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PODCAST

WMYT - What makes YOU Tick? Tech Leaders Career Stories

Richard and Tolu @ Tick Talent

Hello founders, leaders and growth minded people. Welcome to the WMYT? What Makes You Tick Podcast - where we bring you the stories, strategies, and decisions that define the real success formula in tech = to learn from those who"ve been there and done it! Here’s the big idea: Everyone needs role models and mentors. The best ones come from the people who are doing it - those leaders like you who’ve taken bold steps, made the hard decisions, failed a bunch of of times, and built something real,

business careers

All Episodes

01:06:31

E.97 – Escape the Founder Sales Trap: How to Build a...

WMYT - What makes YOU Tick? Tech Leaders Career Stories ·

2025/08/07

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

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01:18:19

E.96 - How Humans Decide: Using Brain Science to...

WMYT - What makes YOU Tick? Tech Leaders Career Stories ·

2025/07/31

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

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01:08:20

E.95 - The GTM Growth Gap: What They Don't Teach You...

WMYT - What makes YOU Tick? Tech Leaders Career Stories ·

2025/07/24

Early-stage startup failure rarely comes from product-market fit alone.It often stems from hiring the wrong go-to-market leaders, and building sales teams on unstable foundations. One of the biggest culprits? The leadership growth gap.Most first-time VPs are promoted with high expectations but little preparation. No playbook. No leadership enablement. No coaching infrastructure.This episode unpacks what happens after the promotion, when sales leaders are left to figure it out alone.🎙️ In This

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01:07:57

E.94 - Why Scaling from $2M to $10M Fails (And What...

WMYT - What makes YOU Tick? Tech Leaders Career Stories ·

2025/07/16

Trying to scale from $2M to $10M ARR - and hitting a wall?This episode is for founders who’ve nailed product-market fit but now face the messy middle: operational chaos, team burnout, flatlining revenue.Steve Knight has done this before- more than once. A client, friend, and one of the sharpest commercial operators I know, Steve is the archetype of the intrapreneur: a strategic operator who thrives inside growth-stage companies. He’s been a founder, an IC, a GM, and a CEO. He’s built teams from

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01:03:31

E.93 – GTM Multivitamins: The Seed to Series A Growth...

WMYT - What makes YOU Tick? Tech Leaders Career Stories ·

2025/07/10

Founders: Thinking about hiring your first major sales or marketing leader? Pause. Watch this first and set them up to win BIG with you!In this episode of Making Revenue Tick, GTM strategist Jess Schultz (Founder of Amplify Group) joins Richard Washington (Founder of Tick Talent) to deliver a brutally honest, clarity-first guide to building early-stage traction before hiring your first revenue team.This isn’t another generic startup chat. It’s a strategic intervention.What You'll Learn (and What

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00:54:31

E.92 - Cold Outreach Is Dead. Here’s What’s Actually...

WMYT - What makes YOU Tick? Tech Leaders Career Stories ·

2025/07/03

Humans Should Be More Like Machines + Machines More Humans.We all know how hard new business development is. People rightly are saying "Cold Outreach Is Dead.”Get his best selling book now: https://coldcallalgo.com/launchWith the rise of automation and spam cannon selling, in 2025, blasting generic emails isn’t just ineffective, it’s a brand killer.In this episode of Making Revenue Tick, Richard Washington sits down with Justin Michael, bestselling author, futurist, and GTM advisor, to unpack

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01:06:22

E.91 - 15-Minute QBRs? Here’s Why They Actually Work...

WMYT - What makes YOU Tick? Tech Leaders Career Stories ·

2025/06/26

Most execs hate QBRs. Why? Because they’re long, bloated, and miss the mark.In this masterclass episode of Making Revenue Tick, Andrea Bumstead shares how she built a QBR model so sharp and effective, it fits into just 15 minutes and still delivers impact.If you’re in Customer Success and struggle to get exec sponsors to attend your QBRs, this is for you. Andrea breaks down the real reason they don’t show up, and how to flip that by shifting from slides to strategic impact.What you’ll learn:Why most

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01:06:10

E.90 - Moneyball for SaaS Sales? Brent Holloway on...

WMYT - What makes YOU Tick? Tech Leaders Career Stories ·

2025/06/19

Most SaaS founders try to grow revenue by adding more reps. But what if you could boost sales productivity without headcount?In this episode, I sit down with Brent Holloway Founder of SaaS Sales Advisors and the GTM brain behind scale-ups like Talend, Harness, and HP Software.Brent’s not just another advisor—he’s personally hired over 150 salespeople, scaled global sales teams from 5 to 50+, and helped multiple SaaS companies grow through IPO and PE exits.This is a masterclass in building smarter

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00:42:03

E.89 - What Makes You Tick LIVE - The Lessons Learned...

WMYT - What makes YOU Tick? Tech Leaders Career Stories ·

2025/06/12

What do the most elite founders and GTM leaders actually learn on the path to scale?This episode flips the mic on us — sharing the biggest takeaways, mindset shifts, and pivotal moments we've learned after interviewing some of the most battle-tested operators in tech.🔥 Topics We Cover:What do top founders wish they knew before scaling?How do the best GTM leaders make bets under pressure?Why do 60% of first sales leader hires fail?What makes an elite hire vs. just a good resume?The patterns

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01:27:50

E.88 - Startup Masterclass: Fix Your Positioning and...

WMYT - What makes YOU Tick? Tech Leaders Career Stories ·

2025/06/05

Most startups stall between £3M and £5M ARR. Not because the product’s wrong. Not because the sales team isn’t trying.But because the positioning is broken.In this episode of Making Revenue Tick, Richard Washington sits down with Campbell Williams, strategic CMO to £2M–£10M scale-ups, to unpack what’s really stopping founders from hitting £10M+—and how to fix it.We break down:The moment founder-led growth stops workingWhy your messaging is missing new prospects entirelyHow to build a repeatable GTM

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01:31:56

E.87 – SPECIAL: AI Will Replace Most Jobs – Here's...

WMYT - What makes YOU Tick? Tech Leaders Career Stories ·

2025/05/29

Jacob Warwick is back for Part 2! AI is already replacing marketing teams. SDR roles are disappearing. And by 2030, 400 million jobs could be gone. Companies are shrinking in headcount. Are you ready, or just hoping your resume saves you?"Don't bring a resume to a knife fight!"In Part 2 of this explosive conversation, Jacob Warwick returns to expose the truth about job security, the rise of AI-powered hiring, and the strategies top 1% executives are using to future-proof their careers.What do you do

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01:08:47

E.86 - SPECIAL: They Lied To You About Job Security...

WMYT - What makes YOU Tick? Tech Leaders Career Stories ·

2025/05/22

This is the Job Search Playbook for leaders. Part I (of II) - The Problem in the job market.You did everything “right.”Hit the targets. Stayed loyal. Played the game.Still got laid off?You’re not the problem.The system is failing us.Until we learn how to make it work for us.In Part I of this two-part special, Tolu and I sit down with exec coach Jacob Warwick to tear apart the biggest myth in modern work:Job security doesn’t exist. It never did.And if you’re still betting your career on a title, a

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00:42:39

E.85 - Want Better Clients? Build in Public (then...

WMYT - What makes YOU Tick? Tech Leaders Career Stories ·

2025/05/15

Most founders think they need more leads.Lashay Lewis thinks they need better marketing at the bottom of the funnel. (By the way she is one of the best marketers I know, so this is pure gold in here for you!)In this episode, Lashay shares how she went from underpaid in-house marketer to a go-to expert in content that converts. But this isn’t just a personal story, it’s a masterclass for founders and startup revenue leaders who need to tighten their messaging, sharpen their content, and start closing

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01:02:07

E.84 - Build Teamwork Like It’s Your Biggest...

WMYT - What makes YOU Tick? Tech Leaders Career Stories ·

2025/05/08

Most leaders treat teamwork like a cost. And it’s killing their culture.In this episode, I sit down with Nick Fewings, the UK’s leading “Teamworkologist” and author of Team Lead Succeed, to unpack why most sales teams fail—not because of bad product or poor pipeline—but because they never learned how to work together.If you’re a founder, revenue leader, or early-stage manager, this is a masterclass in how to build high-performing teams that actually scale. Nick breaks down:Why 84% of sales teams

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01:10:09

E.83 - Avoid EMEA scaling mistakes. Learn from...

WMYT - What makes YOU Tick? Tech Leaders Career Stories ·

2025/05/01

Expanding your startup into Europe?Building your first GTM team across EMEA isn’t easy - most founders make expensive mistakes that kill momentum and burn cash.In this episode of Making Revenue Tick, Richard Washington sits down with Conor Douglas (HubSpot alumni with a decade + long run during their growth from 26 to 2000+) to break down 11 essential lessons from scaling HubSpot’s European business from new to market - to industry leaders.You’ll learn:Why EMEA expansion fails (and how to fix it)How

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00:46:04

E.82 - Why Most Sales Teams Lose + How to Build One...

WMYT - What makes YOU Tick? Tech Leaders Career Stories ·

2025/04/24

If you think sales leadership is about closing deals and yelling “hit quota,” you’re already losing.In this episode, Chris Bair breaks down what actually makes a high-performing sales team in 2025. From cold-calling at the top to building a culture of multipliers—not passengers—Chris doesn’t sugarcoat what it takes to win.We get into:Why outbound is still your edge (and why most teams get it wrong)How to build discipline without killing team moraleThe power of empathy—and why it’s not softCoaching

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01:12:10

E.81 - Scaling from $3M to $30M: Systems That Make...

WMYT - What makes YOU Tick? Tech Leaders Career Stories ·

2025/04/17

Most revenue challenges don’t start with sales.They start at the system level.In this episode of Making Revenue Tick, I sit down with Mark C. Ward, Founder at Revenue Arc and author of Sales Turnaround, to unpack why so many companies stall between $3M and $30M ARR, and why the default “hire harder, sell harder” mindset rarely fixes the real issue.Mark has spent the last two decades helping companies, from early-stage scaleups to global tech giants - diagnose and redesign their revenue systems for

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01:00:01

E.80 - 5 GTM Mistakes That Kill Startup Revenue (And...

WMYT - What makes YOU Tick? Tech Leaders Career Stories ·

2025/04/09

Most startups don’t have a GTM problem.They have an alignment problem.A structure problem.A people problem.In this episode of What Makes You Tick, Richard Washington sits down with B2B marketing heavyweight and CMO advisor Philippe Ruttens to expose the 5 silent killers of go-to-market success — the ones that never show up in pitch decks or playbooks, but quietly derail growth.This isn’t armchair theory. It’s straight from the field — built on hard lessons, deep experience, and repeatable frameworks

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00:58:45

E.79 - Vision, Grit, $20M Series A - The Human Side...

WMYT - What makes YOU Tick? Tech Leaders Career Stories ·

2025/04/02

What does it really take to raise $20M in today’s market?How do you turn a childhood obsession with gaming into a world-class cybersecurity company?And what actually matters when you're scaling a startup from the ground up?In this episode of What Makes You Tick, Ido Shlomo, CTO and co-founder of Token Security, breaks down the mindset, lessons, and leadership evolution behind one of the most exciting identity security startups in tech.This is the unfiltered, human side of startup success.You’ll

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01:04:18

E.78 - You Can’t Forecast What You Can’t See - Rachit...

WMYT - What makes YOU Tick? Tech Leaders Career Stories ·

2025/03/27

Most sales teams are flying blind.In this episode of Making Revenue Tick, Richard Washington sits down with Rachit Kataria - Co-Founder of Centralize and Y Combinator alum to unpack why traditional CRMs are failing revenue teams, and how Centralize is building an entirely new category around visibility, relationships, and deal execution.Rachit’s journey from Meta engineer to startup founder is grounded in one truth: sales is about people, not pipelines. And yet, most CRMs treat deals like databases

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