, and marketing.

- Get inspired by Oscar's passion for building and nurturing multicultural teams and expanding into new territories, fostering a people-centric and customer-driven culture.

**Why This Episode Is a Must-Listen:**

For current and aspiring tech leaders, Oscar Ganuza's journey offers a roadmap filled with strategic insights and innovative leadership across various industries to exceed growth objectives and benchmarks.

Whether you're navigating your first leadership role or looking to refine your approach in a senior position, Oscar's story provides actionable advice and reflections that resonate with the challenges of leading in the tech sector.

Tune in to unlock the secrets of resilient, adaptable, and impactful leadership with Oscar Ganuza, and empower yourself with the knowledge and strategies to lead your team to new heights in the tech industry.

#Leadership

#Scaling

#Innovation

#Adaptability

#Growth

Catch the Latest  @WhatMakesYouTick  Episode with Meredith Chandler, Tech Sales Powerhouse!

Ready to hear the secrets of thriving in tech sales and leadership in the Valley?

You'll love our conversation with Meredith Chandler, the dynamic Head of Sales at pclub.io, on March 21st.

Meredith isn't holding back—get ready for some real talk on what drives success in the fast-paced world of technology sales.

This Episode Unpacks:

- Financial Drive: Discover why a hunger for success and financial motivation can be your biggest assets in tech sales.

- The Art of Listening: Meredith shares why mastering active listening can skyrocket your sales strategy.

- Leadership Like No Other: Transitioning from sales rep to leadership isn't just a step up; it's a whole new game. Get the playbook from someone who's lived it.

- Start-Up Life: Hear about the rollercoaster ride of working with startups— the good, the bad, and the lessons that come with risk-taking.

- Career Moves: From navigating career risks (yep, including crypto gambles) to advocating for your next big promotion, Meredith's insights are gold.

Why You Can't Miss This:

Whether you're eyeing the next level in your sales career, leading a team, or just fascinated by the tech startup ecosystem, this episode is packed with actionable insights, personal anecdotes, and Meredith's no-nonsense approach to professional growth.

👉 Be the First to Watch! Hit the notification bell so you don't miss out on this masterclass in sales and leadership excellence.

Loved the episode? Have questions or want to share your takeaways? Drop a comment below!

We're all about fostering a community of motivated professionals eager to grow and learn.

Stay Updated:

Digging the insights from "What Makes You Tick"?

Subscribe to our channel for a steady stream of conversations with the brightest minds in tech, sales, and leadership.

Don't miss a beat in your professional journey.

#salesleadership #techstartups #careerdevelopment #professionalgrowth #techsales #salesstrategy #leadershipinsights #risktaking #activelistening #motivation

Making Revenue Tick - Top of Funnel to Revenue Masterclass for 2024 with GTM Maestro, Boston's finest, Aaron Rissler.

Richard Washington, Founder of Tick Talent speaks with Aaron Rissler, the exceptional VP of Inside Sales at Buyers Edge, for a deep dive into the fusion of AI and human expertise to redefine the tech sales playbook for 2024.

Will AI take our jobs? And will AI replace SDRs? Has automation ruined outbound?

We don't believe so. And on this conversation you'll hear why (with evidence).

Blending AI with that human spark to not just hit targets but to smash them in 2024 is THE playbook for winning GTM teams.

Ready to challenge everything you thought you knew about pipeline generation, sales development and inside sales?

The main topics you'll hear about:

- 2024: The Year of More with Less: Aaron shares, "It's about really dialing in, doing more with less, but keeping it human at the core."

- Solving for Revenue: Moving beyond just activities to truly understanding the impact on the P&L.

- Elevating Pipeline Quality: Why incremental changes and a focus on authentic conversations are game-changers.

- The DNA of a Winning Sales Team: Aaron breaks down the must-haves: coachability, resilience, and a knack for genuine connection.

- AI as Your Ally, Not Replacement: Discover how AI can amplify our human strengths, making sales more insightful and less intrusive.

- The Art of Being Human: Aaron emphasizes, "Letting salespeople be themselves is not just nice, it’s essential."

- Future-Proofing Sales Talent: Navigating the talent funnel with an eye on nurturing high-caliber leaders for robust sales teams.

Join Richard and Aaron in a conversation that's as much about heart as it is about sales strategy.

Aaron doesn't just share tactics; he shares a vision for a sales world where technology and humanity dance in harmony, driving revenue and pipeline quality to new heights.

"It's about being a good steward of the vocation of sales development" - so let's get learning!

🔗 Get Connected & Continue the Conversation:Connected with Aaron Rissler for more insights https://www.linkedin.com/in/aaronmrissler/

Follow @whatmakesyoutick for the latest episodes and expert takes on the future of sales https://www.linkedin.com/in/richwash/

Don't forget to subscribe to our channel for a front-row seat to the evolving world of sales, through the lens of those leading the charge.

#MakingRevenueTick #AaronRissler #TechSales2024 #aiandhumanity #SalesInnovation #FutureOfSales #TechSalesPodcast

An International Tech Startups Guide to Successful US ExpansionDo you have any of these questions?1) How do I successfully take my international brand into the American market?2) What are the key differences and nuances in expanding a business to the US compared to other markets?3) How should I set up sales and marketing strategies specifically for success in the American market?4) What is the importance of having a named account strategy in the US?5) How can fractional executives benefit a tech startup looking to expand into the US?6) How do I manage and meet investor expectations while expanding into the American market?7) What are the advantages and challenges of building a duplicative corporate structure in the US?8) How do I avoid the common pitfalls of half-hearted market entry strategies?9) Why is a thorough commitment to the American market essential for long-term success?10) How can grounded and realistic leadership navigate the complexities of the US market for a tech startup? If yes, join us in this masterclass episode of Making Revenue Tick as we peel back the layers of successfully expanding your business into the American market. Richard Washington, Founder of Tick Talent is joined by seasoned Chief Revenue Officer, Bradley Paster. With years of experience leading international brands into the US, Bradley shares his real-world insights into the nuances, strategies, and meticulous planning required to not just enter but thrive in one of the world's most lucrative markets.🔍 What You'll Discover:- The allure of the American market and what makes it a coveted destination for founder-led, venture-backed companies aiming for smart revenue growth.- Key strategies for setting up sales and marketing for triumph in the US, including the significance of building a duplicative corporate structure and fully committing to the market.- The value of named account strategies and fractional executives in crafting a focused and aligned approach to market penetration.- How to manage expectations with investors, update them on milestones, and engage them in your expansion journey.🎙️ Episode Highlights:- Bradley's background and firsthand experiences with international brands making their US debut.- Understanding the target audience for expanding into the US and navigating the complexities of the market.- Practical advice on avoiding half-assed approaches and appreciating grounded, realistic leadership.👥 For Founders & Sales Leaders:This episode is a goldmine for founder-led, venture-backed companies, sales leaders, and anyone looking to understand the intricacies of expanding into the US market. Bradley Paster’s stories and strategies will guide you through the challenges and set you up for success.📅 Tune in now and equip yourself with the knowledge to master the American market without making an ass of it. Let’s make your American dream a successful reality!#us #salesstrategy #internationalbusiness #venturecapital #revenuegrowth #marketentry #salesleadership

How do you go from leading revenue teams to building a startup from scratch? Jordan Kennedy, CEO & Co-Founder of Jump, shares his raw and honest founder journey—from balancing family and entrepreneurship to rethinking go-to-market strategies.

Questions We Answer in This Episode:

🔹 How do you transition from a revenue leader to a founder?

🔹 What are the biggest mistakes founders make when scaling?

🔹 Why do non-scalable efforts matter in the early days?

🔹 How do you fund a startup without falling into the VC trap?

🔹 What are the best networking strategies for finding co-founders?

About Jordan Kennedy & Jump

Jordan spent over a decade as a revenue leader before taking the leap into entrepreneurship. As the CEO & Co-Founder of Jump, he’s on a mission to help revenue leaders optimize their time and focus on the moments that move the needle. With a deep passion for efficiency, networking, and sustainable growth, Jordan brings a fresh perspective on what it really takes to build a company—without burning out.

What You’ll Learn from This Episode:

✅ The real challenges of balancing family life and building a startup

✅ How to avoid common founder pitfalls in go-to-market planning

✅ The power of doing things that don’t scale early on

✅ Why referrals & networking beat traditional outbound sales

✅ How to build a founder brand that attracts the right opportunities

💬 What’s the biggest challenge you’ve faced in starting something new?

Connect with Jordan: https://www.linkedin.com/in/jordan-kennedy-15656010/

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

Check out Jump: https://jumprevenue.com/

Check out Tick Talent: https://www.tick-talent.com/

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

🔔 Don’t forget to LIKE & SUBSCRIBE for more founder insights!

#startup #founder #entrepreneurship #gotomarket #gtm #leadership #jumprevenue #ticktalent #wmyt #whatmakesyoutick

Join us in a profound tech leaders career journey from an entrepreneurial background in Belfast to becoming a trailblazer in AI sales leadership with Siobhan Gallagher.

This episode delves into:

1) Navigating Leadership Challenges: Insights into leading with resilience during tough times.

2) Embracing Neurodiversity: How fostering diversity strengthens team dynamics.

3) Scaling Success: Key strategies for growing your business effectively in 2024.

4) Plus, Siobhan shares invaluable perspectives on:

- Empathy & Authenticity: The cornerstone of impactful sales leadership.

- Customer Retention vs. Acquisition: Why nurturing existing customers is crucial in today's market.

- Career Advancement Tips: Actionable advice for budding tech sales professionals.

- Diversity is multifaceted. Learn from a leader who's navigated growth amid economic downturns—a vital asset your startup can't overlook.

Are you ready to gain insights into building empathetic and diverse tech sales teams?

#leadership #neurodiversity #careergrowth #empathy #scaleups #techsales #salesleadership #startupgrowth #salestips #professionaldevelopment #businessscaling #customerretention #authenticleadership #teambuilding #salessuccess #empatheticleadership #techindustry #salesstrategy #businessinsights #WhatMakesYouTick

Are you ready? To listen to Volker Ballueder's career story. 👀 The phone-shy telemarketing rep, who rose to great heights in sales leadership...

7 (ja, sieben!) redundancies later, used it as fuel to find his passion and purpose, become a podcast legend, much loved fractional leader, exec coach, and advocate for a mentally healthy and happy life.

Du wirst es lernen? (you don't even need me to translate...)

📈 Sales Hacking: Volker's strategies for low-risk sales trials and building powerhouse sales teams from scratch. Startup and scale-up gold!

💡 Leadership Gems: What truly makes a great leader? Confidence, integrity, and that magic touch of emotional intelligence.

🧠 Mental Health in Sales: The silent battle. Volker highlights the critical need for mental wellness in the high-pressure world of revenue.... plus much more...

It's a schön mix of high-level strategy, hands-on tactics, and direct lessons on modern leadership and building your resilience muscle.

E.26 is a do-not-miss conversation for business leaders looking to find their happy/successful balance.

Also covered in this conversation:

- Companies can use a low-cost way to trial sales by hiring experienced salespeople on a part-time basis.

- Investing in a full-time salesperson can be a huge risk for startups and scale-ups with long sales cycles.

- Building sales strategies and teams is essential for companies that have relied on their network and reputation.

- A great leader has confidence, integrity, and emotional intelligence and is an integral part of the team.

- When hiring, experience, personality, and past success are important factors to consider.

- If given the chance to start their career again, Volker would have stayed longer in certain roles to build experience and a network.

- Experiencing redundancies taught Volker resilience and the importance of mental health in sales.

- Addressing mental health in sales is crucial, as salespeople often face immense pressure and stress.

#TechSalesLeadership#SalesResilience#ExecutiveWellbeing#StartupSalesStrategies#SalesTeamBuilding

Scaling your startup's revenue is a monumental task, fraught with challenges and high-stakes decisions.

This episode is a must-watch for anyone at the helm of a tech startup or considering the leap.

Join Tech CRO, Alex Boronin and Richard Washington, Founder of Tick Talent as we debate the roles of Fractional Revenue Executives vs. Consultants. Particularly a Fractional Chief Revenue Officer (CRO).

What This Episode explores:

- Understanding Fractional Roles in Tech: We explore the spectrum of fractional positions available, detailing how these roles differ from their full-time counterparts and the unique benefits they offer.

- The Role of a Fractional CRO: Delve into the specific functions and responsibilities of a Fractional CRO, and why their strategic oversight is crucial for tech startups aiming for rapid growth.

- Strategies for Product Market Fit and Sales Excellence: Learn how fractional executives approach critical areas such as product-market fit, pricing strategies, and sales methodologies for unparalleled growth.

- Challenges in Tech Startups and Overcoming Them: We tackle common obstacles tech startups face and discuss how a Fractional CRO can be a game-changer in navigating these waters.

- Practical Strategies: Arm yourself with actionable strategies to achieve product-market fit and catapult sales success.

- A Clear Understanding of Fractional Roles: Demystify the concept of fractional work in tech, aiding founders and VCs in recognizing when and how to effectively leverage these pivotal roles.

Who is this for?

For VCs and Tech Founders: Gain invaluable insights into the transformative role and impact of fractional executives on sales and market positioning.

Whether you're wrestling with scaling challenges, contemplating leadership hiring, or seeking to refine your sales strategy, this episode is tailored to offer clarity, direction, and innovative solutions.

#techleadership #StartupScaling #FractionalCRO #techinnovation #startupgrowth

From Washington DC, starting his tech career as a renewals rep, to becoming a worldwide VP of sales. With companies like Oracle, Adobe, IBM, Akamai, Instart Logic, Cloudflare, Kognos and Qohash - this man knows what success looks like!

Josh Pearson is a great example of building a successful career in tech sales leadership.

the ...not always easy, but the right way = Built on Trust ✅🔓

Here's what you'll find inside:

- Turning setbacks into comebacks.

- Overcoming the isolation of the C-suite.

- The jump from doer to director, decoded.

- Why your network IS your net worth in sales.

- Crafting an elite team of extraordinary performers

- How B players can become A players.

- Scouting for the driven, knowledgeable, communicators.

Prepare for an unredacted intel drop to help guide your sales leadership strategy in tech.🎙️

Like, subscribe and share this!

#podcast #pavilon #cyber #leadership #career