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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

00:52:45

E.77 – Is Everything You Know About Brand, Hiring &...

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

2025/03/20

Most startups get sales, hiring, and brand-building completely wrong.They think sales is about selling. It’s not.They think hiring experience guarantees success. It doesn’t.They think brand is just marketing. That’s a mistake.In this episode of What Makes You Tick, Gal Aga, CEO at Aligned joins Tolu and I to break down the hard truths about scaling revenue teams, building a category-defining brand, and why most startups fail when they try to move upmarket.We answer:- Why do top 1% sellers close

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00:46:40

E.76 - Scott Leese: How Founders Scale Sales from $0...

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

2025/03/13

How to Build a Sales Machine from $0 to $25M ARR | Scott Leese on Making Revenue TickMost founders don’t start a company because they want to. They start because they have to. They’re fed up with how things are, they see a problem that shouldn’t exist, and they go all in to fix it.But the reality is... Building a great product isn’t enough. You have to learn how to sell and SCALE.That’s where Scott Leese, Fractional CRO and GTM Advisor comes in.In this episode, we go deep on:- Why most founders

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00:34:58

E.63 Intrapreneurship: Owning Your Impact Inside a...

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

2025/03/06

Not Everyone Should Be a Founder—Here’s Why Intrapreneurs Win Big🚀 The latest episode of What Makes You Tick is LIVE, and this one’s a game-changer.Tolu sat down with Rich Patterson—a GTM powerhouse who’s built and scaled revenue teams at high-growth startups. He ran his own company for 10 years, led sales teams at Groupon and beyond, and knows what it really takes to drive success—whether you're a founder, an executive, or a top performer looking to make your mark.Inside This Episode:✅ The 4 F’s

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00:46:29

From Revenue Leader to Jump CEO: Jordan Kennedy’s...

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

2025/02/27

How do you go from leading revenue teams to building a startup from scratch? Jordan Kennedy, CEO & Co-Founder of Jump, shares his raw and honest founder journey—from balancing family and entrepreneurship to rethinking go-to-market strategies.Questions We Answer in This Episode: 🔹 How do you transition from a revenue leader to a founder? 🔹 What are the biggest mistakes founders make when scaling? 🔹 Why do non-scalable efforts matter in the early days? 🔹 How do you fund a startup without

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00:47:50

The Founder’s Guide to Scaling Sales - From Hustle to...

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

2025/02/20

How do founders go from selling their first deals to building a scalable sales engine?Why is go-to-market fit just as important as product-market fit? How can founders replace cold outreach with high-converting partnerships? If you’re a B2B SaaS founder trying to scale revenue to $10M ARR and beyond... but don’t have a background in sales, this episode is for you. Meet Jess Schultz, Founder & CEO of Amplify Group, fractional CRO/CMO, and the go-to expert for helping startups (up to $10M

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00:40:06

The #1 Sales Skill No One Teaches You (But Everyone...

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

2025/02/13

Most salespeople focus on go-to-market. But what about Go-To-Network? 🤔In this episode, we sit down with Stephen Oommen—a sales leader, keynote speaker, and networking expert—to talk about why your network is your biggest revenue driver and how most people are getting it wrong.Stephen has built a career on building authentic connections that drive real impact. From tech sales to leadership, his journey has been shaped by an obsession with understanding people, building trust, and creating

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00:40:37

How to Transition from Marketing to Startup CRO: Jona...

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

2025/02/06

How do you go from marketing to CRO? 🤔Jona Koekelcoren shares his career journey from marketing consultant to Chief Revenue Officer, where he now leads sales teams and drives revenue growth. If you're in B2B sales, SaaS, or marketing, this episode is packed with insights on high performance, mental toughness, and sales strategies that actually work. 🔥 In this episode, we cover: ✅ High performance vs. perfectionism – why aiming for “perfect” is holding you back ✅ The #1 sales skill you

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00:50:57

Underperforming Teams? Here’s How to Fix Them and...

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

2025/01/30

Have You Seen the DAMNING Salesforce State of Sales Report?"84% of sales reps didn’t meet their quotas last year, and 67% expect to miss them this year." (Shocking, right?) I had questions - and I needed answers! Why are MOST sales teams underperforming? What can leaders actually do to fix it? Why do teams fail, even with talented people? Is it bad leadership, poor morale, or something deeper? And how can you turn things around - fast? So are you... Struggling with dysfunctional

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01:56:49

Does Your Salary Deserve A Raise? Executive...

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

2025/01/23

What if you could walk into any negotiation - whether it’s for your salary, a job offer, or even a critical business deal - and know you’re about to win? That’s exactly the kind of confidence Jacob Warwick instills in his clients, and in this episode, he’s sharing the secrets with you. Jacob Warwick isn’t just another "career coach". He’s the go-to strategist for executives navigating high-stakes negotiations. From building multi-million-dollar compensation packages to helping

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00:18:56

E.56 - Celebrating 18 Months of the What Makes You...

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

2025/01/09

Tolu and Richard reflect on 18 months of the What Makes You Tick: Tech Leaders Career Stories podcast. Only this time we're together, in the STUDIO! 18 months of speaking with 55 of the best tech leaders in the world. The Intrapreneurs driving growth in some of the most innovative companies on the planet. Across our main pod, WMYT, and our Masterclass specials - Making Revenue Tick, we've learned so much from our conversations. And we're so glad we decided to record them for you to enjoy too. The

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01:02:22

5 Assumptions Preventing Early-Stage SaaS from...

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

2025/01/02

In This Episode:What’s stopping your SaaS startup from breaking through the Series A/B barrier? Assumptions. They’re the silent killers of growth, the cracks in the foundation that can stall even the most promising businesses. In this episode of Making Revenue Tick, Joseph Jenkins and I break down the 5 most common assumptions holding early-stage SaaS companies back—and how to fix them. We dig into the specific challenges that founders and sales leaders face when navigating this crucial growth

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00:56:00

Abi Williams on Leadership: Building Success &...

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

2024/12/12

Abi Williams on Leadership: Building Success & Culture Through Character-Driven Leadership | Episode 54In this episode of What Makes You Tick, Abi Williams - a dynamic Chief Revenue Officer (CRO) who’s led growth at Oracle, LinkedIn, Meta, and Udemy - shares her journey, her mission, and her belief that leaders can grow revenue while building a people-first culture. About Abi Williams Abi started her career in sales, quickly learning that success isn’t just about hitting numbers - it’s about

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00:56:36

The Truth About Sales Leaders - Why Intrapreneurs Are...

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

2024/12/05

The Truth About Sales Leaders - Why Intrapreneurs Are Built for Startups w/ Shane Jamison | Episode 53Startups don’t win without intrapreneurs. These entrepreneurial-minded sales leaders thrive in resource-strapped environments and know how to turn chaos into clarity. I’ve been in those roles for 16 years, and now I dedicate my time to helping founders find the right intrapreneurial talent to scale. That’s why I created Making Revenue Tick: Masterclass Edition—to break down the mindset, stories,

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00:50:45

Why 99% of Startups Fail to Scale - How to Break...

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

2024/11/28

Why 99% of Startups Fail to Scale - How to Break Through Growth Plateaus w/André Bressell | Episode 52Startup Masterclass: Breaking Through Growth Plateaus to $100M ARR. Truth: Most startups don’t fail from lack of funding—they plateau because they lack the systems and strategy to scale sustainably. Reaching $100M ARR? It’s a dream for many, but only 1.2% of funded startups make it. Why? ➡️ Stagnation. Misaligned teams, over-reliance on founder-led sales, and scattered go-to-market strategies

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00:49:44

Tech Founders’ Guide to Hiring Sales Leaders (Steer...

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

2024/11/21

Tech Founders’ Guide to Hiring Sales Leaders (Steer Clear of the 60% Failure Rate)Episode 52 60% of first-time sales hires fail - and the cost of getting it wrong could sink your startup. But what if you could avoid the most common mistakes and hire a team that drives real growth? This episode is your roadmap In this episode of Making Revenue Tick, our Masterclass edition, Richard Washington teams up with Dan Hurwitz, a veteran CRO and startup advisor, to tackle a critical growth challenge:

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00:45:21

How to Find the Perfect Tech Startup for Long-Term...

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

2024/11/14

How to Find the Perfect Tech Startup for Long-Term Sales Career Success w/ Ben Aghionepisode 51 “If you're a company that's looking for the top, top salespeople, you may want to be a little bit adaptable in your process - or maybe even let the salesperson drive it.” Whether you're a company looking to hire the best in the market, or a person looking to nail their job search - this episode is for you! In this episode of Making Revenue Tick, host Richard Washington talks with Ben Aghion,

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00:49:19

Get Paid, Not Played - Devon Hennig’s Top Tips for...

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

2024/11/07

Get Paid, Not Played - Devon Hennig’s Top Tips for Executive Negotiation & Career GrowthEpisode / 50 Ever wondered how to get paid what you’re actually worth in tech? This man can help you negotiate like a pro. In this episode of What Makes You Tick, Devon Hennig covers his story in the world of executive negotiation, sharing the lessons he learned the hard way as he climbed from small-town Saskatchewan to the tech boardroom. Best selling Author of the Senior Compensation Bible, and Founder

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00:40:32

Why Most Sales Teams Fail (And How to Turn Them...

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

2024/10/31

Why Most Sales Teams Fail (And How to Turn Them Around) with James BissellEpisode/49 In this episode of What Makes You Tick, James Bissell, founder of The Revenue Enabler, cuts through the fluff on why most sales teams fail—and how to turn it around fast. If your team’s stuck on low attainment, lost in endless tasks, or missing the mark with customers, James breaks down what’s really holding them back. 👉 What You’ll Learn: Why teams without a real playbook keep missing targets (and how to

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00:40:56

Building a Startup That Drives Revenue and...

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

2024/10/24

Building a Startup That Drives Revenue and Sustainability w/ Neetha RatakondaEpisode/48 In this episode of What Makes You Tick, we explore the story and career of Neetha Ratakonda, founder of BigLittle.ai. She shares how her startup is tackling two of the biggest challenges facing businesses today: inefficiency and sustainability. 🚀 What makes Neetha tick? It’s her relentless focus on reducing waste—both in business processes and in our environment. With billions wasted annually due to

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00:46:39

Your Sales Pipeline Problem is a DISCOVERY Problem...

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

2024/10/17

Your Sales Pipeline Problem is a DISCOVERY Problem (Why 5X Pipe is a Myth!) w/Michael Muhlfelder. Episode - 47 Truth: Your pipeline doesn’t need more opportunities - it needs better discovery. In this episode of our Masterclass Edition "Making Revenue Tick", Richard Washington sits down with Michael Muhlfelder, a 36-year B2B sales warhorse, to challenge the 3-5X pipeline myth and explore why fixing discovery and qualification is the key to boosting sales performance. Michael has led sales at

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