WMYT - What makes YOU Tick? Tech Leaders Career Stories

Are you still relying on cold outbound to drive early-stage revenue? You might be missing the most effective Revenue Growth lever sitting right in front of you: your network. But how do you leverage it?In this episode of Making Revenue Tick, Jessica Robertson, Chief Revenue Officer at Orbb, breaks down the GoToNetwork strategy, a scalable, efficient way to unlock high-value conversations and accelerate pipeline through strategic relationships, embedded sellers, and warm introductions.This is not about skipping sales. It’s about augmenting your go-to-market with human signal - using trust, context, and connection to open doors that SDRs and sequences can’t.If you're a B2B SaaS founder, CRO, VP Sales, or RevOps leader looking to increase revenue without bloating headcount, this episode is a blueprint for action.In This GTN Masterclass:✅ What “GoToNetwork” actually is, and why it works✅ How smart CROs are deploying on-demand intro networks✅ Why relationships outperform cold outbound for early-stage growth✅ When to use embedded sellers vs. building internal teams✅ How to convert trust into qualified pipeline✅ Building a flexible, scalable revenue engine without overhiringJessica shares firsthand experience from scaling multiple revenue teams - and reveals why the future of Revenue is network-led, insight-driven, and context-first.🔗 Connect with Jessica Robertson:https://www.linkedin.com/in/jessicalrobertson/🎙️ About the Host – Richard WashingtonRichard is the founder of Tick Talent and host of What Makes You Tick. He helps VC-backed tech companies scale from $0M to $250M+ ARR by recruiting sales leaders that actually deliver revenue.🔗 https://www.linkedin.com/in/richwash/📩 Join the Newsletter – Growth Magnethttps://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928🎧 More Episodes → https://www.youtube.com/@WhatMakesYouTick📣 Subscribe for weekly GTM masterclasses from real startup operators#GoToNetwork #GTN #B2BSaaS #CROstrategy #StartupGrowth #MakingRevenueTick #WMYT #TickTalent #Orbb

Hiring great salespeople in a tough market?You’ll miss your best hire if all you care about is quota.In this Best Bits episode, Matt Marshall (former sales leader turned GTM recruiter) joins Richard Washington to reveal why some of the most capable reps have been overlooked — just because they missed a target.Watch the full episode: https://youtu.be/GQTDd8L1Z-I?si=PPComg3FlkLa6kjmThey dive deep into how to assess context, mindset, and accountability, so you can spot high-potential sales talent others pass up — and avoid the $500K+ mistake of hiring for pedigree over performance.🎯 What You’ll Learn:How to identify top sales performers — even if their resume shows a dipThe real red flags (and green flags) in sales hiringWhy “open to work” candidates are often your smartest hireHow to assess underperformance without falling for excusesWhat founders get wrong when vetting sales talentWhy honest client conversations are just as important as candidate screeningThe mindset that separates scrappy, high-growth sales talent from entitled job-hoppers👤 About Matt MarshallGTM Recruiter | Ex-Sales Leader | Partner to high-growth tech startups across North America🔗 Connect with Matt on LinkedIn https://www.linkedin.com/in/mattlmarshall/🎙️ About the Host – Richard WashingtonRichard Washington is co-host of What Makes You Tick, a GTM recruiter, and a trusted advisor to B2B SaaS companies scaling from $0M to $250M+ ARR. He helps founders build revenue teams that actually perform, with strategy, talent, and execution that scales.🔗 Follow Richard on LinkedIn → https://www.linkedin.com/in/richwash/Read his newsletter Growth Magnet → https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928📩 Subscribe for more real-world hiring frameworks from startup operators who've scaled from $0M to $250M ARR.📺 If you’re a tech founder, GTM leader, or revenue recruiter — this episode will help you think better about who you hire.#SalesHiring #StartupTalent #B2BSaaS #GTMStrategy #TickTalent

AI Agents aren’t over hyped - they’re the new operating system for modern GTM teams.If your team aren't using them already, you're being overtaken.In this masterclass episode, Justin Parnell (aka Justin GPT) breaks down how elite revenue leaders are deploying AI-powered agents and workflows to multiply output, accelerate execution, and drive pipeline.If you’re still relying on manual tasks, bloated headcount, or outdated tools, this conversation will help you rethink how your revenue org should actually operate in 2025.This is not ChatGPT-for-cold-outreach fluff.It’s the real-world AI stack, battle-tested by startup operators and GTM leaders using it today.🎯 What You'll Learn:✅ What “AI agents” really are—and how to use them inside GTM✅ The revenue stack top operators are building (and why)✅ How to move from AI busywork → outcome-focused workflows✅ How to boost sales productivity without adding headcount✅ Why roles are being replaced by workflows in modern orgs✅ How to evaluate tools and systems that actually drive revenue👤 About Justin Parnell (Justin GPT)Early-stage operator. GTM advisor. AI workflow builder.Justin shares publicly how he’s using AI agents to run lean, scalable, and smarter GTM operations. If you want to get your team using AI, call Justin.🔗 Connect with Justin on LinkedIn https://www.linkedin.com/in/justin-parnell/🎙️ About the Host – Richard WashingtonRichard Washington is co-host of What Makes You Tick, a GTM recruiter, and a trusted advisor to B2B SaaS companies scaling from $0M to $250M+ ARR. He helps founders build revenue teams that actually perform, with strategy, talent, and execution that scales.🔗 Follow Richard on LinkedIn → https://www.linkedin.com/in/richwash/📩 Read his newsletter Growth Magnet → https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928📌 If you’re a startup founder, GTM operator, or revenue leader scaling in B2B tech—this episode is your tactical AI roadmap.💬 Drop your take in the comments:How is your team actually using AI right now?#aigtm #aiagents #aisales #aileadership #aistartups #wmyt

Featuring Dan Hurwitz - Startup CRO | GTM Advisor | Sales Hiring ExpertHiring your first sales leader? Most founders get it wrong, and it costs them $500K+.In this Best Bits episode, GTM advisor and fractional CRO Dan Hurwitz abd Richard Washington (Tick Talent founder) break down why most early-stage startups fail at their first sales hire, and how to avoid the most expensive hiring mistake in your go-to-market journey.If you're a tech founder, early-stage CEO, or operator scaling from $1M to $10M ARR, this episode is a must-watch.In This Episode:✅ Why hiring a VP of Sales too early backfires✅ The #1 mistake founders make in early GTM hiring✅ Why “big logo” sales leaders rarely succeed in startups✅ What to look for instead: operators, builders, and early-stage scrappers✅ How to assess sales talent when there’s no playbook✅ The cost of hiring for pedigree over contextDan shares lived experience from advising dozens of B2B SaaS startups—and gets brutally honest about what works (and what wastes time, money, and runway).🔗 Connect with Dan Hurwitz:https://www.linkedin.com/in/dahurwitz/Fractional CRO • Early-stage GTM Investor and Advisor • Sales Hiring Expert🎙️ About the Host – Richard WashingtonRichard Washington is co-host of What Makes You Tick, a GTM recruiter, and a trusted advisor to B2B SaaS companies scaling from $0M to $250M+ ARR. He helps founders build revenue teams that actually perform, with strategy, talent, and execution that scales.🔗 Follow Richard on LinkedIn → https://www.linkedin.com/in/richwash/📩 Read his newsletter Growth Magnet → https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928🎧 Want the full episode? https://youtu.be/2kxegbXKUms?si=x12W9g7PeTNTa9sP📩 Subscribe for more real-world GTM hiring strategies from startup operators who’ve done it.#startuphiring #salesleadership #B2BSaaS #GTMstrategy #foundertips #WMYT #TickTalent

Scaling SaaS from $10M to $30M ARR is one of the hardest growth stages. Founders, boards, and revenue leaders all face the same frustrating challenges:Pipeline is healthy, but revenue growth slows down.Sales cycles drag out and win rates fall.Big “hero deals” look promising but rarely close.Customers say they like your product, but don’t see enough value to buy.The SaaS growth trap is real: doubling down on what you do instead of what it actually does for the customer.In this episode of Making Revenue Tick, Michael Muhlfelder — SaaS interim CRO, board advisor, and growth operator — explains why so many SaaS companies stall at $10–30M ARR, and how to break through by solving the problem your customers actually care about.We cover:Why SaaS revenue stalls between $10–30M ARR.The real reasons customers don’t buy (and how to hear what they really think).Why chasing “hero deals” can kill repeatable growth.The danger of pivoting too quickly before reflecting.Why people don’t buy products — they buy outcomes and impact.How to align sales, marketing, and product around one core customer problem.The payoff for you: If you’re a SaaS founder or exec at $10–30M ARR, this episode will help you…Avoid the growth cliffs that stall so many SaaS businesses.Focus your GTM strategy on customer value, not just features.Build repeatable revenue instead of chasing one-off wins.Get unstuck and unlock scale beyond $30M ARR.This is a practical conversation for SaaS leaders who want clarity, alignment, and sustainable growth — without wasting precious cycles on the wrong problems..About Michael MuhlfelderMichael is an experienced SaaS sales leader, interim CRO, and board advisor who helps early-stage and PE/VC-backed SaaS companies scale revenue beyond $30M ARR. He specializes in diagnosing growth stalls, aligning GTM teams, and unlocking repeatable customer value.🔗 Connect with Michael: https://www.linkedin.com/in/mikemuhlfelder/🎙️ About the Host – Richard WashingtonRichard Washington is co-host of What Makes You Tick, a GTM recruiter, and a trusted advisor to B2B SaaS companies scaling from $0M to $250M+ ARR. He helps founders build revenue teams that actually perform, with strategy, talent, and execution that scales.🔗 Follow Richard on LinkedIn → https://www.linkedin.com/in/richwash/📩 Read his newsletter Growth Magnet → https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928#StartupGrowth#RevenueLeadership#GTMStrategy#ScalableGrowth#MakingRevenueTick #WMYT #TickTalent #CalmOceanSales

Some conversations can change the course of your career, but only if you're brave enough to have them!In this WMYT “Best Bits” episode, Jelena Tarbuk (VP Sales at Onfido, and a seasoned tech sales leader) shares how she learned to navigate the hardest conversations to rise up in her career, from IC to leader of teams.From growing up in a war-torn country to leading high-performing sales teams in the U.S. at some of the biggest scaleup names out there.This is a masterclass in real leadership and communication.Not the loud kind, but the kind built on curiosity, empathy, emotional intelligence, and the courage to speak up when it matters most.🔥 What You’ll Learn:How to handle difficult conversations with empathy and strengthWhy intention + bravery beats aggression every timeHow to coach others through discomfort and help them growThe difference between being vulnerable and being unpreparedHow understanding people’s stories builds trust and drives performanceWhy being in a good place emotionally is essential for good leadership🔗 Full episode with Jelena Tarbuk:https://youtu.be/YzhYMEVrubQ?si=cYGhU9EIMRzBNBD9⏱️ Clip Context:This moment captures Jelena’s philosophy on leadership - how she turns high-pressure, emotionally complex situations into breakthrough growth moments, for herself and her team.💬 Join the Conversation:What’s a tough conversation you had to navigate as a leader, and what did it teach you? 📌 Don’t forget to:👍 Like💬 Comment🔔 Subscribe for more stories from tech’s boldest leaders on What Makes You TickAbout the Guest - Jelena TarbukJelena Tarbuk is a VP Sales Americas, at Onfido - with over 15 years of experience leading high-performing sales teams across the tech industry. She’s known for her people-first leadership style, deep product curiosity, and ability to coach through complexity with clarity and care.🔗 Connect with Jelena → https://www.linkedin.com/in/jelenatarbuk/About the Founder of Tick Talent, Richard WashingtonRichard Washington is co-host of What Makes You Tick, a GTM recruiter, and a trusted advisor to B2B SaaS companies scaling from $5M to $250M ARR. He helps founders build revenue teams that actually perform, with strategy, talent, and execution that scales.🔗 Follow Richard on LinkedIn → https://www.linkedin.com/in/richwash/📩 Read his newsletter Growth Magnet → https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928#LeadershipDevelopment #DifficultConversations #EmotionalIntelligence #SalesLeadership #WomenInTech #WMYT #TickTalent

James Smith, SVP EMEA @ ThoughtSpot | Making Revenue Tick – Masterclass Series“How can we 10X sales productivity without hiring more reps?”That’s the question James Smith was asked by his CEO - the real answer lies in reimagining your sales process from the bottom up with AIIn this Making Revenue Tick Masterclass, we unpack how ThoughtSpot reengineered their sales strategy by rethinking every part of the system:🧠 mindset → 🛠️ process → 🔋 people → 🤖 AI.If you’re a founder or revenue leader scaling from zero to $250M+ ARR, and wondering why sales productivity isn’t scaling, this will fuel your playbook.🚨 Problems We Tackle:Why AI can’t save you if your process is brokenThe #1 mistake teams make when applying AI to salesWhy hiring “safe” experience hires stalls growthHow most managers are subtracting energy from your orgWhy productivity isn’t an output metric — it’s a design decision🧠 What You’ll Learn:The 10X question every CEO should ask - and why it unlocks leverageWhy salespeople aren’t being replaced by AI, they’re being freed by itHow to build a human-AI system where the tech handles friction and reps focus on customersThe difference between “adding people” and “multiplying output”Why spark, adaptability, and learning velocity beat experience on every scaleup curveWhat your internal productivity leaks are costing you - and how to spot them fast🔊 Soundbites That Hit:“Productivity isn’t about tools - it’s about reimagining how we sell.”“Not 10% better. 10X different.”“Safe hires don’t scale. Spark does.”10X Productivity of Sales in the AI Era:- The 10X Question That Changed the Game- AI in Sales: What Everyone Gets Wrong- Replacing Output Pressure with Leverage Design- Hiring for SPARK: How to Spot It in Interview- Sales Process Reengineering: The Untapped Goldmine- How to Stop Subtracting Energy from Your Teams- ThoughtSpot’s GTM Reinvention in Action- Human-Centric AI: Redefining the Rep’s Role- A Playbook for Scaling Without Adding Busy Teams🎙️ About the Guest – James SmithJames Smith is the SVP EMEA at ThoughtSpot, where he’s pioneering how AI can be applied to transform the productivity of his GTM team. With a career spanning high-growth SaaS companies including Salesforce and Tableau, James is known for building world-class teams, challenging conventional thinking, and scaling revenue across international markets.At ThoughtSpot, James leads with a 10X mindset - driving radical innovation in how sales teams operate, collaborate, and grow using AI. He’s passionate about empowering people, hiring for potential over pedigree, and rethinking sales productivity from the ground up. He builds teams who win together.🔗 Connect with James on LinkedIn and ask him anything about going through this journeyhttps://www.linkedin.com/in/james-smith-15627941/🎙️ About the Host – Richard WashingtonRichard Washington is co-host of What Makes You Tick, a GTM recruiter, and a 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 helped, like & subscribe, and ask any question about your own goals with AI and sales productivity.

If your B2B SaaS is stuck between $5M and $25M ARR, the blocker probably isn’t the product—it’s your ICP. In this Best Bits cut, Paul Wingfield shows how sharpening your Ideal Customer Profile (ICP) turns “spray-and-pray” into profitable, repeatable growth—complete with the unforgettable toothbrush analogy.This clip (18:45–41:40 from the full episode) distills how to focus your go-to-market (GTM), connect TAM/SAM/SOM to a real ICP, and craft messaging fit that makes buyers say “they get me.”What you’ll learnThree ICP mistakes that stall growth (too broad, too narrow, or jumping enterprise too early)Why specialization beats generalists (don’t make AEs do everything)The 10% penetration rule: when to expand to adjacent marketsHow TAM (Total Addressable Market) / SAM (Serviceable Addressable Market) / SOM (Serviceable Obtainable Market) actually anchor to ICPMessaging fit ≈ sales-market fit: show relevance, not featuresA mini turnaround case where narrowing ICP unlocked serious ARRWho this is forFounders, CROs, revenue leaders, and GTM teams scaling B2B SaaS from $5M–$25M ARR who want predictable, profitable growth.Chapters (relative to this clip)00:00 – The 3 ICP mistakes (quick recap)02:18 – Specialize to scale (focus > spread thin)04:42 – Why sales “drop off a cliff”07:15 – Turnaround: narrowing ICP to grow faster09:29 – The 10% ICP penetration rule (before expanding)11:22 – TAM / SAM / SOM explained simply13:16 – What ICP really means (not “we sell to developers”)18:27 – Narrow ICP → stronger value props22:15 – Sales-market fit = messaging fit22:26 – The toothbrush analogy (memorable takeaway)About the guestPaul Wingfield - advisor/operator helping B2B SaaS companies move from founder-led sales to repeatable, profitable GTM.onnect with Paul: https://www.linkedin.com/in/paul-wingfield/🎙️ About the Host – Richard WashingtonRichard Washington is co-host of What Makes You Tick, a GTM recruiter, and a trusted advisor to B2B SaaS companies scaling from $5M to $50M 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 helped, like & subscribe, and drop a comment with your current ICP and the niche you’re considering next.#B2BSaaS #ICP #IdealCustomerProfile #GoToMarket #TAMSAMSOM #ARR #SaaSMarketing #SaaSSales #BestBits #PaulWingfield #startupgrowth #ICPStrategy #ScalingStartups #ARRGrowth #SeriesAtoB #SalesAlignment #revenuegrowth #makingrevenuetick #richardwashington #startup #scaleup #techsales #seriesa #seriesb #tech #saas #ticktalent

WARNING: If you lead a sales org and you're missing quota… this episode will hit uncomfortably close to home. BUT, help enormously with your plans to bridge the GAP too.To celebrate our 100th episode of WMYT, we brought in Keenan, author of Gap Selling, for a raw, unfiltered teardown of what’s really broken in most B2B sales teams today.The harsh reality: most sales orgs, even at top-tier tech companies, are built on broken foundations.And until CROs and founders fix the underlying system, no enablement playbook, tech stack, or recruiter will save them.What You’ll Learn:Why your reps aren’t the problem, your system isHow enablement, ops, and leadership are misaligned (and what to fix first)Why bloated pipelines and dead opps = weak GTM infrastructureWhat most CROs get completely wrong about coaching, hiring, and performanceWhy “top talent” fails in broken systemsThe KPIs that actually matter: win rate, deal velocity, average contract valueA sneak peek at GAP Prospecting, Keenan’s newest framework for top-of-funnel dominanceWho This Is For:CROs at Series A to $100M+ tech companiesFounders building out their first real GTM engineVPs of Sales & RevOps tired of reactive, messy executionInvestors & Advisors who want better performance from portfolio sales teamsQuote Worth Sharing:"If you haven’t defined the system, the skills, and the standards, don’t expect results." - KeenanReady to Build a Sales Org That Scales?👉 Subscribe for tactical GTM strategy, sales leadership, and execution frameworksAbout KeenanKeenan is the founder & CEO of A Sales Guy Inc. and the author of the best-selling book Gap Selling , one of the most influential sales books of the last decade. With 25+ years in sales leadership, he’s helped startups to Fortune 500s fix broken revenue teams, implement problem-centric selling, and scale pipeline with precision.🔗 Connect with Keenan → https://www.linkedin.com/in/jimkeenan/📘 Check out his work https://salesgrowth.com/🎙️ About the Host – Richard WashingtonRichard Washington is co-host of What Makes You Tick, a GTM recruiter, and a trusted advisor to B2B SaaS companies scaling from $5M to $50M 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=7083793079794556928Listen to Tolu's TEDx talk on Oceans https://youtu.be/dp0szAVURwo?si=pYuSJxBTIsBadOjkReady to Build a Sales Org That Scales?👉 Subscribe for tactical GTM strategy, sales leadership, and execution frameworks#GapSelling #SalesLeadership #CROStrategy #RevenueGrowth #WhatMakesYouTick #TickTalent #Keenan

Struggling to scale your startup's sales team and build a repeatable sales process?In this WMYT? Best Bits episode, Scott Leese shares the number one sales challenge he helps founders solve:How to simplify your product pitch and codify your sales process into a repeatable system, almost anyone could follow and be successful with. This is what Scott Leese is the best in the world at doing in the zero to $25M ARR growth stage.Check out Scott's epic (free) 24 hour sales event, Midnight to Millions here https://www.midnight-to-millions.com/If your growth depends on unicorn hires or your pitch is drowning in features, this is the answer you've been looking for.What you’ll learn in this best bits moment:How to simplify a complex B2B product pitchWhy founders struggle to scale sales beyond themselvesThe real stages of growth from $0 to $25M ARRWhy “delete 97 of them” might be the best advice you’ll hear this yearScott’s framework for building repeatable sales without unicorn hiresWho are the founders who do make it to $25M+, and go on to exit successfully?About Scott LeeseScott is one of the most respected voices in SaaS sales.He’s a 6x sales leader, 5x founder, and 3x bestselling author, and has helped scale 12 unicorns and exit 14 companies.As a fractional CRO and GTM advisor, he helps founders and revenue leaders scale smarter and faster.Follow Scott: https://www.linkedin.com/in/scottleese/Don't miss his big event https://www.midnight-to-millions.com/About WMYT? and Richard WashingtonWMYT? (What Makes You Tick) is the podcast where tech founders and operators share the real stories behind their careers. No fluff, no filters, just hard-won lessons on scaling teams, hiring leaders, and navigating growth.Hosted by Richard Washington, founder of Tick Talent, the go-to recruiter for growth stage startups scaling GTM and revenue teams.Need help hiring Intrapreneurial sales leaders and ICs - check out our services: https://www.tick-talent.com/Watch the full episodeFull Scott Leese interview (Ep.76): https://youtu.be/R2a6KfB4cxU?si=UYdO-SXf7QvBvliwThis is for anyone exploring:Startup sales strategy, founder-led GTM, simplifying B2B SaaS sales, early-stage revenue growth, building a repeatable sales process.#ScottLeese #StartupSales #GTMStrategy #WMYT #TickTalent #FounderAdvice #B2BSaaS #SalesLeadership #WhatMakesYouTick #MakingRevenueTick #BusinessPodcast

If you want freedom and impact in your career, leadership, or startup, you can’t expect to take the easy path. In this episode of Making Revenue Tick, Remy Piazza shares his journey through tech sales and leadership, and why the leaders who truly scale teams and careers are the ones willing to choose hard.We tackle the toughest questions founders, executives, and aspiring leaders face:Why does moving from sales to leadership feel so hard?How do you balance personal freedom with building impact at scale?What makes empathy and self-awareness non-negotiable for leaders?How do you hire for character over credentials?Why do the hardest choices in hiring, growth, and leadership pay off in the long run?What’s the role of humility, honesty, and alignment in building teams that last?How do leaders create impact without burning out their people — or themselves?What You’ll LearnHow to navigate the toughest leadership transitions.Why freedom + impact only come through hard choices.Practical hiring lessons to avoid costly mis-hires.How to build aligned, high-trust teams that scale.The leadership philosophies that will define the next wave of tech growth.This is full of real world lessons, an honest playbook on what it actually takes to lead, hire, and grow when the stakes are highest.About Remy PiazzaRemy Piazza is a seasoned sales and revenue leader with deep experience in tech and a passion for proptech, driven by building teams that scale and leading with empathy. His career choices have always been guided by freedom and adventure, and today he’s on a mission to align those values with creating lasting impact in business. And he's been involved in growth of $240M in revenue as a 3x CRO.🔗 Connect with Remy: https://www.linkedin.com/in/rpiazza/About the Host - Richard Washington:Richard is co-host of What Makes You Tick, GTM recruiter, and advisor to B2B SaaS companies scaling from $5M to $50M ARR. He helps founders build revenue teams that actually perform.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#LeadershipLessons #StartupGrowth #ExecutiveHiring#FreedomAndImpact #MakingRevenueTick #WMYT #TickTalent #Whatmakesyoutick

Replay of our Best Bits. Bitesize lessons for you to enjoy. We've picked a clip from E.77 with Gal Aga. Where he shared how to move upmarket without the classic missteps.Ready to move from SMB to enterprise… but not sure what it really takes?Try Aligned for free: https://tick-talent.teamaligned.com?rfr=171607e5e6bdIn this episode of What Makes You Tick, Gal Aga, CEO and co-founder of Aligned and former revenue leader at Syte, shares battle-tested advice on what it takes to move upmarket successfully, without burning runway, hiring the wrong team, or scaling before your product is ready.Hosted by Richard Washington and Tolu Adebekun (Tick Talent), this conversation cuts through the noise with actionable insights for founders, sales leaders, and GTM teams scaling beyond product-market fit.What You’ll Learn:• How to know if your company is actually ready to move upmarket• Why most teams fail when selling into the enterprise (and how to avoid it)• Gal’s personal lessons scaling revenue at Syte, and Aligned• Why “obsession” and self-awareness are the real unlocks for growth• The biggest hiring mistakes founders make when building sales teams• How to build a GTM motion that wins in complex deals• The mindset shift from founder-led sales to scalable sales orgs• How Aligned are approaching moving upmarket themselves!About Gal Aga:Gal is the CEO & co-founder of Aligned, a modern buyer collaboration platform powering B2B sales. He’s built and scaled revenue functions at fast-growth SaaS companies and now helps other teams win in complex, multi-threaded deals.Follow Gal on LinkedIn https://www.linkedin.com/in/galaga/About the Host - Richard Washington:Richard is co-host of What Makes You Tick, GTM recruiter, and advisor to B2B SaaS companies scaling from $5M to $50M ARR. He helps founders build revenue teams that actually perform.Follow Richard on LinkedIn https://www.linkedin.com/in/richwash/Like this short version? Let us know which one you want us to do next!Don’t forget to like, subscribe, and drop your biggest takeaway in the comments.#B2BSales #GoToMarket #StartupGrowth #MoveUpmarket #FounderLedSales #RevenueLeadership #GalAga #WhatMakesYouTick #EnterpriseSales #SaaSLeadership #TickTalent #Aligned

If you’re a startup founder or revenue leader in a scaleup environment feeling the pressure to grow fast, you already know the stakes:You need double-digit revenue growth now.You need a team that can deliver, without burning cash on the wrong hire.You can’t afford to gamble on someone who “looks great on paper” but fails to execute.In this episode of Making Revenue Tick, Rakesh Rathod shares why execution beats experience every time—and how his 5P Startup Revenue Growth Framework gives you a blueprint to scale without the big risks that sink so many startups.In This Conversation, We Answer Questions Like:Why do so many “proven” revenue leaders fail in early-stage startups?How do you identify people who can execute in uncertainty?What’s the most expensive hiring mistake founders make—and how can you avoid it?How do you spot red flags in an interview before it’s too late?What is the real job of a revenue leader in a scaling business? Be in a startup, scaleup, or even larger enterprise?How do you align sales, marketing, and product around a clear ICP?What processes and cadences turn strategy into consistent execution?How do you scale sustainably, without over-hiring, over-spending, or burning out your team?The Payoff for YouIf you apply the 5Ps: People, Product, Process, Productivity, Programming, you’ll:Hire talent who actually deliver results in a fast-moving startup environmentBreak through the single-digit growth ceiling without doubling headcountKeep your GTM team focused, aligned, and executing in the right directionBuild a growth rhythm that compounds over time instead of collapsing under pressureThis is a practical, real-world growth operating system—no theory, no fluff, just the steps founders use to scale revenue while controlling risk.About Rakesh RathodRakesh Rathod is a seasoned revenue leader who’s helped multiple startups transition from stalled growth to scalable success. With a focus on execution-first leadership, he brings operational clarity, cross-functional alignment, and a deep understanding of what it takes to build high-performing teams in chaotic environments. His 5P Framework is used by founders to transform strategy into predictable, compounding results.Connect with Rakesh: https://www.linkedin.com/in/rakesh-rathod-b6847b2b/About Richard WashingtonRichard Washington is the host of WMYT's Making Revenue Tick podcast and a MD of Tick Talent. A talent partner for tech leaders who want to hire and scale elite revenue teams. Known for his simple approach to complex problems, Richard helps startups avoid costly hiring mistakes, align GTM teams, and grow from early traction to sustained revenue 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#StartupGrowth #RevenueLeadership #ExecutionOverExperience #SalesLeadership #SalesHiring #LeadershipHiring #FounderTips

Startup Masterclass - How Founders Step Out of Sales AND Grow Revenue (Without It Falling Apart) w/ Angel Evenson - Making Revenue Tick on WMYTFounders: Do you see enough people openly talking about one of the biggest choke points in startup growth... getting out of founder-led sales without losing control?Angel Evenson shares how you can build repeatable sales motion, empower teams to own revenue, and fix broken onboarding and marketing alignment before you scale headcount. Whether you're pre-seed or post-Series A, this episode gives you a framework for building a sales engine that grows without you in the middle of every deal.You’ll Learn:- Why founders get trapped in sales - and how to escape- What “high ownership” sales teams actually look like- How to fix onboarding that confuses people- The real role of sales enablement- How to align messaging- Mindset hiring in action- How to empower!Who's looking forward to this one?Angel is the Founder & CCO of AKA Communications, a sales & marketing consultancy helping founders grow revenue without burning out. She’s also a former Challenger consultant, and her frameworks blend enablement, messaging, and leadership alignment to build high-performing teams that scale sustainably. Plus she's a dope author, entrepreneur and great mom who's killing it in business (and on TikTok!) - where does she find the time!??!Follow Angel on LI: https://www.linkedin.com/in/angelevenson/Get her tools here: https://linktr.ee/angelevensonFollow Richard on LI: https://www.linkedin.com/in/richwash/Read Growth Magnet https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928#FounderLedSales#SalesLeadership#StartupGrowth#WhatMakesYouTick#AngelEvenson

Selling is no longer about highpressure, manipulative tactics, or big corporate pitch decks. Because AI made written content and automation so abundant - nooone trusts it. So now? It’s about alignment, trust, and emotional connection, built on how the brain actually makes decisions.In this episode of Making Revenue Tick (the WMYT masterclass series), Richard Washington speaks with Silvia Li, founder of BrainSells Global to break down how founders and GTM leaders can sell in a way that mirrors buyer psychology, not outdated playbooks.They explore the neuroscience behind high-impact sales conversations, the SCAN model, in-group dynamics, personalization beyond templates, and how AI can scale emotional intelligence across teams.Key Topics CoveredHow to sell the way buyers actually think, not just reactThe SCAN model: decoding cognitive styles to personalize effectivelyWhy “lowering threat” and creating emotional safety leads to better sales outcomesBuilding Aha moments and co-creating value with buyersThe neuroscience behind resistance, similarity bias, and trustThe biggest mindset shifts founders need when leading or hiring sales teamsAbout Silvia LiSilvia Li is a sales strategist, neuroscience-based performance coach, and founder of BrainSells Global, a consultancy that helps B2B sales teams and growth-minded leaders elevate sales performance by aligning communication with how the brain works.With two decades of experience at organizations like RAIN Group, Sandler, Miller Heiman Group, NeuroLeadership Institute, and CEB (now Gartner), Silvia brings a rare combination of behavioral science and real-world sales expertise across enterprise, tech, healthcare, and professional services.Who Should WatchFounders building or scaling GTM functionsSales and revenue leaders seeking to shift from scripts to signalsEnablement and talent leaders embedding sales psychology into onboardingB2B teams selling in high-trust, high-stakes environmentsAnyone using (or building) AI to make selling more humanWhat Makes You Tick is hosted by Richard Washington, founder of Tick Talent, the go-to retained search partner for VC-backed startups hiring GTM leaders.Find Silvia on LI https://www.linkedin.com/in/silvia-li/Find with Richard https://www.linkedin.com/in/richwash/Read Growth Magnet https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928🎧 Listen on Apple Podcasts, Spotify, and YouTube.#SalesPsychology #BuyerBehavior #SalesAI #StartupSales #NeuroscienceSelling #SCANModel #SilviaLi #GTMLeadership #WhatMakesYouTick #TickTalent #DemandGeneration #SalesEnablement #EmotionalIntelligence #FoundersWhoSell