WMYT - What makes YOU Tick? Tech Leaders Career Stories

Richard and Tolu @ Tick Talent
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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, that matters to people. That’s why we created this podcast. For your inspiration and growth!

  1. 107 - Buyer Coding: The 5 Love Languages That Close More Deals w/ Rich Patterson

    HÁ 2 DIAS

    107 - Buyer Coding: The 5 Love Languages That Close More Deals w/ Rich Patterson

    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 actually like to buy. Forget MEDDIC. Forget SPIN. Forget playbooks written for another era. This is about decoding your buyer’s mindset, and adapting your approach in real time. You’ll learn: What Buyer Coding is and why it’s redefining modern sales The 5 Buyer Codes: Analyzer, Defender, Validator, Visionary, and Closer How to identify each buyer type within minutes of a call Why traditional frameworks break down with complex, multi-threaded deals How Buyer Coding drives stronger connections, faster deals, and higher win rates Why the future of sales isn’t about scripts or tech, it’s about empathy, decoding, and alignment This conversation goes beyond tactics. It’s about evolving from process-driven selling to truly human, buyer-led growth. If you lead a sales team, run a startup, or sell into the enterprise - this episode will change how you think about every deal from here on. 🎧 What Makes You Tick - with Richard Washington Conversations with leaders who redefine how we hire, sell, and grow startups and scaleups in the AI era. About Rich Patterson: Sales strategist, leadership coach, and creator of the revolutionary Buyer Coding™ framework that has transformed how thousands of professionals approach sales psychology. With over 15 years of experience across Fortune 500 companies and startups, Rich discovered that every buyer operates from one of five distinct psychological profiles. This breakthrough led to the creation of the Buyer Coding™ framework. Rich Patterson: https://www.linkedin.com/in/richhitsgoals/ Check out Buyer Coding: https://www.buyercoding.com/ About Richard Washington Richard Washington is the host of Making Revenue Tick and a trusted authority for tech founders looking to hire and scale elite revenue teams. Known for his contrarian, practical approach, Richard helps startups avoid costly hiring mistakes, align GTM teams, and grow from early traction to sustained success. Follow Richard on LinkedIn: https://www.linkedin.com/in/richwash/ Read Richard’s Newsletter Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928 Big Questions You'll Hear Answered: Why sales frameworks are broken What is Buyer Coding? The 5 Buyer Codes explained How to spot buyer types in real time Adapting your style to match each code Why “persona selling” no longer works Buyer Coding in enterprise vs SMB deals How AI will evolve sales psychology How to train your team to sell the way buyers buy Closing thoughts: empathy as a sales superpower Follow the podcast to meet a new Virtual Mentor in Leadership every week. Right here on What Makes You Tick. @WhatMakesYouTick #BuyerCoding #SalesPsychology #ModernSelling #WhatMakesYouTick #GoToMarket #WMYT

    1h5min
  2. Best Bits: Stop Hiring “Resumes”, Start Hiring Multipliers | Sales Hiring for Startups

    HÁ 6 DIAS · BÔNUS

    Best Bits: Stop Hiring “Resumes”, Start Hiring Multipliers | Sales Hiring for Startups

    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 talk through how to build elite sales teams by hiring multipliers - people who make everyone around them better. If you’re a founder, CRO, or startup sales leader, this 20-minute masterclass shows you exactly how to spot, test, and hire talent that scales with your business. You’ll learn: - The “Moneyball” strategy behind smart sales hiring - Why top performers from big brands often fail in startups - How to test for coachability and resourcefulness in interviews - The difference between Adders, Subtractors, Dividers, and Multipliers - The frameworks Brent and Richard use to build winning GTM teams Whether you’re hiring your first AE or scaling to 50 reps, this clip will change the way you think about recruitment and leadership forever. 🎧 Full episode available on What Makes You Tick — the show for founders, sales leaders, and revenue builders who want to understand what truly drives performance. Get it here https://youtu.be/_NHP2ZCHyIk?si=lMIYOrk8NfPGqQeq Connect with us: Brent Holloway on LinkedIn: https://www.linkedin.com/in/brent-holloway/ Richard Washington on LinkedIn: https://www.linkedin.com/in/richwash/ Learn more about Tick Talent: https://www.ticktalent.com See if you're hiring Multipliers, Adders, Subtractors or Dividers https://www.multiplierscorecard.com/ #SalesHiring, #StartupLeadership, #Multipliers, #TickTalent #WMYT #WhatMakesYouTick, #GoToMarketStrategy #Startups #SalesRecruitment

    21min
  3. E.106 – How Outliers Think: Standing Out in Life and Business w/ Scott MacGregor

    8 DE OUT.

    E.106 – How Outliers Think: Standing Out in Life and Business w/ Scott MacGregor

    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 curiosity, this conversation breaks down how outliers think differently, act intentionally, and create impact in both life and business. 🧠 You’ll Learn What really makes someone an outlier The connection between mindset, discipline, and purpose Why people-first leadership beats ego-driven success How to build meaningful relationships that open doors The secret to standing out without selling out Why gratitude is the most underrated driver of performance Key Themes Outlier Mindset • Purposeful Leadership • Personal Growth • Business Impact • Relationship Capital • Gratitude & Grit • Career Reinvention 🔗 Connect & Learn More 📘 Follow Scott MacGregor on LinkedIn https://www.linkedin.com/in/macgregorscott/ 🌐 Learn more about the Outlier Project: https://www.theoutlierproject.live 📘 Explore his books: Standing O, Standing O Encore, and Standing O Salutes About Richard Washington Richard Washington is the host of Making Revenue Tick and a trusted authority for tech founders looking to hire and scale elite revenue teams. Known for his contrarian, practical approach, Richard helps startups avoid costly hiring mistakes, align GTM teams, and grow from early traction to sustained success. Follow Richard on LinkedIn: https://www.linkedin.com/in/richwash/ Read Richard’s Newsletter Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928 #OutlierMindset #outlierproject #outliers #LeadershipDevelopment #PeopleFirstLeadership #GrowthMindset #WhatMakesYouTick #WMYT #TickTalent #ScottMacGregor #Hiring #TalentStrategy

    1h20min
  4. Best Bits: What is an Intrapreneur? Why Tech Companies Need Intrapreneurial Leaders

    5 DE OUT. · BÔNUS

    Best Bits: What is an Intrapreneur? Why Tech Companies Need Intrapreneurial Leaders

    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 high-ownership operators. If you’re a founder, CRO, or startup leader looking to build stronger teams and avoid costly mis-hires, this clip is your roadmap to intrapreneurial hiring done right. In This Clip What is an intrapreneur? The traits of intrapreneurial leaders Why early-stage startups need intrapreneurs to grow How to identify and hire intrapreneurial talent Why resourcefulness matters more than resources How founders can build teams that scale beyond themselves 🎧 Full episode available on the Best Bits playlist of our channel. Get it here https://youtu.be/mEfAhFn0p_M?si=ULeasH3vH9HNuRVS Hosted by Richard Washington, founder of Tick Talent — a specialist tech GTM recruitment firm helping startups scale through better hiring. 📘 Learn more: www.tick-talent.com 📊 Download the Multiplier Scorecard and explore the CORE4 framework for startup hiring of the Intrapreneurial traits: https://www.multiplierscorecard.com/ #Intrapreneur #StartupHiring #FounderTips #TechLeadership #SalesLeadership

    19min
  5. Best Bits: What Google and Waze Taught Me About Leadership w/Finlay Clark

    28 DE SET. · BÔNUS

    Best Bits: What Google and Waze Taught Me About Leadership w/Finlay Clark

    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 shares how the systems, structure, and scale taught him a lot about strategy, but also what you don’t learn when everything is so well-oiled. We also get into what changed when he left that safety net to join Waze as their first UK hire. Suddenly it was a blank sheet of paper: no machine telling you what to do, just curiosity, risk, and the chance to build something from scratch. Fin opens up about how he decides which opportunities to take - using head, heart, and gut together - and why curiosity has been the thread through his whole career. He explains why “falling in love with the problem” matters more than chasing shiny logos, and what he learned (the hard way) about leadership: don’t just hire people like yourself, remember that all problems are people problems, and execution matters more than talk. It’s an honest look at what Google and Waze taught him about leadership, risk, and building teams - and why stepping into the unknown can often open more doors than following the safe path. 👉 Catch the full episode for Fin’s complete journey and lessons learned along the way: https://youtu.be/n8qpyygp3MM?si=VuxhJK0QsF5l_RnT Connect with Finlay on LI: https://www.linkedin.com/in/finlayclark/ 🔗 Follow Richard on LinkedIn → https://www.linkedin.com/in/richwash/ Read his newsletter Growth Magnet → https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928 📩 Subscribe for more real-world hiring frameworks from startup operators who've scaled from $0M to $250M ARR. #Google #Waze #LeadershipLessons #CareerGrowth #WhatMakesYouTick #WMYT

    19min
  6. E.104 - Your Network Is the Revenue Strategy (If You Use It Like This) w/ Jessica Robertson

    25 DE SET.

    E.104 - Your Network Is the Revenue Strategy (If You Use It Like This) w/ Jessica Robertson

    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 about skipping sales. It’s about augmenting your go-to-market with human signal - using trust, context, and connection to open doors that SDRs and sequences can’t. If you're a B2B SaaS founder, CRO, VP Sales, or RevOps leader looking to increase revenue without bloating headcount, this episode is a blueprint for action. In This GTN Masterclass: ✅ What “GoToNetwork” actually is, and why it works ✅ How smart CROs are deploying on-demand intro networks ✅ Why relationships outperform cold outbound for early-stage growth ✅ When to use embedded sellers vs. building internal teams ✅ How to convert trust into qualified pipeline ✅ Building a flexible, scalable revenue engine without overhiring Jessica shares firsthand experience from scaling multiple revenue teams - and reveals why the future of Revenue is network-led, insight-driven, and context-first. 🔗 Connect with Jessica Robertson: https://www.linkedin.com/in/jessicalrobertson/ 🎙️ About the Host – Richard Washington Richard is the founder of Tick Talent and host of What Makes You Tick. He helps VC-backed tech companies scale from $0M to $250M+ ARR by recruiting sales leaders that actually deliver revenue. 🔗 https://www.linkedin.com/in/richwash/ 📩 Join the Newsletter – Growth Magnet https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928 🎧 More Episodes → https://www.youtube.com/@WhatMakesYouTick 📣 Subscribe for weekly GTM masterclasses from real startup operators #GoToNetwork #GTN #B2BSaaS #CROstrategy #StartupGrowth #MakingRevenueTick #WMYT #TickTalent #Orbb

    1h18min
  7. Best Bits: How to Hire Great Salespeople for Stormy Seas (Not Just Sunny Quotas) w/ Matt Marshall

    21 DE SET. · BÔNUS

    Best Bits: How to Hire Great Salespeople for Stormy Seas (Not Just Sunny Quotas) w/ Matt Marshall

    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 deep into how to assess context, mindset, and accountability, so you can spot high-potential sales talent others pass up — and avoid the $500K+ mistake of hiring for pedigree over performance. 🎯 What You’ll Learn: How to identify top sales performers — even if their resume shows a dip The real red flags (and green flags) in sales hiring Why “open to work” candidates are often your smartest hire How to assess underperformance without falling for excuses What founders get wrong when vetting sales talent Why honest client conversations are just as important as candidate screening The mindset that separates scrappy, high-growth sales talent from entitled job-hoppers 👤 About Matt Marshall GTM Recruiter | Ex-Sales Leader | Partner to high-growth tech startups across North America 🔗 Connect with Matt on LinkedIn https://www.linkedin.com/in/mattlmarshall/ 🎙️ About the Host – Richard Washington Richard Washington is co-host of What Makes You Tick, a GTM recruiter, and a trusted advisor to B2B SaaS companies scaling from $0M to $250M+ ARR. He helps founders build revenue teams that actually perform, with strategy, talent, and execution that scales. 🔗 Follow Richard on LinkedIn → https://www.linkedin.com/in/richwash/ Read his newsletter Growth Magnet → https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928 📩 Subscribe for more real-world hiring frameworks from startup operators who've scaled from $0M to $250M ARR. 📺 If you’re a tech founder, GTM leader, or revenue recruiter — this episode will help you think better about who you hire. #SalesHiring #StartupTalent #B2BSaaS #GTMStrategy #TickTalent

    21min
  8. E.103 - AI Agents in GTM? Here’s Why They Can Multiply Revenue (Masterclass w/ Justin GPT)

    18 DE SET.

    E.103 - AI Agents in GTM? Here’s Why They Can Multiply Revenue (Masterclass w/ Justin GPT)

    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 should actually operate in 2025. This is not ChatGPT-for-cold-outreach fluff. It’s the real-world AI stack, battle-tested by startup operators and GTM leaders using it today. 🎯 What You'll Learn: ✅ What “AI agents” really are—and how to use them inside GTM ✅ The revenue stack top operators are building (and why) ✅ How to move from AI busywork → outcome-focused workflows ✅ How to boost sales productivity without adding headcount ✅ Why roles are being replaced by workflows in modern orgs ✅ How to evaluate tools and systems that actually drive revenue 👤 About Justin Parnell (Justin GPT) Early-stage operator. GTM advisor. AI workflow builder. Justin shares publicly how he’s using AI agents to run lean, scalable, and smarter GTM operations. If you want to get your team using AI, call Justin. 🔗 Connect with Justin on LinkedIn https://www.linkedin.com/in/justin-parnell/ 🎙️ About the Host – Richard Washington Richard Washington is co-host of What Makes You Tick, a GTM recruiter, and a trusted advisor to B2B SaaS companies scaling from $0M to $250M+ ARR. He helps founders build revenue teams that actually perform, with strategy, talent, and execution that scales. 🔗 Follow Richard on LinkedIn → https://www.linkedin.com/in/richwash/ 📩 Read his newsletter Growth Magnet → https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928 📌 If you’re a startup founder, GTM operator, or revenue leader scaling in B2B tech—this episode is your tactical AI roadmap. 💬 Drop your take in the comments: How is your team actually using AI right now? #aigtm #aiagents #aisales #aileadership #aistartups #wmyt

    1h18min
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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, that matters to people. That’s why we created this podcast. For your inspiration and growth!

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