WMYT - What makes YOU Tick? Tech Leaders Career Stories

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

What happens when your startup hits the messy middle - when scrappiness alone can’t scale?In this Making Revenue Tick masterclass, Dustin Clinard joins Richard Washington to unpack what it really takes to grow from $3M to $20M+ ARR.From a startups early stage to growth execution, Dustin reveals the unspoken rules of scaling - where founders stop being the cavalry, and teams learn to create their own momentum.You’ll learn:- Why “no one is coming to save you” is the single most important growth mindset- How to build systems that scale before you feel ready- The Resourcefulness Rule, and how top performers apply it daily- How to transition from founder-led revenue to true organizational leadership- Why hiring slows growth (until you learn to hire for leverage)If you’re a founder, CRO, or operator navigating that tough $3-$20M stretch, this episode will change how you think about growth, leadership, and accountability.About the guests:🎙 Dustin Clinard, CEO at Ignis AI, connect on LinkedIn https://www.linkedin.com/in/dustinclinard/Helping companies unlock potential, transform careers, and elevate the future of work.🎙 Richard Washington, Founder at Tick Talent, and Host of WMYT? What Makes You Tick - Tech Leaders Career Stories, and Making Revenue Tick podcastsConnect on LI: https://www.linkedin.com/in/richwash/#StartupGrowth, #ARR, #MakingRevenueTick, #SaaSLeadership, #IgnisAI, #Founders, #ScalingStartups, #RevenueLeadership, #B2BSales, #WhatMakesYouTick

What if the future of sales isn’t about automation — but about trust?In this episode of Making Revenue Tick, Rachit Kataria, co-founder and CEO of Centralize, joins Richard Washington to share the truth about building an AI startup in a noisy, high-stakes market.Fresh off a $4M seed round led by Salesforce Ventures, Rachit breaks down:Why enterprise sales is broken — and how relationship intelligence can fix itThe difference between AI for good and the “AI that spams”How to build trust in a world flooded with automationWhat it really feels like to build through fear, uncertainty, and gritWhy the best startups are never about the tech — they’re about the peopleWhether you’re a founder, sales leader, or investor, this conversation is a masterclass in building products (and companies) that actually matter.🎧 Watch the full episode to learn how Centralize is helping teams at Brex, Intercom, Highspot, Sendoso, and Cresta win bigger and faster — by mapping the human networks behind every deal.👉 Connect with the guests:Rachit Kataria, CEO and Co-Founder at Centralize https://www.linkedin.com/in/rachitkataria/Richard Washington, Founder at Tick Talent https://www.linkedin.com/in/richwash/#AIStartups #RelationshipSelling #Centralize #StartupLife #MakingRevenueTick #WMYT #seedfunding

The old sales frameworks don’t fit today’s buyers. Want proof? Look at the quota attainment and sales cycle data. The market is heading for a cliff. The answer lies in the Psychology and Unlocking our Humanistic Unique Abilities.Get first access to Buyer Coding here: https://www.buyercoding.com/In this episode of Making Revenue Tick - the Masterclass series from What Makes You Tick, friend of the pod Rich Patterson introduces Buyer Coding, a new psychology of selling that explains how people actually like to buy.Forget MEDDIC. Forget SPIN. Forget playbooks written for another era.This is about decoding your buyer’s mindset, and adapting your approach in real time.You’ll learn:What Buyer Coding is and why it’s redefining modern salesThe 5 Buyer Codes: Analyzer, Defender, Validator, Visionary, and CloserHow to identify each buyer type within minutes of a callWhy traditional frameworks break down with complex, multi-threaded dealsHow Buyer Coding drives stronger connections, faster deals, and higher win ratesWhy the future of sales isn’t about scripts or tech, it’s about empathy, decoding, and alignmentThis conversation goes beyond tactics.It’s about evolving from process-driven selling to truly human, buyer-led growth.If you lead a sales team, run a startup, or sell into the enterprise - this episode will change how you think about every deal from here on.🎧 What Makes You Tick - with Richard WashingtonConversations with leaders who redefine how we hire, sell, and grow startups and scaleups in the AI era.About Rich Patterson:Sales strategist, leadership coach, and creator of the revolutionary Buyer Coding™ framework that has transformed how thousands of professionals approach sales psychology.With over 15 years of experience across Fortune 500 companies and startups, Rich discovered that every buyer operates from one of five distinct psychological profiles. This breakthrough led to the creation of the Buyer Coding™ framework.Rich Patterson: https://www.linkedin.com/in/richhitsgoals/Check out Buyer Coding: https://www.buyercoding.com/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=7083793079794556928Big Questions You'll Hear Answered:Why sales frameworks are brokenWhat is Buyer Coding?The 5 Buyer Codes explainedHow to spot buyer types in real timeAdapting your style to match each codeWhy “persona selling” no longer worksBuyer Coding in enterprise vs SMB dealsHow AI will evolve sales psychologyHow to train your team to sell the way buyers buyClosing thoughts: empathy as a sales superpowerFollow the podcast to meet a new Virtual Mentor in Leadership every week. Right here on What Makes You Tick. @WhatMakesYouTick#BuyerCoding #SalesPsychology #ModernSelling #WhatMakesYouTick #GoToMarket #WMYT

See if you're hiring Multipliers, Adders, Subtractors or Dividershttps://www.multiplierscorecard.com/Most startups make the same mistake - they hire resumes, not attitudes and behaviours. They say they do, but when the chips are down, they go for experience.In this Best Bits episode, Richard Washington sits down with Brent Holloway, Founder at SaaS Sales Advisors and Mastiff Software to talk through how to build elite sales teams by hiring multipliers - people who make everyone around them better.If you’re a founder, CRO, or startup sales leader, this 20-minute masterclass shows you exactly how to spot, test, and hire talent that scales with your business.You’ll learn:- The “Moneyball” strategy behind smart sales hiring- Why top performers from big brands often fail in startups- How to test for coachability and resourcefulness in interviews- The difference between Adders, Subtractors, Dividers, and Multipliers- The frameworks Brent and Richard use to build winning GTM teamsWhether you’re hiring your first AE or scaling to 50 reps, this clip will change the way you think about recruitment and leadership forever.🎧 Full episode available on What Makes You Tick — the show for founders, sales leaders, and revenue builders who want to understand what truly drives performance.Get it here https://youtu.be/_NHP2ZCHyIk?si=lMIYOrk8NfPGqQeqConnect with us:Brent Holloway on LinkedIn: https://www.linkedin.com/in/brent-holloway/Richard Washington on LinkedIn: https://www.linkedin.com/in/richwash/Learn more about Tick Talent: https://www.ticktalent.comSee if you're hiring Multipliers, Adders, Subtractors or Dividershttps://www.multiplierscorecard.com/#SalesHiring, #StartupLeadership, #Multipliers, #TickTalent #WMYT #WhatMakesYouTick, #GoToMarketStrategy #Startups #SalesRecruitment