WMYT - What makes YOU Tick? Tech Leaders Career Stories

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 sys...

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=WIlbLxq4SVdqrjm1 In 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 rea...

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, a...

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...

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 wr...

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 dozen...

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%+...

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=MpffVOPmwDxNs1Ng In this What Makes You Tick: Best Bits episode from the Making Revenue Tick masterclass series, Angel Evenson and Richard Washington break down The E...

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 ne...

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...

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...

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...

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...

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-ul In 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...

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...

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 intel...

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 th...

See if you're hiring Multipliers, Adders, Subtractors or Dividers https://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 tal...

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 org...

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 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 Google A place he calls a “machine” where your business card gets you the first meeting, but only your thinking earns you the second. He sh...

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 acc...

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=PPComg3FlkLa6kjm They dive dee...

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 ta...

Featuring Dan Hurwitz - Startup CRO | GTM Advisor | Sales Hiring Expert Hiring 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...