All Episodes

E.134 - How Great CROs Build Revenue Teams That Scale Without Them w/ Rob Wellner

BB: How to Hire High-Impact Startup Talent: The Traits That Separate Multipliers from Mis-Hires

E.133 - Why SaaS Companies Plateau Between $5M and $25M ARR

E.132 - The One Interview Question That Changes Everything in Hiring

Warm Referrals Beat Cold Outreach, Here’s How (Referral Selling Masterclass)

E.131 - The Challenger Sale Was Frame Breaking - This Is Frame Making w/ Brent Adamson

Best Bits: How to Improve Sales Forecast Accuracy (Fix Your Pipeline and Hit That Target)

E.130 - How to Build and Scale International Sales (From Founder-Led to Global GTM)w/ David De Paula

E.129 - The Leadership Shift From Compliance to Commitment w/ Amit Stark

Why Startups Fail in America - Expansion Masterclass (Best Bits)

E.128 - Why US Playbooks Fail in Europe (Expansion Masterclass) w/Alex Bellon

Access Mentors: Why The Right People Beats Any Cold Prospecting (Best Bits)

E.127 - The Mindset That Changes Everything in Sales w/ Benjamin Caller

Why Buyers Ghost You After ‘Good’ Calls (5 Buyer Codes Explained)

E.126 - The Hardest Decision Every VP of Sales Has to Make

Sales Has Too Many Funnels - And Not Enough Filters (Best Bits)

Why the Law of Attraction Needs Rewriting w/ Justin Michael

How Great Leaders Cultivate Multiplier Sales Teams (Best Bits)

E.124 - Why Rejection Builds Great Sales Leaders & Winning Teams w/ Jennifer Nguyen

How Top Leadership Roles Are REALLY Won (Best Bits) with Jacob Warwick

E.123 - The Events to Revenue Playbook: How to Turn Face to Face Meetings Into Closed Deals

Best Bits: The Multiplier Hiring Playbook for Scaling Sales Teams

E.122 - Who Owns Growth? Sales vs Marketing vs Customer Success (Revenue Leadership Debate)

Best Bits: How to 10x Sales Productivity with AI (Agent Playbook Masterclass)

E.121 - The Modern SDR Playbook: Why Data, Signals, and Team-Based Prospecting Win Today

Best Bits: AI Won’t Fix Bad Hiring, Multipliers Will - Revenue & Talent Leaders Explain

E. 120 - When Should Founders Hire Their First Sales Leader? (The Costly Startup Mistake)

Best Bits: Why Unachievable Targets Are Breaking Enterprise Sales Teams w/Sean McCarry

E.119 - From Founder-Led Sales to Global Exit in 7 Years: The Complete Lifecycle w/ Simon Black

Best Bits: How To Market To Customers In The Way They'll Choose You Over Anyone Else w/ Campbell Williams

E.118 - What Building a Near $1BN Company from Zero Taught Me About People w/ Alina Vandenberghe

(Best Bits) CEO Insight: How to Choose Between Full-Time, Interim, or Fractional CROs

Best Bits: Why Most CVs Fail in 6 Seconds (and How Companies Really Spot A-Players)

E.117 - 117 Leaders Later - How Referrals, Relationships & Curiosity Build Great Leadership in 2026

E.116 - Beyond UX: The Strategic Power of Product Design w/ Christina Hamlin

Best Bits: Why U.S. Startups Fail in EMEA, and How to Actually Win at Scale

E.115 - The Forecasting Trap: Why Founders and First-Time Sales Leaders Get It Wrong w/ Lindsay Rios

Best Bits: From AE to Sales Leader (What No One Prepares You For) w/ Taylor Corr

E.114 - In the AI Era, Weak Leadership Is Still Startups’ Greatest Risk w/ James Westlake

Best Bits: What Smart Founders Do Differently When Hiring Revenue Leaders & Sellers

E.113 - 10 Step Laser-Focused Executive Job Search Strategy - The Dream 20 ICP Playbook

Best Bits: GTM Multivitamins: How to Turn 1 Hour Into 30 Revenue-Driving Assets w/ Jess Schultz

E.112 - How to Take Enterprise AE Quota Attainment from 40% to 100% w/ Douglas Mancini

Best Bits: The Enablement Gap - Why Most New Hires Fail in Their First 90 Days w/ Angel Evenson

E.111 - The Referral Effect: Mastering the Art of Intros that Close Deals w/ Stephen Oommen

Best Bits: Great Sales Leaders Don’t Just Motivate - They Rewire Minds (Leadership Psychology)

E.110 – The Do’s & Don’ts of Landing in Europe (EMEA Expansion Playbook) w/ Michael Schirrmacher

Best Bits: Great vs Bad Leaders - How Culture Multiplies Performance w/ Abi Williams

E.109 - What a Stroke Taught Me About Life, Leadership & Success w/ Roderick Jefferson

Best Bits: Why “A Players” from Big Companies Often Fail in Startups w/ Heath Barnett

E.108 - Deconstructing Revenue: The $3M to $20M ARR Growth Stage Playbook w/ Dustin Clinard

Best Bits: The Truth About Building an AI Startup (and Why It’s All About People)

107 - Buyer Coding: The 5 Love Languages That Close More Deals w/ Rich Patterson

Best Bits: Stop Hiring “Resumes”, Start Hiring Multipliers | Sales Hiring for Startups

E.106 – How Outliers Think: Standing Out in Life and Business w/ Scott MacGregor

Best Bits: What is an Intrapreneur? Why Tech Companies Need Intrapreneurial Leaders

Best Bits: What Google and Waze Taught Me About Leadership w/Finlay Clark

E.104 - Your Network Is the Revenue Strategy (If You Use It Like This) w/ Jessica Robertson

Best Bits: How to Hire Great Salespeople for Stormy Seas (Not Just Sunny Quotas) w/ Matt Marshall

E.103 - AI Agents in GTM? Here’s Why They Can Multiply Revenue (Masterclass w/ Justin GPT)

Best Bits: Why Founders Screw Up Their Sales Hires (The $500k Mistake) w/ Dan Hurwitz

E.102 - Why SaaS Growth Stalls at $10-30M ARR: Solve Problems Customers Really Care About w/Mike Muhlfelder

Best Bits: Handling Tough Conversations as a Leader | Empathy, Curiosity and Courage w/ Jelena Tarbuk

E.101 – How to 10X Sales Team Productivity in the AI Era w/James Smith, SVP EMEA, ThoughtSpot

Best Bits: Mastering Your ICP - Profitably Scale from $5M–$25M ARR (B2B SaaS) with Paul Wingfield

E.100 - Keenan: Why EVERY Key Industry Sales Metric is Being Missed (the GAP for CROs to Fix)

Best Bits: Scott Leese on The #1 Sales Problem He Solves for Founders (Clip from E.76)

E.99 - Choosing Hard: How Great Leaders Turn Freedom Into Impact w/ Remy Piazza

Best Bits: Gal Aga on Moving Upmarket... What Works, What Fails (Clip from E.77)

E.98 – Execution Beats Experience: 5P Framework to Scale Revenue w/ Rakesh Rathod

E.97 – Escape the Founder Sales Trap: How to Build a High Ownership Sales Team w/ Angel Evenson

E.96 - How Humans Decide: Using Brain Science to Enhance Buyer Trust w/Silvia Li

E.95 - The GTM Growth Gap: What They Don't Teach You When You Become a VP w/Heath Barnett

E.94 - Why Scaling from $2M to $10M Fails (And What to Do Instead) w/Steve Knight

E.93 – GTM Multivitamins: The Seed to Series A Growth Playbook for Founders w/ Jess Schultz

E.92 - Cold Outreach Is Dead. Here’s What’s Actually Working in 2025 w/ Justin Michael

E.91 - 15-Minute QBRs? Here’s Why They Actually Work (CS Masterclass w/ Andrea Bumstead)

E.90 - Moneyball for SaaS Sales? Brent Holloway on Scaling Smarter and Leaner (ICP Masterclass)

E.89 - What Makes You Tick LIVE - The Lessons Learned (a Bromantic Retrospective from mid 2025)

E.88 - Startup Masterclass: Fix Your Positioning and Grow from £3M to £10M+ ARR w/Campbell Williams

E.87 – SPECIAL: AI Will Replace Most Jobs – Here's The Executive Survival Playbook (Part 2)

E.86 - SPECIAL: They Lied To You About Job Security (Part I - The Problem) w/Jacob Warwick

E.85 - Want Better Clients? Build in Public (then Convert Like a Boss) w/ Lashay Lewis

E.84 - Build Teamwork Like It’s Your Biggest Investment (Not a Cost) w/ Nick Fewings

E.83 - Avoid EMEA scaling mistakes. Learn from HubSpot's journey w/ Conor Douglas

E.82 - Why Most Sales Teams Lose + How to Build One That Multiplies Impact w/Chris Bair

E.81 - Scaling from $3M to $30M: Systems That Make Revenue Tick w/ Mark C. Ward

E.80 - 5 GTM Mistakes That Kill Startup Revenue (And How to Fix Them Fast) w/ Phil Ruttens

E.79 - Vision, Grit, $20M Series A - The Human Side of Ido Shlomo’s Startup Journey

E.78 - You Can’t Forecast What You Can’t See - Rachit Kataria on CRM’s Blind Spot

E.77 – Is Everything You Know About Brand, Hiring & Sales Wrong? – Gal Aga

E.76 - Scott Leese: How Founders Scale Sales from $0 to $25M ARR (Startup GTM Masterclass)

E.75 - Intrapreneurship: Owning Your Impact Inside a High-Growth Company w/ Rich Patterson

E.74 - From Revenue Leader to Jump CEO: Jordan Kennedy’s Founder Journey

E.73 - The Founder’s Guide to Scaling Sales - From Hustle to Repeatability w/Jess Schultz

E.72 - The #1 Sales Skill No One Teaches You (But Everyone Needs) w/ Stephen Oommen 🏀

E.71 - How to Transition from Marketing to Startup CRO: Jona Koekelcoren’s Career Journey

E.70 - Underperforming Teams? Here’s How to Fix Them and Scale to $25M ARR w/ Neil Plant

E.69 - Does Your Salary Deserve A Raise? Executive Negotiation Secrets with Jacob Warwick

E.68 - Celebrating 18 Months of the What Makes You Tick Podcast (WMYT LIVE)

E.67 - 5 Assumptions Preventing Early-Stage SaaS from Scaling Past Series A/B w/ Joseph Jenkins

E.66 - Abi Williams on Leadership: Building Success & Culture Through Character-Driven Leadership

E.65 - The Truth About Sales Leaders - Why Intrapreneurs Are Built for Startups w/ Shane Jamison

E.64 - Why 99% of Startups Fail to Scale - How to Break Through Growth Plateaus w/André Bressell

E.63 - Tech Founders’ Guide to Hiring Sales Leaders (Steer Clear of the 60% Failure Rate)

E.62 - How to Find the Perfect Tech Startup for Long-Term Sales Career Success w/ Ben Aghion

E.61 - Get Paid, Not Played - Devon Hennig’s Top Tips for Executive Negotiation & Career Growth

E.60 - Why Most Sales Teams Fail (And How to Turn Them Around) with James Bissell

E.59 - Building a Startup That Drives Revenue and Sustainability w/ Neetha Ratakonda

E.58 - Your Sales Pipeline Problem is a DISCOVERY Problem (Why 5X Pipe is a Myth!)

E.57 - Scaling Revenue Teams and Building Communities - André Bressel's GTM Career & Playbook

E.56 - Going Global: - What U.S. Tech Founders Need to Know about EMEA Expansion w/ Kevin Shirley

E.55 - Leadership vs Management in Sales - Taylor Corr on EQ, Growth Mindset, and Career Success

E.54 - Startup Masterclass: Profitably Scale from $5M to $25M ARR with a Laser-Focused ICP

E.53 - 8 Common Startup Mistakes and How to Avoid Them with Dan Hurwitz

E.52 - How to Build High-Performing Sales Teams (Zero to $25M Revenue) with Mike Petroskey

E.51 - Hiring Masterclass: The Right People at the Right Time for Startup Growth w/ Matt & Richard

E.50 - How to Build a Fully Remote (Kick Ass) Global Sales Team, with Gabe Lullo

E.49 - Empowering Women in Tech Sales: #GirlsWhoClay Founder Marina Ghilchik's Leadership Secrets

E.48 - Starting, Scaling and Exiting Elite B2B Software Companies: Insights from Adam Baker, CEO

E.47 - What it Means to LEAD with Trust and Great Conversations - Jelena Tarbuk, VP of Sales

E.46 - From Door to Door Sales to Strategic Sales Leadership - Career Lessons with Andrea Onuigbo

E.45 - The American Dream: From Ukraine to Silicon Valley, Alex Shyshko Shares his Path to CRO

What’s the Best CRO (Chief Revenue Officer) Model for Your Start-up or Scale-up?

10 Essential Tips for Startup Scaling: VC Insights from a Tech Investment Expert in 2023

E.44 - Global SDR & ISR Leadership: Catherine Olivier’s Career Story from Courtroom to Boardroom

E.43 - Don't Make These 7 Hiring Mistakes (Like I Did) | Meredith Chandler on Scaling Sales Teams

E.42 - From Google & Waze to Scaling Startups: Loving The Problem You Solve with Finlay Clark

E.41 - From AE to VP: Career Risks and Rewards w/ Sales & Business Development Leader David Vertin

E.40 - Changing Careers to Become a Tech Sales Leader? Its Figureoutable! w/Randi-Sue Deckard

E.39 - What Makes Customer Success Great? Creativity, Culture & Chameleons w/Marco Carrubba

E.38 - Breaking FIVE Old Channel Myths and Lies with Craig Booth: A 2024 Channel Masterclass

E.37 - Stop Shrinking Your SDR Function (Think Long and Win Big!) Masterclass w/ David Wilkins

E.36 - Avoiding GTM Silos by Re-imagining The Role of Revenue Teams in 2024 with Kartik Gade

E.35 - Building Leadership Resilience - How to Enjoy the Journey and Challenge of Tech

E.34 - The High-Risk World of Tech Startups: Betting on Yourself in Your Sales Career

E.33 - Leveraging AI in Sales, with a Human Touch - Solving For Pipeline & Revenue w/Aaron Rissler

E.32 - Mastering the American Market (without Making an Ass of It) A Tech Startups' Guide

E.31 - Diversity-Driven Hiring: How Siobhan Gallagher Builds Empathetic Tech Sales Teams

E.30 - Strategies for Tech Executives Facing Redundancy and Burnout with Volker Ballueder

E.29 - Making Revenue Tick: Alex Boronin on the Impact of Fractional Leadership

E.28 - Success and Setbacks in Tech Sales Leadership, Cyber Sales VP Josh Pearson's Career Insights

E.27 - Why TEAM HEALTH and MANAGER BEHAVIOUR drives thriving SALES CULTURES - Leadership Masterclass with Sean McCarry

E.26 - Order Out of Chaos: Practical Career & Growth Strategies from Fractional CRO Guy Chiswick

E.25 - Say YES! ... Then Figure It Out - Tech CRO Steph Reck's Career Growth Mantra

E.24 - Don't Be a Jerk: Bradley Paster's Fundamental Advice for Success in Tech Sales Leadership

E.23 - Mastering AND Winning the Game of Tech Sales and Leadership with Michael Akinlé

E.22 - Global Sales Development and Tech Leadership Mastery with Dave Wilkins

E.21 - Never Be Out Hustled: Peter Barley's Approach to Modern Sales Leadership within AI

E.20 - Fail Fast to Grow: Shai Haddad's Career Lessons in Tech Leadership

E.19 - Why Sales Growth Comes from Incentives, Culture and Coaching B-Players

E.18 - Lessons from a Tech CRO: Grant Richardson's Career Insights

E.17 - Sean McCarry's Career Story: Navigating High-Growth with Emotional Intelligence

E.16 - Why Being Inauthentic is Causing You to Burnout, Heather Foidart's Career Story

E.14 - Intrapreneurship - Tech Leaders are in Permanent Beta Mode with Sergio G. Chavez

E.13 - Tech Leader Spotlight: Scott Kingsbury's Career Story and Leadership Growth Tips

E.12 - Think Outside the Tech Leadership Box: Secrets to Exceeding Quota through Adaptability

E.11 - Making Mistakes with Confidence: Bradley Fehler's Growth Journey in Tech Leadership

E.9 - Entrepreneurship Uncensored: Pete Hill Shares the Realities of Leading a High Growth Start-up

E.8 - Empathetic Leadership: Mitch Underwood's Blueprint for Building Top-Tier Marketing Teams

E.7 - Adapting Sales and Leadership Strategies for Different Cultures: In-depth with Louis Metz

E.6 - Living Globally, Leading in Tech: Elitsa Zaimova's Inspirational Career Story

E.5 - NFL Fantasy Tactics for Tech Sales: Chris O'Connor's Leadership Growth Strategies

E.4 - CEO Jeremy Keefe: 150% Growth to £140M in 2.5 Years Through Empowerment

E.3 - Unlocking Career Growth: How Personal Development Plans Make the Difference

E.2 - Felipe Burgaz Bridging Cultures and Building Global Brands: Leadership in Coke, Amazon & Uber

E.1 - Tech Leaders Career Stories Podcast: The "WHY" behind "What Makes You Tick?"