WMYT - What makes YOU Tick? Tech Leaders Career Stories

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

Why do so many startup hires fail — even when they look perfect on paper?In this Best Bits episode of What Makes You Tick, Alina Vandenberghe (Co-Founder & Co-CEO of Chili Piper) breaks down the real reason most hiring decisions go wrong — and what separates high-impact “multiplier” talent from costly mis-hires.Most companies hire based on experience, CVs, and past success.But as Alina explains, that’s not what actually drives performance inside startups.👉 The real difference comes down to ownership, mindset, and behaviour under pressure.🔍 What You’ll LearnWhy most startup hires fail due to attitude, not experienceThe difference between multipliers, adders, subtractors, and dividersWhy “blame is a cancer” in high-performing teamsHow to identify extreme ownership vs victim mentalityThe core traits every startup should hire for:OwnershipCollaborationResourcefulnessExecutionWhy psychological safety drives performance (not weakens it)⚠️ The Hidden Hiring ProblemMost founders think they have a hiring problem.In reality, they have an evaluation problem.They optimise for:ExperienceBackgroundPast resultsBut miss:Behaviourmindsetcultural impactThat’s how you end up with:High performers who break teams“Great hires” who fail in 6 monthsCultures destroyed by blame and misalignment🧠 The Tick Talent PerspectiveAt Tick Talent, we call this:👉 The Multiplier MatrixThe best hires don’t just perform.They multiply the impact of everyone around them.This episode shows you how to spot them — before you hire.🎧 Who This Is ForStartup founders hiring their first teamCROs and revenue leaders scaling teamsAnyone struggling with mis-hiresLeaders who want high-performance cultures (without burnout or politics)💬 Join the ConversationAre you hiring for experience — or impact?Comment below:👉 What’s been your biggest hiring mistake?🔗 Connect & Learn MoreFollow Alina: https://www.linkedin.com/in/alinav/Follow Richard: https://www.linkedin.com/in/richwash/Read the Growth Magnet newsletter for weekly insights on hiring, leadership, and scaling revenue teams.🔔 Subscribe to What Makes You TickConversations with founders and operators on:HiringLeadershipStartup growthWhat actually drives high performance#StartupHiring #HiringStrategy #SaaSGrowth #Leadership #StartupCulture #TickTalent #WMYT

Truth: Your SaaS company doesn’t stall because of product capability… it stalls because you’ve lost clarity in your messaging when you've invested in making your product do more, for more people.Scaling from $5M to $25M ARR is where most startups hit a wall. Not because they don’t have product-market fit—but because as they grow, their messaging shifts from clear problem-solving to a confusing list of features.And when that happens? Growth slows. Pipeline drops. Teams lose direction.In this episode of Making Revenue Tick, Richard Washington sits down with Paul Wingfield to break down why SaaS companies plateau after early success—and how to fix it.This is a follow-up to their original ICP masterclass—but this time, they go deeper into what happens after you’ve defined your ICP… and still get stuck.Paul shares real-world examples of companies that:Nailed their ICPScaled successfullyThen lost momentum due to messaging dilutionNo theory. Just patterns seen across 15+ years scaling SaaS companies.What You’ll LearnWhy SaaS growth stalls after product-market fitHow feature expansion kills messaging clarityThe difference between pain-led messaging vs feature-led sellingWhy early adopters buy differently to mainstream customersHow to realign your entire go-to-market team around a clear narrativeThe biggest messaging mistake SDRs, AEs, and leaders make as companies scaleWho This Is ForSaaS founders scaling from Series A → Series BCROs, VP Sales, and revenue leadersStartups stuck between $5M–$25M ARRAnyone dealing with stagnant growth despite a strong productKey InsightThe best SaaS companies don’t win because they have more features.They win because they are crystal clear about the problems they solve.Key TopicsSaaS Growth StrategyMessaging & PositioningProduct-Market Fit vs Go-To-Market FitICP EvolutionRevenue StagnationSales & Marketing AlignmentScaling from $5M to $25M ARRIf your growth has plateaued… it’s probably not your product.Hit play and find out why.Connect with Paul: https://www.linkedin.com/in/paul-wingfield/Connect with Richard: https://www.linkedin.com/in/richwash/Read Growth Magnet newsletter: https://www.linkedin.com/newsletters/7083793079794556928/#StartupGrowth #ICPStrategy #ScalingStartups #ARRGrowth #SeriesAtoB #SalesAlignment #RevenueGrowth #MakingRevenueTick #PaulWingfield #RichardWashington #startup #scaleup #techsales #seriesa #seriesb #tech #saas #ticktalent #icp

You can learn more about someone in one question than in an entire CV.This conversation breaks down the interview approach that reveals personality, character, and long-term fit.In this special "how to" episode, Richard Washington and James Bissell break down the interview questions that reveal who people really are,beyond rehearsed answers, polished CVs, and “greatest weakness” clichés.This isn’t a typical hiring conversation.It’s a deep discussion about communication, trust, culture fit, sales psychology, leadership, and why most interviews fail to uncover what actually matters.If you hire people, lead teams, work in sales, recruit talent, or want to become better at reading people — this episode will completely change how you think about interviews.Richard shares the unconventional interview question he used to hire hundreds of people over a 12-year leadership career, why comfort creates honesty, and how great hiring is more like a sales process than an interrogation.James and Richard also explore:The interview questions that reveal personality and characterWhy most hiring managers ask the wrong questionsHow to make candidates feel comfortable and open upWhy interviews should feel like conversations, not interrogationsThe psychology behind trust, honesty, and human connectionHow sales skills improve interviewing and hiring decisionsWhy culture fit matters more than scripted answersThe hidden mistakes companies make when hiring salespeopleHow communication skills shape careers and leadershipWhy great interviews are about alignment, not pressureWhether you’re a founder, sales leader, recruiter, hiring manager, AE, SDR, or someone navigating your next career move, this conversation gives you practical insight into what great hiring actually looks like.If you enjoy conversations about hiring, leadership, sales psychology, communication, recruiting, startups, culture, and high-performance teams, you’ll love this episode.Subscribe for more conversations on leadership, hiring, revenue growth, communication, entrepreneurship, sales careers, and building exceptional teams.#InterviewQuestions #HiringTips #SalesLeadership #Recruitment #HiringManagers #LeadershipPodcast #SalesPodcast #CareerGrowth #InterviewTips #StartupHiring #SalesCareers #CommunicationSkills #CultureFit #RecruitingTips #LeadershipDevelopment

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

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

Sales forecasting is broken in most startups.Not because leaders don’t care —But because no one actually teaches how to do it properly.Full episode: https://youtu.be/u-7Zve607yM?si=-VOuHMmXiL3GWb9ZIn this Best Bits episode of What Makes You Tick: Tech Leaders Career Stories, we break down why forecasting fails, how “poopy pipelines” happen, and what it really takes to build a predictable, scalable revenue engine.Featuring Lindsay Rios, Fractional CRO and GTM Yapper, this clip gets right into one of the most misunderstood (and high-stakes) parts of running a SaaS business: accurate sales forecasting and pipeline management.What you’ll learn:– Why most sales forecasts are wrong (and keep being wrong)– The real reason pipeline reviews don’t work– How poor forecasting kills trust between founders, boards, and GTM teams– The difference between hope vs. data-driven pipeline management– How to coach reps to own their number (instead of guessing it)– Why forecasting is a leadership problem first, process problem secondWho this is for:If you are:– A Founder or CEO trying to build predictable revenue– A Head of Sales / CRO under pressure to hit the number– Scaling from founder-led sales → structured GTM– Tired of “best case / commit / upside” theatreThis will hit hard.This isn’t about better spreadsheets.It’s about building a culture where people tell the truth about the number — early enough to fix it.👉 Want to go deeper?Find out how Lindsay can help: https://www.lindsayrios.com/Connect with Lindsay Rios on LinkedIn https://www.linkedin.com/in/lindsayrios/Follow Richard Washington on LinkedIn: https://www.linkedin.com/in/richwash/Read the Growth Magnet newsletter: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928Subscribe for more conversations that go beyond tactics — and into what makes great operators actually tick.#SalesForecasting#StartupGrowth#SaaS#GTMStrategy#RevenueLeadership

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

Are sales teams failing because of skill? Even a lack of will?The fact is, they fail wjen the culture isn't of committment. It's compliance.And that’s a leadership problem.And it's way too common in tech companies where the number is king. In this episode of What Makes You Tick: Tech Leaders Career Stories, we sit down with Amit Stark (ex-Splunk, BMC, Coralogix) — a revenue leader who has scaled enterprise software businesses across EMEA and consistently delivered >100% of plan.But this isn’t just about tactics.It’s about the career, decisions, and leadership principles that allowed Amit to build teams that don’t just perform… they commit.In this episode, we learn his perspective on:The defining moments that shaped Amit’s leadership styleWhy most leaders create compliant teams (and don’t realise it)The shift to building committed, high-performance culturesLessons from scaling revenue across AI, cybersecurity, and enterprise SaaSThe hiring, coaching, and cultural standards behind A-player teamsThis is for you if you are:A founder or CRO scaling a revenue teamA sales leader struggling with consistency and ownershipAn operator who wants to build teams that actually care about winningSomeone who learns best from real career journeys, not theoryAbout Amit:https://www.linkedin.com/in/amitstark1/Amit Stark is a GTM and revenue executive with a track record of scaling enterprise software businesses across EMEA.100% to plan across leadership rolesBuilt and led multi-country teams in high-growth environmentsDeep experience across AI, cybersecurity, and data platformsKnown for building loyal, committed teams that outperformFollow Richard Washington, MD at Tick Talent on LinkedIn: https://www.linkedin.com/in/richwash/Read Richard's Newsletter Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928Subscribe for more conversations on revenue, hiring, and scaling:@whatmakesyoutickIf you’ve ever wondered:Why some leaders build average teams… and others build elite onesThis episode will challenge how you think about leadership, culture, and growth.🎧 Watch now to learn the principles behind Amit’s career — and how to apply them to your own team.#Leadership #SalesLeadership #CRO #StartupGrowth #TechLeadership #B2BSales #RevenueLeadership #FounderJourney #CareerGrowth #businesspodcast #wmyt #ticktalent

Expanding into the US looks obvious.Biggest market. Same language. Massive upside.But most startups get it wrong.In this Best Bits episode, Bradley Paster breaks down why scaling into America is far harder than it looks — and the costly mistakes founders keep repeating.From hidden operational complexity to cultural nuance and go-to-market missteps, this is a practical guide to entering the US without burning time, money, and momentum.What you’ll learn:Why the US is NOT one market (and how that kills expansion)The biggest mistakes international startups make entering AmericaWhen to hire vs. partner in a new marketThe hidden costs nobody talks about (tax, talent, structure)How to set up your US GTM motion properly from day oneIf you're a founder, CRO, or investor thinking about US expansion — this will save you from expensive lessons.Who this is for:Tech founders scaling internationallyCROs and GTM leaders building new marketsInvestors backing global expansionAbout the guest:Bradley Paster has spent 15+ years leading revenue for international companies entering the US — seeing firsthand what works, what fails, and why.Connect with Bradley: https://www.linkedin.com/in/bradleypaster/Follow Richard Washington, MD at Tick Talent on LinkedIn: https://www.linkedin.com/in/richwash/Read Richard's Newsletter Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928Subscribe for more conversations on revenue, hiring, and scaling:@whatmakesyoutick#StartupGrowth #USExpansion #GoToMarket #TechStartups #CRO #ScalingStartups #B2BSales #RevenueLeadership #FounderAdvice #StartupStrategy

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

Want to build a tribe of mentors - this is a masterclass in HOW.Why it matters?Most teams are obsessed with pipeline.The best operators are obsessed with access.In this best bits clip, Jessica Robertson, CRO at Orbb in NYC breaks down why the people you have access to — your network, your mentors, your customers — are becoming the most important advantage in modern go-to-market.Because when cold outreach gets harder and buyers get more skeptical, who you know starts to matter more than how many emails you send.We cover:why access beats reach in today’s marketwhy your network is your real career IPhow referrals and warm intros outperform cold outboundwhy most people waste the relationships they already havehow the best sales teams are shifting away from volume and toward trustIf you’re trying to grow pipeline, close bigger deals, or build a career in revenue — this is a shift you can’t ignore.🎙️ From the full episode with Jessica Robertson:https://youtu.be/FEjXbf34_mU?si=4GF40MF7D24BvDnr📩 Get the best insights from every episode:The Growth Magnet newsletter (bite-sized, practical, no fluff)https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928👇 Connect with Jessica Robertsonhttps://www.linkedin.com/in/jessicalrobertson/Follow Richard on LinkedIn: https://www.linkedin.com/in/richwash/💬 What do you think — is cold outreach actually dying, or just evolving?Drop your take in the comments 👇❓ Key Question AnsweredHow do I find a mentor?Start by building genuine relationships, not transactional ones. The best mentors often come from:People you’ve worked with beforeCustomers you’ve helped succeedWarm introductions through your existing networkMentorship isn’t about asking for help—It’s about earning trust over time.🚀 Why This MattersMost people try to scale:More emailsMore callsMore automationBut the best operators scale access.And access comes from:👉 Relationships👉 Trust👉 Proximity to the right people🔥 Standout Insight“You’re far more likely to get access through a warm introduction than any cold outreach.”That’s the shift happening in modern go-to-market.🎯 Who This Is ForSales reps and SDRs trying to book more meetingsFounders struggling with pipelineRevenue leaders building high-performing teamsAnyone looking to accelerate their career through mentorship📩 Get More Like ThisSubscribe for more episodes on:Sales leadershipHiring elite talentGo-to-market strategyBuilding your network🧲 Final ThoughtIf you take one thing from this:👉 Your network isn’t just helpful- it’s your biggest growth lever.#executiveaccess #networking #mentor #referrals #salesstrategy #careerstrategy

What does it take to build elite sales teams, create real ownership, and scale your career over decades?In this episode of What Makes You Tick, we sit down with Benjamin Caller — a veteran revenue leader with 25+ years across marketing, sales, and leadership at companies like VMware, Medallia, and now with a new role (which we introduce on the pod).From building one of the first PSG fan websites as a teenager…To leading high-performing revenue teams…To starting again and building from zero — this is a masterclass in career growth, leadership, and mindset.🧠 What You’ll LearnWhy ownership is the #1 trait of top performersHow to hire “multipliers” (not passengers)The real reason most sales teams fail to align with marketingHow to build a culture of trust, accountability, and performanceWhy consistency beats sporadic brilliance in salesHow great leaders develop people into future VPs❓ Key Questions AnsweredHow do you become a great sales leader?By focusing less on numbers—and more on people, trust, and development. The best leaders build teams that win together, not individuals chasing targets.What makes a top-performing sales team?Strong ownership mentalityDeep cross-functional collaborationClear communication and shared truthA culture where people refuse to loseHow do you spot great talent?Look for:CoachabilityResilienceReal accountability (not excuses)People who think like CEOs of their territory🚀 Standout Insight“When there is a doubt, there is no doubt.”Great hiring—and great leadership—comes from trusting your instincts and prioritising A-players who elevate everyone around them.🔥 Career Lessons from BenjaminYour attitude defines your altitudeSurround yourself with people who challenge and elevate youYou don’t build teams - you build careersThe best leaders create safe spaces for growth and failure🧲 Why This Episode MattersIf you're:Leading a sales teamBuilding pipeline in a tough marketHiring your next key revenue hireOr trying to take your career to the next levelThis episode gives you a practical blueprint grounded in real experience—not theory.🎯 About Benjamin Callerhttps://www.linkedin.com/in/benjamincaller/Benjamin is a seasoned revenue leader who has:Transitioned from marketing → sales → leadershipHelped scale teams across EuropeBuilt high-performing cultures focused on ownership and growthRecently joined one of the fastest-growing AI companies globallyFollow Richard Washington, MD at Tick Talent on LinkedIn: https://www.linkedin.com/in/richwash/Read Richard's Newsletter Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928📩 Subscribe for MoreWe break down:Sales leadershipHiring & scaling teamsFounder journeysHigh-performance mindset🧠 Final Thought👉 You don’t win with talent alone—you win with teams that trust, challenge, and push each other every day.#SalesLeadership #B2BSales #RevenueGrowth #Leadership #StartupSales #WMYT #TickTalent #Cursor

Get first access to Buyer Coding here: https://www.buyercoding.com/Most “closed lost” reasons are complete BS.“It was price.”“It wasn’t the right time.”“They went with a competitor.”In reality, you lost the deal because you didn’t understand how that buyer makes decisions.In this best bits episode, Rich Patterson breaks down the 5 Buyer Codes — a simple framework that helps you read buyers properly and sell the way they want to buy.You’ll learn:Why most closed lost reasons are wrong (and what’s actually happening)The 5 buyer types and how to spot them quicklyHow to adapt your approach in real time on callsWhy generic discovery questions are killing your dealsHow to build real champions instead of “happy ears”If you’re tired of deals stalling, ghosting, or slipping for reasons that don’t make sense — this will change how you sell.🎙️ Watch the full episode:https://youtu.be/SU9IP5NGyTY?si=HHSmE67D_rZolrAR📩 Get the best insights from every episode:The Growth Magnet newsletter (bite-sized, practical, no fluff)https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928👇 Connect with Rich Pattersonhttps://www.linkedin.com/in/richhitsgoals/Follow Richard on LinkedIn: https://www.linkedin.com/in/richwash/#buyercoding #salespsychology #salestraining #salesskills #wmyt #ticktalent

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

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

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

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

What builds great sales leaders?In this episode of What Makes You Tick, Jennifer Nguyen breaks down how rejection, adversity, and resilience shaped her career in sales, account management, and revenue leadership.From missing out on Junior Olympics competition to interviewing three times before landing a leadership role, Jennifer shares how mental toughness is developed — not learned — and why rejection is often the catalyst for long-term success.This conversation dives deep into:How rejection builds resilience in salesWhy account management is more complex than new businessThe mindset required to build high-performing revenue teamsHow to hire for coachability and mental toughnessWhy great leaders take bets on peopleThe role of self-awareness in leadership developmentHow to raise the bar without burning outIf you’re a sales leader, CRO, account manager, or founder building a revenue team, this episode will challenge how you think about performance, rejection, and growth.Topics CoveredAccomplishing big goals is a journey that requires persistence.Mental toughness is developed through overcoming adversity.Account management is a complex role that requires a consulting mindset.Rejection can be a powerful teacher and motivator.Celebrating team achievements fosters a positive culture.Enablement for account managers is crucial for success.Taking bets on people is essential for leadership growth.Mapping accounts can streamline the sales process.Self-awareness is key to being coachable.Raising the bar continuously leads to personal and professional growth.Who This Episode Is ForSales leaders building high-performance teamsAccount managers looking to grow into leadershipCROs scaling revenue functionsFounders transitioning from founder-led salesAnyone navigating rejection in their careerAbout Jennifer Nguyen https://www.linkedin.com/in/jennifertaussignguyen/Jennifer Nguyen is a revenue leader with deep experience in SaaS and account management. She has built and led high-performing teams, developed leaders of leaders, and champions mental toughness as a core driver of sustainable performance.👤 About Richard WashingtonRichard Washington helps founders and boards build high-performing GTM leadership teams through Tick Talent, specialising in early-stage and scaling B2B startups. He hosts What Makes You Tick?, a podcast on leadership, growth, and the decisions that shape companies. Find out more. https://www.tick-talent.com/Follow Richard on LinkedIn: https://www.linkedin.com/in/richwash/Read Growth Magnet:https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928#SalesLeadership,#RevenueLeadership,#MentalToughness,#AccountManagement,#HighPerformanceTeams,sales leadership,revenue leadership,mental toughness in sales,how to handle rejection,account management strategy,high performing sales teams,sales career growth,leadership development in sales,coachability in hiring,resilience in business,how to build great sales leaders,SaaS sales leadership,sales mindset,revenue team development,handling churn as a leader,sales management advice,hiring for attitude not experience,pivoting into SaaS sales,women in sales leadership,building mental toughness,

Most executives run sophisticated go-to-market strategies……but abandon that thinking when managing their own careers.In this Best Bits segment, we break down the operator mindset behind career leverage — how top revenue leaders create opportunity, build optionality, and position themselves for roles that are rarely posted publicly.This isn’t job search advice.It’s career strategy.What you’ll learn• Why treating your career like a GTM motion changes everything• The KPI that matters more than applications• How conversations create clarity, influence, and opportunity• Why the best executive roles are discovered, not advertised• How to build optionality and negotiate from leverage• Relationship habits that compound over decadesSenior operators understand this:Careers don’t progress through luck.They progress through positioning, relationships, and strategic intent.If you lead revenue, build teams, or operate at the executive level, this conversation will challenge how you think about career growth and market positioning.Who this is forRevenue leaders (CRO, VP Sales, VP GTM)Founders & scale-up executivesSenior operators navigating growth or transitionLeaders who want leverage, not just their next roleKey takeawayRun your career like a market.Opportunity stops being random when you create demand.If this resonates, share it with a leader in your network who thinks strategically about growth, influence, and long-term career leverage.Subscribe for more conversations on leadership, hiring, and building high-performance revenue organizations.CONNECT + SUBSCRIBEConnect with Richard Washington on LinkedIn: https://www.linkedin.com/in/richwashSubscribe to Execs & The City by Jacob: https://www.execsandthecity.com/subscribeGet tech startup playbooks on Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928Try Jacob’s free LinkedIn review tool: https://freelinkedinreview.com/About Jacob Warwick:Jacob is the go-to career strategist for high-performing executives. With over 15 years of experience, he’s coached more than 3,500 leaders to win life-changing comp packages, de-risk their careers, and build influence in competitive markets. He’s also the creator of the Execs & The City newsletter and podcast.Like if you’ve ever felt disposable in a job.Comment if you’re feeling the pressure to evolve.Subscribe so you don’t miss Part 3 (coming out soon) and more great mentors here to guide you.

Most companies attend events.Very few dominate them.In this masterclass, Itai Manor explains how founders, revenue leaders, and go-to-market teams can turn events and conferences from “nice-to-have networking” into a repeatable, scalable revenue engine.Learn how to generate pipeline, close deals, and drive revenue from conferences with a proven B2B event strategy.This isn’t about showing up.This is about winning.Why Events “Don’t Work” for Most TeamsMost teams:• show up unprepared• scan badges and have random conversations• follow up poorly (or not at all)• then wonder why nothing convertsEvents fail not because of budget or attendance — but because of lack of strategy.What You’ll LearnWhy Most Events FailThe passive “show up and hope” mindsetMistaking presence for impactWhy follow-ups rarely convert into revenueEvents as a Go-to-Market EngineHow events drive pipeline, partnerships, and trustWhen events make sense — and when they don’tAttending vs sponsoring vs hostingPre-Event DominationHow to prepare weeks before the eventIdentifying the right attendees, speakers, and side eventsCrafting a compelling reason for someone to meet youIn-Event ExecutionHow to run focused, intentional conversationsWhat to stop doing at eventsCreating moments people rememberPost-Event Follow-ThroughTurning conversations into meetings and revenueWhy most follow-ups failHow to stand out after the event endsReal Examples & Tactical PlaybooksCreative plays that break through the noiseMessaging, hooks, and positioning that workWhat founders and sales teams can apply immediatelyWho This Episode Is For✔ Startup founders (early to mid-stage)✔ CROs, VP Sales, and revenue leaders✔ GTM & demand gen teams✔ Anyone investing time or budget into events and expecting real ROIWhat You’ll Walk Away With✅ A new way of thinking about events✅ The biggest mistakes to avoid✅ Practical ideas to apply before your next conference✅ A clear path to turning face-to-face moments into closed dealsEvents aren’t dead.Bad event strategy is.If you want events to drive real revenue, start here.Connect with Itai https://www.linkedin.com/in/itaimanor/Follow Richard https://www.linkedin.com/in/richwash/#B2BSales #EventMarketing #RevenueGrowth #GoToMarket #StartupGrowth #WMYT #TickTalent

In this Best Bits episode, Richard Washington shares the hiring framework that separates average hires from true revenue multipliers.Full length episode on Do Hard Things with Gabe Lullo here: https://youtu.be/N2guh2HeO6c?si=Xyp5RMWFpLISYFoLIf you’re a founder, CRO, or sales leader scaling from early traction to repeatable growth, hiring the wrong sales talent can stall momentum, drain cash, and damage culture. This episode breaks down how to build a team that actually scales impact.🚀 In this episode you’ll learn:• Why hiring based on CVs and past quotas leads to costly mistakes• The difference between adders, subtractors, and multipliers• The CORE traits every high-impact hire must have• How to identify ownership, resourcefulness, and execution in interviews• Why “industry experience” can be a hiring trap• How to build a collaborative culture that drives performance• What founders must do to avoid momentum-killing hiresRichard explains how the best teams hire builders, not passengers — people who create leverage, take ownership, and accelerate growth.If you’re scaling a startup, building a revenue team, or tired of hires that look great on paper but fail in reality, this is essential listening.🎧 Watch the full episode here: [link]📩 Subscribe for weekly leadership & revenue insights: [link]About Richard WashingtonRichard is a global revenue leader and founder helping early-stage tech companies scale from $1M to $25M by hiring entrepreneurial go-to-market talent that multiplies impact.#SalesLeadership #StartupHiring #RevenueGrowth #SalesHiring #ScalingStartups #B2BSales #GoToMarket #Founders #RevenueOperations #Leadership

Here’s a question most companies get wrong: Who really owns growth in a scaling company?Sales says, “We close it.”Marketing says, “We generate it.”Customer Success says, “We expand and retain it.”They’re all right.And that’s exactly the problem.In this episode of What Makes You Tick, we host a live debate between senior revenue leaders across Sales, Marketing and Customer Success to answer one big question:👉 Who actually owns growth — and why do most companies treat it like an individual sport?Inside this conversation, we unpack:Why growth breaks down in the handoffs between teamsRevenue ownership vs growth ownershipThe tension between pipeline creation and pipeline conversionWhy Customer Success is still underestimated as a growth engineWhat true GTM alignment actually looks likeThe difference between individual performance and system performanceThe highest leverage move founders can make to accelerate growthIf you’re scaling from $10M–$200M ARR, this conversation will feel very familiar.Growth doesn’t live inside departments.It lives in the system.🎙️ Meet the GuestsEric Hachmer https://www.linkedin.com/in/erichachmer/Fractional CRO and revenue strategist. Eric works with scaling B2B companies to build predictable revenue engines, align GTM teams, and turn strategy into execution. He specialises in enterprise sales leadership, revenue architecture, and building accountable growth systems.Neil Grayhttps://www.linkedin.com/in/neilsgray/Fractional CMO and B2B growth operator. Neil partners with founders and leadership teams to sharpen ICP clarity, drive demand generation, and build marketing engines that support sustainable revenue growth — not vanity metrics.Andrea Bumsteadhttps://www.linkedin.com/in/andreabumstead/Fractional CCO and Customer Success leader. Andrea helps scaling SaaS companies turn retention, expansion, and customer experience into competitive advantage. She focuses on aligning CS to revenue outcomes and long-term customer value.🎙️ About the Host – Richard WashingtonRichard Washington is co-host of Making Revenue Tick, GTM recruiter, and trusted advisor to B2B SaaS companies scaling from $0M to $250M+ ARR.He helps founders build revenue teams that actually perform — with strategy, talent, and execution that scales.🔗 Follow Richard on LinkedIn → https://www.linkedin.com/in/richwash/📩 Read his newsletter Growth Magnet → https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928If you’re a Founder, CRO, CMO, VP Sales, Head of CS, or revenue leader trying to build a high-performing GTM system — this episode is for you.Growth isn’t an individual sport.It’s a relay race.And if you’re arguing about who owns it… you might already have a gap.Subscribe for more conversations on revenue leadership, hiring multipliers, GTM alignment, and building self-managing growth systems.

“What if your sales team only did the 1% of work that truly matters?”Watch the full episode now https://youtu.be/pz8066MnkZo?si=9-a2m24B2LspKNYWIn this high-impact masterclass segment, James Smith (SVP EMEA at ThoughtSpot) breaks down the exact framework he’s using to redesign his sales process with AI — not for 10% efficiency gains… but for 10X productivity.This isn’t about writing better emails with ChatGPT.It’s about rebuilding your sales engine from first principles.If you’re a founder, CRO, VP Sales, or scaling SaaS leader wondering:Why reps only spend ~20% of time sellingWhere AI actually fits in GTMHow to build agents without being technicalHow to unlock real leverage instead of hiring more repsThis is your blueprint.🚨 The Big ShiftMost teams use AI to make what they already do slightly faster.James asks a different question:“What if we mapped every task our reps do… and removed or automated the 99% that isn’t customer-facing?”From there, he:Lists every sales task across the processIdentifies manual, non-selling frictionDesigns AI agents to remove itPrioritises by impact vs. easeReimagines the rep’s role around high-value executionThis is how you move from incremental gains… to structural advantage.🧠 What You’ll LearnWhy 10X productivity is about stacked multipliers (not one lever)How to reverse-engineer your sales process with an AI lensWhy “efficiency gains” are the wrong goalHow non-technical leaders can build AI agents todayThe difference between automation and true leverageHow AI-native teams reclaim massive selling timeWhy the future rep spends dramatically more time with customers🔥 Soundbites That Hit“AI removes the value of 99% of what we do — and 100Xs the 1% that’s left.”“If reps only did customer execution, productivity would step change.”“10X isn’t one lever — it’s 3X here, 5X there, 2X somewhere else.”🎙️ About the Guest – James SmithJames Smith is the SVP EMEA at ThoughtSpot, where he’s pioneering how AI can transform GTM productivity at scale.With senior leadership experience at Tableau and Salesforce, James is known for challenging conventional thinking, building elite teams, and applying first-principles design to revenue growth.At ThoughtSpot, he’s leading a 10X mindset shift — redesigning sales workflows, empowering reps with AI agents, and building human-centric, high-leverage systems.🔗 Connect with James on LinkedIn:https://www.linkedin.com/in/james-smith-15627941/🎙️ About the Host – Richard WashingtonRichard Washington is co-host of Making Revenue Tick, GTM recruiter, and trusted advisor to B2B SaaS companies scaling from $0M to $250M+ ARR.He helps founders build revenue teams that actually perform — with strategy, talent, and execution that scales.🔗 Follow Richard on LinkedIn → https://www.linkedin.com/in/richwash/📩 Read his newsletter Growth Magnet → https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928If this sparked ideas for your own AI journey, drop a comment.If you want the full conversation — including hiring, leadership, and 10X mindset — watch the complete episode on the channel.Subscribe for more masterclass-level conversations with the people redefining modern revenue.

Hiring great SDRs and expecting them to perform without the right data, tools, or structure is like putting a Ferrari on cobbled streets, then blaming the car when it can’t go fast.In this episode of Making Revenue Tick, Richard Washington sits down with Matt Caloras, enterprise SDR leader and NYC chapter lead for SDR Leaders of the USA, to unpack what actually separates high-performing SDR teams from the ones that burn out, miss targets, and churn talent.This conversation isn’t about hustle, call volume, or working harder.It’s about:Building the right roads for your reps to succeedWhy bad data breaks even the best SDRsHow signal-based prospecting is replacing brute-force outboundWhat team-based prospecting (AE + SDR pods) looks like in practiceHow modern SDR orgs use data, intent, and timing to winAnd where AI genuinely helps — and where it doesn’tIf you’re a sales or revenue leader scaling pipeline in today’s market, this episode will challenge some uncomfortable assumptions about SDR performance, enablement, and leadership accountability.The takeaway is simple:Great reps don’t fail. Bad systems do.What you’ll learn in this episodeWhat “data-driven SDR” really means in modern sales teamsHow top SDR orgs use signals and intent to prioritise accountsWhy brute-force outbound no longer works at scaleHow to structure alignment between SDRs and AEs in enterprise salesWhy SDR burnout is often a leadership and infrastructure issueThe realistic future of SDR in an AI-enabled worldWho this episode is forSDR Managers and DirectorsHeads of Sales & RevenueRevOps and GTM leadersFounders moving beyond founder-led salesAnyone responsible for pipeline quality, not just activityAbout the guestMatt Caloras is an enterprise SDR leader with experience scaling global SDR teams and building modern outbound engines inside complex organisations. He also leads the New York City chapter of SDR Leaders of the USA, supporting SDR leaders through mentorship, community, and shared best practices.Join the conversationIf your SDR team is underperforming, ask yourself:Are you asking for Ferrari results on cobbled streets?What’s the biggest constraint in your SDR org right now?Funnel 26’ Austin 3/5! go to thefunnelconference.comConnect with Matt Caloras on LI: https://www.linkedin.com/in/matt-caloras11/Find your local SDR Leaders Chapter: https://www.linkedin.com/company/sdr-leaders-of-usa/👤 About Richard WashingtonRichard Washington helps founders and boards build high-performing GTM leadership teams through Tick Talent, specialising in early-stage and scaling B2B startups. He hosts What Makes You Tick?, a podcast on leadership, growth, and the decisions that shape companies. Find out more. https://www.tick-talent.com/Follow Richard on LinkedIn: https://www.linkedin.com/in/richwash/Read Growth Magnet:https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928#sdr #salespipeline #salesdevelopment #saleshiring #salesleadership #saas #wmyt #ticktalent

Are you hiring Multipliers, or Dividers and Subtractors? Take the scorecard now: https://www.multiplierscorecard.com/Most companies are trying to fix their hiring problems by adding more AI.More automation.More screening.More tools.And it’s making recruitment worse, not better.In this episode, Richard Washington joins Heath Barnett on the Maxed Out podcast to unpack why AI is being applied to hiring in completely the wrong way — and how leaders should actually be thinking about talent, behaviour, and scale in an AI-driven world.This isn’t an anti-AI conversation.It’s a pro-leadership one.We explore why:AI is amplifying bad hiring decisions, not fixing themMost recruitment failures come from behavioural misalignment, not lack of skill“A Players” is a lazy label that hides real riskCulture killers often look like top performers on paperMultipliers scale teams — dividers quietly destroy themRichard breaks down the Multiplier framework, explaining how high-growth companies should hire for collaboration, ownership, resourcefulness, and execution — and why these traits matter far more than CVs, years of experience, or AI-driven scoring systems.If you’re a founder, revenue leader, or hiring manager:frustrated by mis-hiresoverwhelmed by AI hiring toolsor struggling to scale GTM teams without damaging culturethis episode will challenge how you think about recruitment — and probably save you from your next expensive mistake.🔍 Topics CoveredAI in recruitment: what’s broken and whyWhy automation doesn’t fix poor hiring strategyMultipliers vs Adders, Subtractors, and DividersBehavioural hiring vs resume-based hiringLeadership, culture, and scaling GTM teamsWhy most companies misapply AI in talent acquisition🎙️ Guest & HostRichard Washington – Founder, Tick TalentHeath Barnett – VP Revenue at Mixmax, Host of Maxed Out💡 Key InsightAI doesn’t replace judgment.It magnifies it.If your hiring strategy is weak, AI will scale the damage.#hiring #saassales #revenuegrowth #saleshiring #wmyt #ticktalent

70% of sales leadership hires fail in year 1.Hire too early, and you burn cash, confuse the market, and stall momentum.Too late, and founder-led sales becomes the bottleneck that caps growth.In this episode of Making Revenue Tick, I sit down with Charles Talbot and Douglas Mancini of Closing Foundry, to break down one of the most expensive and misunderstood decisions in early-stage startups: your first sales hire.This is a founder-to-founder conversation about what actually needs to be true before you hire sales - and why “just bring in a salesperson” is some of the worst advice in startups.We dig into:When founder-led sales really starts to breakThe signals founders miss before hiring salesWhy first sales hires fail even when the talent is strongThe difference between activity, traction, and repeatabilityHow to design the right first sales role (and when not to)What product clarity, messaging, and expectations must exist firstIf you’re a founder, early GTM leader, or VC-backed startup operator, this episode will help you avoid a mistake that quietly kills revenue long before scale.🎙 About Making Revenue TickMaking Revenue Tick is the masterclass series within What Makes You Tick? - focused on the real mechanics of building predictable, scalable revenue in B2B startups.This isn’t theory. It’s what actually works.👇 Subscribe for more founder-grade conversations on:Founder-led salesGTM hiringScaling revenue without burning cultureAvoiding expensive early mistakes👤 About Douglas ManciniDouglas Mancini is one of Enterprise Sales veterans. He lives and breathes strategic deals. Follow Douglas on LinkedIn:👉 https://www.linkedin.com/in/domancini/👤 About Charles TalbotFounder of Closing Foundry. He spent 25+ years in B2B sales and go-to-market: opening new markets, scaling teams, and fixing pipelines that look fine in a spreadsheet but wobble in front of real buyers.These days his work is focused on one problem: when targets, forecast and actuals start drifting apart.At Closing Foundry, we help B2B SaaS and tech-enabled teams turn uncertain deals into repeatable revenue by designing, enabling and running a simple closing system. Find out more.https://www.closingfoundry.com👤 About Richard WashingtonRichard Washington helps founders and boards build high-performing GTM leadership teams through Tick Talent, specialising in early-stage and scaling B2B startups. He hosts What Makes You Tick?, a podcast on leadership, growth, and the decisions that shape companies. Find out more. https://www.tick-talent.com/Follow Richard on LinkedIn:👉 https://www.linkedin.com/in/richwash/Read Growth Magnet:👉 https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928#startups #founder #entrepreneur #techsales #saleshiring #wmyt #ticktalent #closingfoundry

Why are so many enterprise sales teams missing target, even with experienced reps, strong leadership, and proven products?In this Best Bits episode of Making Revenue Tick, Sean McCarry, GM UK at Trustpilot and a veteran enterprise sales leader, explains why unachievable sales targets are breaking enterprise sales teams from the inside out.Watch the full episode: https://youtu.be/bwsz4FailgI?si=jsU17SXIDjDuw9xYWith nearly 30 years of experience in enterprise sales and revenue leadership, Sean unpacks a pattern seen across large sales organisations:when targets are set without realism, trust erodes, motivation collapses, and performance suffers, regardless of talent.This clip explores:Why enterprise sales targets are often set too high to motivate performanceHow unrealistic revenue goals damage sales team morale, loyalty, and wellbeingThe pressure placed on sales managers caught between leadership expectations and team realityWhy sales leadership behaviour and emotional intelligence matter more than everHow team health and culture directly impact enterprise sales performanceNow leading Trustpilot’s UK business, Sean has built a reputation for driving growth by focusing on people, behaviours, and sustainable performance — not short-term pressure or false optimism.This conversation is essential viewing for:Founders and CEOs setting revenue expectationsCROs and VPs of Sales leading enterprise teamsSales managers navigating performance pressureEnterprise sales professionals experiencing target fatigueIf you want to understand why enterprise sales teams fail to hit target — and what leaders must do differently, this clip delivers a clear, experience-backed perspective.Connect with Sean: https://www.linkedin.com/in/sean-mccarry-1053231/Follow Richard Washington: https://www.linkedin.com/in/richwash/Read Richard’s Newsletter Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928#enterprisesales #salesleadership #teamhealth #teambehaviours #saassales #wmyt #ticktalent

How do you take a tech startup from a raw idea, through the grind of founder-led sales, all the way to a successful exit? In this episode of WMYT? What Makes You Tick, we explore the complete "circle of life" of a founder with Simon Black.Simon, a UK based tech veteran with over 20 years of experience at companies like IBM and Autonomy, walks us through his seven-year journey founding Awaken Intelligence. We discuss the painful but necessary transition of letting go of sales, a unique "fly-in" strategy for conquering the US market on a budget, and the "FABRIC" of a winning culture.If you are a first-time CEO or founder looking to shortcut your journey and potentially double your exit value, this masterclass is for you.WHAT YOU WILL LEARN IN THIS EPISODE:• The "Fly-In" US Expansion Strategy: How Simon cracked the US market and secured triple-digit growth without hiring expensive local leadership immediately, saving £100k a year in the process.• Transitioning from Founder-Led Sales: The emotional rollercoaster of handing over the reins, the importance of a playbook, and why hiring junior sales staff too early was a critical mistake.• Culture & The "No Aholes" Rule:** ** Why Simon implemented a strict veto policy on hiring and how the "FABRIC" value system (Fun, Agility, Be the Best, Responsibility, Integrity, Curiosity) held the team together.• The Power of Partnerships: How shifting from 100% direct sales to a partner-led model accelerated revenue and led to a strategic exit.• The Exit: The reality of merging with a US firm and the final acquisition by Capacity to ensure a safe home for the team.🔗 CONNECT WITH SIMON BLACK: LinkedIn: https://www.linkedin.com/in/blacksimon/FOLLOW RICHARD WASHINGTON : https://www.linkedin.com/in/richwash/Read Richard’s Newsletter Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928🔔 Subscribe to What Makes You Tick#FounderLedSales #SaaSExit #USExpansion #StartupCulture #TechEntrepreneur #SimonBlack #WMYT

Most startups don’t fail at product.They stall at go‑to‑market maturity.In this Best Bits episode of WMYT – What Makes You Tick: Tech Leaders’ Career Stories, we bring back one of the most valuable sections from our masterclass with Campbell Williams (CMO, CCO, operator, investor, and scale‑up leader).This episode zooms in on the exact moment where growth breaks — typically between £3M and £10M ARR — and why hiring more salespeople or a CRO rarely fixes the real issue.From 41:39 to 1:06:57, Campbell shares a CEO‑level perspective on:Why founders hit a ceiling even with strong early tractionThe hidden mistakes exec teams make when “professionalising” revenueWhy positioning, clarity, and customer recognition matter more than featuresHow businesses confuse activity with progress at scaleThe difference between looking busy and building a real growth engineWhy most GTM strategies fail before they ever get a chance to workThis is not theory.It’s the pattern recognition that comes from building, scaling, buying, and fixing businesses repeatedly.Whether you’re a founder, CEO, CRO, CMO, or investor, this episode will help you understand:👉 what actually drives sustainable growth👉 why many companies stall at seven figures👉 and how leaders should think differently as complexity increases🎙 About the podcastWMYT (What Makes You Tick) is a Tech Leaders Career Stories podcast, where we explore the decisions, patterns, and moments that shape great leaders and great businesses.📍 Guest: Campbell Williams📍 Host: Richard📍 Format: Best Bits Episode📍 Focus: Scaling from £3M to £10M ARR | Go-To-Market | Leadership | PositioningIf you’re building, scaling, or advising a tech business — this one’s worth your time.CONNECT + SUBSCRIBEConnect with Richard Washington on LinkedIn:https://www.linkedin.com/in/richwashConnect with Campbell Williams on LinkedIn:https://www.linkedin.com/in/campbellwilliamsGet weekly GTM playbooks for tech founders via the Growth Magnet newsletter:https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928Subscribe for more founder-to-founder masterclasses on hiring, sales, and scaling tech startups the smart way.#StartupGrowth #Positioning #MakingRevenueTick #CMO #TechFounders #GTMStrategy #B2BTech #Saas #BusinessPlaybook #ScaleUp#CampbellWilliams #RichardWashington #WMYT #Whatmakesyoutick

Alina Vandenberghe — Co-Founder & Co-CEO of Chili Piper — shares what happens when survival mode ends and success no longer motivates you.In this episode of What Makes You Tick, Alina reflects on leadership, belief, and the moment she realised that thinking about joy is a luxury when you’re in survival mode — and what it takes to rebuild your inner operating system once survival is no longer the driver.After selling her house to start Chili Piper, spending years in intensity, and scaling a company to a near-$1BN valuation, Alina reached a place few founders talk about: the moment survival stopped — and the deeper questions began.“If I’m not trying to survive, why am I here?”This is not a “how I built a startup” episode.It’s a conversation about identity after success, belief as a leadership skill, and why blame, fear, and punishment quietly destroy teams from the inside out.This episode is for founders, leaders, and high performers who’ve achieved external success but feel an internal disconnect — and are asking what actually matters next.In this conversation, we explore:Why joy disappears in survival mode — and what replaces itHow belief shapes leadership, culture, and decision-makingWhy “blame is a cancer” and how it spreads inside organisationsThe hidden cost of punishment, fear, and victim mentalityWhat founders don’t expect after financial successHow Alina thinks about impact, ownership, and meaning beyond metricsAlina is known for her uncompromising views on leadership and culture, including her belief that “blame is a cancer — once it starts, it spreads.” In this episode, she explains where that belief comes from, how it shows up in her leadership, and why psychological safety isn’t soft — it’s foundational.About Alina VandenbergheAlina Vandenberghe is best known for co-founding Chili Piper, which scaled to a near-$1BN valuation — but this conversation focuses on what came after that success.She is the Co-Founder and Co-CEO of Chili Piper, the Demand Conversion platform used by top GTM teams at companies like Monday.com, Gong, and Verizon. She started the company in 2016 after selling her house, with a mission to fix the broken B2B buying experience.Romanian-born and New York-based, Alina leads with a rare mix of conviction and vulnerability — and continues to work not because she has to, but because she believes deeply in the puzzle of building better systems for humans.🎧 Listen if you care about:Founder mindsetLeadership psychologyLife after successStartup cultureBelief, purpose, and meaningWhat actually drives high-performing people💬 Join the conversationWhat part of survival mode are you still stuck in?Share your thoughts in the comments — this conversation continues there.Follow Alina on LinkedIn: https://www.linkedin.com/in/alinav/Follow Richard on LinkedIn: https://www.linkedin.com/in/richwash/Read Richard’s Newsletter Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928Subscribe for more conversations that go beyond tactics — and into what makes the people who build startups tick.🔔 Subscribe to What Makes You TickWeekly conversations with founders, operators, and leaders exploring what really drives them — beyond titles, metrics, and surface-level success.

Welcome to a Best Bits episode of What Makes You Tick - Tech Leaders Career Stories.In this brilliant clip from our full-length conversation, I’m joined by Grant Richardson, Founder at Arden Insights and CEO of Sunamp, to break down a high-stakes question every tech founder and investor must face:“Which CRO model is right for my business - full-time, interim, or fractional?”But this episode goes way beyond that.We get into what actually makes a Chief Revenue Officer succeed:Why most companies hire CROs too early—or for the wrong reasonsWhat to do when you’re still unclear on product-market fitThe pressure CROs face to build the plane while flying itThe critical first 2–4 weeks: proving value fast and earning trustWhy alignment between sales, marketing & operations is non-negotiableHow to measure success when growth is urgent and time is tightWhat it really means to go “all in” as a CRO (regardless of the contract)Whether you're hiring your first CRO, replacing a misfire, or advising a portfolio company, this episode will help you:Avoid the biggest hiring pitfallsClarify your commercial leadership needsUnderstand the real difference between strategic and operational CROsDecide when to invest—and how to de-risk that decision🧠 This isn’t about job titles. It’s about traction, impact and velocity.💬 Featuring battle-tested insight from a leader who's been in the trenches, scaled revenue in complex markets, and knows what it takes to lead from day one.Connect with Grant Richardson on LinkedIn: https://www.linkedin.com/in/grant-a-richardson/Follow Richard on LinkedIn: https://www.linkedin.com/in/richwash/Read Richard’s Newsletter Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928Subscribe for more conversations that go beyond tactics — and into what makes the people who build startups tick.#CRO #ChiefRevenueOfficer #Startup #Scaleup #VC #TickTalent #WMYT

This is a best-bits episode from a conversation I recorded last year with my great friend James Bissell — also known as @TheRevenueEnabler — on his podcast, Hit Your Numbers.If you’re actively job searching — or quietly thinking about your next move — this episode will change how you think about your CV, interviews, and how hiring decisions are actually made.We break down why most CVs fail in seconds, and why it’s rarely because candidates lack experience or talent.The real issue is positioning.I share a simple framework that explains how companies really evaluate people — the four types of hires they make:subtractors, adders, dividers, and multipliers.Once you understand this, a lot suddenly makes sense:why great candidates get overlookedwhy “strong experience” isn’t enoughwhy generic CVs all blur togetherand why hiring managers respond to some people immediatelyWe also cover practical, no-nonsense advice on:why “personal profiles” don’t workhow to reframe your CV around business challengeshow to stand out without applying for hundreds of rolesand why conversations matter more than applicationsThis episode is especially useful if you:feel stuck in your job searcharen’t getting responses despite strong experiencewant to move into a higher-impact roleor want to be seen as a multiplier, not just another applicantIf you want to stop sending CVs into the void and start winning real conversations, this one is worth your time.Follow James on LinkedIn: https://www.linkedin.com/in/james-bissell1/Follow Richard on LinkedIn: https://www.linkedin.com/in/richwash/#JobSearch, #Careers, #Hiring, #SalesCareers, #Leadership

We honour great leaders, and we honour great leadership. This retrospective from 117 episodes and 2.5 years of WMYT shares the lessons we've learned - and out outlook on 2026.In this special WMYT Live episode, Richard Washington and Tolu Adebekun explore how the most effective founders, sales leaders, and operators grow their careers and companies - not through volume, but through relationships, curiosity, and trust.If you’re building a business, scaling a team, or trying to stand out in a noisy tech market… this is for you.🔍 In this episode:Why referrals are underused (and how to systematize them)The real difference between a Rolodex and a relationship engineHow curiosity drives better hiring, leadership, and salesWhat 117 episodes of What Makes You Tick have taught us about career successThe traits that make someone an intrapreneur, not just an employeeHow to spot (and avoid) sales hiring blind spots🚀 Who this episode is for:Tech founders & startup leadersSales and GTM professionalsOperators building real influenceAnyone who wants to lead with people, not just process📈 Keywords:referrals, relationship selling, leadership podcast, startup growth, GTM strategy, tech hiring, intrapreneurs, podcasting for business, founder lessons, sales leadership, what makes you tick🎧 About the show:What Makes You Tick? is where tech leaders share what really matters - career moves, product bets, cultural calls, and the personal moments behind the metrics. We honour great leaders!Follow Richard on LinkedIn: https://www.linkedin.com/in/richwash/Read Richard’s Newsletter Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928Subscribe for more conversations that go beyond tactics — and into what makes the people who build startups tick.#LeadershipPodcast, #RelationshipSelling, #TechFounders, #Intrapreneurs, #ReferralsThatScale, #WMYT #WhatMakesYouTick #TickTalent

Why do some products just click—while others miss the mark, even when they’re built “right”?In this episode of What Makes You Tick?, we sit down with Christina Hamlin—a product designer, brand builder, and creative leader who’s helped scale design and product teams in high-growth startups and global tech environments.Christina shares what most companies get wrong about UX, why product design should be a strategic function, not a service, and how to build experiences that align with both business goals and real human behavior.We get into the tension between brand and product, how to design with clarity at scale, and why the best design leaders don’t just “make it pretty”—they shape the system.If you're a founder, designer, PM, or startup exec, this one’s packed with real insight.📌 What you’ll learn:– Why UX ≠ product design—and why that confusion hurts– How to integrate brand and product seamlessly– What it really takes to scale a design team in a startup– Why systems thinking beats surface-level fixes– Christina’s path from agency to in-house leadership– How to bring storytelling, clarity, and confidence to your product roadmap🎧 About the show:What Makes You Tick? is where tech leaders share what really matters—career moves, product bets, cultural calls, and the personal moments behind the metrics.📲 Connect with Christina Hamlin🔗 LinkedIn https://www.linkedin.com/in/chamlin/overlay/photo/Follow Richard on LinkedIn: https://www.linkedin.com/in/richwash/Read Richard’s Newsletter Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928Subscribe for more conversations that go beyond tactics — and into what makes the people who build startups tick.#ProductDesign#UXStrategy#StartupLeadership#DesignThinking#WhatMakesYouTick

When U.S. startups look to expand into EMEA, they often bring the same playbook that worked back home — and hit a wall fast.Get the main episode https://youtu.be/5t8ZUiwbxvY?si=3UsxdHQi29bT6O5eIn this Best Bits episode, Kevin Shirley (former RVP EMEA at Udemy and senior sales leader at LinkedIn, Lattice, and more). Now leading Enterprise Sales and Partnerships for Goodwall. In this conversation he shares the overlooked mistakes U.S. companies make when entering Europe — from underestimating cultural nuance to overpromising results without real local investment.We unpack:– Why strong brand presence in the U.S. means nothing in Europe– The false confidence that kills runway in new markets– How to align marketing, CS, and sales for true EMEA traction– Why you must localize far beyond language– And how international career moves can transform both your leadership and your lifeWhether you're a founder thinking about global expansion or a go-to-market leader preparing to launch a new region, this conversation is packed with first-hand lessons you’ll want before making the leap.Listen now. Learn from someone who’s actually done it.Connect with Kevin on LI https://www.linkedin.com/in/kevin-shirley-37518b7/Follow Richard on LinkedIn: https://www.linkedin.com/in/richwash/Read Richard’s Newsletter Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928Subscribe for more conversations that go beyond tactics — and into what makes the people who build startups tick.#usstartups #seriesa #seriesb #emeaexpansion #europeangrowth #scaleups #wmyt #ticktalent

Forecasting shouldn’t be a guessing game.But for most startups, it’s exactly that — a stressful mix of pressure, performance theatre, and leadership misalignment.In this episode, I sit down with Lindsay Rios — a sales leader, operator, and coach who’s helped GTM teams scale with heart and clarity. We unpack why forecasting fails so often in early-stage orgs, and what it really takes to build systems (and cultures) where reps, managers, and founders are all rowing in the same direction.This isn’t just about process.It’s about trust. Clarity. Ownership.And the confidence to lead when the data isn’t perfect.We cover:– Why most sales leaders are set up to fail at forecasting– How “pipeline policing” kills culture and trust– What founders need to own (and stop outsourcing) in GTM– Why emotional intelligence matters just as much as Excel– What a healthy, human sales culture actually looks like– How to stop managing through hope — and start leading with clarityIf you’ve ever lost sleep over a forecast, or felt like your team was faking confidence instead of building it — this one’s for you.Lindsay Rios brings lived experience, not just frameworks.Listen in. Real talk ahead.Find out how she can help https://www.lindsayrios.com/Connect with Lindsay on LIFollow Richard on LinkedIn: https://www.linkedin.com/in/richwash/Read Richard’s Newsletter Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928Subscribe for more conversations that go beyond tactics — and into what makes the people who build startups tick.#SalesLeadership#Forecasting#StartupFounder#GTMStrategy#WhatMakesYouTick #WMYT #GTM #LindsayRios

What actually makes someone great at sales — and how do you know when they’re ready to lead?Full episode #55 https://youtu.be/QnH0WOl2crQ?si=WIlbLxq4SVdqrjm1In this Best Bits episode, we dive into a punchy segment with Taylor Corr, a seasoned sales leader who’s developed top-performing teams at Bloomberg, Quantcast, and now StackAdapt, where he leads US agency new business.Taylor shares the real traits that define standout AEs, the hidden pitfalls most early-career reps fall into, and why companies so often get it wrong when promoting first-time managers.We get into:What top-performing AEs do differently (it’s not just numbers)How to disqualify like a pro and avoid pipeline bloatThe emotional side of burnout, disengagement & career doubtHow to support sellers through the “I got another offer” momentWhy promoting your best rep to manager without support is a recipe for failureHow managers can actually track their growth (even when it's intangible)Whether you’re on your way up or responsible for building the next wave of sales leadership, this is one to take notes on.Connect with Taylor on LI https://www.linkedin.com/in/taylorcorr/About Richard WashingtonRichard Washington is the host of Making Revenue Tick and a trusted authority for tech founders looking to hire and scale elite revenue teams. Known for his contrarian, practical approach, Richard helps startups avoid costly hiring mistakes, align GTM teams, and grow from early traction to sustained success.Follow Richard on LinkedIn: https://www.linkedin.com/in/richwash/Read Richard’s Newsletter Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928Subscribe for more conversations that go beyond tactics — and into what makes the people who build startups tick.#SalesLeadership#AEtoManager#StartupSales#SalesCoaching#GoToMarket #WMYT

Most people think startups fail because of product, funding, or go-to-market.But more often than not, it comes down to leadership.Not the big vision stuff — the day-to-day choices that shape culture, trust, and momentum.In this episode, Tolu and I sat down with James Westlake - a seasoned CRO and startup operator who helped scale Trustpilot and now works with SaaS founders to rebuild revenue, align boards, and lead under pressure.We talk about what actually breaks when leadership isn’t right, especially when you’re remote, scaling fast, and trying to harness the promise (and pressure) of AI.What we cover:– Why poor leadership is still the #1 reason startups stall– How to build trust and culture in remote, fast-changing teams– The real job of a startup CRO (and why most fail)– What to do when your GTM org feels off — but you can’t see why– The tension between speed, scale, and ethics as a leaderWho it’s for:Founders, CROs, and execs trying to grow fast — without burning people or breaking trust.If you’re leading a team in a remote, AI-shaped world… this one will hit home.Connect with James on LinkedIn https://www.linkedin.com/in/james-westlake/About Richard WashingtonRichard Washington is the host of Making Revenue Tick and a trusted authority for tech founders looking to hire and scale elite revenue teams. Known for his contrarian, practical approach, Richard helps startups avoid costly hiring mistakes, align GTM teams, and grow from early traction to sustained success.Follow Richard on LinkedIn: https://www.linkedin.com/in/richwash/Read Richard’s Newsletter Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928Subscribe for more conversations that go beyond tactics — and into what makes the people who build startups tick.#Leadership #StartupCulture #SaaSScaling #Trustpilot #CROInsights #GTMLeadership #RemoteTeams #AIandLeadership #WhatMakesYouTick #TickTalent #MakingRevenueTick

Most revenue failures don’t start with pipeline—they start with people in the wrong roles.In this Best Bits from the Making Revenue Tick episode with Mark C. Ward, we dig into the leadership blind spots that quietly stall growth, from first sales hires that never ramp, to sales managers who break more than they build.Richard Washington (Tick Talent) and Mark Ward (Revenue Arc) break down:– Why 60% of first-time sales managers fail– The hidden cost of weak commercial leadership– How to properly assess capability before you hire– What to do when you realise someone isn’t right for the role– Why great revenue leadership isn’t about CVs—it’s about stage-fit, impact, and systemsIf you’re scaling from $3M to $30M ARR and want to avoid the most expensive mistake in GTM—you need to watch this.🎧 Watch the full episode here: https://youtu.be/VF1_hu8l7eA?si=yk2W2PzwWKIvQhtGConnect with Richard on LinkedIn: https://www.linkedin.com/in/richwash/Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928🔗 Connect with Mark: https://www.linkedin.com/in/markcward/Hashtags #MakingRevenueTick #RevenueLeadership #GTMHiring #ScalingStartups #SalesLeadership #StartupGrowth #SalesTurnaround #RevOps #FounderLedSales #TickTalent #RichardWashington #RevenueArc #MarkCWard

The Executive Job Search Is Broken, Here’s How to Fix It(Interview from the Leadership That Sells Podcast with Paul Morton)Most senior leaders are running a reactive job search in a market that now demands precision.They rely on job boards.They wait for recruiters.They spray CVs into the void.And then they wonder why they get ghosted, mis-sold on roles, or land in the wrong company at the wrong stage.In this episode of What Makes You Tick, Paul Morton interviews Richard Washington, Founder at Tick Talent, to talk through a modern, GTM-led approach to executive job search and career strategy, one designed for CROs, VPs, founders, and senior operators who want to create opportunity, not chase it.This is about treating your career like a revenue motion — with:A clearly defined ICPA positioning strategyA relationship-led outreach engineAnd a process that compounds trust, visibility, and accessWhat We Cover in This EpisodeWhy traditional executive job search methods no longer workHow senior leaders lose leverage in recruiter-led processesThe psychology of being “chosen” vs “creating demand”How to define your true Ideal Career Profile (stage, culture, challenge, not just title)How to build a targeted list of companies you actually want to work forHow to turn thought leadership into inbound career opportunityHow to use soft outreach and value-first conversations instead of cold pitchesWhy warm introductions outperform applications at every levelHow to move from conversations to real opportunities without formally “applying”How to track your job search like a live revenue pipelineThis episode is about control, alignment, and leverage — and how the best operators engineer their next move long before the market ever sees them.Who This Is ForCROs, VPs, and GTM leaders planning their next moveTech executives navigating layoffs, transitions, or quiet job searchesOperators moving from scale-up to startup (or vice versa)Leaders who care about culture, stage-fit, and meaningful challengesAnyone tired of reactive, recruiter-driven career strategyWhy This Matters NowThe hiring market has changed.Access matters more than volume.Reputation matters more than CVs.And trust compounds faster than outreach ever will.The leaders who win in this market don’t “job hunt.”They build visibility, relevance, and demand — quietly and deliberately.This episode shows you how.Follow Paul's podcast https://www.youtube.com/@practical-leadershipConnect with Richard on LinkedIn: https://www.linkedin.com/in/richwash/Get the Playbook in the commentsGrowth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928#jobsearch #executivejobsearch #jobsearchstrategy #executiverecruitment #ticktalent #wmyt #whatmakesyoutick

Every founder wants more leads, more visibility, and more traction — but almost nobody knows how to extract maximum output from minimum effort.This Best Bits episode breaks down Jess Schultz’s GTM Multivitamins framework — the most efficient early-stage growth strategy we’ve ever covered on Making Revenue Tick.Jess shows you how to turn a single conversation, customer call, or podcast into dozens of high-impact assets you can use for demand gen, outbound, social proof, and pipeline creation.If you’re a founder, operator, or early GTM hire trying to create traction without a big budget or team… this is the episode to watch.What You’ll Learn (In 12 Minutes Flat)How to turn 1 hour of effort into 30+ pieces of GTM contentHow to use podcasts as a multiplier for content, credibility, outbound, and SEOWhy your best positioning and messaging already exist inside customer callsHow to activate “mindshare precedes market share” using simple repurposing loopsHow to use podcasts and content for high-conversion outbound (without being salesy)Why most founders are sitting on untapped gold mines of messagingHow to repurpose across email + LinkedIn without sounding repetitiveHow to build reach without spending more time, money, or headcountWhy This Clip MattersMost startups don’t fail because they lack resources — they fail because they don’t know how to leverage what they already have.Jess’s “GTM Multivitamins” strategy lets you:Get traction before hiringIncrease reach without increasing bandwidthStay visible to your ICPBuild demand and pipeline while doing work you already planned to doThis is the content playbook founders wish they knew two years earlier.Who This Is ForSeed → Series A founders trying to build demand with limited capacityMarketing & Sales leaders who want to scale signal, not noiseOperators responsible for pipeline, messaging, and GTMAnyone who wants to work smarter, not harderConnectJess on LinkedIn: https://www.linkedin.com/in/jessicatschultzJess’s Newsletter: https://playbook.amplifyscales.com/Richard on LinkedIn: https://www.linkedin.com/in/richwash/Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928#GTM #StartupGrowth #ContentStrategy #FounderLedSales #DemandGen #MarketingTips #SalesEnablement #LinkedInGrowth #PodcastMarketing #AmplifyScales #TickTalent #WMYT

Enterprise sales is at a breaking point.Quota attainment is collapsing.AE productivity is falling.And the default response from revenue leaders?👉 Buy more tools. Add more dashboards. Add more noise.In this episode of Making Revenue Tick, Douglas Mancini breaks down why enterprise quota attainment is stuck at 40% — and how to build a real enterprise motion that consistently gets reps to 100%+ without adding headcount or tech.Douglas has been in Strategic Sales through Sun Microsystems, SAP, Oracle, Criticizer and Okta (plus many startups). He’s built enterprise teams through every GTM phase — from chaos to scale — and has seen firsthand what actually moves quota attainment.This is the unfiltered operating manual for enterprise sales leaders, CROs, VPs of Sales, and founders selling upmarket.🎙️ In This Episode, You’ll Learn:💥 Why enterprise AEs miss quota — and why tools make it worseThe hidden forces killing productivity: fragmented systems, inaccurate forecasting, broken enablement, and inconsistent deal qualification.💥 The “Deal System” great enterprise orgs useHow elite teams structure deal reviews, MEDDIC/MEDDPICC enforcement, and strategic account planning to remove randomness from the sales cycle.💥 Why managers (not reps) are the real multiplierHow world-class front-line managers drive predictable pipeline generation, deal inspection, and execution — and why most orgs hire the wrong ones.💥 Pipeline reality vs. pipeline theatreWhy 70% of pipeline is “dead on arrival” — and how to fix it with ruthless qualification, customer-aligned stages, and cross-functional accountability.💥 How to reduce tool bloat and increase rep capacityThe 3 systems enterprise sellers actually need — and everything else that slows them down.💥 What separates 100%+ enterprise repsThe mindset, habits, deal discipline, executive alignment, and customer rigor that consistently drive top performance.👤 About Douglas ManciniDouglas Mancini is one of Enterprise Sales veterans. He lives and breathes strategic deals. 🎯 Who This Episode Is ForCROs + VPs of Sales trying to lift AE performanceEnterprise founders moving upmarketSales managers who want to run real deal inspectionsEnterprise AEs looking to hit 100% consistentlyRevOps + Enablement teams cleaning up process and systemsAnyone stuck in a sea of tools but starving for execution clarityFollow Douglas on LinkedIn:👉 https://www.linkedin.com/in/domancini/Follow Richard on LinkedIn:👉 https://www.linkedin.com/in/richwash/Read Growth Magnet:👉 https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928#enterprisesales #strategicsales #techsales #wmyt #whatmakesyoutick

Founders: You can’t scale if every deal depends on you.But most new hires don’t fail because they’re bad — they fail because you never built the system that sets them up to succeed.Full episode here: https://youtu.be/j4Zr70NsFOk?si=MpffVOPmwDxNs1NgIn this What Makes You Tick: Best Bits episode from the Making Revenue Tick masterclass series, Angel Evenson and Richard Washington break down The Enablement Gap — the silent killer of sales and marketing hires in early-stage startups.If you’ve ever hired someone great on paper who fizzled out fast… this is the 10-minute fix you can’t afford to miss.💡 You’ll Learn:Why experience ≠ impact (and what to look for instead)How founders set up new hires to fail without realizing itWhat real onboarding and enablement should look likeHow to spot multipliers — people who elevate everyone around themWhy structure beats shadowing when you’re scaling salesKey Questions This Best Bits Answers🧩 The Enablement GapWhy do so many talented new hires fail within their first 90 days?What exactly is “enablement,” and how is it different from onboarding?How can founders design onboarding that actually builds confidence and results?💼 Hiring & ExperienceWhy hiring for “years of experience” or big-name logos (like Apple or Meta) is a trap in startups?What kind of experience actually translates well to early-stage environments?How do you spot people who can thrive in fast-changing, ambiguous settings?🚀 Multipliers vs. ExecutorsWhat’s the difference between someone who’s great at their job and someone who multiplies impact across the team?How can you identify “multipliers” in an interview — and what questions reveal them?What signals show a candidate has the confidence and judgment to push back on founders (when it matters)?📋 Onboarding That WorksWhat does a truly effective onboarding program look like — especially for your first GTM hires?How do you transition from “founder in every deal” to a repeatable sales motion without losing quality?Why does shadowing and unstructured “follow me around” onboarding fail?What’s one practical step to document your process and free up founder bandwidth?🧠 Culture & RetentionHow do you build a culture that supports independence, experimentation, and accountability?Why is enabling people before you scale headcount the key to keeping them long-term?👤 About Angel EvensonAngel Evenson is the Founder & CCO of AKA Communications, a sales and marketing consultancy helping founders grow revenue without burning out. A former Challenger consultant, she blends enablement, messaging, and leadership alignment to help early-stage businesses scale sustainably.🔗 Follow Angel: linkedin.com/in/angelevenson📚 Get her tools: linktr.ee/angelevenson🎙️ About the ShowWhat Makes You Tick is hosted by Richard Washington, founder of Tick Talent, featuring conversations with top GTM operators, founders, and executives.Each episode is a masterclass on scaling revenue, building trust, and creating human-centered growth systems.Want help hiring? 👉 Richard Washington – https://www.linkedin.com/in/richwash/🎧 Subscribe to What Makes You Tick for new episodes weekly:YouTube @whatmakesyoutick | Spotify https://open.spotify.com/show/1PrIjRzmSOGUQJSigtpXNS?si=3b350a2f32d84a97 | Apple Podcasts https://podcasts.apple.com/gb/podcast/wmyt-what-makes-you-tick-tech-leaders-career-stories/id1699043715#FounderLedSales #SalesLeadership #StartupGrowth #WhatMakesYouTick #AngelEvenson #WMYT #Enablement #SalesTraining

Every business says they want to hire “people with networks.”But here’s the problem: those networks run out fast!After 90 days, the “Rolodex effect” fades — and most sellers fall back on cold outbound that doesn’t convert.In this What Makes You Tick: Making Revenue Tick Masterclass, Stephen Oommen joins Richard Washington to break down how to build and use your network strategically — so you never run out of intros, and every one you make actually drives revenue.This episode is your Referral Selling Playbook — for founders, sellers, and GTM leaders who want to stop chasing cold leads and start creating trusted access at scale.💡 In This Conversation, You’ll Learn:Why hiring “network sellers” rarely works (and what to do instead)The Referral Effect — how to turn one great intro into a pipeline of opportunitiesStephen’s 5 COINs framework for building warm access: Centers, Connectors, Communities, Coaches & Customers of InfluenceHow to make intros that actually close — not just polite coffee chatsThe neuroscience of trust: why warm intros outperform cold calls 10xHow to build a referral-driven GTM motion that compounds over timeHow to train your team to “give before they get” — and win faster through reciprocity🧠 Who Should WatchFounders and sales leaders tired of cold outbound that doesn’t workRevenue teams looking to generate pipeline through relationships, not spamRecruiters and hiring managers evaluating “network sellers”SDRs and AEs who want to build their own repeatable referral systemGTM operators designing trust-based growth strategies👤 About Stephen OommenStephen Oommen is a keynote speaker, consultant and GTM leader. Known as the king of referrals, a true relationship architect who has built multi-million-dollar pipelines entirely through referrals and introductions. A two-time guest on What Makes You Tick, he’s known for teaching revenue teams how to systematize warm access, turn relationships into revenue, and win trust in competitive markets.🎙️ About the ShowWhat Makes You Tick is hosted by Richard Washington, founder of Tick Talent, featuring conversations with top GTM operators, founders, and executives.Each episode is a masterclass on scaling revenue, building trust, and creating human-centered growth systems.🔗 Connect with the speakers👉 Stephen Oommen – https://www.linkedin.com/in/stephenoommen/👉 Richard Washington – https://www.linkedin.com/in/richwash/🎧 Subscribe to What Makes You Tick for new episodes weekly:YouTube @whatmakesyoutick | Spotify https://open.spotify.com/show/1PrIjRzmSOGUQJSigtpXNS?si=3b350a2f32d84a97 | Apple Podcasts https://podcasts.apple.com/gb/podcast/wmyt-what-makes-you-tick-tech-leaders-career-stories/id1699043715#referrals #networking #salesskills #salestraining #salesenablement #gotonetwork #salesleadership #whatmakesyoutick #thereferraleffect #ticktalent #wmyt

Most sales leaders focus on driving revenue.The elite ones? They change how their teams think.In this Best Bits episode, Tolu sits down with Mike Petroskey, a sales leader who’s built, coached, and scaled high-performing revenue teams across hypergrowth environments.But this isn’t your standard hiring or sales chat.This episode goes deep into the psychology of great sales leadership - how top leaders reshape beliefs, create emotional safety, and spark performance breakthroughs by leading from the inside out.What You’ll Learn:Why mindset - not just skillset - determines sales performanceThe silent killers of team culture (and how great leaders fix them)How to coach reps without ego and unlock their potentialThe real reason some teams scale effortlessly - and others stallHow to embed belief-shifting leadership into your hiring processWhether you're a CRO, VP of Sales, or startup founder building a GTM team - this is a great insight in to leadership psychology you'll enjoy if you've chosen this path.👉 Mike Petroskey – LinkedIn https://www.linkedin.com/in/mikepetros/ 👉 Richard Washington – LinkedIn https://www.linkedin.com/in/richwash/🎧 Subscribe to What Makes You Tick @whatmakesyoutick | Spotify https://open.spotify.com/show/1PrIjRzmSOGUQJSigtpXNS?si=06137d29432747d6 | Apple Podcasts https://podcasts.apple.com/gb/podcast/wmyt-what-makes-you-tick-tech-leaders-career-stories/id1699043715#salespsychology #leadership #hiring #mindset #whatmakesyoutick #wmyt

Expanding into Europe isn’t just a natural growth move to go global - it’s a strategic minefield that will hurt those who don't learn from those who've been up the mountain!In this masterclass episode of What Makes You Tick, Michael Schirrmacher, SVP Growth @ Reveni. A world class EMEA GM, ex Bloomreach, Fast and Narvar, joins Richard Washington to break down exactly what it takes to land and scale successfully in EMEA.If you’re a US or International founder, CRO, or GTM leader planning your first European expansion, this episode is your EMEA Expansion Playbook.Learn how to avoid the classic mistakes, hire your first regional leader the right way, and build sustainable traction across multiple markets.💡 In This Conversation, You’ll LearnThe do’s and don’ts of landing in Europe — from first hire to full market launchWhy US playbooks fail in EMEA (and how to fix them)How to find product-market fit again in a new regionThe difference between a local “hero” and a real regional builderHow to align HQ and regional leadership without creating silosWhy “trust” and “timing” matter more than budget in international expansionThe cultural nuances that drive (or destroy) deals in Europe🧭 Who Should WatchFounders expanding from the US (or out East) to EMEACROs and VPs of Sales building international GTM functionsInvestors looking for playbooks that scale across marketsSales leaders entering new regions or rebuilding EMEA operations👤 About Michael SchirrmacherMichael Schirrmacher has spent 15+ years building and leading go-to-market organizations across Europe. From early-stage startups to global scale-ups, he’s helped companies like Bloomreach, Fast and Narvar crack international growth, build cross-functional alignment, and lead high-performing teams across cultures. Now he's SVP Growth @ Reveni. Check them out!🎙️ About the ShowWhat Makes You Tick is a podcast by Richard Washington, founder of Tick Talent, featuring candid conversations with the world’s top GTM leaders, founders, and operators.Each episode unpacks real frameworks, battle-tested lessons, and behind-the-scenes stories from the people building the future of revenue.🔗 Connect👉 Michael Schirrmacher – LinkedIn https://www.linkedin.com/in/michaelschirrmacher/👉 Richard Washington – LinkedIn https://www.linkedin.com/in/richwash/🎧 Subscribe to What Makes You Tick @whatmakesyoutick | Spotify https://open.spotify.com/show/1PrIjRzmSOGUQJSigtpXNS?si=06137d29432747d6 | Apple Podcasts https://podcasts.apple.com/gb/podcast/wmyt-what-makes-you-tick-tech-leaders-career-stories/id1699043715#EMEAExpansion, #GoToMarketStrategy, #StartupGrowth, #SaaSLeadership, #WhatMakesYouTick

What really separates great leaders from bad ones?In this Best Bits episode of What Makes You Tick, Abi Williams , Founder at Lead Not Lag, Revenue Growth Operator, and former leader at Oracle, Meta, LinkedIn, Pluralsight, and Udemy, breaks down how to build teams that win with integrity and scale with culture.Abi shares the leadership lessons behind growing an SMB business unit from $2M to $25M ARR in just two years, coaching startups at Techstars, and leading high-performing teams across the globe.She shares lived experienc of:Why culture is your true performance multiplierHow to hire and promote with integrity and alignmentThe cost of keeping “star performers” who erode trustHow people-first leadership accelerates growthWhy bad leaders can be your best teachers, if you pay attentionIf you’ve ever wondered how to balance empathy with execution, this conversation is your blueprint for building scalable, people-centric success.🎧 What Makes You Tick is where tech founders, operators, and GTM leaders share the frameworks, failures, and mindset shifts behind growth that lasts.Connect with the Guests:🔹 Abi Williams - LinkedIn - https://www.linkedin.com/in/abiolawilliams/🔹 Richard Washington - LinkedIn - https://www.linkedin.com/in/richwash/#Leadership, #Culture, #StartupGrowth, #SalesLeadership, #WhatMakesYouTick #ChiefRevenueOfficer #Founder #Startups #WMYT

What happens when everything you’ve built suddenly stops. And you’re forced to rebuild not just your career, but yourself?In this episode of What Makes You Tick, Roderick Jefferson, bestselling author of Sales Enablement 3.0 and globally recognized keynote speaker, shares how a stroke changed his entire perspective on leadership, ambition, and the true meaning of success.From leading global GTM teams at Salesforce, Oracle, and Marketo to redefining what it means to enable people (not just train them), Roderick brings a deeply personal and practical playbook for every leader chasing impact without losing themselves in the process.In This Episode:What a life-changing moment taught Roderick about leadership, empathy, and resilienceWhy you train animals, but you enable peopleHow to balance ambition with health, family, and purposeThe mindset shifts that turn setbacks into sources of strengthHow to apply enablement principles beyond sales - to life itselfAbout Roderick JeffersonRoderick Jefferson is an internationally recognized business and transformational speaker, known for his dynamic voice and practical frameworks that have shaped the future of sales enablement and GTM leadership.He’s spoken at and advised companies including:ATD Conference, B2BMX, Cisco, LinkedIn, MindTickle, Oracle, Salesforce (Dreamforce), SAP, Seismic, SiriusDecisions, Uber, and Zoom.He’s also the author of two Amazon bestsellers:📘 Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence📘 Sales 3.0 Companion Workbook📘 Pre-order his new book Stroke of Success https://www.roderickjefferson.com/stroke-of-successWhen he’s not on stage, Roderick can be found barbecuing or playing bocce with his family - reminding us all that success means nothing without balance.🎧 Listen to What Makes You TickWhat Makes You Tick is the flagship podcast uncovering the human side of high performance - hosted by Richard Washington, founder of Tick Talent. Each episode dives deep with world-class leaders, founders, and operators on leadership, mindset, and growth in tech.Available on:🎧 Apple Podcasts | Spotify | Amazon Music | YouTubeConnect with the Guests🔹 Roderick Jefferson — LinkedIn https://www.linkedin.com/in/roderickjefferson/🔹 Richard Washington — LinkedIn https://www.linkedin.com/in/richwash/#HopeIsNotAStrategy, #LearnAnywhereAchieveEverywhere, #IQplusEQplusAI3dot0, #strokeofsuccess, #GTMtransformation, #salesenablement, #keynotespeaker, #motivationalspeaker, #healthandwellness, #leadershipdevelopment, #WhatMakesYouTick, #TickTalent

How do you hire sellers who don’t just close deals - but multiply impact?Hear the full episode: https://youtu.be/viv8BikwTNg?si=6Ag_WGbFAZVZe-ulIn this Best Bits from Making Revenue Tick, Heath Barnett, VP of Revenue at Mixmax and host of Mixology, joins Richard Washington to break down one of the biggest hiring traps in startups: The Resume Fallacy.Founders and GTM leaders often chase pedigree - hiring reps from big logos, proven companies, or “top performers.”But early-stage success demands something entirely different: resourcefulness, curiosity, and an operating system for ambiguity.In this 18-minute highlight, Heath shares:💡 Why “top reps” from big companies often fail in startups🎯 How to identify resourceful sellers who build process, not just follow it⚙️ What early-stage leaders get wrong about hiring for potential vs proof🧭 How to interview for grit, coachability, and execution under chaos🤝 Why great recruiters often become exceptional SaaS sellers themselvesIf you’re hiring your first sellers - or levelling up your GTM team - this clip is your shortcut to avoiding expensive misfires and finding the multipliers who actually scale.About Heath BarnettHeath is a revenue leader and PLG operator who’s helped startups scale from early traction to hypergrowth. Currently leading Revenue at Mixmax, he’s known for building lean, high-impact sales teams and for hosting Mixology, a podcast for operators who care about doing the work that actually works.🔗 Connect with Heath on LinkedIn https://www.linkedin.com/in/gtmjuice/About Richard WashingtonRichard Washington is the host of Making Revenue Tick and a trusted authority for tech founders looking to hire and scale elite revenue teams. Known for his contrarian, practical approach, Richard helps startups avoid costly hiring mistakes, align GTM teams, and grow from early traction to sustained success.Follow Richard on LinkedIn: https://www.linkedin.com/in/richwash/Read Richard’s Newsletter Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928#StartupHiring, #SalesLeadership, #GoToMarket, #B2BSaaS, #MakingRevenueTick #WMYT #SalesHiring #SalesRecruitment