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. E.111 - The Referral Effect: Mastering the Art of Intros that Close Deals w/ Stephen Oommen

    1 NGÀY TRƯỚC

    E.111 - The Referral Effect: Mastering the Art of Intros that Close Deals w/ Stephen Oommen

    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 Playbook — for founders, sellers, and GTM leaders who want to stop chasing cold leads and start creating trusted access at scale. 💡 In This Conversation, You’ll Learn: Why hiring “network sellers” rarely works (and what to do instead) The Referral Effect — how to turn one great intro into a pipeline of opportunities Stephen’s 5 COINs framework for building warm access: Centers, Connectors, Communities, Coaches & Customers of Influence How to make intros that actually close — not just polite coffee chats The neuroscience of trust: why warm intros outperform cold calls 10x How to build a referral-driven GTM motion that compounds over time How to train your team to “give before they get” — and win faster through reciprocity 🧠 Who Should Watch Founders and sales leaders tired of cold outbound that doesn’t work Revenue teams looking to generate pipeline through relationships, not spam Recruiters and hiring managers evaluating “network sellers” SDRs and AEs who want to build their own repeatable referral system GTM operators designing trust-based growth strategies 👤 About Stephen Oommen Stephen Oommen is a keynote speaker, consultant and GTM leader. Known as the king of referrals, a true relationship architect who has built multi-million-dollar pipelines entirely through referrals and introductions. A two-time guest on What Makes You Tick, he’s known for teaching revenue teams how to systematize warm access, turn relationships into revenue, and win trust in competitive markets. 🎙️ About the Show What Makes You Tick is hosted by Richard Washington, founder of Tick Talent, featuring conversations with top GTM operators, founders, and executives. Each episode is a masterclass on scaling revenue, building trust, and creating human-centered growth systems. 🔗 Connect with the speakers 👉 Stephen Oommen – https://www.linkedin.com/in/stephenoommen/ 👉 Richard Washington – https://www.linkedin.com/in/richwash/ 🎧 Subscribe to What Makes You Tick for new episodes weekly: YouTube @whatmakesyoutick | Spotify https://open.spotify.com/show/1PrIjRzmSOGUQJSigtpXNS?si=3b350a2f32d84a97 | Apple Podcasts https://podcasts.apple.com/gb/podcast/wmyt-what-makes-you-tick-tech-leaders-career-stories/id1699043715 #referrals #networking #salesskills #salestraining #salesenablement #gotonetwork #salesleadership #whatmakesyoutick #thereferraleffect #ticktalent #wmyt

    1 giờ 9 phút
  2. Best Bits: Great Sales Leaders Don’t Just Motivate - They Rewire Minds (Leadership Psychology)

    4 NGÀY TRƯỚC · NỘI DUNG TẶNG THÊM

    Best Bits: Great Sales Leaders Don’t Just Motivate - They Rewire Minds (Leadership Psychology)

    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 inside out. What You’ll Learn: Why mindset - not just skillset - determines sales performance The silent killers of team culture (and how great leaders fix them) How to coach reps without ego and unlock their potential The real reason some teams scale effortlessly - and others stall How to embed belief-shifting leadership into your hiring process Whether you're a CRO, VP of Sales, or startup founder building a GTM team - this is a great insight in to leadership psychology you'll enjoy if you've chosen this path. 👉 Mike Petroskey – LinkedIn https://www.linkedin.com/in/mikepetros/ 👉 Richard Washington – LinkedIn https://www.linkedin.com/in/richwash/ 🎧 Subscribe to What Makes You Tick @whatmakesyoutick | Spotify https://open.spotify.com/show/1PrIjRzmSOGUQJSigtpXNS?si=06137d29432747d6 | Apple Podcasts https://podcasts.apple.com/gb/podcast/wmyt-what-makes-you-tick-tech-leaders-career-stories/id1699043715 #salespsychology #leadership #hiring #mindset #whatmakesyoutick #wmyt

    24 phút
  3. E.110 – The Do’s & Don’ts of Landing in Europe (EMEA Expansion Playbook) w/ Michael Schirrmacher

    5 THG 11

    E.110 – The Do’s & Don’ts of Landing in Europe (EMEA Expansion Playbook) w/ Michael Schirrmacher

    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 first European expansion, this episode is your EMEA Expansion Playbook. Learn how to avoid the classic mistakes, hire your first regional leader the right way, and build sustainable traction across multiple markets. 💡 In This Conversation, You’ll Learn The do’s and don’ts of landing in Europe — from first hire to full market launch Why US playbooks fail in EMEA (and how to fix them) How to find product-market fit again in a new region The difference between a local “hero” and a real regional builder How to align HQ and regional leadership without creating silos Why “trust” and “timing” matter more than budget in international expansion The cultural nuances that drive (or destroy) deals in Europe 🧭 Who Should Watch Founders expanding from the US (or out East) to EMEA CROs and VPs of Sales building international GTM functions Investors looking for playbooks that scale across markets Sales leaders entering new regions or rebuilding EMEA operations 👤 About Michael Schirrmacher Michael Schirrmacher has spent 15+ years building and leading go-to-market organizations across Europe. From early-stage startups to global scale-ups, he’s helped companies like Bloomreach, Fast and Narvar crack international growth, build cross-functional alignment, and lead high-performing teams across cultures. Now he's SVP Growth @ Reveni. Check them out! 🎙️ About the Show What Makes You Tick is a podcast by Richard Washington, founder of Tick Talent, featuring candid conversations with the world’s top GTM leaders, founders, and operators. Each episode unpacks real frameworks, battle-tested lessons, and behind-the-scenes stories from the people building the future of revenue. 🔗 Connect 👉 Michael Schirrmacher – LinkedIn https://www.linkedin.com/in/michaelschirrmacher/ 👉 Richard Washington – LinkedIn https://www.linkedin.com/in/richwash/ 🎧 Subscribe to What Makes You Tick @whatmakesyoutick | Spotify https://open.spotify.com/show/1PrIjRzmSOGUQJSigtpXNS?si=06137d29432747d6 | Apple Podcasts https://podcasts.apple.com/gb/podcast/wmyt-what-makes-you-tick-tech-leaders-career-stories/id1699043715 #EMEAExpansion, #GoToMarketStrategy, #StartupGrowth, #SaaSLeadership, #WhatMakesYouTick

    1 giờ 12 phút
  4. Best Bits: Great vs Bad Leaders - How Culture Multiplies Performance w/ Abi Williams

    2 THG 11 · NỘI DUNG TẶNG THÊM

    Best Bits: Great vs Bad Leaders - How Culture Multiplies Performance w/ Abi Williams

    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 globe. She shares lived experienc of: Why culture is your true performance multiplier How to hire and promote with integrity and alignment The cost of keeping “star performers” who erode trust How people-first leadership accelerates growth Why bad leaders can be your best teachers, if you pay attention If you’ve ever wondered how to balance empathy with execution, this conversation is your blueprint for building scalable, people-centric success. 🎧 What Makes You Tick is where tech founders, operators, and GTM leaders share the frameworks, failures, and mindset shifts behind growth that lasts. Connect with the Guests: 🔹 Abi Williams - LinkedIn - https://www.linkedin.com/in/abiolawilliams/ 🔹 Richard Washington - LinkedIn - https://www.linkedin.com/in/richwash/ #Leadership, #Culture, #StartupGrowth, #SalesLeadership, #WhatMakesYouTick #ChiefRevenueOfficer #Founder #Startups #WMYT

    22 phút
  5. E.109 - What a Stroke Taught Me About Life, Leadership & Success w/ Roderick Jefferson

    29 THG 10

    E.109 - What a Stroke Taught Me About Life, Leadership & Success w/ Roderick Jefferson

    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 them), Roderick brings a deeply personal and practical playbook for every leader chasing impact without losing themselves in the process. In This Episode: What a life-changing moment taught Roderick about leadership, empathy, and resilience Why you train animals, but you enable people How to balance ambition with health, family, and purpose The mindset shifts that turn setbacks into sources of strength How to apply enablement principles beyond sales - to life itself About Roderick Jefferson Roderick Jefferson is an internationally recognized business and transformational speaker, known for his dynamic voice and practical frameworks that have shaped the future of sales enablement and GTM leadership. He’s spoken at and advised companies including: ATD Conference, B2BMX, Cisco, LinkedIn, MindTickle, Oracle, Salesforce (Dreamforce), SAP, Seismic, SiriusDecisions, Uber, and Zoom. He’s also the author of two Amazon bestsellers: 📘 Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence 📘 Sales 3.0 Companion Workbook 📘 Pre-order his new book Stroke of Success https://www.roderickjefferson.com/stroke-of-success When he’s not on stage, Roderick can be found barbecuing or playing bocce with his family - reminding us all that success means nothing without balance. 🎧 Listen to What Makes You Tick What Makes You Tick is the flagship podcast uncovering the human side of high performance - hosted by Richard Washington, founder of Tick Talent. Each episode dives deep with world-class leaders, founders, and operators on leadership, mindset, and growth in tech. Available on: 🎧 Apple Podcasts | Spotify | Amazon Music | YouTube Connect with the Guests 🔹 Roderick Jefferson — LinkedIn https://www.linkedin.com/in/roderickjefferson/ 🔹 Richard Washington — LinkedIn https://www.linkedin.com/in/richwash/ #HopeIsNotAStrategy, #LearnAnywhereAchieveEverywhere, #IQplusEQplusAI3dot0, #strokeofsuccess, #GTMtransformation, #salesenablement, #keynotespeaker, #motivationalspeaker, #healthandwellness, #leadershipdevelopment, #WhatMakesYouTick, #TickTalent

    1 giờ
  6. Best Bits: Why “A Players” from Big Companies Often Fail in Startups w/ Heath Barnett

    26 THG 10 · NỘI DUNG TẶNG THÊM

    Best Bits: Why “A Players” from Big Companies Often Fail in Startups w/ Heath Barnett

    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 - hiring reps from big logos, proven companies, or “top performers.” But early-stage success demands something entirely different: resourcefulness, curiosity, and an operating system for ambiguity. In this 18-minute highlight, Heath shares: 💡 Why “top reps” from big companies often fail in startups 🎯 How to identify resourceful sellers who build process, not just follow it ⚙️ What early-stage leaders get wrong about hiring for potential vs proof 🧭 How to interview for grit, coachability, and execution under chaos 🤝 Why great recruiters often become exceptional SaaS sellers themselves If you’re hiring your first sellers - or levelling up your GTM team - this clip is your shortcut to avoiding expensive misfires and finding the multipliers who actually scale. About Heath Barnett Heath is a revenue leader and PLG operator who’s helped startups scale from early traction to hypergrowth. Currently leading Revenue at Mixmax, he’s known for building lean, high-impact sales teams and for hosting Mixology, a podcast for operators who care about doing the work that actually works. 🔗 Connect with Heath on LinkedIn https://www.linkedin.com/in/gtmjuice/ 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 #StartupHiring, #SalesLeadership, #GoToMarket, #B2BSaaS, #MakingRevenueTick #WMYT #SalesHiring #SalesRecruitment

    20 phút
  7. E.108 - Deconstructing Revenue: The $3M to $20M ARR Growth Stage Playbook w/ Dustin Clinard

    22 THG 10

    E.108 - Deconstructing Revenue: The $3M to $20M ARR Growth Stage Playbook w/ Dustin Clinard

    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 mindset - How to build systems that scale before you feel ready - The Resourcefulness Rule, and how top performers apply it daily - How to transition from founder-led revenue to true organizational leadership - Why hiring slows growth (until you learn to hire for leverage) If you’re a founder, CRO, or operator navigating that tough $3-$20M stretch, this episode will change how you think about growth, leadership, and accountability. About the guests: 🎙 Dustin Clinard, CEO at Ignis AI, connect on LinkedIn https://www.linkedin.com/in/dustinclinard/ Helping companies unlock potential, transform careers, and elevate the future of work. 🎙 Richard Washington, Founder at Tick Talent, and Host of WMYT? What Makes You Tick - Tech Leaders Career Stories, and Making Revenue Tick podcasts Connect on LI: https://www.linkedin.com/in/richwash/ #StartupGrowth, #ARR, #MakingRevenueTick, #SaaSLeadership, #IgnisAI, #Founders, #ScalingStartups, #RevenueLeadership, #B2BSales, #WhatMakesYouTick

    1 giờ 17 phút
  8. Best Bits: The Truth About Building an AI Startup (and Why It’s All About People)

    19 THG 10 · NỘI DUNG TẶNG THÊM

    Best Bits: The Truth About Building an AI Startup (and Why It’s All About People)

    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 it The difference between AI for good and the “AI that spams” How to build trust in a world flooded with automation What it really feels like to build through fear, uncertainty, and grit Why the best startups are never about the tech — they’re about the people Whether you’re a founder, sales leader, or investor, this conversation is a masterclass in building products (and companies) that actually matter. 🎧 Watch the full episode to learn how Centralize is helping teams at Brex, Intercom, Highspot, Sendoso, and Cresta win bigger and faster — by mapping the human networks behind every deal. 👉 Connect with the guests: Rachit Kataria, CEO and Co-Founder at Centralize https://www.linkedin.com/in/rachitkataria/ Richard Washington, Founder at Tick Talent https://www.linkedin.com/in/richwash/ #AIStartups #RelationshipSelling #Centralize #StartupLife #MakingRevenueTick #WMYT #seedfunding

    15 phút
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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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