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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

00:21:32

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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01:04:45

107 - Buyer Coding: The 5 Love Languages That Close...

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

2025/10/15

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

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00:21:29

Best Bits: Stop Hiring “Resumes”, Start Hiring...

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

2025/10/12

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

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01:20:16

E.106 – How Outliers Think: Standing Out in Life and...

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

2025/10/08

What separates the outliers from the rest?In this episode of What Makes You Tick, Scott MacGregor - Founder of the Outlier Project and SomethingNew LLCC, author of Standing O - joins Richard Washington, MD at Tick Talent to explore the mindset, habits, and principles that define extraordinary people.Scott shares what he’s learned from decades of studying top performers, building people-first organizations, and helping leaders unlock their potential. From gratitude and grit to community and

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00:18:58

Best Bits: What is an Intrapreneur? Why Tech...

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

2025/10/05

Learn what intrapreneurs are and why tech startups need intrapreneurial leaders to scale.Richard Washington, founder of Tick Talent, explains how to identify, hire, and empower intrapreneurial talent — the resourceful, founder-minded people who drive growth inside startups.In this Best Bits episode of Making Revenue Tick, Richard breaks down the difference between an intrapreneur vs entrepreneur, what makes someone intrapreneurial, and why most startup hiring mistakes come from overlooking these

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01:19:08

E.105 – How to Go to Market for Yourself: Reimagining...

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

2025/10/01

Every executive says they want their next role to be more strategic, more aligned, more fulfilling.But most still approach their job search like a mid-level candidate — polishing résumés, hitting “Easy Apply,” and waiting for recruiters to notice.In this episode of Making Revenue Tick, executive coach Jacob Warwick reveals why that traditional approach fails and how top leaders are now going go-to-market for themselves.Jacob and host Richard Washington break down how to treat your career like a

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00:19:22

Best Bits: What Google and Waze Taught Me About...

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

2025/09/28

What do you really learn about leadership when you’ve worked at giants like Google and scrappy startups like Waze?In this Best Bits from WMYT? What Makes You Tick Tech Leaders Career Stories podcast, Finlay Clark (ex-Google & Waze) talks about life inside GoogleA place he calls a “machine” where your business card gets you the first meeting, but only your thinking earns you the second. He shares how the systems, structure, and scale taught him a lot about strategy, but also what you don’t learn

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01:17:58

E.104 - Your Network Is the Revenue Strategy (If You...

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

2025/09/25

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

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00:21:20

Best Bits: How to Hire Great Salespeople for Stormy...

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

2025/09/21

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

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01:17:32

E.103 - AI Agents in GTM? Here’s Why They Can...

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

2025/09/18

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

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00:13:55

Best Bits: Why Founders Screw Up Their Sales Hires...

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

2025/09/14

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

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01:24:18

E.102 - Why SaaS Growth Stalls at $10-30M ARR: Solve...

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

2025/09/11

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

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00:15:12

Best Bits: Handling Tough Conversations as a Leader |...

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

2025/09/07

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

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01:15:11

E.101 – How to 10X Sales Team Productivity in the AI...

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

2025/09/04

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

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00:24:14

Best Bits: Mastering Your ICP - Profitably Scale from...

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

2025/08/31

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

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01:17:18

E.100 - Keenan: Why EVERY Key Industry Sales Metric...

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

2025/08/28

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

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