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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

00:37:48

Best Bits: Why Most CVs Fail in 6 Seconds (and How...

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

2026/01/11

This is a best-bits episode from a conversation I recorded last year with my great friend James Bissell — also known as @TheRevenueEnabler — on his podcast, Hit Your Numbers.If you’re actively job searching — or quietly thinking about your next move — this episode will change how you think about your CV, interviews, and how hiring decisions are actually made.We break down why most CVs fail in seconds, and why it’s rarely because candidates lack experience or talent.The real issue is positioning.I

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00:41:08

E.117 - 117 Leaders Later - How Referrals,...

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

2026/01/08

We honour great leaders, and we honour great leadership. This retrospective from 117 episodes and 2.5 years of WMYT shares the lessons we've learned - and out outlook on 2026.In this special WMYT Live episode, Richard Washington and Tolu Adebekun explore how the most effective founders, sales leaders, and operators grow their careers and companies - not through volume, but through relationships, curiosity, and trust.If you’re building a business, scaling a team, or trying to stand out in a noisy

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00:57:09

E.116 - Beyond UX: The Strategic Power of Product...

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

2025/12/17

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

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00:16:19

Best Bits: Why U.S. Startups Fail in EMEA, and How to...

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

2025/12/14

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

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00:37:34

E.115 - The Forecasting Trap: Why Founders and...

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

2025/12/10

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

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00:14:26

Best Bits: From AE to Sales Leader (What No One...

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

2025/12/07

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

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01:18:24

E.114 - In the AI Era, Weak Leadership Is Still...

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

2025/12/03

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,

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00:23:29

Best Bits: What Smart Founders Do Differently When...

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

2025/11/30

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

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00:34:27

E.113 - 10 Step Laser-Focused Executive Job Search...

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

2025/11/26

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

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00:24:07

Best Bits: GTM Multivitamins: How to Turn 1 Hour Into...

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

2025/11/23

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

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01:24:48

E.112 - How to Take Enterprise AE Quota Attainment...

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

2025/11/19

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,

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00:17:22

Best Bits: The Enablement Gap - Why Most New Hires...

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

2025/11/16

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

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01:08:49

E.111 - The Referral Effect: Mastering the Art of...

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

2025/11/12

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

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00:24:13

Best Bits: Great Sales Leaders Don’t Just Motivate -...

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

2025/11/09

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

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01:11:30

E.110 – The Do’s & Don’ts of Landing in Europe (EMEA...

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

2025/11/05

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

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00:21:32

Best Bits: Great vs Bad Leaders - How Culture...

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

2025/11/02

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

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00:59:57

E.109 - What a Stroke Taught Me About Life,...

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

2025/10/29

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

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00:20:07

Best Bits: Why “A Players” from Big Companies Often...

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

2025/10/26

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

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01:17:23

E.108 - Deconstructing Revenue: The $3M to $20M ARR...

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

2025/10/22

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

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00:15:14

Best Bits: The Truth About Building an AI Startup...

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

2025/10/19

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

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137 results

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